Customer Success Enterprise Saas

Tonya Anderson

Fargo, ND *******@****.*** linkedin.com/in/tonyaan

Summary

Experienced strategic account leader with extensive expertise in driving revenue and expanding market presence for sophisticated SaaS products. Proven ability to develop and execute account strategies, leveraging technical discovery skills and MEDDPICC frameworks to drive predictable, repeatable sales cycles. Demonstrated success in engaging C-level decision makers and building robust partnerships to close complex deals and exceed revenue targets.

Strengths & Skills

•StrengthsFinder: WOO, Adaptability, Positivity, Strategic, Arranger, Achiever

•Core Skills: Partner Development, Digital Strategy, Consultative Selling, Cross-Functional Leadership, Customer Success, Technical Enablement, Event Activation, CRM Discipline, Enterprise SaaS Sales, Technical Acumen, Sales Framework Expertise

Experience

Microsoft Jul 2021 - Sep 2025

Partner Services Account Manager Fargo, ND

Enhanced partner outcomes by maximizing ROI from Premier Support for Partners (PSfP) through proactive technical enablement, leveraging enterprise SaaS expertise and consultative selling to engage C-level stakeholders.

•Optimized operational excellence by redesigning internal processes and documentation to support complex enterprise SaaS sales and robust cross-functional delivery.

•Managed end-to-end post-sales delivery and support orchestration across the Microsoft and Partner ecosystem, aligning resources to drive scalable revenue outcomes.

•Cultivated strong foundational relationships with key partner stakeholders and technical professionals to access senior decision makers and support MEDDPICC-driven sales strategies.

•Participated in partner conversations to uncover strategic objectives and integrate Microsoft’s portfolio with actionable account plans, showcasing technical acumen in enterprise SaaS.

•Supported delivery planning through partner-focused program reviews and coordinated with technical stakeholders to accelerate solution adoption and generate a sustainable pipeline.

Western Computer Jun 2020 - May 2021

Customer Success Manager Oxnard, CA

Built and maintained robust customer relationships, driving both new and existing enterprise SaaS sales while leveraging technical acumen and industry expertise.

•Advised clients on navigating technology solutions and complex enterprise SaaS offerings, collaborating with internal teams to ensure delivery assurance and operational efficiency.

•Served as a liaison between partners and internal teams to build consensus, drive solution adoption, and facilitate effective sales pipelines through consultative selling.

•Developed Go-to-Market (GTM) strategies to support sell-to, sell-with, and joint sales programs, aligning efforts with the MEDDPICC framework for predictable revenue growth.

•Assembled and led high-performing extended virtual teams aligned with strategic goals and enterprise SaaS sales objectives.

•Enhanced organizational awareness and interlock through proactive outreach, collaboration, and effective communication across regional counterparts.

•Managed executive sponsor relationships and governance to foster deep partnerships and drive technical solution adoption.

Dynamic Communities Mar 2012 - Jun 2020

Sr. Global Partner Manager Tampa/St. Petersburg, FL

Imanaged the development and application of a mature/dynamic partner plan based on proven methodologies to manage a sustainable, long-term business portfolio and collaborate across organizations and partners in discussions to impact the broader ecosystem. I orchestrated the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drove plans to increase revenue potential, and opened new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts.

•Forged Strategic Partnerships: Cultivated trusted advisor relationships with global and local partners by aligning with their strategic imperatives and business objectives. B2B and B2C sales excellence.

•Executed High-Impact Marketing Plans: Partnered with marketing leads to activate targeted investments and go-to-market strategies that fueled brand and product adoption.

•Aligned Cross-Functional Goals: Collaborated with cross-regional stakeholders in Marketing, Policy, Finance, and Category teams to synchronize priorities and build scalable growth plans.

•Led Strategic Business Planning: Developed market-specific insights and built joint strategic plans with regional leaders to deliver partner revenue, device share, and attach goals.

•Directed Partner Relationship Lifecycle: Managed end-to-end account engagement, leveraging structured account management processes and marketing investments for localized execution.

Microsoft

Dec 2004 - Jul 2011

Sr. Strategic Customer & Partner Manager Fargo, ND

Account Planning

Led high-impact conversations that married support contract capabilities with customer objectives, establishing executive sponsorship and setting a long-term consumption strategy.

Collaborated with sales and technical strategists to champion the case for change, presenting both business and technical imperatives for modern digital transformation.

Drove upsell and transition to Unified Support by aligning engagement plans to local growth goals across solution areas, while meeting compliance and efficiency targets.

Opportunity & Pursuit Management

Synthesized customer insights to uncover and communicate new revenue opportunities; add-ons, cloud consumption, renewals, to sales teams, fueling measurable growth.

Partnered with internal account teams and sellers to map out expansion plays, crafting consumption plans that directly contributed to increased cloud revenue.

Evangelized the value of support offerings internally, mobilizing cross-functional resources to enhance customer success and accelerate deal progression.

Consumption & Delivery Execution

•Led high-impact conversations that married support contract capabilities with customer objectives, establishing executive sponsorship and setting a long-term consumption strategy.

•Analyzed support feedback across practice areas to drive continuous process improvements, optimizing operational health and accelerating production-level consumption.

•Collaborated with sales and technical strategists to champion the case for change, presenting both business and technical imperatives for modern digital transformation.

•Synthesized customer insights to uncover and communicate new revenue opportunities; add-ons, cloud consumption, renewals, to sales teams, fueling measurable growth.

•Partnered with internal account teams and sellers to map out expansion plays, crafting consumption plans that directly contributed to increased cloud revenue.

•Led resolution of escalated incidents through expert coordination with Incident Managers and support engineers, maintaining trans- parent communication and exceeding SLAs.

•Evangelized the value of support offerings internally, mobilizing cross-functional resources to enhance customer success and accelerate deal progression.

Microsoft

Partner/Channel Manager / Business Development Manager

Business Development & Strategic Sales Microsoft Ecosystems

Mar 2001 - Dec 2004

Fargo, ND

-Led recruitment strategies and partner management initiatives, expanding marketing capacity and driving ecosystem growth.

•Led recruitment strategies and partner management initiatives, expanding marketing capacity and driving ecosystem growth.

•Cultivated high-trust relationships with Microsoft account teams to foster alignment, enable collaboration, and unlock co-sell oppor- tunities across priority solution areas.

•Orchestrated joint initiatives by securing Microsoft sponsorships and funding, leveraging strategic partnerships to amplify customer value and accelerate business outcomes.

•Transformed escalated customer situations into positive references through skilled conflict resolution, directly contributing to increased sales and partner loyalty.

•Spearheaded the identification and pursuit of high-value business opportunities across Microsoft platforms, aligning solutions with evolving market needs and partner priorities.

•Delivered tailored, consultative presentations to C-level executives, translating deep product expertise into strategic recommendations that advanced client objectives.

•Consistently exceeded individual and team sales quotas, managing a multimillion-dollar annual revenue target with precision and agility.

•Maintained accurate sales forecasts and pipeline visibility through disciplined CRM management, enabling data-driven decisions and proactive risk mitigation.

•Monitored key performance indicators to refine sales strategies, drive continuous improvement, and ensure sustained progress toward quarterly and annual goals.

•Partnered with Marketing to identify and activate sponsorship opportunities at industry events, amplifying brand visibility and partner engagement.

•Drove attendance and participation in targeted Microsoft events, generating qualified leads and strengthening ecosystem presence through strategic outreach.

•Exceeded sales growth expectations, consistently qualifying for the prestigious 100% Club over multiple years.

Great Plains Software Jan 1997 - Mar 2001

Partner/Channel Manager / Business Development Manager Fargo, ND

•Built high-trust relationships with Great Plains account teams to foster alignment, enhance collaboration, and unlock co-sell opportu- nities across priority solution areas.

•Led joint initiatives by securing Great Plains sponsorships and funding, leveraging strategic partnerships to amplify customer value and accelerate business outcomes.

•Resolved escalated customer issues with empathy and precision, transforming challenges into positive references and driving increased sales and partner loyalty.

•Identified and pursued high-impact business opportunities across Great Plains platforms, aligning solutions with evolving market needs and partner priorities.

•Delivered consultative, executive-level presentations that translated deep product expertise into strategic recommendations, advancing client objectives.

•Surpassed individual and team sales quotas consistently, managing a multimillion-dollar annual revenue target with agility and accuracy.

•Maintained disciplined CRM practices to ensure accurate forecasting, pipeline visibility, and data-driven decision-making.

•Monitored key performance indicators to refine sales strategies, drive continuous improvement, and sustain momentum toward quarterly and annual goals.

•Collaborated with Marketing to activate sponsorships at industry events, boosting brand visibility and deepening partner engagement.

•Drove attendance and engagement at targeted Great Plains events, generating qualified leads and strengthening ecosystem presence through strategic outreach.

•Exceeded sales growth expectations, consistently qualifying for the prestigious 100% Club over multiple years.

Great Plains Software Dec 1994 - Dec 1996

Inside Sales Manager Fargo, ND

•Developed an innovative online strategy for capturing potential leads, enhancing customer engagement.

•Managed lead generation and qualification across the Eastern US, collaborating with Business Solution Channel.

•Enhanced team performance through effective people development and conflict management, resulting in improved ROI.

Great Plains Software Mar 1993 - Dec 1994

Production Specialist / Supervisor Fargo, ND

•Managed onboarding and training for new hires during peak production releases, enhancing team efficiency.

•Developed and implemented a comprehensive training course, significantly improving profitability timelines.

•Negotiated vendor contracts, ensuring favorable pricing and maintaining strong supplier relationships.

•Led performance management initiatives, addressing individual and organizational strengths to achieve targets.

Education

University of Mary

Bachelor of Science, Business Management

Certifications & Honors

•Microsoft Certified: Azure AI Fundamentals:Microsoft Issued Apr 2025 Credential ID: FB224AC2FF293BF3

•Microsoft Certified: Security, Compliance, and Identity Fundamentals:Credential ID: 29955BF91323D8BD Microsoft Issued: December 24, 2024

•Copilot for Microsoft 365 AI Navigator Badge

•Strategic Thinking Project Management Foundations

•ATHENA Emerging Leaders Certificate:The WIT Network & Microsoft

•Trainer of the Trainers Customer Service: Creating Customer Value

•The Six Morning Habits of High Performers

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