Susan M. Johnson

Enterprise Sales Consultant

Profile

• Twenty years successful experience in pre-sales consulting, account management, direct sales, project management, and software development in the software industries including

Time and Expense Management, Business Intelligence, Data Integration, ERP, CRM.

• Proven track record in all stages of sales process, from business development and lead qualification to Requests for Proposals (RFPs), technical needs analysis, and closing.

• Solid technical acumen with background writing white papers and sales strategies.

• Collaborate with Sales, Marketing, and IT teams to optimize promotion of products and services.

• Exceptional presenter with solid background in pitches, snap demonstrations, Webcasts and presenting directly to C-Level Executives.

• Superior analytical, communication, and interpersonal skills.

• Involved in business alliances with major system integrators and financial partners.

• Implemented Sandler sales processes and solution selling.

• Extensive industry knowledge of Telecom, Finance, Utilities, Manufacturing.

Professional Experience

Concur Technologies

Denver, CO

Concur - leading provider of on-demand Employee Spend Management services.

Client Development Sales Executive, Western Division (2008-Present)

Accountable for all Concur sales revenue and account activity into Western Region Enterprise Accounts. Led team of Account Managers, overlay Sales Reps and Technical Consultants by implementing sales processes to develop customer relationships and sell solutions. Often attended sales meetings alone to demonstrate solution and answer product questions.

• Overachieved quarterly sales quota by 189 percent in first quarter.

Business Objects acquired by SAP

Centennial, CO

SAP Business Objects - leading business intelligence (BI) to enable organizations to track, understand, and manage enterprise performance.

Enterprise Account Executive, Western Division (2007-2008)

Developed and maintained effective business plan for 20 named billion dollar accounts. Consistently negotiated and closed new business in Data Services, Enterprise Information

Management, Master Data Management, Business Intelligence. Lead entire sales team including Sales Engineers and Overlay reps in Sales strategies. Demonstrated solution when SE’s unavailable. Answered Product questions and completed RFPs.

• Awarded Sales Rep of the quarter in 3 consecutive quarters.

Professional Experience (continued)

Actuate Corp.

Denver, CO

Actuate leads in next generation open-source based Rich Information Applications without limits.

Major Account Manager (2005-2007)

Responsible for engaging ignored customers ($1Billion and over)and rebuilt relationships in large, unworked territory (CO, MO, KS, UT, NM) and managed ongoing relationships to further sales. . Built relationships with partners including IBM, Sun and local partners in Colorado. Used partners to build executive relationships at key accounts. Set up executive meetings utilizing the correct Actuate personnel for specific topics. Devised personal sales/business plans to penetrate and built relationships in strategic accounts. Develop strategic presentations for executive/account meetings

• Successfully reached quota after 4 years of territory decline

• One of few reps to bring in new business in 2005

• Awarded Rookie of the Year 2005

Senior Sales Engineer-Lead (2000-2005)

Worked with Sales Reps to develop and manage relationships which lead to sales revenue. Lead business requirement and architectural discussions. Demo all aspects of product. Work with prospects to discover business pain and technical requirements. Created customized demos and project-managed proof of concepts. Lead and managed 5 Sales Engineers. Managed national accounts for post sales consulting, implementation and support issues. Lead and presented Actuate technical days and seminars.

• Actuate Club Qualifier for 5 consecutive years

Additional Career Experience

PeopleSoft, Denver, CO Technical Trainer (1998-2000)

Information Integration, Denver, CO Business Analyst (1998)

Cognos Corporation, Pleasanton, CA Business Analyst Consultant (1997-1998)

Visibility, San Francisco, CA Technical Support Consultant (1995-1997)

Walker Interactive Systems, San Francisco, CA Senior Programmer Analyst (1992-1995)

Education

University of San Francisco, San Francisco, CA

B.S. Information Systems Management

References

Available Upon Request.

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