ADRIENNE BURTON
Batavia,OH
Summary
Top-performing Enterprise Sales Director with a proven track record of maximizing revenues through strategic leadership of field sales activities. Expertise in sales productivity, forecasting, and team mentoring to consistently surpass sales targets. Skilled problem-solver with a goal-oriented and driven mindset. Recognized for building and retaining high-performance teams by recruiting, developing, and motivating top talent. Committed to generating new revenue, enhancing market visibility, and implementing forward-thinking strategies to drive profitability. Known for leading with integrity and an unwavering commitment to success.
Overview
29
29
years of professional experience
Work History
Enterprise Sales Manager, Healthcare
Spectrum Enterprise/TWCBC
Cincinnati, Ohio
03.2014 - Current
- Manage sales efforts in OH, KY, IN, WV. Established relationships with industry influencers and key strategic partners to increase sales.
- Developed and directed strategy for launch of cloud/IT infrastructure solutions to become #1 seller in the region and 252% of annual sales goal
- Boosted vertical sales performance from 32% to 100% attainment
- Successfully navigated transition of Time Warner Cable Business Class to Spectrum Enterprise maintaining team headcount and doubling ARPU
- Delivered first sales in region of new product release: Hosted Voice
- Contributed to 12.3% YoY company growth.
Enterprise Sales Manager
Crown Castle
Cincinnati, OH
01.2019 - 06.2024
- Developed and executed sales strategies to increase market share in Ohio and Kentucky territory. Key wins include The Cleveland Clinic, Signet, Nationwide Children's Hospital.
- Coordinated activities between various departments, such as engineering, project management, network planning, and construction.
- Evaluated effectiveness of skills in support of long-range strategic objectives of my sales teams and developed individual action plans to enhance professional selling skills.
- Conducted customer needs analyses, developed, and presented proposals on complex solutions.
- Negotiated custom pricing terms and conditions with customers while maintaining profitability objectives and adhering to corporate legal policies.
- Monitored progress of projects throughout the entire sales cycle, from lead generation to installation.
- Created reports on account status, sales forecasts, and business opportunities.
- Executed systematic prospecting, lead generation and network growth development strategy.
- Grew an underperforming team covering 3 separate markets, operating 100% work-from-home in an emerging market from less than 40% attainment to overachieving budget in 2024.
Commercial Sales Manager
Time Warner Cable Business Class
Cincinnati, Ohio
04.2012 - 03.2014
- Improved YoY attainment; Increased my teams' sales from $10k MRR to $25k MRR
- Plan, execute, and monitor territory coverage and efficacy of marketing campaigns through a self-made workbook.
- Facilitate contract negotiations, coordinate engineering, finance, and construction efforts.
- Oversee daily activities, including recruitment, training, motivation, and development of team members.
- Monitored competitors' activities to stay ahead of the competition in terms of products and services offered.
- Implemented innovative strategies to maximize revenue growth potential in various markets.
Director of Sales
tw telecom
Cincinnati, Ohio
01.2007 - 04.2012
- Achieve growth targets for net new revenue attainment of $44,400 in net new sales per month
- Construct a business case for network expansions that are able to meet profitability thresholds, as well as closely working with engineering to uncover and instigate network delivery methods for greater competitiveness and cost reduction in infrastructure.
- Coordinate workflow among department heads.
- Hire, develop, motivate, and train team in sales techniques, sales activity, account planning, account management, and proposal development.
- Negotiate term and contract commitments with a priority on preserving revenue and margins.
- Create new partnership ventures to improve value-add of tw telecom solution and future lead generation possibilities.
- Served on many corporate counsels to develop new hire onboarding requirements, new hire training curriculum, module standards, and mentorship programs for management.
Sales Account Executive
tw telecom
Cincinnati, Ohio
03.2006 - 12.2006
- Responsible for acquisition of qualified new logo accounts through self-generated leads.
- Achieve quota $4,500 per month in net new revenue with focus on new logo customers
- Position fiber/TDM voice, data, and internet solutions.
- Account profiling, needs assessment, and consultative selling of solutions to multi-city, multi-site users.
- Submission of clean and technically accurate order packages to provisioning.
- Active participation in professional development and continuing education engagements.
Customer Relationship Specialist
tw telecom
Cincinnati, Ohio
06.2004 - 02.2006
- Accountable for the largest base of existing customers in the country.
- Achieved top 10 stack ranking in the country each year.
- Tasked to identify and create sales opportunities to secure new and existing revenue.
- Execute MACD's, facilitate trouble reporting response, and investigate billing inquiries to bring about resolution.
- Quarterly communication with each assigned account to proactively provide pertinent updates and optimum relationship with end-user customers.
Order Coordinator
tw telecom
Cincinnati, Ohio
04.2004 - 05.2004
- Monitor service orders from initiation through billing verification.
- Manage documents, track progress of orders from pre-order entry through post-installation.
- Schedule customer activation, be available to customers for after-hours support, taking independent action to solve problems impacting service delivery.
- Negotiate with customers, third parties, and management to ensure a consensus approach to installations that fall outside normal parameters.
- Communicate order status to, and acts as liaison between Sales, customer, vendor, and NOC.
Account Relations Manager
MCI/WorldCom
Cincinnati, Ohio
06.1999 - 09.2003
- Assigned a base of accounts averaging $400k per month with responsibility to acquire and grow commission-eligible revenue
- Manage the cultivation, execution, and delivery of sales and services to high-end local and regional accounts in the Strategic Market segment.
- Evaluate situational challenges of a diverse scope to identify appropriate alternatives and take action.
- Position and sell service(s) across multiple organizational levels including but not limited to C-Level and Executive Level personnel
- Prepare specific account plans documenting customer goals and objectives, and an overall strategy to optimize sales in this market segment.
- Sale and proposal of mission-critical customer applications and product solutions in data, internet, voice, and transport services.
- Accompany and assist tenured sales representatives on high-level presentations to new prospects.
- Proposed and priced next-generation products, and negotiated new agreements incorporating existing services.
- Serve as a single point of contact for customers such as Western Southern Life, Cincom, and General Cable.
Account Manager II, National Accounts
CenturyLink (formerly LCI International)
Cincinnati, Ohio
01.1997 - 06.1999
- Tasked to market to and maintain a national account customer base ranked by annual revenue contribution as one of Qwest's top 5.
- Fifth Third Bank/Midwest Payment Systems, NCR, Reynolds & Reynolds, and Ashland Chemical were the major composition of my base and managed to a high degree of satisfaction.
- Presented new technologies, coordinated the implementation of all services, and managed all aspects of post-sales support. Assisted in engineering and design for voice and data network solutions, including large data connectivity up to OC-3 capacity, frame relay, WAN/LAN, and dial-up applications.
Field Support Representative
CenturyLink (formerly LCI International)
Cincinnati, Ohio
05.1995 - 01.1997
- Identify sales opportunities through strategic understanding of each customer's business
- Contribute to high attainment of revenue objectives and service quality objectives.
- Offer enterprise solutions for Dedicated Internet Access, Frame Relay, Private line, local, and long-distance services.
- Development of solutions catered to the customer's specific business needs.
- Management and delivery of services to maintain the existing revenue base associated with 150 top billers in the mid-market segment.
- Coordinate internal communications toward provisioning, design, installation, maintenance, and billing.
- Troubleshoot network events and resolve billing inquiries.
Education
High School Diploma - General
Milford High School
Milford, OH01.1993
Skills
- Leadership/Communication
- Operational Efficiency
- Strategic Planning
- Business Case Justification
- Performance Optimization
- Contract Negotiations
- Deal structuring
- Client Account Management
- Network Technology
Awards
- Presidents Club 2018 Spectrum Enterprise
- tw telecom (Level 3) 2009 Top Performer 179%
- Counsel for Mentorship (tw telecom)
- LCI Internationl/Qwest (CenturyLink) 1998 Presidents Club
References
- Nicole Jackson, Crown Castle, Director of Client Services (267) 927-2065 nicole.jackson@crowncastle.com
- Clint Ihrig, Crown Castle, Sales Engineering Manager (412) 848-0965 clinton.ihrig@crowncastle.com
Timeline
Enterprise Sales Manager
Crown Castle
01.2019 - 06.2024
Enterprise Sales Manager, Healthcare
Spectrum Enterprise/TWCBC
03.2014 - Current
Commercial Sales Manager
Time Warner Cable Business Class
04.2012 - 03.2014
Director of Sales
tw telecom
01.2007 - 04.2012
Sales Account Executive
tw telecom
03.2006 - 12.2006
Customer Relationship Specialist
tw telecom
06.2004 - 02.2006
Order Coordinator
tw telecom
04.2004 - 05.2004
Account Relations Manager
MCI/WorldCom
06.1999 - 09.2003
Account Manager II, National Accounts
CenturyLink (formerly LCI International)
01.1997 - 06.1999
Field Support Representative
CenturyLink (formerly LCI International)
05.1995 - 01.1997
High School Diploma - General
Milford High School