ANDY DURREN
Summary
I am an experienced and self-motivated Sales Manager and Sales executive with fifteen years of industry experience overseeing sales figures and new account development. I have a proven track-record of over-quota achievement both as an individual contributor and manager. While I have extensive experience in Public Sector, I have also demonstrated success in publishing, automotive, and consumer goods industries.
Strategic account management professional with proven track record of driving client success and optimizing business relationships. Expertise in developing and implementing strategic plans, identifying growth opportunities, and delivering tailored solutions. Strong focus on team collaboration and adaptability, ensuring consistent achievement of goals and high client satisfaction. Known for excellent communication, negotiation, and problem-solving skills.
Overview
15
15
years of professional experience
Work History
Strategic Account Manager
Grammarly
08.2024 - Current
- Cultivated relationships with key stakeholders to enhance client satisfaction and retention in 20 strategic accounts across the Big Ten and the Ivy League.
- Developed strategic account plans to align client goals with business objectives.
- Led cross-functional teams in delivering tailored solutions for high-value clients.
- Analyzed market trends to identify growth opportunities within existing accounts.
- In an expanding market, we signed the first MSAs with top-tier institutions like Harvard, NYU, the University of Michigan, and the University of Notre Dame.
- Institution-wide adoption at the University of Illinois-Chicago and the University of Pennsylvania.
Principal Account Executive - SLG
Amazon Web Services
12.2022 - 08.2024
- Responsible for all Enterprise State and Local Accounts in Michigan, I created and implemented a go-to-market strategy in an emerging market, executing against quota and building a robust 500% quota pipeline from zero in year two.
- Developed strategic sales plans to achieve quarterly revenue targets.
- Cultivated relationships with clients to enhance satisfaction and retention.
- Conducted market research to identify new business opportunities and customer needs.
- Delivered on a target of $10M ARR.
- Signed first PaaS contract with the State of Michigan.
- I was a Bar Raiser and a member of the Bar Raiser Core for AWS Public Sector. This extra-curricular position, as a part of Amazon's Bar Raiser program, I interviewed 500+ people across dozens of teams and functions. I mentored and graduated 25 mentees out of the Bar Raiser in Training program.
Head of Sales
Bluecrew
01.2022 - 12.2022
- Led a team of seasoned Sales representatives to 150% attainment. Launched two new markets (Dallas and Atlanta). Moved off-shore SDR team and built a team in-house.
- Implemented Gong for our sales team to provide AI-based recommendations and rep accountability for deals.
- Bluecrew was a startup until its acquisition by a private company in 2022.
Head of Partnerships, Cloud Skills
Amazon Web Services
06.2019 - 01.2022
- 1 of 5 nominated for Rookie-of-the-year (out of 1500).
- Awarded ‘Customer Delight' Award for contributions made to Amazon DEI initiatives.
- Drove 6 strategic partnerships with top 10 AWS Public Sector Customers - working across government regulations, finance, telecommunications, and legal.
Head of Sales, Enterprise
Amazon Business
04.2016 - 06.2019
- 1 of 4 (out of 24) managers to exceed sales quota in each of my years.
- Promoted 4 direct reports.
- Built a team from 9 reps to 32 in 2 years.
- Finished first out of all territories in 2016, and named Enterprise rep of the year.
Director of Sales
Cengage Learning
02.2014 - 04.2016
- Managed revenue streams by establishing sales targets, deployment strategies, and go-to-market initiatives for the company's wholesale business.
- Managed relationships with the highest volume customers like Amazon, Barnes and Noble, and Follett.
- Exceeded 6-month goal in 3 months - mitigating high-stakes churn and return rates.
- Managed a $400K marketing budget and P&L.
Strategic Account Executive
Cengage Learning
02.2012 - 02.2014
- Oversaw key account relationships by gaining an in-depth understanding of needs and interacting directly with key clients.
- Devised direction for strategic accounts by crafting strategies based on market insights and competitive landscape.
- Delivered over-quota attainment for each year.
Inside Sales Manager
Cengage Learning
02.2010 - 02.2012
- Monitored employee productivity and motivated the team to meet daily goals.
- Reported sales metrics to senior management and suggested improvements that could be made to increase the value of collateral.
- Managed a team of 8 sales specialists that contacted partners through phone calls, emails, mailings, faxes, and seminars to communicate company value.
Education
Bachelor of Arts Degree - Journalism, French
Miami University
Oxford, OH01.2003
Skills
- Sales strategy development
- Competitive analysis
- Pipeline management
- Territory management
- Revenue generation
- Technical sales support
- Channel partner management
- Brand positioning
- Proposal writing
Accomplishments
In addition to my day-to-day role, while at Amazon, I was selected as a Bar Raiser to uphold Amazon's high hiring standards by leading interview loops, guiding hiring managers, and making final hiring recommendations. I mentored 25 Bar Raisers in Training across functions to ensure consistency and rigor in candidate evaluation. As a Bar Raiser Core team member, I contributed to program development, interviewer calibration, and ongoing refinement of Amazon's hiring processes at scale.
Languages
English
Full Professional
French
Professional Working
Hobbies and Interests
My kids – sports and fun, Guitar, Skiing, Comedy
CONTACT
- PHONE: 248.660.6818
- WEBSITE: https://www.linkedin.com/in/andrewdurren/
- EMAIL: andydurren@gmail.com
Timeline
Strategic Account Manager
Grammarly
08.2024 - Current
Principal Account Executive - SLG
Amazon Web Services
12.2022 - 08.2024
Head of Sales
Bluecrew
01.2022 - 12.2022
Head of Partnerships, Cloud Skills
Amazon Web Services
06.2019 - 01.2022
Head of Sales, Enterprise
Amazon Business
04.2016 - 06.2019
Director of Sales
Cengage Learning
02.2014 - 04.2016
Strategic Account Executive
Cengage Learning
02.2012 - 02.2014
Inside Sales Manager
Cengage Learning
02.2010 - 02.2012
Bachelor of Arts Degree - Journalism, French
Miami University
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