Strategic Planning Business Development

WENDY R. DANIEL

New Freedom, Pennsylvania ***** 443-***-****

**********@*****.*** www.linkedin.com/in/wendyrdaniel

SUMMARY

A versatile and results-driven senior sales manager with vast expertise in sales, operations management, auditing, business development, and market strategy. Established capabilities in data analytics, customer relations, presentations, and strategic planning. Utilizes strong interpersonal and communications skills to develop and mentor associates for successful sales teams. A detail-oriented and analytical top-performer who improves customer satisfaction and gains understanding of business requirements in fast-paced and dynamic environments.

CAREER HIGHLIGHTS & ACHIEVEMENTS

Exceeded quota – 2014 (100%), 2015 (105%), 2016 (115%), 2018 (102%), 2019 (100%), 2020 (100%)

CEO Recognition of Excellence 2014, 2015, 2019, 2020

New Horizon Sales Excellence 2016

Chairman’s Club 2014, 2015, 2016, 2018, 2019, 2020

Established internal process to ensure accuracy of SaaS procurements inclusive of workflow and provisioning process which resulted in 90% accuracy of processing orders.

As a manager, developed a 12-month customer software success plan at Sirius Federal to ensure effective software adoption. The program was adopted company-wide by CDW.

EXPERIENCE

SIRIUS FEDERAL, A CDW COMPANY, Crofton, Maryland

Manager, Lifecycle Services Sales, 2021-2024

Served as people leader managing team of individuals responsible for federal sales renewals for both CDW and legacy Sirius Federal. Spent six to eight months learning CDW processes upon CDW acquiring Sirius Federal, speaking with internal leaders and partners to better understand company's need for dedicated renewals team. Prepared and proposed to leadership the value adds that a dedicated team could bring to federal sellers. Launched initiative one year post acquisition. Worked to drive sales growth through selling maintenance contracts and renewal solutions, including software as a service (SaaS), subscription, software, services, hardware maintenance, and traditional licensing.

Designed, proposed, and deployed initiative to manage federal renewals for legacy Sirius Federal and CDW, upon acquisition of CDW this initiative allowed core sales team ability to focus on selling new business and services.

Engaged with core sales team to drive customer success focusing on retaining customers (68% NPS) while maintaining recurring revenue.

Gained understanding in full breadth of maintenance offerings and competitive landscape.

Influenced and drove renewal and maintenance strategy across multiple functions for various-sized projects to increase revenue (15%) and profitability (10%).

Aligned with partner community, both OEM and distributors, served as successful Subject Matter Expert (SME) for strategic partners, and worked to build relationships to leverage resources and incentive programs to maximize profit, introducing upsell/cross-sell options to align with OEM and industry initiatives.

Drove successful customer outcomes by following and understanding Land, Adopt Expand, Renew (LAER) customer success model to advance full lifecycle motion of customer's assets.

oCreated 12-month touch point process which was adopted by the Enterprise and Commercial renewal teams.

Managed team pipeline to ensure all opportunities forecasted and updated properly in timely fashion.

Understood terms and conditions applicable to specific contract, with Government Wide Acquisition Contracts.

Prepared reports related to metrics, pipeline, and forecast to ensure accuracy of data.

Presented and prepared results during internal and partner quarterly business reviews.

Participated in internal and external ISO 9001:2015 Quality Audits, providing evidence of compliance and continuum improvement.

Served as member of Public Sector Manager Advisory Committee (PSMAC) and associated sub-committee - communication and strategic Initiatives.

Interviewed and hired eligible candidates to fulfill various roles.

Assisted with training new hires from other departments.

SIRIUS FEDERAL, Crofton, Maryland

Senior Account Executive, Renewals, 2011-2021

Collaborated with renewals team members to achieve assigned goals and objectives by working with account management team to leverage relationships to up-sell value of company's maintenance services. Identified new and existing customer maintenance needs and opportunities, including introduction of maintenance solutions to close each sale. Responded efficiently and accurately to government quote requests, including direct requests and solicitations posted to government bid sites. Maintained pipeline of renewal maintenance business to attain assigned annual quota. Received and processed orders in system. Utilized all internal and external resources and took initiative to drive sales results. Developed and secured relationships within partner community to leverage expertise and knowledge.

Attained quarterly and annual sales quota, while working directly with leadership to drive selling initiatives in response to fast-paced, evolving, aggressive industry.

Guided development and maintenance of account relationships to maximize long-term sales opportunities and ensure effective negotiation of contracts, terms and conditions, and discounts.

Performed customer service duties, as needed, to properly support customer.

Conducted identification of new and existing customer maintenance needs by taking holistic view of client's maintenance environment and identified opportunities and provided client with strategy and insights to help improve maintenance posture.

Oversaw forecasting renewal opportunities.

Made regular sales calls to develop and foster relationships with customers and OEM partner representatives.

Established and maintained all business relationships with customer through full-service lifecycle.

Assisted with contract and inventory analysis and data reconciliation.

Stayed current with existing manufacturer maintenance programs.

Explained relevant facts clearly and effectively distinguishing OEM maintenance solutions from competitors and presented well-prepared compelling case to customer for purchase of maintenance service solutions.

Reviewed all government bid sites proactively to seek potential takeover opportunities within strategic OEM scope.

oIncreased takeover business by 7% YOY.

Helped with implementation of partner-driven sales campaigns.

EDUCATION

NOTRE DAME OF MARYLAND UNIVERSITY, Baltimore, Maryland

M.A., Business Management, 2012

COLLEGE OF NOTRE DAME OF MARYLAND, Baltimore, Maryland

B.A., Business Management, 2002

TECHNICAL SKILLS

Microsoft Office Suite (Word, Excel, Outlook, Power Point), Microsoft Co-Pilot, Salesforce.com, Cisco CCW/CCW-R, Government GWACs (SEWP, CIO-CS, ITES 3H, ITES SW2, 2GIT, GSA)

LICENSES & CERTIFICATIONS

AWS Partner: Sales Accreditation

ADAPT Change Management Certification

Value Selling Framework Certification

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