Business Development Manager

• Jan 2023 - Present

Junior Business Development Manager

• Nov 2021 - Dec 2022

We empower proposal teams to focus on what really matters which is the quality of the content they produce rather than unnecessary manual and administrative tasks that traditionally coincide with document generation. www.xait.com

Inside Sales Representative

• 2020 - 2021

• Tripled the number of weekly discovery calls and web demo’s booked for the company (conducted an average of 3-4 per week for both demo’s and discovery calls). • Acquired new customers such as The University of Dayton Research Institute, Quantech Services Inc., and Graham County Land Company. • Expanded one of the company’s largest accounts with UIC Government Services (Bowhead) by 20%. • Acted as the first point of contact and responded to all incoming company phone sales calls, demo requests, marketing campaigns, and other inbound lead contact methods. • Contacted warm web leads via phone as well as designed inbound marketing emails to send to warm prospects visiting our website and various pages with an average open rate of 30%. • Engaged in outbound marketing emails, LinkedIn outreach, and cold calling through finding potential new leads via internet research and other methods. • Created the company’s first 15 minute express demo to quickly yet clearly demonstrate our solution’s capabilities. • Hosted the 2020 Privia User Conference (virtually) in the effort to maintain and grow relationships with existing customers, but also to attract new potential business. Show less

Sales Manager

• 2019 - 2020

• Developed sales opportunities by researching and identifying potential accounts and identify appropriate decision makers within to begin the sales process all the way through close/retention. • Highly engaged in lead generation for their hospitality management back-office software solutions via cold calling, cold emailing, social media outreach, and attended trade shows/conferences nationwide and abroad on a regular basis. • Assisted the VP Business Development (VPBD) with acquiring new business as well as with maintaining and growing key company accounts and filling in for the VPBD on in-person/virtual meetings, product demonstrations, etc. on occasion when scheduling conflicts arise. • Collaborated with appropriate team members to determine necessary strategic sales approaches for marketing/collateral, product information, pricing, and events/tradeshows. • Assisted the CEO and VP of Business Development in creating RFP responses to potential clients. • Attended international conferences that focus on preset in-person meetings with C-level executives and company owners. • Completed a Sandler Training Sales Foundation course and once a week attended an ongoing Sandler Training Sales Mastery class. Show less

Consultant

• 2018 - 2019

• Sales and business development coach/consultant for organizations and individuals worldwide. The goal is to provide training and assistance to individuals new to IT sales or helping startups/small companies build a successful sales team/program (my primary focus is with software sales). • Primary focus on helping small IT startup companies with no sales infrastructure in the D.C. metro area. • Assisted individuals with no sales experience on how to market their offerings to key executives at companies. Show less

Manager of Business Development

• 2017 - 2018

• Managed the company's team of Business Development Representative's and oversaw the outbound sales and lead generation campaign.• Built relationships and formed partnerships with quasi related companies in the effort to increase our capabilities portfolio and to work together on future projects/bids as well as for cross referring customers/clients to each other. • Created supplemental documentation and videos for BDR training and on boarding.• Trained coached and managed BDR's on best practices and methods to obtain target quotas/goals and activity metrics.• Proactively fine-tuned and improved the company's sales process to adhere to ISO 9001:2015 standards.• Continued the same duties listed below as a BDR while continually learning, expanding, and enriching the outbound as well as inbound sales program. Show less

Business Development Representative

• 2017 - 2017

• Built and implemented the company's outbound sales program utilizing an array of tools and applications to offer our various enterprise class WiFi network services to private and public organizations nationwide. • Prospected for new leads in DiscoverOrg, enrolled 50-150 of them a week into the applicable sequences in HubSpot, and then contacted them via phone, email, and LinkedIn. • On average made roughly 50 outbound phone calls per day (the most I made in one day was 130). • Consistently displayed a natural comfortability and professionalism when speaking with C-level decision makers in the public and private sector. • Oversaw and responded to all inbound leads interested in our various WiFi related software programs such as BridgeChecker and WiFi Scanner as well as maintaining and updating our internal database of customers while processing yearly maintenance/support renewals and license expansion requests. • Acquired customers such as the United States Holocaust Memorial Museum, Government of Canada, and the United States Office of the Federal Public Defender.• Created supplemental documentation for the Business Development program including a Business Development Representative SOP Manual. Show less

Senior Account Manager

• 2015 - 2017

• Acquired customers such as the SSA, DOT, Federal Reserve System, Harvard University, University of Michigan, Lockheed Martin, Littelfuse, Comcast, New York Life, Leidos, Bayer, and Mayo Clinic. • Acted as a sales mentor and assisted in the training of new employees with company internal systems, quoting and invoicing procedures, conducting web demo’s, and the sales process/selling points for our products and services. Also created a web demo script for RoboForm software approved by the company to act as the staple for all account managers to use. • Created and led weekly webinars/continuing education online seminars for both RoboForm and GoodSync which generated a substantial amount of new leads as well as greatly alleviating our sales engineering team allowing them to focus more on other responsibilities. • Primarily involved in warm/inbound lead activity, but also cross and upselling to existing accounts. • Assisted in generating content, white papers, videos, and presentations for the company’s websites. Show less

Account Development Specialist

• 2014 - 2014

• Managed targeted account leads from events, conferences, virtual conferences, webinars, 3rd party webinars, tradeshows, the InfinityQS website, and email programs for potential clients interested in the company’s manufacturing intelligence and process analytical technology software, ProFicient. • Provided critical business development support within the life sciences vertical to the Global Account Executive (GAE) related to the expansion and acceleration of solution delivery required to exceed strategic targets and revenue goals. • Executed lead generation activities within targeted accounts and their subsidiaries and/or supply-chain network worldwide. • Assisted the GAE in strategic planning, execution, and support activities as well as replaced the GAE on occasion of scheduling conflicts. Show less

Senior Account Manager

• 2013 - 2013

• Managed all accounts held with the U.S. Government (local, state, and federal agencies such as NASA) as well as with the U.S. Armed Forces including such entities as DISA, the U.S. Air Force, and the U.S. Navy.• Worked with the state of Michigan, for the first time in history, in implementing a customized password management solution to a prison system of tens of thousands of inmates which involved an intensive government procurement process. • Administered the company technical support system, oversaw all incoming warm leads, continued to act as the first point of contact for all inbound company phone calls, assisted in accounts receivable, updated context and associated company documents on the company’s various websites, and trained new employees. • Engaged in national and global business development through various methods of warm calling and email campaigns, networking through social media applications, and attending special events/forums. Show less

Account Manager

• 2012 - 2013

• Gained customers such as Wells Fargo, Vodafone, Duke University, and United Valley Insurance Services.• Managed the sales process from lead generation to close with corporate and government organizations selling our password management software RoboForm Enterprise and file sync/backup software GoodSync. • Maintained a highly detailed, extensive, and organized pipeline in Salesforce.com containing exceptionally accurate forecasting clearly defining which phase potential customers were in the sales cycle.• Acted as the first point of contact for all inbound company phone calls, involved in tech support and responding to trouble tickets, and part of the accounts receivable process. • Produced a new alternative pricing model approved by the company for our add-on product, the Show less

Facilities and Resources Assistant

• 2010 - 2012

• Established with a nationally recognized, award winning, and premier HOA that oversees and maintains the beautiful and nature oriented municipality of Burke Centre located in Burke, VA. • Displayed superb customer service and extraordinary interpersonal skills. Responsibilities included daily phone communications with residents, obtaining quotes, assistance with common area/open space project proposals, providing private and common area property information from plat’s and in depth maps, daily correspondence, creating work order requests, generating detailed work order analysis reports for upper management, maintaining a comprehensive felled tree inventory, organizing signboard displays, writing articles for the Burke Centre newspaper “The Conservator” on common area projects and tasks, and inspecting all tennis courts, community centers, as well as other various locations on a regular basis. • Upheld excellent relations via phone, email, and in person with state and local government organizations such as the Fairfax County Storm Water Management Division, the Virginia Department of Transportation, and the Fairfax County Water Authority. • Assisted residents with the local government procurement process in gaining approval for special projects in a process comprising of the Architectural Review Board and Board of Trustee’s authorization. • Played an integral role in the legislation and adoption of a long term major forest management project plan for the community nearing a cost of almost one million dollars. • Acted as the sole staff liaison to the Open Space and Wildlife Committee and worked on local environmental protection, reviewing existing and proposing new local legislature, and forest management policies. Responsibilities included: leading meetings as well as special events, creating presentations and literature, consistent correspondence, and extensive monthly report overviews. Show less

Administrative Assistant II

• 2009 - 2010

• Temporary/contract position working at the Fairfax County Health Department (Springfield, VA division). • Gathered, organized, and then entered health information and statistics electronically concerning H1N1 vaccinations. Also utilized Spanish speaking capabilities to speak with patients to clarify form information. • Applied outstanding and efficient data entry skills. Quickly learned to effectively utilize the online county database Avatar for inputting a wide array of demographic and health related data. Show less

Data Service Representative

• 2008 - 2008

• Upheld outstanding customer service, record keeping, and data entry skills in a fast paced environment. • Became adept in MS Excel, MS Outlook, Oracle Database, AS/400, and other various programs. • Learned to effectively analyze vital client data and statistics using advanced database software applications. • Regulated electronic product based warranties for customers of Office Depot, Overstock.com, and Walmart. • Oversaw insurance plans for clients such as Brookstone, K-Mart, and Colombian Emerald Jewelers. • Multi-tasked between the duties listed above as well as assisting other team members to ensure our team met daily, weekly, and monthly deadlines while keeping organized and efficient. Show less