Sales Executive

Melanie Ghazarian

Greater Los Angeles Area 805-***-****

https://www.linkedin.com/in/melanie-ghazarian-570921 ****************@*****.***

Executive Profile

Sales Leader with proven success in helping customers achieve better business outcomes.. Track record of success and over-achievement as a strategic and collaborative leader across Industries who utilizes sales methodologies and teams of specialists, SEs, and the extended teams of 1 to 30 for account planning, execution, revenue generation up to $50M /year, and customer success. Track record of success in small companies like Marimba, Svetlo, Tivoli and Novadigm, and large companies like IBM, HP and Microsoft. Recognized as high-energy, hard-worker, self-starter, strong leader, and team player

Accomplishments: Top 10 Sales Executive 100% Club Honoree President’s Club award Rookie of the Year Consistently achieved between 100-300% of quota Customer’s trusted advisor Opened new markets and sold to greenfield territory directly and through channels Proven product, market/competitive knowledge

Core Competencies: IBM Watson Cognitive Computing NLP AI Dev/Ops SDLC IoT Blockchain Intelligent Search Machine Learning Development/QA Cloud Security Analytics Big Data Hadoop BI Data Warehousing Virtualization PPM Agile Applications Software Network, Systems, Applications Management Mobility IaaS PaaS Services Direct Sales Enterprise Software SaaS & Services Business Development Channel Management Sales Management Business Value (ROI/TCO) Consulting Managing Teams

Professional Experience

Microsoft, Southern California market including FSI and Healthcare

July 2018- Present Sales Leader

Performance

Achieved 300% of services, 150% of license quota in fiscal year 2019

Drove go to market strategy and execution for Workplace Analytics in the Southern West market

Penetrated and closed deals in net new markets in Financial Services, pharmaceutical/healthcare manufacturing, Communications markets with new emerging technology

Created a repeatable pattern for growth in net new markets and verticals which was used by the team

Highlights

Built greenfield territory from 0 pipeline to 4X through cold-calling, networking, partners, and contacts

Drove sales strategy and execution for new Behavioral analytics and AI platform

Penetrated and started major deals in Key accounts like Disney, Amgen, MUFG, Amgen, Thermo Fisher, Edwards Life Science, Western Digital, First American, Experian, Qualcomm, Korn Ferry, Edison, CenturyLink, Core Logic

Created channels and collaborated with major partners like Avanade, Accenture, Hitachi, and others

IBM, Nationwide and Western region

July 2015- July 2018 Strategic Account Manager and Sales Leader

Performance

$6M annual quota; Rookie of the year 2015; 200% of quota in 2016;198% in 2017, 200% in 2018, 100% Club

Penetrated and closed multi-million deals in net new markets in pharmaceutical/healthcare manufacturing

Closed several million dollars in business in net new markets with emerging technology such as IBM Cloud, Watson/cognitive/artificial intelligence, IoT, machine learning, Blockchain and analytics

Created a repeatable pattern for growth in net new markets and verticals which was used by the team

Met and exceeded quota expectations for every fiscal period

Highlights

Built greenfield territory from 0 pipeline to 5X through cold-calling, networking, partners, and contacts

Drove sales strategy and execution for new Cognitive/AI market

Started and closed major Watson/Artificial Intelligence deals at Amgen, Eli Lilly, Boeing, BMS, Genentech, Honda, Toyota, Daimler, Harley Davidson, Mitsubishi, Teradyne to name a few

Partnered with field and corporate resources to increase brand awareness and sell into greenfield territory

Created channels and collaborated with major partners like IBM Global Business Services

Parasoft, Southern CA

April 2014 – February 2015 Strategic Account Manager

Performance

Grew 2014 revenue 100% YOY by selling into net new territory

Competed and won against CA, HP, IBM, and Coverity

Highlights

Developed greenfield territory from 0 pipeline to 5X through cold-calling, partners, contacts, shows, events

Drove sales strategy and execution for DevOps products

Partnered with field and corporate resources to increase brand awareness and sell into greenfield territory

Opened new markets and sold to major new logos like Boeing, Walt Disney, NBC Universal, and Broadcom

VMware, Western Region

September 2013 – April 2014 Sales Executive

Performance

Achieved and exceeded quota ($4.5M quota 2H 2013, achieved 150%; first half of 2014 achieved 200%)

Generated 3X pipeline in order to exceed goals

Sold to net new and existing accounts

Highlights

Generated revenue through cold calling, building trust/ relationships in existing and net new accounts

Drove sales strategy and execution for VMware cloud management/automation software in the West

HP Software, Nationwide, Global Accounts

February 2012 – May 2013 Account Manager and Leader

Performance

Achieved and exceeded 100+% of quota

Generated strong 4X pipeline

Managed global accounts and sold to net new territory

Highlights

Drove sales strategy and execution for HP Application software in assigned territory

Managed top global accounts and enterprise accounts in the territory

Svetlo Consulting, Americas

June 2009 through February 2012 Vice President of Sales and Pre-sales (HP Software, VMware Reseller/Integrator)

Performance

Grew YOY revenue by 200%

Sold to net new accounts and HP’s existing accounts

Highlights

Built infrastructure/strategy for revenue generation for Svetlo Consulting across Americas

Created channel partnerships and strategies with HP Software, VMware, and others

HP Software (Acquired Novadigm), 2001 through May 2009, Western Region

August 2001 - June 2009 Account manager/Business Value consulting

Attained 100-120% of quota

Closed over $10M+ of business by presenting strong ROI and business value cases in various accounts

Customers: Amgen Genentech Eli Lilly Pfizer AbbVie Express Scripts Kaiser WellPoint Molina Health Centene BlueCross United Health Blue Shield Walt Disney Comcast Sony AT&T Broadcom Wells Fargo Capital Group LPL Financial Experian Western Digital Honda + FS Toyota + FS Mazda Mitsubishi Mercedes + FS Boeing Teradyne Intel Walmart Coca-Cola Target Safeway Bank of America/Countrywide Core Logic AA Avery GAP Safeway Nordstrom PG&E Autodesk

Education, Training and Certification

Masters of Business Administration (MBA) Pepperdine University, Malibu, CA

Masters of Science (MS) Computer Science, CSUN, Northridge, CA

Bachelor of Science (BS) Computer Science, CSUN, Northridge, CA

Sales training: Sandler presidential club Meddic Challenger Powerbase selling customer centric selling

Certification: IBM Cloud and AI/Watson and emerging technologies ITIL v3 ROI/NPV/TCO Business value calculations HP sales professional VMware sales IBM Analytics - Intelligent search, Machine Learning

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