Sheila Byrne

Manage most tenured Enterprise Sales Account Directors in Manufacturing, Food & Beverage, Infrastructure & Services verticals. Develop strategic sales plans based on company growth goals. Expand customer base by coaching and mentoring AE's; building and maintaining rapport with key customers; and coaching on up-sell and prospect opportunities all with discipline and cadence. Manage and maintain a 4x pipeline-to-quota ratio. Innate ability to solve weak sales performance, competency &/or attitude, leading to higher productivity and efficiency. Engage cross functional teams at appropriate stages in the sales cycle to advance the sale. Hiring and firing as required.  Deal size ranges from $100K to $500K. Annual portfolio $8M.

Achievements

• Average quarterly results ~120% -170%   
• 150% goal achievement during pandemic 
• Carry 40% to 60% of company's overall sales 
• Closed largest deal in company's history during pandemic ($500K)
• Exemplary scores on employee survey (4%+ higher than benchmark) 
• Developed new Sales Strategy and BDR Process
• Strategic development of new lead distribution & lead scoring
• Implemented deal strategy process for all sales
• Created 'named account' process for all ENT & MM segments
• Led career development and growth mentorship program

Responsible for global sales direction and management BI and visualization software to B2B customers, Partners, ISV’s & VAR’s. Responsible for hiring, firing, coaching, mentoring and managing global sales team. In first 90 days, created Strategy Action Plan, new sales process, PIP process, lead qualification role, lead distribution process and accurate account assessment (transactional vs. strategic). Annual portfolio $10M.

Achievements

• Increased YOY sales by 15.89%, after 2 years of negative growth
  
• Hit first $1M month (Jan’18) under my leadership
• In first 9 months, achieved highest 2 consecutive months of sales 
  
• Produced first $2MM+ quarter in 4 years
  
• Expanded 2018 renewal revenue by $1M; 18% increase in ARR
  

Lead and directed execution of NA sales business. Developed, initiated, and implemented strategic sales plan and revenue projections for fiscal year; supporting growth direction of company. Lead and managed sales team for business acquisition and retention. Drove operational and personnel decisions ensuring budgeted contract, operating margin and contribution was met or exceeded. Advised GM when circumstances jeopardized achievement of margin, developing alternative plans for corrective action. Annual portfolio $7M.

Achievements

• 14% organic growth via net new logos, new dept's and up-sell
  
• Increased 2016 sales with fewer sales reps/headcount
  
• Designed & executed standardized sales process & methodology 

• National Sales Manager (Business Unit Director) (2010-2015) 
  
• Public Practice Sales Manager – Western Canada (2008-2010)
  

Launched Corporate Division ('11) after promotion. Responsible for sales leadership, quota attainment, budgeting and sales strategy execution for 12-15 sales & services individuals. Strategic sales negotiations with Fortune 500 companies and Public Practice accounting firms. Territory & Quota creation, segmentation and assignment. Created repeatable sales processes leading to high performance and forecasting. 

Achievements

• Sustained consistent growth: 2011 95.4%; 2012 147%; 2013 133%; 2014 - sunset
  
• Increased software sales 43% over PY during in first 12 months
  
• Surpassed forecast with introductory software product (Global Integrator) by 300% 
  
• Grew startup division to $6MM in annual potential revenue in less than 3 years

Senior leadership member, managing 5 Senior Account Managers. Spearheaded proactive end-to-end Project Management & Software Solutions (sales, resources, implementation and delivery) within a highly competitive industry. Worked strategically on clients such as NFL, NHL, NBA, Progressive Insurance, Purina, Telus, Chapters-Indigo and Kellogg.

Achievements

• Championed management of Toronto & Eastern NA Fortune 500 clients
  
• Recouped accounts receivable from past due clients in first 6 months of $500K
  
• Increased profitability in Toronto SBU by over 50% from PY; Successfully implemented 8 new accounts in 5 months 
  

Identified strategic cross-sell & up-sell opportunities within identified accounts. Established clear operations and processes while identifying and driving new sales strategies. Managed high profile clients CAA (Canadian Automobile Association), Flight Centre (globally) and American Express. Managed, trained and coached 5 National Account Managers. Managed a portfolio total of $4M. 

Achievements

• New sales growth of 10% annually in negative-growth Industry
  
• 45% YOY growth with 3rd largest global account in less than 6 months
  
• Awarded “Power of All” Award for successfully meeting & surpassing growth goals 
  

• Global Account Director (2004 – 2005) / National Account Manager (2003 – 2004)

Led strategic planning for global account; supervising 5 remote global members. Created program standardization to achieve revenue goals in each country. Spearheaded quarterly business reviews and regular stat calls with internal and external project sponsors. Initiated strategic cost savings solutions through financial and bench marketing analysis. 

Achievements

• Negotiated global travel agreements resulting over $2.2 million in travel savings
  
• Streamlined customer service process, resulting in 20% less complaints
  
• Secured $2 MM in cost-savings in 6 months for one account; 300% over forecast
  
• “Account Manager of the Year” through peer nomination and quota achievement
  

• Senior Sales/Account Manager - Miami, FL, USA (2000 – 2003)
  
• Sales/Account Manager – Ottawa, ON (1993 – 2000)