ALLISON PAGNI
Chicago,IL
Summary
Results-driven sales executive with extensive experience in client relationship management and strategic business development. Demonstrated ability to achieve impactful results in driving revenue growth, operational excellence and fostering team collaboration. Proficient in stakeholder engagement, strategic account planning, and delivering tailored solutions with unwavering reliability. Recognized for strong leadership, communication, and consistently achieving high-impact results in dynamic environments.
Overview
27
27
years of professional experience
Work History
Investor and Operating Partner
Expanse Venture Partners
08.2022 - Current
- Partner with founders to build innovative, high growth companies by providing operational expertise and strategic guidance
- Focus on improving performance and driving growth through value creation, product market fit and sales strategy
- Oversaw recruitment efforts selecting top sales talent contributing to a diverse workforce capable of addressing complex business challenges
- Held two day Sales Bootcamp for a portfolio company to improve overall sales and negotiation skills of go to market team
Global Client Director
LinkedIn
07.2022 - 01.2024
- Global sales lead for LinkedIn Sales Solutions (LSS) supporting several of the largest strategic accounts
- Set the global strategy for assigned accounts working closely with cross functional teams in Europe, APAC and LatAm
- Built and managed C-Suite relationships across accounts to deeply understand the problems they are solving and help to devise solutions
- Developed new business opportunities for consistent revenue growth through strategic partnerships and market analysis
- Collaboratively created account plans to drive growth through expansion and new revenue streams
- Lead deal strategy and commercial negotiations for the largest, most complex renewals
- Achieved quota attainment in 2022 and 2023
- Negotiated and closed largest LSS contract in 2023 for over $20m
- Utilized MEDDPICC to qualify opportunities, enhance sales forecasting, improve customer understanding and align solutions to customer needs
- Taught a course on Negotiations Skills for LinkedIn’s internal sales academy
Vice President, Sales
PINPOINT PREDICTIVE
11.2021 - 07.2022
- Responsible for overall sales leadership, team management, pipeline creation, forecasting and quota attainment
- Building direct strategic relationships with C-Suite and executive level decision makers within Insurance companies, articulating a clear vision and strategy for how Pinpoint can transform their business
- Curating a broad strategy for earning customer trust to drive growth and revenue
- Developed and implemented new tactical sales methodology to consistently assess and calculate probability of deal closing, to quickly identify high-value potential accounts
- Established trusted relationships with C-Suite and executive leadership teams at targeted companies to advance sales cycle
- Drove double digit revenue growth over previous two quarter
Vice President, Sales
HEARSAY SYSTEMS
01.2014 - 01.2020
- Built a high-performance team through effective recruitment practices focused on competency alignment coupled with ongoing performance management processes
- Established a culture of continuous improvement, fostering innovation and driving sustainable growth across the organization
- Developed new revenue streams by identifying growth opportunities and forging strategic partnerships with key industry players
- Led late-stage contract negotiations and resolved escalations
- Surpassed 2020 sales quota by 142%
Head of Sales, Strategic Accounts
HEARSAY SYSTEMS
10.2014 - 01.2020
- Built and managed C-Suite relationships expanding sales reach with largest strategic Financial Services accounts, using holistic, consultative approach
- Established a robust pipeline of prospects through diligent prospecting efforts, leading to consistent increases in new business opportunities
- Managed strategic accounts effectively, ensuring ongoing satisfaction while identifying upsell opportunities to drive additional revenue growth
- Served as the trusted advisor to C-Suite and executive-level decision makers on largest strategic client relationships by bringing innovative ideas and by leveraging industry expertise
- Negotiated contracts with strategic clients, securing long-term partnerships that generated significant revenue streams
- Exceeded sales quota by 200% in 2018 and 2019
- Drove 55% of all new company revenue in 2018 and 57% in 2019
- Recognized as highest-performing sales executive 5 of 6 years in role
Vice President of Strategic Accounts
MORNINGSTAR INC.
01.2012 - 10.2014
- Recruited to join investment advisory practice supporting large strategic investment clients including asset managers and insurance companies
- Collaborated with internal portfolio managers to develop new account strategies and industry vision to expand client services and contracts
- Built trusted relationships with strategic Financial Services accounts and partnered to create board presentations required for approval of new strategies
- Grew year-over-year revenue by 11% in 2013, and by 16% in first half of 2014
Director of Sales
MORNINGSTAR INC.
06.2009 - 01.2012
- Expanded new client base through outreach and follow-up, collaborating with marketing team to create demand generation campaigns and developing sales pipeline
- Achieved ambitious sales targets through effective territory management and relationship building with key clients to capitalize on every revenue opportunity
- Managed complex negotiations with key accounts resulting in long-term contracts that bolstered annual revenue figures significantly
- Increased new business sales revenue by 20% in 2010, 21% in 2011, and 24% in 2012
Financial Advisor and Retirement Plan Consultant
UBS FINANCIAL SERVICES INC.
03.2005 - 06.2009
Financial Advisor
MORGAN STANLEY
01.1998 - 03.2005
Education
Master of Business Administration -
UNIVERSITY OF NOTRE DAME MENDOZA COLLEGE OF BUSINESS
Notre Dame, INBachelor of Business Administration - Marketing
LOYOLA UNIVERSITY CHICAGO
Chicago, ILSkills
- Negotiation Expertise
- Revenue Growth
- Data-Driven Decision Making
- Team Leadership
- Client Relationship Building
- Account Management
ADVISORY
- Zocks Communications, 2024 - Present
Timeline
Investor and Operating Partner
Expanse Venture Partners
08.2022 - Current
Global Client Director
LinkedIn
07.2022 - 01.2024
Vice President, Sales
PINPOINT PREDICTIVE
11.2021 - 07.2022
Head of Sales, Strategic Accounts
HEARSAY SYSTEMS
10.2014 - 01.2020
Vice President, Sales
HEARSAY SYSTEMS
01.2014 - 01.2020
Vice President of Strategic Accounts
MORNINGSTAR INC.
01.2012 - 10.2014
Director of Sales
MORNINGSTAR INC.
06.2009 - 01.2012
Financial Advisor and Retirement Plan Consultant
UBS FINANCIAL SERVICES INC.
03.2005 - 06.2009
Financial Advisor
MORGAN STANLEY
01.1998 - 03.2005
Bachelor of Business Administration - Marketing
LOYOLA UNIVERSITY CHICAGO
Master of Business Administration -
UNIVERSITY OF NOTRE DAME MENDOZA COLLEGE OF BUSINESS
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