Jeffrey E. Francis

Senior Account Executive

510-***-**** ad12io@r.postjobfree.com Jeffrey Francis LinkedIn Summary

As a sales professional, I believe that sales success relies on understanding and empathizing with the customer's wants and needs, thus providing the right solution. Leveraging relationships and possessing an inquisitive desire to understand a customer's environment has been vital in driving win/win outcomes for complex sales engagements.

Qualifications

- 15+ years of successful, diverse, and progressive experience managing all aspects of the sales process in the high-tech field

- Demonstrated ability to manage and grow the customer base by developing and maintaining trusted relationships with customer contacts, the partner/reseller community and the management team

- Proven ability at managing complex sales cycles successfully to close

- Ability to significantly shorten sales cycles

PROFESSIONAL EXPERIENCE

Exabeam, Foster City, CA 2022 to 2023

Commercial Account Executive – Mid-market 500-2500 employees

• Clearly and effectively articulated value proposition to business & technical stakeholders, as well as the partner/reseller community

• Established relationships with reseller community and successfully engaged existing clientele and net new business

• Engaged Marketing team to create lead generation processes to drive attendance to lead development campaigns/events

• Developed automated campaigns with Sales Development team to drive net new business specific to business verticals

• 91% of goal (average deal size of $113K) - Key Engagements o Federal Home Loan Bank of Atlanta: $101k

Migration from on-prem to SaaS

Collaborated with CISO to resolve customer satisfaction issue as existing solution had not fully depreciated

o Jupiter Medical: $117k

Competitive takeout prior to legacy solution renewal

Coordinated activities with CISO and shortened sales cycle by 45 days ZSCALER, San Jose, CA

Commercial Account Executive 2019 to 2021

• Clearly and effectively able to articulate value proposition to business & technical stakeholders, as well as the partner/reseller community

• Successfully engaged with marketing teams to create and execute programs leading to new opportunities

• Effectively worked with reseller community to educate on value proposition, create marketing activities, seek and close net new business

• Collaborated with technology partners to target and break into new accounts

• 156% of goal FY ’20, 92% of goal FY ’21

o Recognized FY’20 for Account Executive with the highest number of net new accounts RIVERBED TECHNOLOGY, San Francisco, CA 2008 to 2019 Team Lead/Major Accounts Inside Sales Rep. 2013 to 2019

• Utilized team-based selling approach to drive increased revenue for existing accounts

• Drove global refresh in excess of $1.3M

• Coordinated business development activities to drive whitespace success

• Advocated solution based selling to partner community

• Expedited global divestment activities for Fortune 500 pharmaceutical company o Assisted in creation of new visibility & optimization platform in excess of $2.6M

• Established global relationships with various partners resources to insure successful engagements Federal Inside Sales Rep. 2011 to 2012

• Facilitated sales support for Intel Community & Department of Defense

• Engaged in partner focused lead generation activities - presented solution & lead phone blitzes

• Obtained new contact targets for Regional Sales Manager (RSM) engagements

• Successfully drove net new and current customer opportunities for increased revenue in excess of $520k in two quarters.

• Coordinated activities regarding after sales support engagements to ease client satisfaction issues

• Recipient of Riverbed’s Headwaters Club award – Acknowledgement of sales team with most SteelHead sales

• Recipient of Riverbed’s Pinnacle Club award – Acknowledgement for sales team with highest closed sales SteelHead, Cascade and Professional Services Systems Integrator Inside Sales Rep. 2009 to 2010

• Engaged with SI team to share Riverbed solution with HP, HPES (formerly EDS), Dell Perot Systems, IBM, Accenture, Dimension Data, etc.

• Attended Trade shows to share solution & drive new business

• Supported lead generation activities for net new and current customer engagements

• Coordinated quoting/order processing with Geo ISR Teams

• Recipient of Riverbed Producers Dinner Award – Dinner with CEO/Leadership for meeting quarter over quarter quote attainment

Business Development Rep. 2008 to 2009

• Received Top Presenter award at Sales Training event

• Generated net new customer engagements for Inside Sales Reps

• Successfully exceeded quota attainment

• Obtained one of the highest pre-qualified lead to opportunity conversion rates on the BDR Team

• Received Rookie of the Year Award – best conversion rate from qualified lead to closed deal EDUCATION

Bachelor of Arts Degree: Major in Business Marketing California State University, Chico

PROFESSIONAL DEVELOPMENT

Rapport International School of Leadership

Master Graduate Level - Power of Communication, Leadership 1, Leadership 2, and Eagle Quest. HONORS and ACTIVITIES

Member of Interim Board of Directors, Mountain House, California Neighborhood Watch Coordinator, Castro Valley, California Alameda County Bike Patrol

Phi Kappa Tau Fraternity, Beta Omega Chapter

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