Sales Leader Business Development

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Bowie, MD ***** 301-***-**** ***********@*****.***

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DIANA C. SHEPARD, MBA

PROFESSIONAL

SUMMARY

Enterprise Sales Leader with extensive experience leading strategy and operations in cloud computing, tax software, accounting software, technology and healthcare services. Results oriented professional with proven accomplishments in acquiring new business opportunities and managing existing customers. Successful with leading business operations, budget preparations, contract negotiations and vendor relationships. Experience with managing direct staff through continuous process improvement and collaborative problem solving with cross functional groups. Areas of impact include’s sales, operations, forecasting, budget preparation, management, vendor relationships, employee coaching & development, new business acquisition, customer retention, change management, competitive analysis, strategic development and execution.

SKILLS

● Enterprise Sales

Leadership

● Employee Development

● Territory Management

● Problem Solving

● Strategic Planning

● Collaboration

● Adaptability and Flexibility

● Time Management

● Forecasting & Analysis

WORK HISTORY SENIOR ENTERPRISE CLOUD SALES LEADER 05/2021 to Current Amazon Web Services, AWS, Arlington, VA

● Manage 12 Territory Account Managers who are focused on cloud and web services within the NE and SE territory by new acquisition and retention.

● Exceeded FY'21 Territory goal of 3.5 million dollars by 103% attainment. Exceeded FY'22 Territory goal of 3.8 million dollars by 105%,

● Exceeded FY'23 Territory goal of 4.1 million dollars by 110%.

● Customers include Delta Airlines, Chick fila, Bridgestone, Truist Bank and Indeed.com and Johnson Controls.

● Exceeded FY'22 and F'23 combined territory revenue goal by 58% attainment. DIRECTOR, BUSINESS DEVELOPMENT & SALES 01/2019 to 04/2021

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Learning Technologies Group, PeopleFluent, Dallas, TX

● Managed 5 Business Development Representatives and 5 Field Sales Account Managers that sold PeopleFluent's Human Resources product suite and services.

● Was responsible for driving FY'19 existing customer base by 28%. Exceeded the goal by 13%.

● Was responsible for driving FY'19 new business acquisition growth by 35%. Exceeded FY'19 new business acquisition by 22%.

● Planned and executed the sales strategy to increase profitability and market share.

● Customers included Watershed, Rustici Software, Affirmity and New Horizons. DIRECTOR, SALES SOLUTIONS 10/2014 to 01/2019

McKESSON Corporation, Fort Worth, TX

● Managed team of 15 Inside Sales Representatives that sold brand and generic pharmaceutical drugs through McKesson's distribution channel.

● Developed operational performance metrics and processes to exceed team YOY growth by 11%.

● Partnered with Field Territory Sales Vice Presidents to exceed revenue goals between FY'14

- FY'19 combined 42%

● Defined pharmaceutical product sourcing and supply planning for process improvement.

● North America Retail pharmacies included Walgreens, Target, Safeway, and Walmart. SENIOR MANAGER, ACQUISITION & RETENTION 10/2011 to 09/2014 INTUIT, Inc, Plano, TX

● Managed 8 inside sales representatives and 8 field sales representatives that focused on acquisition and retention. Inside sales revenue goal was 390K and field goal was 750K.

● Exceeded the inside sales revenue goal by 23% and Exceeded the field sales revenue goal by 38%.

● Received Pro-Series "Record Setter Leader Award for FY'12.

● Partnered with marketing to improve product offerings for Intuit Tax Online, Lacerte and ProSeries enterprise customers.

● Customers included State of MN government, University of TX, NASA, Carmax, Bank of America and Mercedes Benz.

SENIOR MANAGER, SALES 10/2004 to 09/2011

SAGE, Lawrenceville, GA

● Led team of Sales Manager who were responsible for increasing company accounting software revenue.

● Created metrics to help drive YOY combined sales revenue growth by 70%.

● Identified under developed markets and researched growth opportunities for vertical markets.

● Exceeded FY'05 to FY'10 combined annual revenue goal by 113% through Sage's North America reseller channel.

● Achieved operational excellence by streamlining processes and implementing best practices.

MANAGER, SALES 10/2001 to 10/2004

SAGE

● Managed a corporate initiative for accounting customers focusing on vertical markets with 10 inside sales representatives.

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● Worked with marketing and call center operations team to introduce a lead generation plan to create a demand for mid market software and services.

● Handled customer relations issues, enabling quick resolution, and client satisfaction.

● Analyzed existing product solutions and marketing trends.

● Increased sales revenue by developing and implementing effective sales strategies. Exceeded FY'02, FY'03 and FY'04 combined goal by 58%. BUSINESS ANALYST/PROJECT MANAGEMENT 01/1997 to 01/2001 VERIZON LOGISTICS, formerly GTE SUPPLY

● Analyzed Verizon Logistics formerly GTE Supply business segment by compiling a portfolio of recommendations and suggestions with an end result profitable to the organization.

● Helped create sales promotions and strategic marketing campaigns that increased revenue by 43% YOY.

● Actively participated in team meetings to share knowledge, exchange ideas, address challenges, and collaborate on potential solutions.

● Developed high-quality documentation to support training efforts, helping employees fully understand new systems and procedures.

● Improved business processes by analyzing current practices and recommending optimization strategies for the largest customer Bellsouth. EDUCATION Florida A&M University, Tallahassee, FL

Master of Business Administration

Florida A&M University, Tallahassee, FL

Bachelor of Science - Business Administration with Marketing Concentration AFFILIATIONS ● Delta Sigma Theta Sorority, Incorporated

● Who's Who in Female Minority Sales Managers

● National Sales Network

SOFTWARE

APPLICATIONS

Microsoft Office - Windows, Excel, PowerPoint, Access and Outlook., AWS Cloud Practitioner Certification. Salesforce.com, SAP, Oracle, Siebel

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