JosephPassanisi

adc4op@r.postjobfree.com 978-***-**** Cambridge, MA

Education

Nova School of Business and Economics Lisbon, Portugal MASTER IN MANAGEMENT Sep 2014 – Jan 2016

GPA: 16/20 (Cum Laude)

University of Massachusetts - Dartmouth North Dartmouth, MA BACHELOR OF SCIENCE IN MANAGEMENT Sep 2010 – May 2014 GPA: 3.75/4 (Magna Cum Laude)

Work Experience

Satuit Technologies Braintree, MA

SENIOR ACCOUNT EXECUTIVE Sep 2019 – Present

• Sell technical software to C-level Asset Management Executives at firms with $500M+ in AUM

• Provide online and in person demonstrations of SatuitCRM and SatuitSIP Investor Portal

• Build a strong pipeline and develop a strategic plan to exceed $450k revenue objectives

• Hunt new leads and manage a long sales cycle (approx. 3-6 months) to a successful close

• Qualify deals, identify key stakeholders and build relationships with key decision makers

• Navigate complex environments to align customers’ business needs and goals with Satuit software

• Travel 30% - manage Satuit Technologies booths at conferences and trade shows Carbonite Boston, MA

ACCOUNT EXECUTIVE Dec 2016 – Jun 2019

• Sold Carbonite’s SMB and Mid-Market cloud backup solutions to US states and APAC countries

• Generated quarterly go-to-market strategies, persistently prospected and built a strong pipeline

• Strong focus on closing new business, cross-selling current customers and maintaining renewals

• Built and maintained healthy relationships with C-Level contacts (CEO/CTO/IT Manager)

• Used consultative sales methodologies (Sandler/SPIN) to guide decision making process

• Negotiated price, created quotes and closed deals with SF CRM to reach $1.2M yearly quota

• 103% of 2018 Goal, 101% of 2017 Goal consistently ranked in the top 3 of 6 Account Executives

• Largest deal size $25k, 2-4 month average sales cycle Carbonite Boston, MA

BUSINESS DEVELOPMENT REPRESENTATIVE Jul 2016 – Dec 2016

• Hunted and qualified new leads for AE team and used Salesforce CRM to set up appointments

• Worked with Customer Success team to cross-sell/upsell Carbonite products to existing customers

• Made a minimum of 60+ calls a day to reach a quota of 35 appointments set per month UP Partner Lisbon, Portugal

MARKET RESEARCH ANALYST (INTERNSHIP) Sep 2015 – Jan 2016

• Explored the online shopping experience and worked with CEO to clarify, define, and document overarching project objectives

• Extended McKinsey & Company’s 2009 Consumer Decision Journey model through an emotional perspective

• Analyzed recent academic and scientific articles and synthesized literature to develop 3 critical research questions

• Conducted 6 semi-structured interviews and 1 focus group of 9 people aged 20- 25. Analyzed data results using an IPA methodology

• Introduced a unique model which interrelated 5 emerging themes regarding purchasing behavior and decision-making process

• Elaborated on recommendations and theoretical implications and evaluated methodology and data to ensure reliability and validity Fastenal Peabody, MA

SALES TRAINEE (INTERNSHIP) Jun 2014 – August 2014

• Learned and observedFastenal’s sales process by completing a week long training program

• Joined Sales Manager on sales and service calls and attracted clients through company visits

• Communicated with approx. 30 customers per day and learned how to generate leads, make effective sales pitches, and close sales

• Met monthly key performance indicators focused on reach rate, pass rate and pipe rate

• Worked with 20 suppliers, distributors and sub-contractors to source daily materials/services

Contact this candidate