Amy Steele-Sollom
16449 Duluth Trail Lakeville,MN
Summary
Accomplished Senior Sales and Business Development Leader with expertise in identifying and securing new revenue streams and driving sales and marketing teams to meet or exceed aggressive sales goals. Demonstrated ability to establish successful channel programs and manage strategic partners. History of increasing revenue through creative business development and strategic account management. Maintained up-to-date knowledge of industry, target accounts, and competitive landscape. Expertise in leading in results-oriented, matrix operations. Developed novel revenue share model & marketing approach for acquiring new partners. Recognized by colleagues, teams, and organizational leaders as an efficient, organized contributor with exceptional communication and relationship-building skills.
Overview
11
11
years of professional experience
Work History
Global Account Director
ON24
05.2022 - Current
- Forecasted and predicted future customer opportunities and anticipated next RFP.
- Developed forecast and yearly budgets for accounts with focus on maximizing profitability.
- Coordinated efforts across various departments to deliver seamless service experiences for multinational clients.
- Created, owned and drove account plan execution for key clients.
- Built long-term customer relationships with business leaders and contacts.
- 2022 Top Executive & President's Club Achievement.
- 2023 Life Sciences Business leader (MSD/Merck Global Account).
Enterprise Account Executive
ON24
02.2020 - 05.2022
- Created & executed territory plan to land large new enterprise logos in Midwest US; achieved 194% to plan in 2020; notable logos: 3M, Principal Financial Group, Allianz, Securian Financial.
- Achieved Q1 fast start accelerator bonus (146% quota attainment); 160% YTD 2021 based on blended plan.
- Helping marketers drive engagement data that drives pipeline for their business with live, on-demand and personalized content experiences.
- Partner with SDR, marketing, agencies & tech partners to drive brand awareness in region.
- Utilized ValueSelling methodology coupled with unique platform approach yielding 2X average deal size in enterprise space.
- Internal advocate: part of the new hire mentor program & offer weekly office hours to enable ONE Team mentality.
Enterprise Account Executive
Marketware
04.2018 - 01.2020
- Experience in selling to hospitals & health systems through SVP & C-level executive channels.
- Proven track record of selling enterprise software with average ARR of $200k+.
- Top Account Executive 2019
- Ability to articulate business value of solution while defending its technical viability.
- Identified opportunities to expand into additional functional orgs or business units, strategically found ways to push Marketware adoption to other departments producing more vested interest in sales cycle.
- Data driven approach through organized sales process with dependable forecasting.
- Ability to run software presentations with deep dive into market analytics.
Regional Vice President | Sales & Revenue Strategy
PMMC
09.2017 - 04.2018
- Managed Central and Great Plains US territory (200 prospects & 18 client accounts).
- Built pipeline to $800K in Q4 (320% of goal).
- Managed all steps of sales cycle according to CEB Challenger Methodology.
- Conducted unique whiteboard sessions to win clients over and build their business case.
Director | Business Development
Solutionreach
12.2016 - 08.2017
- Directly manage team of three, with 100% growth planned before EOY; reported directly to COO.
- Defined 2017 strategy and OKRs.
- Improve performance of Sales, Engineering, Marketing, and Customer Support by providing training programs.
- Generated new sales by reorganizing business development team.
- Accelerated integration & product partner channel (by more than 250%, YTD).
- Conceptualized and implemented partner network and pipeline matrix.
- Won and launched three high-profile integration partner accounts; (athenahealth, Allscripts, and GreenwayHealth).
Manager | Business Development
Solutionreach
06.2015 - 12.2016
- Identified strategic partnerships and gathered market information to gain competitive advantage; grew channel sales by ~5.5M ACV by attracting 22 new partners (200% growth).
- Created, conducted, and tracked unique marketing proposal presentations and RFP responses to develop new business opportunities.
- Leveraged lead generation tools to increase profitability and product presence in marketplace.
- Represented Solutionreach at trade-show & partner events.
- Implemented CRM dashboards to appropriately manage pipeline.
Territory Representative | Twin Cities
Solutionreach
09.2013 - 06.2015
- Executed full lifecycle of sales process: identified new business, determined customer needs, closed sale, and maintained client relationships. Achieved 72% close rate.
- Utilized networking opportunities to create successful, loyal business relationships.
- Planned and organized routes within territory to maximize efficiency and time in field.
- Established sales systems, pitches, and processes, employed across entire territory sales force.
- Successfully grew territory over 300% within first year.
- 2014 Territory Representative of Year & President's Club winner (227% quota attainment).
- Top YTD Territory Representative: January - July 2015 (promoted thereafter).
Skills
- Business Proposals
- Presentation Delivery
- Contract Negotiation
- New Program & Promotion Implementation
- Cross-functional Team Leadership
- C-Suite Relationship Management
- Market Analysis
- Enterprise Account Planning
Timeline
Global Account Director
ON24
05.2022 - Current
Enterprise Account Executive
ON24
02.2020 - 05.2022
Enterprise Account Executive
Marketware
04.2018 - 01.2020
Regional Vice President | Sales & Revenue Strategy
PMMC
09.2017 - 04.2018
Director | Business Development
Solutionreach
12.2016 - 08.2017
Manager | Business Development
Solutionreach
06.2015 - 12.2016
Territory Representative | Twin Cities
Solutionreach
09.2013 - 06.2015
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