Account Executive Martial Arts

Adam McElhenney

*** ***** *****

West Chester, PA 19380

484-***-**** Mobile

****.**********@*****.***

Qualifi Qualification: I am extremely interested in the opportunity to join a team and support a company by overseeing and managing projects that will directly affect the success and goals to grow market share, increase productivity, and positively impact revenue moving forward.

In my sales career I have excelled at consultative relationship selling. My strength is in building relationships which lead to long term sales partnerships.

At many of my previous jobs I have taught and trained other employees on installation processes, demonstration techniques, speaking and presenting in public, product advantages, best-selling practices, pipeline management and overcoming objections, as well as how to do the job on a day to day basis. Training and mentoring is something I enjoy and would like to do more of.

Presenting and speaking in front of large groups is something I have a lot of experience with both in a demonstrating capacity as well as a sales capacity. Conducting meetings and public speaking is a strength and I routinely develop and run Webinars, presentation engagements, and meetings geared towards audiences of 25+ participants

I have successfully worked hand in hand with companies in many different verticals like healthcare, government, education, non-profits, commercial insurance and the telecom & technology sector

I have managed multiple groups by providing clear lines of communication, setting guidelines, and keeping individuals and groups on track in order to accomplish a common company goal.

I am self-motivated and have a positive work ethic and enjoy working as part of a team

I have proven leadership skills with both my peers and subordinates.

My organizational skills, long term project management, pipeline management, public speaking and meeting skills, and being able to develop new business or initiatives is a strength.

Experience 4/1/2020 - 2/28-2021

WorkZone

Account Executive

Responsible for selling Project Management solutions directly to the C-Suite

Spearheaded an initiative to grow a hunting component with the sales team for the organization

Worked with the Higher Education, Healthcare, Hospitality, Government, Construction, and Venture Capital verticals

Built a customized demo account and demonstrated the product virtually to an average of 20+ prospective clients per week

Used Salesforce to track, manage, and maintain my account and prospect activity to allow visibility and transparency into my activity and close cycles

Conducted extensive territory planning in the Mid Atlantic and Pacific Northwest regions, boosting new revenue in these territories by 12% YTD

Organized joint sales calls with internal resources, current customers, and other influencers on the sales cycle to drive towards a close

Collaborated with C-Suite executives to show them how Project Management would empower their employees, drive internal retention, and rapidly adapt to the changing landscape due to Covid complications

Monitored market conditions, product innovations, and competitor activity and adjusted account sales approach to address latest market developments

10/16/2017 – 3/31/2020

Trintech, Inc

Regional Sales Manager

Brought onboard by Trintech to grow their Mid-Market customer base by hunting for new clients with an employee count between 1,000 – 10,000 employees

Educated and sold the C-Suite the vision of RIRPA and SAAS to help automate the Financial Close Process in order to increase efficiency, reduce costs, and improve governance and transparency within their organization

Prospected and set meetings within assigned territory using a variety of different methods

Managed a geographical territory that consisted of the entire West Coast and Northern Canada

Conducted executive board presentations of Trintech’s suite of products via customized web demo’s or in-person

Maintained control of a fluid and intricate sales cycle in a team selling environment

Organized joint sales calls with internal resources, current customers, and other influencers on the sales cycle to drive towards a close

Communicated regularly with both my prospects as well as my internal leadership to align strategic initiatives and collaboratively work towards a shared partnership

Collaborated with Internal Marketing teams, Products teams, Engineering teams, Sales teams, Customer Care teams, Business Operation teams, and Executive team to help develop strategy and a plan of attack to break into a marketplace Trintech had not explored previously

Developed relationships with clients in multiple departments, up to the C-Suite, with a focus on continued partnership to best understand and deliver to their business

1/3/2017 – 10/13/2017

ADP

Up Market District Manager – Major Accounts

Responsible for identifying and cultivating new business opportunities by driving strategic HCM initiatives within organizations containing 150- 999 employees

Managed a territory of 300 accounts and supplemented this by identifying unlisted new growth opportunities within the geography

Sold strategic initiatives to the C-Suite to help foster efficiency, future planning, and driving culture within the organization

Managed a pipeline 4x quota all consisting of new business opportunities

Worked with internal and external partners to generate revenue opportunities

Demonstrated cloud based HCM solutions live and via the web

Specialized in helping my clients develop employee activation and training initiatives to increase sales, client experience, company morale, and organizational retention rates

4/15/2013 – 12/31/2016

Smarsh, Inc.

Senior Account Executive

• Managed and grew mid-size to Enterprise opportunities and accounts. Established new strategic contacts and created new key accounts by supporting initial pilot projects.

• Managed sales process: RFP, presenting, providing software demonstration both onsite & web.

• Worked closely with sales engineers to design and present project solutions.

• Team lead, mentor and trainer for junior salespersons, also assisted in general staff on-boarding training, and assisted junior salespersons in sales process, running calls and demonstrations for larger and more complex projects.

• Communicated and demonstrated understanding of complex compliance requirements for FINSERV and value proposition of SAAS solutions.

• Demonstrated the importance of multi-content platforms and the critical necessity of supporting marketing’s social media enablement for LinkedIn, Twitter and Facebook. Additionally supporting enterprise social media solutions such as: Salesforce Chatter, Microsoft’s Yammer, Jive and IBM Connections.

• Leveraged third party consultants to grow and develop a defined territory.

• Responsible for new client on-boarding, ensuring technical requirements were met.

• Provided training and implementation of policy.

• Grew account sales to double digit year over year growth.

3/1/2012 – 4/12/2013

CoreDial LLC

Senior Channel Account Executive

Solution selling a proprietary cloud based software as a service

Responsible for opening up 9 new territories including Illinois, Wisconsin, Michigan, Montana, Utah, Nevada, Colorado, California & Oregon for the company and bringing on 36 new partners a year

Foster relationships by conducting seminars, doing live presentations & hosting meetings via WebEx and telepresence

Responsible for generating lead sources and partnership arrangements

Develop ancillary sales aids and presentation pieces for use of the other members of the sales team to use in demonstrations

Work with clients executive team to complete negotiation and contract discussions

Manage the first level of training and product delivery for my clients

Heavy focus on the delivery of meeting metrics and lead prospecting

Analyze territory markets to create deliverables to help open up those territories

1/1/2011-3/1/2012

Zywave, Inc.

Senior Account Executive

Work as a consultant to help Insurance Agencies develop Sales, Marketing, and Recruiting strategies

Responsible for maintaining a 500K block of existing business while prospecting for an annual quota of 325K in new business on long term contracts

Sold software as a solution geared specifically towards marketing, employee & client retention, sales collateral, and data analytics

Developed consultative relationships by conducting meetings in person at clients or prospects office, hosting WebEx meetings and Webinars, and engaging clients and prospects over the phone or via conference call

Assisted clients with presenting to their customers via anything from a simple Web Presentation to Large 100+ attendee seminars at customer offices or event centers

Internally helped develop new marketing materials tailored to the North East region and helped drive social media initiatives

Consult with my clients and prospects to help them deploy strategic software initiatives

Specialized in helping my clients develop employee recruiting and training initiatives to increase sales and prospecting results

Consulted with clients to design retention campaigns to protect their existing books of business

10/23/2006-12/31/2010

Verizon Business

Corporate Account Executive Complex Space

I worked with customers to develop and design complex data networks, VOIP networks, equipment interfaces, IT Security Solutions, and onsite and offsite network hosting environments

Consultative Account Executive responsible for managing a small team of sales professionals working in the field. The team was between 4-8 people at any given time

Responsible for Growing and Sustaining 400+ companies that account for over 12.8 Million in revenue to the company annually

Develop customer business relationships via consultation by visiting their Offices, or communicating with contacts via conference call, email, web conferences or the phone

Acquired an extensive knowledge of products necessary to implement a successful business network in today’s modern industry

Create and Maintain relationships with customer base to promote customer loyalty and repeat business

Responsible for overseeing, coordinating, and executing projects on a daily basis that account for up to 1 million dollars in revenue to the company annually

Manage the activity of the account team which includes; Account Executive, Sales Engineer, Implementation Specialists, Billing Specialists, Business Development Coordinators, and Vendor Partners

Routinely volunteered internally to sit in on projects geared towards determining best practices for sales and meeting & presentation skills

3/05 – 10/06

JobCircle / Human Capital Solutions

Senior Account Executive

Worked with customer to develop multiple avenues to reach out to potential new employees including web development, marketing materials, print, and face to face interaction

Responsible for acquiring new accounts for the company by working face to face with potential customers to determine their need and then find the best fit

Developed sound customer relationships by going to customers offices and also over the phone in an effort to have them purchase space in our Career Fair Events

Worked closely with our Event Coordination Group to develop specialized events for niche business markets.

Worked closely with our advertising & marketing department to also sell print advertisements and present print portfolios face to face with my clients

Helped with our Event Team to set up our Career Fairs and handle the day

2/05 – 10/6

Trattoria San Niccola

Manager/Trainer/Bartender/Marketer

Recruited and trained new hires, assigned shift maintenance duties, and acted as corporate representative at outside functions

Developed and monitored new training techniques

Served as Manager on a part time basis. Responsible for overseeing a staff of 25 people at that time.

Met with vendors to negotiate pricing and purchasing on food, beverage, and supplies

Promoted restaurant customer loyalty through business-to-business promotions

Developed local marketing campaigns to stimulate new business

Increased total customer base by door-to-door sales and advertising

6/02 – 2/05

Pace One Restaurant and Catering

Manager/Trainer/Bartender/Event Coordinator

Went door to door and worked with Local business and private customers to sell our catering services and hosted banquet services

Oversaw the planning and execution of corporate events, weddings, private parties, receptions, etc.

Recruited and trained new hires, assign shift maintenance duties, and act as corporate representative at outside functions

Monitor and develop new training techniques

Served as Manager on a part time basis. Responsible for overseeing a staff of 32 people at that time.

Met with vendors to negotiate pricing and purchasing on food, beverage, and supplies

Promoted restaurant customer loyalty through business-to-business promotions

Increased total customer base by door-to-door sales and advertising

Education West Chester University of Pennsylvania

Business Management / Political Science

Skills Skills: Strong PC skills with Microsoft Excel, Microsoft PowerPoint, Microsoft Word, Microsoft Access, Microsoft Publisher, MAC computer basics. Experience with SalesForce.com and other CRM systems. I have taken courses in extreme conflict resolution, crisis management, and Emergency response techniques. I have developed and conducted Webinars and presentations geared towards an audience of 25+ individuals. Well-spoken and speak some conversational Spanish.

Person Personal: Able to relate to diverse people, team player, highly self-motivated, independent, enthusiastic worker, very positive attitude. Speak some Spanish. Have been fortunate enough to travel throughout the world and this has exposed me to a lot of different types of people and cultures. I am a new father and have just started my family. Play Lacrosse currently and study Martial Arts. I have been training in Brazilian Jiu Jitsu for years and achieved the rank of blue belt and I am currently studying Krav Maga. Through my martial arts studies I have been able to train in extreme conflict resolution and have previously worked as a liaison instructor for women’s self-defense courses. Avid runner who coordinates teams to run in 12 charity races a year.

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