Field Account Manager
Resume:
DANA M. STEPHENS
Apex, NC
*****.**@*****.***
SOFTWARE/HARDWARE TECHNOLOGY ACCOUNT MANAGER
Field Account Executive/Specialist
~ business growth expertise - client relationship excellence - character leadership ~
Driven and results- oriented professional whom is qualified and experienced with lucrative sales pipelines of opportunity across large sectors. I have demonstrated a strong acumen for strategic sales, along with conversion of that pipeline into recognized revenue. I am known as a leader, competitor, and an innovative thinker who will deliver individual and team achievements with a strong winning desire. These achievements include leading sales initiatives and building long-term client buy-in relationships.
Moreover, I have always focused on building a reputation of quality, dedication, smart business, and the highest standards of open team communications and customer relationship management.
CAREER ADVANCEMENT
Dimension Data, Raleigh, NC
Cybersecurity Account Specialist – (February 2018)
Supported Enterprise sales team for North Carolina and South Carolina to sell Dimension Data’s managed services, consulting services, technical services and all IT security solutions in a way that is most agile and adaptive to protect and secure all clients assets.
Promote Dimension Data security solutions and services in a way that is accessible by different stakeeholders with different levels of technical expertise.
Work with local SIEM Technology Vendors to uncover new opportunities and logos within the South East region.
Contribute to the pre-sales process by working with Solutions Architexts to create the best solution design for the client.
Obtained Cybersecurity certifications for all focus vendors including Cisco, Palo Alto, Fortinet, and Symantec.
Cisco, RTP, NC
Virtual Sales Account Manager (2014 – 2017)
Consecutively attained over 100% to plan.
Prospected, qualified, positioned and sold Cisco solutions and technologies to Cisco’s top customers and partners by facilitating both small and large deals, helping to achieve specializations, sales/web-based programs, and network assessments.
Discover, build, and drive new opportunities with our Cisco partners.
Nurtured internal relationships with VSAMs, VPAMs, and managers supporting SLED West.
Prospecting, account profiling, collaborative engagement with internal/external resources.
Document and record activities in salesforce.com.
Perform product demonstrations for customers and partners.
Ran 100K+ renewals from start to finish with customer and partner.
Upselling premium services, multi-year services, and co-terming.
Learned and crafted weekly value propositions/white boards for numerous technologies.
Educate partners organization sales teams how to adapt and implement the sales process.
Attended core architecture training classes (LAN/WAN, Wireless, Collaboration, Security, Data Center, Cloud
CITRIX, Raleigh, NC
Corporate Sales Executive: SaaS Division (2013 – 2014)
Outstanding sales performance, consistently exceeding monthly quotas and continuously rewarded for strongest closer.
Advanced from lead generation to closer within four months – normally six months.
Successfully established long-term client relationships and responded promptly to technical inquiries. Developed and applied an understanding of Citrix products, processes, and customer base to acquire new accounts using proactive and consultative phone sales techniques.
Nurtured and maintained relationships internally and externally and generated leads for customer expansion.
Provided technical input on forecasts and opportunity updates in proprietary database; prospected and built sales pipeline.
Applied knowledge of state and federal encryption, client-protection, and privacy regulation laws when presenting to clients.
Analyzed and performed online product demonstrations selling cloud based solutions for secure large file transfers/storage, email encryption, and cloud based security software; utilized expertise in explaining cloud computing technologies and SaaS to technical and non-technical customers within various verticals.
iCONTACT, Raleigh, NC
Marketing & Sales Representative (2012-2013)
Outstanding sales performance, consistently exceeding 110% of monthly quotas.
Spearheaded efforts for selling iContact’s email and social media software to small and midsize markets; demonstrated to prospects how to leverage iContact’s software to increase revenue. Identified potential sales leads and developed sales plan for converting leads to sales using available resource.
Created dialogue, averaging 100+ outbound daily calls; converted trial accounts to full customers; provided strategic client advice.
Sustained long-term relationships across all accounts by establishing trust and demonstrating integrity through the on time delivery of solutions and continuous commitment to quality and problem solving.
Advised and influenced customers to buy and retain products and services by giving product reference information and support, working with sales teams in mastering product offerings.
HAIR CLUB FOR MEN, Raleigh, NC
Sales Consultant (2011-2012)
Successfully executed consultative selling skills to identify opportunities, overcome objections, build relationships, and turning cold canvassing into sales. Provided high-tech video scope analysis to determine severity of hair loss.
Consulted with surgeons and medical staff on hair loss severity and treatment/transplant options.
Attended five-day DISC Assessment seminar training where I mastered my craft on how to sell to different personality types in the best way.
NORTH AMERICAN BANCARD, Raleigh, NC
Field Sales Representative (2011)
Called, developed, prospected, presented and closed new financial card services.
SALES SKILLS
PERSONAL ATTRIBUTES
Major Account Management / B2B sales / Enterprise / Commercial
Strong Negotiator
Advanced Client Relationship Management
Communication / Written / Verbal
Client Presentations / Client-Centric Philosophy
Client Needs Analysis / Influencing Customers
Technology Solutions / SaaS / Cloud-Based Software
Entrepreneurial Attitude Toward Assignments
Integrity With Accounts / Relationship Development
Accountability / Ambition
Highly Motivated
Community Commitment
Positive and Proactive
Excellence in Client Follow Through
TECHNICAL PROFICIENCIES
Software / Technical Skills: ITIL v3, Microsoft Office Suite, Salesforce, Cloud Computing, SaaS, Storage, Data Centers, Sharefile, Cybersecurity
Security Sales Certifications: Symantec (SSE), Cisco (FireJumper), Palo Alto (ASE), Fortinet (NSE3)
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