ANDREA RUSSO
Tampa,FL
Summary
Accomplished Sales and Account Management Executive with a proven track record in leading teams responsible for enterprise accounts, developing new business opportunities, and executing strategic sales initiatives. Strengths include strong negotiation skills, strategic thinking, and the ability to build long-lasting customer relationships. Proven success in consistently exceeding sales targets and driving revenue growth in large and mid-sized technology and services organizations.
Overview
25
25
years of professional experience
Work History
Enterprise Account Executive
Boomi
Tampa, FL
02.2022 - Current
- Product Portfolio: Boomi Enterprise iPaaS Platform; AI Agent Management, Low-code integration, APIM, EDI, Workflow Automation, Data Management
- Led sales planning, development and account management to grow existing accounts and establish new sales accounts.
- Drafted proposals outlining product features, benefits, pricing, and terms.
- Identified new business opportunities through market research and analysis.
- Created customized sales plans tailored to the needs of each account.
- Enhanced sales volume through skilled support to both new and inactive customers.
- Built sales forecasts and schedules to reflect desired productivity targets.
- Developed and significantly grew assigned territory using strong engagement and executive alignment.
- Negotiated complex deals involving multiple stakeholders.
- Developed and maintained relationships with key decision makers in enterprise accounts.
- Worked with cross-functional teams to achieve goals.
- Presidents Club Winner: 2024 Performance (Boomi Elite)
Applications Sales Manager, Majors
Oracle Corporation
Dallas, TX
08.2018 - 02.2022
- Product Portfolio: Oracle Cloud ERP/Finance; EPM/Planning & Budgeting/Close & Consolidation/Account Reconciliation; Value Chain Planning / Supply Chain Planning; Manufacturing; Procurement; Order Management; Finance & Accounting; Human Capital Management/Payroll; Product Lifecycle Management: New Product Innovation; Product Collaboration; Value Chain Execution / Warehouse Management; Transportation Management; Global Trade Management; Enterprise Asset Maintenance; Governance/Risk/Compliance Applications
- Establish and execute territory strategy for direct penetration, leveraging partner relationships in each assigned account
- Manage complex sales process including strategy, timeline, resource allocation, forecasting and pricing
- Present proposals, advocate value proposition, negotiate contract terms/length and ultimately close sale of individual products and bundled packages for multi-year SaaS agreements
- Sales campaign management to drive large, transformative customer initiatives and coordinate extended team to maximize territory revenue generation
- Develop and cultivate professional relationships with Executives; network in regional professional organizations
- $900K - $1M in annual sales quota in Greenfield/non-Oracle customer accounts
- Potential customers: named accounts in Texas, Oklahoma, Arkansas; multiple industries, annual revenue $500M-$2B
Regional Manager, Sales and Client Management
Thomson Reuters
Dallas, TX
04.2012 - 08.2018
- Manage team of 10 including 6 quota-carrying members covering law firms with 30+ attorneys in NM, TX, LA, MS, AL
- Responsible for selling 8 Thomson Reuters product lines including online, hosted and software tools
- Collaborate with Thomson Reuters colleagues to present holistic Thomson Reuters proposals to national and international clients; Offerings include Legal solutions + Elite (enterprise business management solution) & Thomson Reuters Tax & Accounting resources
- Manage complex sales process including strategy, timeline, resource allocation, forecasting and pricing
- Present proposals, advocate value proposition, negotiate contract terms/length and ultimately close sale of individual products and bundled packages for multi-year agreements
- Develop and cultivate professional relationships with C-suite clients; network in regional professional organizations
- $2.5M annual quota for new/incremental sales on top of $20M responsibility for existing business
- Primary lead on 8 deals worth $2M+ revenue in first year ACV
- Primary lead on international merger resulting in $4M revenue in first year ACV (2 international AMLAW 100 law firms)
- 2013: 93% of quota; 2014: 103% of quota; 2015: 148% of quota; 2016: 120% of quota; 2017: 95% of quota
- Presidents Club Winner: 2014, 2015, 2016 performance
- Regional Manager of the Year (highest percent of revenue attainment): 2015 & 2016 performance
Client Representative and Client Manager
Thomson Reuters
Chicago, IL
09.2000 - 05.2012
- Responsible for Thomson Reuters legal solutions sales in 25 local accounts
- Identify product leads and uncover new sales opportunities
- Annual sales goal attainment in mid-size and enterprise accounts
- Selected as only local rep to sell on specialized mid-size account team
- Strategize, establish and coordinate sales process among multiple contributors
- Achieved targets of $300K-400K in annual quota
- 2010 National Incentive trip winner - top sales revenue of WestlawNext
- Presidents Club Winner: 2011 performance
- Regional Outstanding Achievement Award Winner: 2002, 2005
Education
Juris Doctor -
University of Missouri - Columbia School of Law
Columbia, MO05.2000
London Law Consortium, University of London
London, UK01.1999
BA - Criminology and Sociology, Spanish
Drury University
Springfield, MO05.1996
Skills
- Strategic expansion and growth
- Sales cycle management
- Team leadership
- Sales strategy and forecasting
- Executive Alignment
- Complex negotiation strategies
- Client relationship management
- Sales coaching
Timeline
Enterprise Account Executive
Boomi
02.2022 - Current
Applications Sales Manager, Majors
Oracle Corporation
08.2018 - 02.2022
Regional Manager, Sales and Client Management
Thomson Reuters
04.2012 - 08.2018
Client Representative and Client Manager
Thomson Reuters
09.2000 - 05.2012
Juris Doctor -
University of Missouri - Columbia School of Law
London Law Consortium, University of London
BA - Criminology and Sociology, Spanish
Drury University
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