Todd Lash

253-***-****. ad4zxu@r.postjobfree.com

EXECUTIVE SUMMARY

Results-oriented sales and account management professional with over 15 years of experience selling to and managing relationships with C-level executives of Fortune 1000 companies, including Walgreens, Nike, Micron Tech, Lexmark, and Abercrombie. Proven track record of exceeding sales targets and performance goals while consistently delivering exceptional customer success. Recognized for driving revenue growth through strategic account management, expansion of customer accounts, and successful execution of customer-centric initiatives. Strong leadership skills with a focus on fostering long-term client relationships and ensuring high levels of satisfaction and retention. PROFESSIONAL EXPERIENCE

September 2021 – CURRENT

SENIOR ACCOUNT MANAGER, EXPEL

• Exceeded Revenue Targets: Achieve remarkable success by surpassing gross revenue retention by over 130% in FY 23, demonstrating exceptional strategic planning and execution abilities.

• Renewal Retention Excellence: Consistently achieved renewal retention rates exceeding 90%, reflecting a strong focus on building lasting client relationships and delivering value-added services.

• Cross-functional Leadership: Demonstrated proficiency in collaborative leadership by effectively leasing between diverse groups including Solution Architects, Product Teams, and Engagement Managers, fostering cohesion and synergy to drive client success.

• Consultative Approach: Applied a consultative approach to comprehensively understand clients needs, enabling the development of tailored strategies for customer success and fostering predictability in client engagements.

• Strategic Business Reviews: Conducted regular monthly and quarterly business reviews to evaluate performance, identify opportunities, and refine strategies, ensuring alignment with organizational objectives and client expectations.

• Revenue Optimization: Successfully balanced the pursuit of new revenue streams with the maintenance and growth of recurring revenue accounts, ensuring a steady stream of customer engagements while maximizing profitability and client satisfaction. JUNE 2019 – September 2021

REGIONAL ACCOUNT MANAGER, NCC GROUP

• Exceeded Sales Quotas: Achieved 75% and 135% of $1 million and $1.1 million net new business quotas respectively, showcasing consistent sales excellence.

• Strategic Business Development: Spearheaded initiatives to expand NCC Group's market presence, enhancing brand visibility and market penetration.

• Customer Acquisition and Retention: Secured new clients and bolstered revenue from existing ones by showcasing NCC Group's service portfolio effectively.

• Revenue Growth Strategies: Implemented strategies to expand existing accounts and capture new business opportunities, ensuring a balanced approach between new and recurring revenue streams.

NOVEMBER 2015 – JUNE 2019

LEAD RELATIONSHIP MANAGER, CENTURYLINK

• Strategic Digital Transformation Leadership: Entrusted to spearhead digital transformation initiatives within the state, local, and education sectors, focusing on services such as Digital Transformation, Cloud Assessment, Migration Services, and Managed Services.

• Strategic Partnership Development: Developed and executed strategic partnerships with Microsoft Azure and AWS, aligning with CenturyLink's Cloud Application Management platform. Established repeatable and scalable sales and marketing processes to rive efficiency and effectiveness.

• Customer Base Management: Effectively managed and nurtured a customer base of over 150 accounts, with a recurring IT spend totaling $750K MRR, demonstrating exceptional account management and revenue growth capabilities.

• Consultative Approach: Employed a consultative methodology to understand the unique IT initiatives and challenges of clients, positioning CenturyLink as a trusted and strategic IT partner. Utilized this approach to identify opportunities for tailored solutions and drive mutual success.

SEPTEMBER 2014 – NOVEMBER 2015

CLOUD ACCOUNT EXECUTIVE, DATAPIPE

• Exceeded Quarterly Targets: Achieved $97,000 in Monthly Recurring Revenue (MRR) per quarter with consistent 100% performance.

• Strategic Business Development: Drove lead generation through ecosystem selling, collaborating with key partners including AWS and Microsoft Azure. Contributed to territory, mid-market, and enterprise growth.

• Partner Program Growth: Led a 300% expansion of the public cloud partner program, focusing on weekly net new customer acquisition and revenue growth. Developed impactful go-to-market strategies to boost AWS/Azure consumption.

• Program Management: Managed partner programs with a focus on weekly funnel and opportunity reviews, overseeing opportunities ranging from $10,000 to $250,000 MRR.

• Strategic Sales Methodology: Utilized predictive tools and industry analysis to develop tailored solutions, ensuring alignment with client needs and maximizing revenue potential.

OCTOBER 2012 – OCTOBER 2014

ENTERPRISE ACCOUNT EXECUTIVE, COMCAST BUSINESS

• Consistent Quota Attainment: Achieved exceptional results, surpassing quota by 120% in 2014 with extraordinary performance from May to July, reaching over 300% attainment. Recognized for achieving 110% to quota in 2013 and honored as the

"Comcast Business West Division Pace Setter." Ranked #3 Account Executive nationwide in 2014.

• Strategic Customer Growth: Successfully expanded customer base from regional data centers including Satsop Business Park, Westin, Fisher Plaza, and Digital Fortress, demonstrating adeptness in identifying and capitalizing on growth opportunities in key markets.

• Activity Matrix Management: Executed a rigorous monthly activity matrix comprising a minimum of 25 initial appointments, 16 budget proposals, 6 final proposals, and 20 new opportunities, showcasing dedication to consistent prospecting and pipeline development.

DECEMBER 2011 – JULY 2012

SR ACCOUNT EXECUTIVE, INTEGRA TELECOM

• Prospect and close new business through cold calling, emailing, networking, and canvassing.

• Track, manage, and report ongoing activity per customers/prospects using Sales Force, CRM.

• Managed a base of 250 customers and prospects in Sales Force. Maintained a sales quota of $36K which included net new and existing sales.

• 30-day pipeline of $9K setting and exceeded company standards.

• Identify competitive pricing solutions for prospects /customers. Review and consultative approach for voice, data, and cloud solutions.

AUGUST 2010 – NOVEMBER 2011

BUSINESS DEVELOPMENT, NTT AMERICA INC

• Three main responsibilities; prospect and close new business opportunities, grow revenue from the existing customer base and minimize customer churn.

• Close new business through cold calling, emailing, and networking with an emphasis on

“out of the box” prospecting techniques.

• Track, manage, and report ongoing activity per customers/prospects using Sales Force, CRM. Average daily activity consists of a minimum of 15 entries and 15 calls.

• Assist with new product roll-out. Make sales presentations on new product lines to new and existing customers. Professional presentation using online presentation tools.

• Developed relationships within channel partners to ensure customer satisfaction and drive sales.

ADDITIONAL SKILLS

APN Partner Accreditation:

• AWS Business Professional

• AWS Technical Professional

• AWS TCO And Cloud Economics

Certificates:

Cloud Computing First Look

Strategic Planning Fundamentals

• Microsoft Azure Functionalities

• Channel Development

• Virtualization Essential Training

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