Salesforce
ANDREW SULTZER
Renewals Director
DENVER,CO
Summary
Adaptable and enthusiastic business professional with ten years experience growing and managing teams with a focus on Enterprise and Small to Medium-Sized Business (SMB) customers. Consistently exceed ELT goals by implementing new sales initiatives, driving customer retention, and optimizing the overall customer experience. Ability to empower employees to independently handle daily functions and meet customer needs. Diligent trainer and mentor with exceptional management abilities and results-driven approach.
Overview
10
10
years of professional experience
5
5
years of post-secondary education
Work History
Manager, Renewals Management
Siteimprove
Denver, CO
06.2022 - Current
- Responsible for leading three teams of Renewals Managers in NA, EMEA, and APAC with over $90 Million in ARR
- Gross Retention in FY22 of 98.4% Net Retention of 105% with a goal of 115% in FY23
- Orchestrated implementation of new billing functions, working with finance and legal to change MSA's and establish operational framework
- Built out entire renewals arm of the business, coordinating with Commercial Ops to track, forecast, and report on KPIs to the Executive Leadership Team (ELT)
Manager, Renewals Management
Leanplum
Denver, Colorado
01.2020 - 05.2022
- Responsible for leading a team comprised of Contract Renewal Specialists, Customer Success Managers, and Implementation Managers to a 90% renewal rate across 100+ Global SMB and Enterprise accounts
- Identify and close add-on business opportunities through the renewal sales cycle to generate 25% net-new business Quarter over Quarter
- Built Growth Accounts Team as a new arm of the business to manage 35%+ of companies total annual recurring revenue
- Lead weekly forecasting calls and communicate updates to the executive team
- Received an Excellence in Customer Service Award from the Business Intelligence Group in April 2021
Manager, Customer Success Management
Insightsoftware
Greenwood Village, CO
01.2019 - 12.2019
- Responsible for developing and managing programs focused on increasing retention, expanding product utilization, and monitoring customer health across Insight’s $115 million Enterprise Resource Planning (ERP) and Enterprise Performance Management (EPM) business
- Achieved a 96% retention rate on a 90% goal as well as maintaining a maintenance renewal rate of 111% on a 108% goal
- Instrumental in the development and roll out of a company-wide Net Promoter Score (NPS) program to be er track and analyze customer loyalty and revenue generation.
Account Manager
WESTCON GROUP INC
Louisville, Colorado
10.2017 - 12.2018
- Managed an account base of SMB and Enterprise Cisco partners personally generating revenues in excess of $12 million/quarter
- Met and exceeded team sales goals and management objectives every quarter.
Sales Team Leader
PRIME TIME ACQUISITIONS, INC
Westminster, Colorado
07.2016 - 09.2017
- An original member of the expansion team with Prime Time, performed similar duties from LVI in addition to growing a new company
- This was done through heavy recruiting and personal development to get from four to over twenty-five representatives generating over $1 million/year through face-to-face interactions and customer retention.
Sales Account Executive
LIMITLESS VISION INCORPORATED
Boston, Massachusetts
12.2012 - 06.2016
- Exceeded Business to Business (B2B) sales goals by personally generating over $500,000 in upfront revenue for our clients through face-to-face interactions, which resulted in consistently being ranked in the top 5% of all representatives nationwide
- Conducted interviews as well as built and managed a team of 8+ Account Managers through one-on-one training.
Education
Bachelor of Arts - Fine Arts
Stony Brook University
09.2007 - 05.2012
Skills
Account ManagementSoftware as a Service (SaaS)
Staff Management
Strategic planning
Policies and procedures
Process improvements
Coaching and mentoring
Software
Totango
JIRA
Zuora
Clari
Timeline
Manager, Renewals Management
Siteimprove
06.2022 - Current
Manager, Renewals Management
Leanplum
01.2020 - 05.2022
Manager, Customer Success Management
Insightsoftware
01.2019 - 12.2019
Account Manager
WESTCON GROUP INC
10.2017 - 12.2018
Sales Team Leader
PRIME TIME ACQUISITIONS, INC
07.2016 - 09.2017
Sales Account Executive
LIMITLESS VISION INCORPORATED
12.2012 - 06.2016
Bachelor of Arts - Fine Arts
Stony Brook University
09.2007 - 05.2012