TRACEY PRICE

Vancouver, BC V*H *J* • 604-***-**** • adyqkt@r.postjobfree.com

Professional Summary

Top performing technology sales executive with a long-term record of success through helping customers identify and solve complex challenges by caring passionately about their needs. Enterprise software sales experience includes discovery, customer needs analysis, relationship building and territory management. Highly motivated and technically proficient working within the Enterprise, Corporate and Technology sectors across North America. Proven record of accomplishment with hunting and closing seven figure Enterprise software deals and consistently exceeding revenue targets. Proactive and consultative with clients and peers to ensure that customer needs and business goals are aligned. Excellent communicator, collaborator and closer with an exceptional talent at building and maintaining relationships with customers, partners, and colleagues at every level.

Skills

18 years' experience in SaaS technology sales

with a focus on Enterprise, Healthcare,

Education & Public accounts.

Utilizes MEDDIC principles to educate

clients on their objectives and targets based

on thorough understanding of their business

initiatives. Supports clients in developing

long-term technology implementation

strategies, including budgetary planning.

Experienced in negotiating and closing

complex 7 figure deals throughout North

America with integrity.

Successfully executes strategic and tactical

development plans for territories and

accounts, resulting in acquisition of new

logos, impressive business expansion, high

growth rates, exceptional pipeline

conversion, and significant revenue

generation

Positive enthusiastic Senior Account

Executive who wins business and earns trust

by building genuine relationships with

clients and partners

Intuitive and confident approach to road

5X Presidents Club Winner annual sales

achievements

Winning By Design

The Sandler Selling System

MEDDIC

High Impact Proposal Presentations

Salesforce.com, HubSpot, MS Dynamics

CRM, MS Office, Zoom Info, Sales

Navigator, AWS, G-Suite, Absolute

Persistence, Stormboard, Loom, Clari,

Slack, Groove, Chorus.ai, DocuSign,

Calendly, Avachato & HP Anywhere

mapping opportunities, partnering,

interpreting buying signals & removing

obstacles to exceed both quarterly and

annual quotas consistently

Excels at identifying new accounts and

expanding business from existing

customer base increasing business up to

250% in one quarter

Work History

Enterprise Account Executive, 04/2022 to 11/2022

Withyouwithme – Vancouver, BC

WithYouWithMe is an end-to-end talent management SaaS platform that focuses on empowering underrepresented communities and finding them employment in Tech

As an Enterprise Account Executive, I lead the GSI & Enterprise Sales Customer Delivery team to close business with the Provincial government & Enterprise verticals Canada wide

Closed $500K of SaaS & professional services contracts in first 3 months

Collaborated daily with CEO & COO to strategize, win and secure major contracts

First quarter in a new market, I leveraged a combination of daily outbound prospecting and strategic relationship building to expand pipeline to 3.5X, demonstrating my ability to deliver impactful results through a dynamic and proactive approach

Presented web demonstrations, MSPs & QBRs to C level executives & stakeholders

Developed globally recognized framework for POD optimization in North America, APAC & UK

Led, coached, and collaborated with team of 6, setting sales objectives and managing KPIS for the team's success

Built strategic partnerships & negotiated deals with GSIs, Enterprise & Government agencies

Spearheaded company's market expansion efforts by prospecting, hunting, and building brand awareness which led to partnerships with 2 of the top GSIs

Employed expert negotiation skills and navigated complex procurement processes with ease, anticipating and removing potential roadblocks to ensure swift closures and accurate forecasting.

Articulated and demonstrated product concepts and offerings to clients in easily understandable terms

Enterprise Account Executive, 06/2021 to 03/2022

Stormboard – Edmonton, AB

Consistently exceeded quarterly quotas by strategically selling SaaS digital collaboration solution to enterprise and business stakeholders globally

Identified strategic client pains and developed unique and compelling value propositions that focused on delivering ROI and TCO to clients, resulting in 30% increase in overall sales pipeline conversion rates

Introduced and presented Mutual Agreement Plans and QBRS to clients, resulting in increased engagement and 98% customer satisfaction rating

Prospected, identified, developed, and closed new Enterprise level recurring deals, resulting in

$600K in additional revenue generation within first 3 quarters

Successfully executed land-and-expand sales strategy by conducting 400+ online sales presentations and product demonstrations to executive-level Fortune 1000 customers, resulting in consistent YoY business growth

Owned top Fortune 500 accounts and relationships, leveraging direct communication lines with CEO, CTO, VP of Product, and other necessary resources to close strategic business deals

Built and strengthened relationships with new and existing accounts to drive revenue growth

Prepared additional quotes for current clients to upsell products and services Senior Account Executive, 03/2020 to 10/2020

Tipalti, Emerging Business Group – Vancouver, BC

Account Executive helping liberate finance teams to make true strategic business impact by automating entire global supplier payments operation and eliminating risk with tax and regulatory compliance

Consistently leveraged sales stack to understand territory potential and creatively engage with target prospects

Hunted and developed acquisition territory resulting in 3X increase in pipeline during challenging global pandemic market

Proficiently conducted discovery calls, identifying strategic clients and developing unique and compelling value propositions to address their decision criteria & pain, while helping them establish & articulate their needs

Effectively collaborated with all internal resources, including Sales Development, Solution Consulting, Alliances, Finance & Legal to win new logos

Successfully completed & implemented intensive Winning by Design sales methodology training specific to SaaS

Team player and collaborator, proficient in understanding territory planning and account segmentation, resulting in increased customer acquisition

Obtained pricing deals, negotiated contracts, and solidified beneficial agreements

Cold called prospects to explain partnership benefits, representing company values. Regional Account Executive, 01/2017 to 02/2020

HP Teradici – Burnaby, BC

Regional Account Executive for PCoIP remoting protocol technology and HP Anywhere Enterprise cloud SaaS

Hired immediately after significant corporate restructuring as Teradici was transforming from OEM based, hardware focused, indirect sales model into Channel based, Enterprise SaaS focused direct sales model

Successfully recruited half dozen highly experienced colleagues from my network to join the company

Despite steep and short learning curve, successfully sold all HP Teradici solutions

Developed territory from 0% to 250+% of assigned quota in 5 months through relentless customer focus; mutually beneficial deal structuring; and targeted approach to rapidly acquiring deep product knowledge

Successfully secured 7-figure ARR deal and achieved growth rate of 100% by allocating specialized engineers to restore and strengthen vital client partnership

Promoted 3rd party cloud solutions, including Amazon Workspaces, Google Cloud & Microsoft Azure, presenting jointly with these partners

Advanced customer-centricity throughout organization by leading account strategies across product, marketing, operations, legal and finance teams.

Liaised between parent company and independent distributors.

Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.

Achieved or exceeded company-defined sales quotas consistently top of leader board for 7 consecutive quarters

Renegotiated contracts with expiring accounts to continue relationships with current company clients

Senior Account Executive, 05/2006 to 04/2015

Absolute Software – Vancouver, BC

Account Executive for firmware-embedded endpoint security and management solutions

Regularly exceeded 3.6M annual quotas and held company record for highest percentage of quarterly quota attainment @ 429%

Closed largest deal in company's history worth $3.7M to largest Healthcare provider in North America, which drove increase in stock price of $3/share when announced

Consistently recognized as top performer, including annual inclusion for 5 consecutive years in President's Club

Closed Fortune 50 and Fortune 500 deals across multiple industries and built 4X pipeline

Increased market share by facilitating delivery of enhanced services through partners including Dell, Lenovo, HP, Apple, CDW, Insight and Gov Connection

Regularly presented & negotiated with senior technical decision makers (CIOs, CTOs and CEOs) in Fortune 500 organizations

Developed and delivered new hire training program to junior reps, resulting in successful, high performing SDR team

Networked at events and prospected for new customers with diverse strategies Education

Bachelor Of Arts: Arts

Simon Fraser University - Burnaby, BC

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