Sales Associate Executive

DAVID B. SANTOS North Andover, MA 508-***-**** ***********@*****.***

SALES EXECUTIVE HTTPS://WWW.LINKEDIN.COM/IN/DAVE-SANTOS/ PROACTIVE SALES CONSULTANT ACHIEVING CLIENTS’ OPERATIONAL & FINANCIAL GOALS Produces well-defined programs that lower clients’ risk, CAPEX/OPEX, and scales revenue and product adoption. Hands-on, affable leader forging bespoke projects to win and retain customers. Assembles teams to design cost-effective workflows which achieve C-suite’s bottom-line and top-line growth. Applies business skills to identify resources needed to determine profitable direction. Sourcing subject matter experts from internal and external stakeholders for outstanding customer success.

Consistently meets clients’ and partners’ objectives. Makes evidence-based business moves to reach those targets.

Facilitates peak-performing innovation teams fixated on product’s value to give customers measurable, positive business outcomes.

Orchestrates on-time, in-budget systems that raise performance. Key Qualifications:

Customer Acquisition and Expansion

Salesforce & MS Office Product Knowledge & Competitive Analysis

Account Management: Prospecting, Discovery, Qualification, Presentation, and Negotiations Pipeline Management Methods: DISC, MEDDIC and Sandler

PROFESSIONAL EXPERIENCE

Chinatti Realty Group

Inside Sales Associate 11/2022 - Current

● Residential Real Estate Brokerage - Detail oriented, high volume sales.

● Prospecting homeowners for scheduling property listing appointments. Commonwealth Motors, Inc.

Automotive Sales Associate 5/2022 - 10/2022

● Product knowledge specialist - Applied interpersonal skills through rapport, needs analysis, product demos and applicant finance qualification which helped clients buy the vehicle that fit their trim preferences and budget.

INSIDEVIEW, a DEMANDBASE Company

Mid-Market Account Executive 11/2020 - 10/2021

● Sold B2B sales intelligence SaaS to new logo firms

● Helped customers attain their database service level agreements.

● Coordinated internal and external data squads to satisfy customer’s minimum viable product requirements for revenue acceleration.

● Operated end-to-end sales initiatives including: prospecting, discovery & needs-analysis, product demos, proposals and contract negotiations.

DAVID B. SANTOS 508-***-**** ***********@*****.*** Page 2 of 2 TIBCO SOFTWARE, INC.

Enterprise Sales Executive 12/2018 - 12/2019

● Provided value-based selling of BI and integration software to F1000 organizations, government, and OEM partners.

● Landed 7 new enterprise logos and 5 new SaaS providers.

● Sold to Finance, Energy, Supply Chain, Engineering, Human Resources and IT.

● Quickened Time-to-Sale by tracking product solutions to clients’ stated needs.

● Adept communication skills with decision makers and influencers through social media, video, phone and in-person. Differentiated value over competition, tasked sales engineers to handle customers’ technical problems.

● Built client business case success criteria for Proofs of Concepts. TIBCO SOFTWARE, INC.

Account Manager 5/2015 - 11/2018

● Reached 150% quotas 2015 - 2018. 2018 goal $3.4M and closed $5.1M.

● In top 10% of 12-person Analytics Sales team for 3.5 years; 150% of ACV.

● Closed 6-figure upsell and cross-sell Analytics and Reporting SaaS agreements.

● Expanded B2B sales to F1000s, government, ISV resellers & OEMs.

● Applied relationship management rapport skills to qualify and prioritize customer leads for example the client’s Budget, Authority, Need, and Timing.

TIBCO SOFTWARE, INC.

Analytics Business Development Executive 10/2012 - 5/2015

● Generated 160% of target. #1 on a 10-person team for 2.5 years.

● Researched and prospected F1000 suspects via tailored outbound campaigns.

● Hunted and closed C-suite prospects to attend sales discovery meetings. BAO, INC.

Executive Inside Sales Representative 1/2006 - 6/2012

● Every quarter in the top 10% of 40 inside sales representatives.

● Cold called & set 50 sales executive meetings a month for Hi-tech startups.

● Prospected & booked Hi-tech discovery meetings with C-suite @ F500 firms. BAO, INC.

Sales Training Manager 12/2004 - 1/2006

● Talent acquisition and developing inside sales reps. Hit 100% of sales quota.

● On boarding aligned and compliant with Human Resources. Training on efficient lead generation practices. Managed sales team forecasting.

● Sales enablement on client value messaging and selling skill methodologies. COMPUWORKS SYSTEMS, INC.

Sales Executive 6/2002 - 11/2004

● Top sales producer of IT training courses for new SMB companies. EDUCATION & CERTIFICATION

Bachelor of Arts (BA), Political Science, University of Massachusetts - Boston

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