Sales Executive

Professional Profile

Award-winning software sales professional with over 15 years of consistent overachievement in closing large, multi-year software and services contracts. Effectively penetrating complex organizations to gain strategic alignment with key stakeholders; defining, selling value and creating a competitive lockout in a highly competitive technology market. Solid industry reputation of integrity, drive and commitment. Expert closer and analytical problem solver with exceptional negotiation and relationship building skills. CORE COMPETENCIES

High Return Sales & Marketing ● Multi-Vertical Software & Services

C-Level Relationship Building ● Personally driven

Consultative Sales ● Process Improvement

Contract Negotiations ● Uncompromising Integrity

SaaS, Cloud & Web 2.0 Technologies ● Unmatched Drive for Success Summary of Qualifications

Senior Software Sales Executive with considerable experience selling HR and Marketing centric applications, Social Software and Analytics

Exceptional consultative, solution selling approach with proven track record of qualifying, forecasting, negotiating and closing multi-level, high-return enterprise opportunities

Strong business acumen and technical comprehension with ability to present complex technology solutions in a business context and to develop ROI for clients

Energetic self-starter with capacity to work under minimal supervisions. At ease in high stress, fast-paced situations with emerging and multiple responsibilities

Superior communication, territory and time management, client relationship and presentation skills Professional Experience

SumTotal / SkillSoft Enterprise Account Executive 2014 - Present

- Human Capital Management Suite/Content~ Cloud Based Software/Services for the Enterprise- Highly successful individual sales contributor responsible for selling net new software and services to C-Level IT, HR & Business Operations professionals of F1000 companies. Responsible for generating own pipeline while managing all phases of the business development cycle to successful close: new business prospecting, proposal development, implementation estimating, scope construction and client presentations

Closed contract with PPD (16K employees), 3 year validate private cloud contract valued at $2.2 MM

Successfully maintained an average of 6X pipeline with a $1.3MM quota Telogis Senior Client Executive 2013– 2014

-Leading Global Platform for Location Based Intelligence for the Enterprise- Navigate complex clients, identify power sponsors & conduct thorough discovery uncovering clients’ challenges & align Telogis services to create world-class solutions delivering significant value and ROI. Successfully grew market by utilizing internal resources, developing trusted & valued relationships with executives, creating a sense of urgency to close deals expediently; minimizing the sales cycle. Closed a contract with Duke Energy, securing the largest Utility in the US

Q1 2014 closed PEPCO with 3-year contract valued at $2MM putting me #1 in sales in the country Kim K. Werner

Enterprise Software Sales Executive

New Business Hunter ~ Solution Selling Expert~ Large, Complex Enterprise Clients www.linkedin.com/in/kim-k-werner Charlotte 704-***-**** **********@*****.*** Mzinga Enterprise Sales Executive, East Coast 2010 – 2013

-Leader of Social Intelligence, Talent Management Solutions & Business Intelligence Software- Enterprise, cloud based SaaS& Mobile technologies & strategic delivery of solutions based on unique client needs. Developed relationships with C-Level Execs across multiple business units: HR, Marketing, Sales & IT.

● Solely responsible for over 90% of new multi-year enterprise deals worth $1MM+

● Expert at communicating value and negotiating contract terms as well as managing a process- driven sales approach by collaborating with and leading other internal departments to win large enterprise opportunities

● Key wins include: SCA/Tork, Availity, Nations Health, CubeSmart, Bank of America, Kumon Cornerstone OnDemand Enterprise Account Executive 2007 – 2009

-SaaS based, Talent Management Software-

Sold complex HCM Suite including LMS & eLearning solutions, Performance Management, Compensation, Compliance, Succession and Business Intelligence; SaaS subscription licenses, professional services, consulting and training. Strategic alignment of product to enterprise requirements in accounts with 10,000+ employees. $1.3mm Quota

● Key wins include Kaplan, The Washington Post, and Asurion

● Maintaining a $5mm+ pipeline

● $460K+ (yr. 1 revenue) to exceed Q1 goal – 142%

Kronos Sr. Sales Executive 2005 – 2007

- The Leader in Workforce Management, Human Resources and payroll software- Used consultative selling to clearly define clients’ requirements and effectively align to Kronos solutions to help streamline process and lower administrative costs and consistently close over plan.

● FY ‘06 – 1.2MM in new revenue – 167% of plan

● FY ’07 - $973K in new revenue – 139% of plan

RSM McGladrey Employer Services Sr. Business Consultant 2002 – 2005

-Integrated technology for benefits administration, HRMS, Payroll & health insurance solutions- Hunter role presenting solutions at C+ levels to streamline HR Administration & lower costs through integrated technology & healthcare benefits. Penetrated new accounts, conducted thorough business analysis & engaged Solution Consultants to demo the technology of ASP & Client Server applications. Key wins include Net Jets & Burt’s Bees.

● FY ’03 - $500K in new revenue – 111% of plan – Club Winner

FY ’04 - $553K in new revenue – 123% of plan – Club Winner

FY ’05 - $662K in new revenue - 147% of plan – Club Winner eSchool Solutions National Account Executive 1999 - 2002

-Integrated financial, training & human resource software solutions for the k-12 market- Managed a complex sales process of selling integrated software, hardware, on-premise and ASP applications in addition to negotiating contracts and service agreements to major accounts

● consistently exceeded $1.1mm quota; Promoted from Reg Sales to National Account Exec Year 1

● FY ’00 - 107% of plan; FY ’01 - 164% of plan – Club winner; FY ’02 - 91% of plan Wright Express Corporation Sr. District Sales Manager 1993 – 1999

-Financial and information management solutions for the fleet industry-

● District Sales Manager of the Year 1998; ● Presidents Club Winner 1997 & 98; Presidents Club Nominee 1999

● FY ’97 - 211% of plan ● FY ’98 - 180% of plan ● FY ’99 - 158% of plan Education

University of North Texas Denton, TX Psychology

Proficient in MS Office; various CRM apps, Challenger & Solution Sales methodologies; and LinkedIn Navigator

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