Senior Account Executive
Tracey Price
Withyouwithme
Vancouver,BC
17
years of professional experience
Top performing technology sales executive with a long-term record of success through helping customers identify and solve complex challenges by caring passionately about their needs. Enterprise software sales experience includes discovery, customer needs analysis, relationship building and territory management. Highly motivated and technically proficient working within the Enterprise, Corporate and Technology sectors across North America. Proven record of accomplishment with hunting and closing seven figure Enterprise software deals and consistently exceeding revenue targets. Proactive and consultative with clients and peers to ensure that customer needs and business goals are aligned. Excellent communicator, collaborator and closer with an exceptional talent at building and maintaining relationships with customers, partners, and colleagues at every level.
Work History
Enterprise Account Executive
7 Months- WithYouWithMe is an end-to-end talent management SaaS platform that focuses on empowering underrepresented communities and finding them employment in Tech
- As an Enterprise Account Executive, I lead the GSI & Enterprise Sales Customer Delivery team to close business with the Provincial government & Enterprise verticals Canada wide
- Closed $500K of SaaS & professional services contracts in first 3 months
- Collaborated daily with the CEO & COO to strategize, win and secure major contracts
- In my first quarter in a new market, I leveraged a combination of daily outbound prospecting and strategic relationship building to expand pipeline to 3.5X, demonstrating my ability to deliver impactful results through a dynamic and proactive approach
- Presented web demonstrations, MSPs & QBRs to C level executives & stakeholders
- Developed globally recognized framework for POD optimization in North America, APAC & UK
- Led, coached, and collaborated with team of 6, setting sales objectives and managing KPIS for the team's success
- Built strategic partnerships & negotiated deals with GSIs, Enterprise & Government agencies
- Spearheaded company's market expansion efforts by prospecting, hunting, and building brand awareness, resulting in successful closure of 2 Fortune 500 accounts in emerging market
- Employed expert negotiation skills and navigated complex procurement processes with ease, anticipating and removing potential roadblocks to ensure swift closures and accurate forecasting.
- Articulated and demonstrated product concepts and offerings to clients in easily understandable terms
- Cross-sold products and services to clients to secure additional business and grow revenue streams
- Conducted integrated sales presentations to illustrate value of product or service and tailor call-to-action
Enterprise Account Executive
9 Months- Consistently exceeded quarterly quotas by strategically selling SaaS digital collaboration solution to enterprise and business stakeholders globally
- Identified strategic client pains and developed unique and compelling value propositions that focused on delivering ROI and TCO to our clients, resulting in 30% increase in overall sales pipeline conversion rates
- Introduced and presented Mutual Agreement Plans and QBRS to our clients, resulting in increased engagement and 98% customer satisfaction rating
- Prospected, identified, developed, and closed new Enterprise level recurring deals, resulting in $1.2M in additional revenue generation within first 3 quarters
- Successfully executed land-and-expand sales strategy by conducting 400+ online sales presentations and product demonstrations to executive-level Fortune 1000 customers, resulting in consistent YoY business growth
- Owned top Fortune 500 accounts and relationships, leveraging direct communication lines with CEO, CTO, VP of Product, and other necessary resources to close strategic business deals
- Built and strengthened relationships with new and existing accounts to drive revenue growth
- Prepared additional quotes for current clients to upsell products and services
Senior Account Executive
7 Months- Account Executive helping liberate finance teams to make true strategic business impact by automating entire global supplier payments operation and eliminating risk with tax and regulatory compliance
- Consistently leveraged sales stack to understand territory potential and creatively engage with target prospects
- Hunted and developed acquisition territory resulting in 3X increase in pipeline during challenging global pandemic market
- Proficiently conducted discovery calls, identifying strategic clients and developing unique and compelling value propositions to address their decision criteria & pain, while helping them establish & articulate their needs
- Effectively collaborated with all internal resources, including Sales Development, Solution Consulting, Alliances, Finance & Legal to win new logos
- Successfully completed & implemented intensive Winning by Design sales methodology training specific to SaaS
- Team player and collaborator, proficient in understanding territory planning and account segmentation, resulting in increased customer acquisition
- Sold new products and services and developed new accounts to maximize revenue potential
- Obtained pricing deals, negotiated contracts, and solidified beneficial agreements
Regional Account Executive
3 Years 1 Month- Regional Account Executive for PCoIP remoting protocol technology and HP Anywhere Enterprise cloud SaaS
- Hired immediately after significant corporate restructuring as Teradici was transforming from OEM based, hardware focused, indirect sales model into Channel based, Enterprise SaaS focused direct sales model
- First member of software sales team to direct report to the CEO
- Successfully recruited half dozen highly experienced colleagues from my network to join the company
- Despite steep and short learning curve, successfully sold all HP Teradici solutions
- Developed territory from 0% to 250+% of assigned quota in 5 months through relentless customer focus; mutually beneficial deal structuring; and targeted approach to rapidly acquiring deep product knowledge
- Successfully secured 7-figure ARR deal and achieved growth rate of 100% by allocating specialized engineers to restore and strengthen vital client partnership
- Promoted 3rd party cloud solutions, including Amazon Workspaces, Google Cloud & Microsoft Azure, presenting jointly with these partners
- Advanced customer-centricity throughout organization by leading account strategies across product, marketing, operations, legal and finance teams.
- Liaised between parent company and independent distributors.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
- Maintained current knowledge of evolving changes in marketplace.
- Achieved or exceeded company-defined sales quotas consistently top of leader board for 7 consecutive quarters
- Developed and maintained strong working relationships with professionals within assigned territory.
- Negotiated prices, terms of sales and service agreements.
- Renegotiated contracts with expiring accounts to continue relationships with current company clients
- Performed effectively in self-directed work environment, managing day-to-day operations and decisions
Senior Account Executive, Regional Senior
8 Years 11 Months- Account Executive for firmware-embedded endpoint security and management solutions
- Regularly exceeded 3.6M annual quotas and held company record for highest percentage of quarterly quota attainment @ 429%
- Closed largest deal in company’s history worth $3.7M to largest Healthcare provider in North America, which drove an increase in stock price of $3/share when announced
- Consistently recognized as top performer, including annual inclusion for 5 consecutive years in President’s Club and achieving 469% of quarterly quota, the highest in the company during my ten year tenure
- Closed Fortune 50 and Fortune 500 deals across multiple industries and built 4X pipeline
- Increased market share by facilitating delivery of enhanced services through partners including Dell, Lenovo, HP, Apple, CDW, Insight and Gov Connection
- Regularly presented & negotiated with senior technical decision makers (CIOs, CTOs and CEOs) in Fortune 500 organizations
- Developed and delivered new hire training program to junior reps, resulting in successful, high performing SDR team
- Networked at events and prospected for new customers with diverse strategies
- Cold called prospects to explain partnership benefits, representing company values
Education
Bachelor Of Arts - Arts
Skills
SKILLS PROFILE
18 years’ experience in SaaS technology sales with a focus on Enterprise
Healthcare & Public accounts.
Utilized MEDDIC principles to educate clients on their objectives and targets based on thorough understanding of their business initiatives. Supported clients in developing long-term technology implementation strategies
including budgetary planning.
Experienced in negotiating and closing complex 7 figure deals throughout North America with integrity.
Successfully executes strategic and tactical development plans for territories and accounts
resulting in acquisition of new logos
impressive business expansion
high growth rates
exceptional pipeline conversion
and significant revenue generation
Positive enthusiastic Senior Account Executive who wins business and earns trust by building genuine relationships with clients and partners
Positive
enthusiastic leader showing dedication and patience whilst offering mentorship and instilling confidence.
Intuitive and confident approach to road mapping opportunities
partnering
interpreting buying signals & removing obstacles to exceed both quarterly and annual quotas consistently
Excels at identifying new accounts and expanding business from existing customer base increasing business by up to 250% in one quarter
5X Presidents Club Winner for annual sales achievements
Winning By Design
The Sandler Selling System
MEDDIC
Revenue Storm
SPIN selling
Miller-Heiman
Salesforce.com
HubSpot
MS Dynamics CRM
MS Office
Zoom Info
Sales Navigator
AWS
G-Suite
Absolute Persistence
Stormboard
Loom
Clari
Slack
Groove
Chorus.ai
DocuSign & HP Anywhere
Simon Fraser University Bachelor of Arts
Timeline
Enterprise Account Executive
Withyouwithme
04.2022 - 11.2022Read More
Enterprise Account Executive
Stormboard
06.2021 - 03.2022Read More
Senior Account Executive
Tipalti, Emerging Business Group
03.2020 - 10.2020Read More
Regional Account Executive
HP Teradici
01.2017 - 02.2020Read More
Senior Account Executive, Regional Senior
Absolute Software
05.2006 - 04.2015Read More
Simon Fraser University
Bachelor Of Arts from Arts
Read More