Authorized to work in the US for any employer

CAROL N. BERG

La Quinta, CA 92253-9601

408-***-****

ady8wp@r.postjobfree.com

EDUCATION

PROFESSIONAL SUMMARY

SALES & BUSINESS DEVELOPMENT EXPERT / CONSULTANT

Strategic Direction ꟾ New Business Development ꟾ Competitive Analysis ꟾ Trusted Advisor

A visionary leader with proven excellence in managing technology/IT products and services portfolios. Well-rounded experience in sales, customer account management, branding, marketing, and business development for multiple Enterprise software, SaaS, cloud, IoT, and AI solutions. Adept at identifying new revenue streams and opening communication channels through effective networking and negotiations to create an ideal customer profile. Hold a proven track record of offering consultations and assessments for prospects and startups, resulting in higher lead conversion, deal closing rates, and long-term business relations with the C-Suite leadership. Analytical and systematic mindset, monitor trends, and customize solutions to bridge the gaps between sales metrics and shared targets.

Bachelor of Arts, Political Science

University of California Davis - Davis, CA

•CRM

•Microsoft Office Suite: Word,

PowerPoint, Excel

•Google Docs

•Data Warehouse/EIM

•Salesforce

•SharePoint

• Box

•OpenText/ECM

•SaaS

•Business Acumen

•Operational Oversight

•Strategic Planning and Implementing

•Multimillion-Dollar P& L Management

•Process Improvement

•Organizational Change Management

•B2B Sales / Marketing

•Customer Care

•Key Accounts Acquisition & Retention

•P&L Oversight

•Collaborative Communication

•Public Speaking & Relationship Building

•Presentations & Contract Negotiation

•Critical Thinking, Research & Analysis

•Problem-Solving

•Independent and Teamwork

•Team Development

• Prioritization & Multitasking

•Time Management, Meeting Deadlines

PROFESSIONAL SKILLS

PROFESSIONAL EXPERIENCE

Account Executive

BrightEdge - San Mateo, CA Feb 2014 – Apr 2015

Key Achievements:

•Catered to highly valued clients and added 5 new logos in the first 5 months, including Loreal, Toyota, Marriott, Cisco, and Microsoft, generating over $550,000 in revenue

•Acquired the company’s first-ever client from the automotive sector and added a $230,000 new business

Major Account Executive

LiveHive - San Jose, CA Apr 2015 – Jul 2016

Key Achievements:

•Responsible for new business development in the Western US and actively contributed to increasing overall sales by 175%

•Surpass new account acquisition targets and added 3.5X quota in the new pipeline within 7 months

•Generated 116% of the $1M quota (2016) by establishing relations with key stakeholders and effective value proposition

Sr Account Executive - Major Strategic

Gartner, Inc. - Santa Clara, CA Jul 2016 – Mar 2019

Key Achievements:

•Recognized for superior performance and won Winner’s Circle award for exceeding sales quota of $1.25M by 130% (2017) and 149% of $1.5M (2018)

•Managed major accounts and added:

•3 new divisions at Samsung for an over $1.6M deal in annual revenue (2018)

•new logo Cypress Semiconductor with $225,000 annual revenue (2018)

•new logo Synopsys with annual revenue potential of more than $600,000 (2017)

Part-Time Consultant – Remote

Self-Employed Sep 2019 – Present

•Guide various start-ups in developing and implementing sales and marketing policies and procedures

•Responsible for managing relationships with multiple stakeholders to streamline operational strategies and drive revenue growth

•Conduct market research to identify target markets and holistic design branding vision

•Provide multichannel sales/marketing frameworks to help build the client company’s outlook, product portfolio, increase public outreach, optimal competitive insight, and expand their clientele base

•Analyze ongoing programs performance data, identified gaps, and recommend changes in strategies to promote company products and services and pursue new business opportunities

CERTIFICATIONS

Salesforce

TECHNICAL SKILLS

Major Account Executive – Mid Market

Salesforce - San Mateo, CA Sep 2012 – Feb 2014

Key Achievements:

•Responsible for building long-term business relations with Mid-Market customers and effectively managed and retained 8 current clients

•Significantly increased sales 2 times with Gigamon and MapR, reaching more than $1.2M in revenue in the first 11 months

Core Responsibilities:

•Served as the primary point of contact for customers and effectively kept them updated with new market trends

•Communicated to the client stakeholders to have an insight into their business requirements

•Facilitated clients in the adoption of new solutions for releasing IT optimization solutions and market intelligence services

•Helped clients develop technology strategies and implement digital transformation initiatives

•Grew customer pipeline by fielding high-volume calls, networking and marketing activities and proficiently negotiating short and long-term contracts

•Determined new business opportunities by implementing provocative outreach strategies and established rapport with the businesses’ leadership

•Increased the lead-to-application conversion ratio through end-to-end support and conducting demos, ensuring the superior customer experience

PROFESSIONAL EXPERIENCE

Director of WW Sales

Nalpeiron - Palo Alto, CA Jun 2011 – Sep 2012

•Led a team of 2 sales representatives to expedite and manage $3M sales to startups around the globe for cloud-based software licensing and analytics services

•Successfully acquired 4 value-adding deals worth $1.2 M with new customers Zebra Inc., Nitro Inc., Logitech, and Motorola

•Added $750K revenues through upsell to 5 existing clients i.e., Canon, Mentor Graphics, Autodesk, Storage Tech, and Weyerhaeuser

•Exceeded $1M sales quota by 105% (2011)

Associate District Sales Manager

ADP, Inc. - Pleasanton, CA May 2010 – Jun 2011

•Added and retained 10 strategic customers and acquired:

•An annual $450,000 business with NVIDIA for payroll and talent management solutions with District Manager

•A $50,000 business with Xilinx for payroll services

Major Account Manager/Sr. Regional Sales Manager

Macrovision Corp. - Santa Clara, CA Feb 2000 – Sep 2008

•Led new business development activities for electronic software license management solutions in the Western region and managed 25 strategic accounts

•Received Salesperson of the Year award for consecutive 4 years i.e., 2002, 2003, 2004, and 2006

•Attended President’s Club 2004, 2005, 2007. Runner-up 2006

Successfully closed:

•$400,000 deals with Cadence Design Systems (2006)

•Over 3 deals of over $175,000 with Publisher Regional Account Managers (2006)

TRAINING

Steve Taft - Supervisor Gartner

919-***-****

ady8wp@r.postjobfree.com

Jon Gillespie Brown - CEO Nalpeiron

650-***-****

ady8wp@r.postjobfree.com

Jonathan Brink - VP of Product Management LiveHive

408-***-****

ady8wp@r.postjobfree.com

REFERENCES

MEDDIC Sales, Miller Heiman Sales, Challenger Sales, Consultative/Relationship Sales, Value Selling, Solution Selling, Art of Storytelling, Dale Carnegie Selling, The Art of Sales, Agile Product Management Framework, SEO Planning & Optimization, Branding Strategy

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