ANDREW PENNEY
Naperville,IL
Summary
Seasoned and adaptable, Enterprise Sales professional with a combined 11-years of full-cycle enterprise SaaS, human capital and information technology sales experience. Very strong executive-level sales strategy, multithreading deals, problem solving, critical thinking, exceptional sales writing skills. Achieved 100% of OTE in 2020 and 92% in 2021. Currently sell to C-level decision makers and negotiate large, complex sales-cycles with procurement in the staffing industry. Previous sales roles were in marketing, PR and commercial real estate industry.
Overview
10
10
years of professional experience
Work History
Enterprise Account Executive
Upwork
Chicago, IL
12.2019 - Current
- Full-cycle sales for Enterprise SaaS talent marketplace and solutions for staffing
- Built and cultivated healthy pipeline worth $594,000 of customers interested in partnering with company
- Closed 100% to Target in 2020 = $187,500
- Closed 92% to Target in 2021 = $172,500
- Sell to C-level executives and negotiate contracts with procurement
- Multi-thread accounts, Director-level and up to identify challenges and build business case
- Articulated and demonstrated product concepts and offerings to clients in easily understandable terms
- Identified customer needs to achieve service levels that met and exceeded expectations
- Asked appropriate questions to identify prospects' needs and pinpoint solutions for best fit
Enterprise Business Development Executive
Cityzenith
Chicago, IL
10.2017 - 12.2019
- International sales for SaaS and information technology solutions platform in the building and real estate industry
- Developed partnerships and channel sales opportunities with global architectural firms, engineering companies, developers, commercial real estate owners and management companies
- Conducted speaking engagements, negotiate and manage complex sales-cycles and present to C-level executives
- Sales pipeline and cycle management
- 88% of 2019 sales goal of $1,000,000
- Exceeded 2018 new business sales goal of $500,000 - Reaching 106% to goal
- Grew company sales funnel from zero to over 250 opportunities in just over 1-year
- Manage offshore Business Development team consisting of 2 Lead Generation Representatives, 1 Research Analyst
Business Development Manager
Expo, Inc
Chicago, IL
06.2016 - 08.2017
- Developed comprehensive sales strategy, channel partner opportunities, outreach cadences, lead sales forecasting meetings with investors and CEO
- Averaged 80+ cold calls and emails per day, 10-15 client demos per week
- First year, Closed 52 new business clients
Regional Account Executive
North American Precis Syndicate
Chicago, IL
10.2013 - 06.2016
- Responsible for prospecting new business opportunities, business development and client retention for editorial print and online news distribution service
- Developed and executed targeted lead generation and prospect qualification process
- Top sales executive in 2014 and 2015
- Sales pipeline and cycle management
- Exceeded 2014 annual sales goal by 116%
- Exceeded 2015 annual sales goal by 102%
- Daily lead generation calls and emails, account management and client retention
- In-person sales and use consultative sales approach to uncover opportunities.
Broadcast Account Manager
Cision
Chicago, IL
10.2012 - 10.2013
- B2B & B2C SaaS sales and account management for a full-service broadcast company.
Account Coordinator
Cision
Chicago, IL
10.2011 - 10.2012
- Responsible for the ongoing support and management of current Cision customers.
Education
Bachelor of Science - Mass Communication / Public Relations
Rochester College
Rochester, MI12.2009
Vocational Training Certificate – Video Production & Broadcasting - Video Production & Broadcasting
Specs Howard School of Media Arts
Southfield, MI06.2004
Skills
- Strategic and Full-cycle sales
- Consultative sales
- C-level engagements
- Multi-threading deals
- Prospecting
- Email campaigns
- Cold calling
- Social selling
- Pipeline management
- B2B sales
- Mentoring/training new reps
Timeline
Enterprise Account Executive
Upwork
12.2019 - Current
Enterprise Business Development Executive
Cityzenith
10.2017 - 12.2019
Business Development Manager
Expo, Inc
06.2016 - 08.2017
Regional Account Executive
North American Precis Syndicate
10.2013 - 06.2016
Broadcast Account Manager
Cision
10.2012 - 10.2013
Account Coordinator
Cision
10.2011 - 10.2012
Bachelor of Science - Mass Communication / Public Relations
Rochester College
Vocational Training Certificate – Video Production & Broadcasting - Video Production & Broadcasting
Specs Howard School of Media Arts
Similar Profiles
OLANIYI BELLOOLANIYI BELLO
Freelance Business Data Analyst at UpworkFreelance Business Data Analyst at Upwork
NODARI GENGASHVILINODARI GENGASHVILI
CSS Bug Fixing & Front-End Developer | Freelance at UpWorkCSS Bug Fixing & Front-End Developer | Freelance at UpWork
Narayan GiriNarayan Giri
Web developer at UpworkWeb developer at Upwork
Christa DorChrista Dor
Freelance Video Editor at UpworkFreelance Video Editor at Upwork
Anuradha MallickAnuradha Mallick
Manager - Projects at Cognizant Technology ServicesManager - Projects at Cognizant Technology Services