Senior Strategic Account Manager

Posted on: 2006-07-27

 EXPERIENCE AND ACHIEVEMENTS  WEBSIDESTORY, San Bruno, CA 2004-Present A leading provider of Site Search and Web Analytics delivered over the Web Senior Manager, WW Strategic Accounts Directed development and implementation of worldwide strategic account program. Set strategic direction and led all facets of sales, marketing, business development and account services. Determined sales goals and formulated business plans to capture opportunities. Identify, secure and implemented strategic alliances and partnerships. Manages sales staff, P&L, product launch and development. Sales, Marketing and Business Development  Exceeded projected revenues by 25% in year one.  Achieved 93% customer retention rate in subscription based business model.  Ranked #1 in personal sales each quarter, consistently achieving highest close rate while concurrently managing sales team and overall group sales goals. Strategic Business Initiatives  Conceived and launched the company’s first customer-loyalty program.  Created strong sales infrastructure: Implemented new lead prospecting methods, sale pipeline, and product presentations.  Instituted a strong focus on customer satisfaction. Cornerstone of program built on providing a high level of service, solid training and consistent follow up.    ELECTRONICS FOR IMAGING, Foster City, CA 1998-2004 A provider of digital imaging and print management solutions Senior Worldwide OEM Account Manager, 2000-2003 Responsible for creating vision, structure and strategy for key OEM partners. Directed worldwide sales, marketing and engineering efforts. Responsible for P&L, product life cycle and maximizing market share growth and penetration. Grew account revenue from zero to $25M in three years, consistently achieving over 110% of quota.  Highest percentage of OEM’s revenue growth for 2000.  Achieved 90% success rate on new product introduction.  Negotiated first ever service contract resulting in 20% uplift in first year service revenues. Senior Regional Account Manager, 1998-2000 Managed a multi-regional sales territory. Developed and implemented strategies to drive long-term sales growth, spur immediate revenue, and penetrate competitive accounts. Consistently outperformed annual sales and margin goals.  Ignited a stagnant territory with flat sales by rebuilding customer relationships. Became the company\'s most profitable territory with two years.  Increased sales by 50% within two years, increasing sales revenues from $10M to $15M.  Awarded President\'s Club, top 5% of sales performance.    SECURE COMPUTING, San Jose, CA 1997-1998 Enterprise security software Director, National Channels Created, implemented and manage National Channel program. Focused on sales and marketing to create client base loyalty and establish a foundation for business growth in highly competitive market space. Created sales strategies to capture new business from competitors, and served in dual sales/management role to achieve results that exceeded sales goals.  Increased sales 40% during first year by identifying opportunities and revitalizing national dealer channel.  Added 10 new dealer accounts in 1997  Successfully maximized on-going profitability with dealer channel though innovative marketing programs and sell through of existing inventory.    TEKTRONIX, Santa Clara, CA 1990-1997 Strategic Account Manager National Channel Manager GENIGRAPHICS, San Francisco, CA 1987-1990 Major Account Manager  EDUCATION  Public Relations/Advertising, 1982 SAN JOSE STATE UNIVERSITY, San Jose, CA  AFFILIATIONS  President, Notre Dame High School Parent Association 2006-Present Fundraising Director, Peninsula Junior League 1995-1997 National Membership Advisor, Chi Omega