Hunter Sales Professional with many years of successful sales leadership of rapidly establishing new geographic markets, driving revenue growth and increasing market share for technology based solutions and services. Consistently achieved top ranked performance by increased revenues and expanded customer base. Expert in Consultative Selling to C-level executives and translating technical solutions into compelling investment opportunities. Strong
Hunter Sales Professional with many years of successful sales leadership of rapidly establishing new geographic markets, driving revenue growth and increasing market share for technology based solutions and services. Consistently achieved top ranked performance by increased revenues and expanded customer base. Expert in Consultative Selling to C-level executives and translating technical solutions into compelling investment opportunities. Strong key account management skills practiced in transforming vendor and customer relations to that of a valued business partner/trusted advisor.
Specialties: •Collaboration Technologies
•Cloud Computing & SaaS
•Application & Database Encryption
•Backup, Recovery & Archival
•Business Continuity & Disaster Recovery
•High Performance Compute Clustering
•Storage, Servers, Virtual Systems
•New Account Development & Management
•Customer Service / Satisfaction
•Forecast / Pipeline Management
•Team Building & Virtual Team Management
Senior National Account Manager @ Responsible for identifying customer needs, and closing business in the Eastern Region by positioning solutions focused on security and risk mitigation, cloud services, data center, and unified workspace. Technologies include Barracuda, Cisco, Palo Alto Networks, Symantec, IBM, Oracle, SAP, EMC, NetApp, Avaya, etc. Position Managed IT services (IaaS, SaaS, TaaS, PaaS) to complex enterprises. Identified and qualified leads, determining prospect needs, and closing opportunities. Partner with resources to ensure the best possible service and effective communications to customers, and ensuring the profitable movement and sale of products. From February 2015 to Present (11 months) Regional Vice President Acquisition Sales @ Responsible for closing business and the sales direction of SaaS Account Executives covering Southeast Region positioning PGi’s suite of SaaS collaboration technologies. Innovative leadership includes managing multiple stakeholders, ongoing mentoring and development of the hunter sales team including recruiting, hiring, retaining and training on disruptive sales methodologies. Conducted weekly forecast meetings, quarterly business reviews, coaching direct reports regarding strategies to drive closure and achieve stretch goals. From 2013 to 2014 (1 year) New England Regional Sales Manager @ Responsible for driving SaaS revenue for New England Region through Enterprise, Corporate, Healthcare and SLED accounts for on premise, cloud based or hybrid configurations. Vidyo's API's provide an easy path for integrating Vidyo into business workflow, and providing unique value to for B2B, and B2C communications. Coordinated with Channel Partners for deployment, etc.
#1Top Revenue Producing RSM for Vidyo worldwide. From 2011 to 2013 (2 years) WebEx Enterprise Field Account Manager, Collaboration Software Group, Government & Education @ Responsible for driving collaboration and Unified Communications business within the Northeast for State/Local, Higher Education and K-12 organizations.
* Account Managers Stretch Achievers Award 151% of Quota - 2010
* #1 Field SLED Account Manager - Q2 2011 From 2009 to 2011 (2 years) Sales Director, Northeast & Eastern Canada @ Voltage offers patented and ground breaking encryption technologies aimed at protecting customer, partner and corporate data wherever it resides in the organization. Responsible for breaking into key accounts in the Northeast and developing $750K+ software deals. Major wins included National Life Insurance Company, Boston Medical Center, New York Times, etc. From 2008 to 2009 (1 year) Territory Account Manager @ Managed sales efforts of complete Symantec product line, primarily to customers in Healthcare, State and Local Government, K-12, and Higher Education. Solutions areas include enterprise message management, data center automation, and security compliance. From 2006 to 2008 (2 years) National Industry Solutions Manager @ Expanded sales of printing solutions into retail and financial services accounts to include content management software, e-form solutions, hardware and services. Closed largest contract in history of Okidata America displacing Lexmark. Okidata America is a $2 billion subsidiary of OKI Electric Industries Inc., a $7 billion technology manufacturer based in Tokyo, Japan. From 2004 to 2006 (2 years) Sr. Account Executive @ Grew assigned territory from $10M to $44M through set of major accounts in New England. Established account strategies and activities for key accounts to position enterprise, and non-enterprise products. Cultivated high-level relationships with technology and business decision makers while identifying business needs and developing appropriate solutions to ramp business. Over 100% quota for 2002, 2003, 2004 w/most profitable gross profit margin in sector. Appointed to Presidents Work Life Balance Council. From 2000 to 2004 (4 years) National Higher Education Manager/Account Executive @ Sold in highly competitive environment utilizing strategic planning skills to penetrate Fortune 1000, corporate and education accounts. Focused on key competitive differences, cost comparisons, ROI, TCO, etc. Promoted to national position with responsibility for sales into Higher Education sector. From 1997 to 2000 (3 years) Account Executive @ Responsible for notebook computer sales to F1000 end users and the VAR channel for New England. From 1995 to 1997 (2 years)
Business @ Northeastern University Susan Green is skilled in: Unified Communications, Sales, Account Management, Technology, SaaS, Team Building, Collaboration, Territory Management, Building Relationships, State & Local Government Sales, Enterprise Technology Sales, Sales Management, Selling, Storage, Sales Force Development
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