Sales Representative

Lori Martin ** E. *th Street, Unit ***, Pittsburg, Ca 94565

*************@*****.*** • 916-***-****

QUALIFICATIONS SUMMARY

I’m an experienced Sr. Sales Management Professional who is driven and motivated in growing revenue and market share through operational efficiency, organizational alignment, individual coaching, and overall sales productivity. My strengths: growth strategy, sales planning, sales operations, sales and marketing alignment, campaign analysis and insights, lead generation, lead routing, pipeline generation and SFDC administration. Consistently achieve goals and sales revenue targets in competitive markets with solid sales management in designing and implementing various sales strategies to establish market presence, increase revenue, and enhance profitability. Thrived in prospecting, qualifying, facilitating presentations, traveling to customer sites and facilitating product sales events. Exemplified multi-site operational expertise, with strong capability to influence and develop strategic initiatives, understand customer needs and build long-term loyal relationships, improve employee commitment, and provide direction for process excellence. Proficient in C-level prospecting and networking techniques with expertise in managing strategic relationships with Fortune 500 companies, ISV’s, national and regional corporate accounts to small and medium business customers. Specialized in technical product sales within the high-tech marketplace, cyber security, healthcare, telecom, financial, insurance, retail, SaaS, automotive, state/local governments, higher education, data center and e-commerce verticals.

PROFESSIONAL ACCOMPLISHMENTS

Chicks in Crisis, Elk Grove, CA 2-2018 to present

Director of Donor Relations

CiC is a non–profit 501c3 which facilitates adoptions across California and the United States. CiC supports teenage mothers that choose to keep their babies with prenatal care, life skills workshops, parenting assistance, clothing, emergency food, baby supplies, counseling and legal guidance.

Built, launched, manage and execute initiatives growing Donor Relations Program strategy and goals for 2018. Completed compliance for employees and grants. Managed SFDC rollout and adoption. Supervise Ranch staff of 5, Community Outreach, Volunteer Coordinator, Event Manager, Ranch Manager and Ranch Asst.

Responsibilities include: Building and identifying revenue models for Donors, Work with existing and new Donors in the community by networking, cold calling, presentations, and building referrals. Manage budgets and costs per business silo.

Delivered presentations to local fundraisers, clubs, corporate sponsors and networking events to advance CiC’s visibility in the community. Currently working with the Sacramento Kings, Dignity Health, Sacramento State Univ., Tri-Counties Bank, etc.

First five months generated donations of $107K in corporate and individual sponsorships, to include events and fundraisers.

TriNet, Pleasanton, CA 12-2016 to 2-2018

Regional Field Sales Consultant, Northern Ca

TriNet provides small and midsize businesses with full-service HR solution (PEO) freeing companies from the complexities of HR. TriNet helps companies contain HR costs, minimize employer-related risks and relieve the administrative burden of HR.

Territory: Northern Ca, Nevada, AZ.

FY2017 revenue attainment and assigned MBO’s for new NFP vertical, attained 109% of Quota $283K - Quota $260K and MBO’s achieved, pipeline built moving to FY 2018 $364K

Completed 90-day training plan for HR certifications and product demonstrations and corporate presentations, passed at 96%. Consistent attainment of baseline performance indicators, KPI’s.

Supporting and growing HR solutions in TriNet’s new vertical market strategy for NFP Organizations and Foundations, grow product footprint with focus on driving net new business.

Palo Alto Networks, Santa Clara, CA 11-2015 to 12-2016

Corporate Sales Representative

Next-generation Security Company, leading a new era in cyber security uniquely integrating Next-Generation Firewall with Advanced Endpoint Protection, Threat Intelligence Global Protect, WildFire Cloud solutions.

Territory: Southern Ca: Bakersfield, Los Angeles, Orange County and San Diego.

Closed FY16 (FY: 8-1 to 7-31) by attaining 109% of annual number of $3.2M, closed $3.5M.

Q2 11-1-15 to 1-31-16 Quota $1.35M, achieved $1.7M with a pipeline of $2.2M in place, attained 130% of goal, in first 90 days.

Supporting and growing product footprint in named account install base with focus on driving net new business. (Market Focus: Healthcare, SLED). Certifications achieved in product demonstrations and presentations

Consistent attainment of baseline performance indictors to drive pipeline and attain revenue goals daily. Support partners in identifying and closing revenue. Work closely with RSM’s to include internal virtual teams to shorten sales cycles and drive revenue.

Oracle Corporation, Redwood Shores, CA 6-2013 to 10-2015

Regional Sales Manager, ISV OPN Core Technology and Cloud Services, Western Region

Oracle is the second largest software company in the world. Oracle has expanded its product solutions to the entire technology stack, from servers and storage, to database, OS and middleware, applications, and cloud service solutions.

Territory: Western Region, Quota FY16 $20M managing a sales team of eight Inside Sales Representatives. FY16 - Q1 $4.3M closed with a pipeline of $12M.

New WW Channel & Alliances sales division, drive ISV’s to Oracle’s development platforms, database and Cloud Services, grow OPN network and market share. Product focus: Oracle Cloud Services, Core Technology and Middleware solutions.

Built and implemented sales strategy, SE Support, trainings, and key baseline performance indictors to drive pipeline attainment and

attain revenue goals. To include marketing programs, product trials and demonstrations to drive partner awareness and close revenue. Work closely with ISV Field Team and internal virtual teams in territory to shorten sales cycles.

Promoted after 16 months from Sr. Account Manager Field/Inside Sales, (SMB) EMO Tech, achieved MVP (Top 2%) for FY15 two quarters in a row, Quota $1.25M achieved 111% at $1.39M and closed the largest Cloud Services sale with the first prepaid three-year contract.

ALLDATA, Elk Grove, CA. 9-2010 to 7-2012

Sales Manager, Business Solution Specialists and Inside Sales Mechanical

ALLDATA is the leading provider of OEM auto repair and collision software and cloud solutions to the professional automotive service industry.

Managed and maintained revenue goals for team of 22 sales representatives. Combined team annual goal $2.4M in existing new and asset business.

Built department procedure model, set critical job functions, daily call and call duration goals to include demo and pipeline goals weekly. Work with field sales to identify asset customers to up sell additional product solutions. Sales training through Spin Selling curriculum and product demos and presentations.

Managed seven executive team test projects, and new program and product rollouts.

Promoted twice in one year to BSG and Mechanical Inside Sales Manager.

Year to date 107% of goal, 2011 achieved 103% of goal attaining $2.47M.

EDUCATION AND PROFESSIONAL DEVELOPMENT

Managing Within the Law, Oracle University, Redwood Shores, Ca – 2015

SMART Planning - Territory Strategies and Business Plan Building – Oracle University, Redwood Shores, Ca – 2015

SMART Transition - Quota Attainment & Managing Pipelines - Oracle University, Redwood Shores, Ca – 2015

Lead to Achieve - Oracle University, Redwood Shores, Ca – 2015

Selecting Winners – Hiring Strategies - Oracle University, Redwood Shores, Ca – 2015

Ethics and Business Conduct - Oracle University, Redwood Shores, Ca – 2014

Sandler – Sales Training - Oracle University, Redwood Shores, Ca – 2013

Development Dimensions Int’l, Inc. – Developing Extraordinary Leaders, Elk Grove, Ca - 2012

Development Dimensions Int’l, Inc. – Essentials of Leadership, Elk Grove, Ca - 2012

Development Dimensions Int’l, Inc. – Reviewing Performance Progress, Elk Grove, Ca - 2011

Development Dimensions Int’l, Inc. – Supporting Leadership Development, Elk Grove, Ca - 2011

Writing Skills for Business, Kinetic Communications, Elk Grove, CA. – 2010

How to Use Social Media to Market your Business, Ann Evanston, MA, Sacramento, CA. – 2010

The C Zone, Sales Management Seminar, Cupertino, CA. – 2008

Spin Selling, Sales Training Seminar, San Mateo, CA. – 2007, 2011, and 2012

COMMUNITY AND ADVOCACY

Volunteer San Carlos Food Bank, San Carlos, Ca – 2013 to present

Contributing Partner – San Francisco Aids Foundation, San Francisco, CA. – 1993 to present

Board of Directors, “Chicks in Crisis,” non-profit 501c3, Sacramento, CA. – 2006 to 2010, volunteer 2010 to present

References available upon request.

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