Arthur De La Vina
Summary
Focused Enterprise Account Executive with expertise nurturing client relationships and negotiating sales contracts. Offering outstanding persuasion and presentation skills. Customer-oriented with more than 10 years of managing lucrative accounts.
Goal-driven sales professional with solid background in account management, sales and service. Extensive experience in SaaS products . Highly motivated to increase revenue through proactive lead generation and cross-selling opportunities.
Overview
10
10
years of professional experience
Work History
ENTERPRISE ACCOUNT EXECUTIVE
Invicti
05.2022 - 05.2023
- Enterprise sales leader selling into enterprise accounts through a consultive sales approach
- Key contributor to revenue growth and bringing on net new customers by conveying the value Invicti can contribute to their business
- Negotiate strategic and longer relationships
- Articulated and demonstrated product concepts and offerings to clients in easily understandable terms.
- Developed creative solutions to meet individual client needs.
- Utilize value-based selling and Salesforce to manage sales processes and accurately forecast business
- Perform product demos and engage and collaborate with technical staff, driving a very technical sale
- Building and maintaining a pipeline of high-quality technical sales cycles, engaging with various stakeholders and channel partners
- Leveraging partner and vendor relationships to grow existing book of business
- Engaging with and persuading technical-level, senior-level, and C-suite prospects.
ACCOUNT MANAGEMENT LEAD/RETENTIONS & CHURN
ShipperHQ
04.2020 - 05.2022
- Lead team of Account Managers tasked with owning the customer relationship
- Coach team to identify upsell opportunities and close deals
- Define strategies to support existing customers and scale for support inquiry and account strategy
- Handle escalated, sensitive, and advanced configuration issues to retain customers
- Collaborate with the sales team on revenue goals
- Work strategically with customers to understand their business objectives and functional requirements
- Attain revenue both through expansion and retention to ensure team and individual goals are met
- Advanced as a product expert delivering accurate, valid, and complete information on ShipperHQ best practices.
- Reduced lost revenue by 30% in 12 months through retention efforts
- Created timely and accurate reports, internal documents and client deliverables.
- Worked collaboratively with sales team to identify and target market opportunities.
- Onboarded and trained additional account managers to build out and strengthen the team.
INSIDE SALES MANAGER NORTH AMERICA
Citixsys / iVend Retail
02.2018 - 04.2020
- Utilize Salesforce, Pardot, and other sales solutions to create North American sales processes
- Form relationships with Microsoft, Sage, and SAP partners to build the retail pipeline
- Set and exceeded inside sales goals by establishing ambitious targets and motivating sales representatives.
- Expanded the book of business by building relationships with large retailers selling retail management solutions
- Cultivated productive relationships and maintained quality communications with account contacts to maximize client retention.
- Built a top-performing business development team for US sales by training them on company processes and products
- Exceeded a $250K quarterly quota throughout tenure
- Maintained customer relationships for upsell opportunities and retaining ARR
- Liaised with clients via email or phone to identify and address needs, growing existing accounts through cross-selling.
ACCOUNT EXECUTIVE
KPI Analytics
01.2013 - 01.2019
- Generated new customers by calling large businesses for software and technology-based companies
- Scheduled appointments for prospective clients and managed the existing client base
- Created and integrated training plans for new hires and sales associates
- Led teams on multiple campaigns and projects and handled Tier 1 tech support issues as needed.
- Qualified leads, built relationships and executed sales strategies to drive new business.
- Collaborated with internal teams to develop account strategy.
- Executed successful sales strategies to convert leads into customers.
Education
No Degree - Business Administration And Management
Texas A&M University
College Station, TX05.2006
Skills
- Needs Assessments
- Cross-Selling Opportunities
- Contract Negotiation
- Account Management
- Sales Lifecycle Management
- Systems and Software Expertise
- Sales Strategies
- Business Development
- Territory Management
- Strategic Selling
- Sales Expertise
- Forecast Preparation
Timeline
ENTERPRISE ACCOUNT EXECUTIVE
Invicti
05.2022 - 05.2023
ACCOUNT MANAGEMENT LEAD/RETENTIONS & CHURN
ShipperHQ
04.2020 - 05.2022
INSIDE SALES MANAGER NORTH AMERICA
Citixsys / iVend Retail
02.2018 - 04.2020
ACCOUNT EXECUTIVE
KPI Analytics
01.2013 - 01.2019
No Degree - Business Administration And Management
Texas A&M University
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