Summary
Overview
Work History
Education
Skills
Timeline
Generic

Barbara Elliott

Mashpee,MA

Summary

Experienced sales professional with proven ability to drive revenue growth and build lasting client relationships. Strong focus on team collaboration and achieving results, adapting seamlessly to changing needs. Expertise in strategic account management, client negotiations, and market analysis. Renowned for reliability, communication skills, and results-driven mindset.

Overview

25
25
years of professional experience

Work History

Digital Native Brands Account Executive

HPE
02.2023 - Current
  • Develop new HPE market for digital native brands selling AI software, GreenLake, Hybrid Cloud, Storage and Compute and NVIDIA GPU solutions and software to startups, companies born in the cloud as well as new service providers developing hosting solutions as an OEM.
  • Develop territory and research new markets within AI Providers (Neo Clouds) and create partner and internal strategies for differentiation of new AI offerings.
  • Closed 4 large, competitive deals with newly formed AI providers demonstrating value, support and build business case on HPE' value.
  • FY 24 105% - $73 Million

Strategic Account Executive

Persado
09.2021 - 11.2022
  • Prospect, build territory and awareness of AI/ML solutions and NLP solutions (prior to ChatGPT) and AI awareness.
  • Developed business cases to support revenue impact and funding base on early adopter AI solutions and business impact.
  • Sold to marketing senior leadership and business leaders.
  • Closed 3 F500 logos in first 7 months with companies looking to gain a competitive business advantage through AI.
  • Developed largest pipeline in sales team (4.5X)
  • Sold to retail, financial services and healthcare.
  • 135% Quota Attainment in FY 2022

Strategic Account Executive

AppDynamics (Cisco Company)
10.2020 - 08.2021
  • Manage Strategic Financial Services Accounts in the Northeast
  • Expand platform selling additional software solutions and business solutions.
  • Collaborate with Cisco account Executives on strategies to expand software.
  • Align business value and solve customers' business problems.
  • Deliver Cisco's observability message to executives.
  • 125% Quota Attainment
  • Led cross-functional teams to deliver customized solutions that met client objectives.
  • Identified opportunities for upselling, driving revenue growth through strategic account management.
  • Managed contract negotiations, ensuring alignment with company goals and client expectations.

Senior Account Executive

Workfront
09.2018 - 06.2020
  • Develop new Enterprise Accounts within a new go-to market product in work management.
  • Sell Modern Work Management Platform that connects enterprise work, collaboration, and digital content in a single system of record.
  • Sell to LOB, IT, Marketing and New Product Development
  • 2019-103% Quota Attainment

Senior Account Executive

Sprinklr
04.2018 - 09.2018
  • Develop new market for Enterprise Accounts developing social media and multi-channel strategies.
  • Establish Account Plans to expand existing accounts.
  • Selling Social Customer Experience Platform including Marketing, Advertising, Research, Commerce and Care

Enterprise Account Executive

Marketo
06.2015 - 10.2017
    • Establish Marketo's footprint in the Northeast with Martech and Personalization Offering
    • Sell Engagement Marketing to help companies gain better engagement with customers and prospects and increase revenue.
    • Develop Partner Network for Marketo working with SI's, Partners and Digital Marketing Agencies
    • Cover the Northeast and create expansion as the only Northeast Rep Enterprise
    • Increase customer base through new customer acquisition.
    • Territory grew by 50% in 6 months after joining Marketo.
    • Closed 3 large new multi-year Marketo relationships within first 6 months of joining Marketo.
    • 200% of Quota in 2015
    • 90% Quota attainment in 2016-12th revenue ranking rep
    • Purple Label Society Club Recipient in 2015
    • Rookie of the Year at PLS 2015

SaaS Strategic Account Manager, East

HP Software
11.2011 - 06.2015
    • Developed HP SaaS/Cloud software and cloud offering promoting “pay as you go” software offerings as alternatives to on premise hosted models.
    • Responsible for HP SaaS offerings in Applications Lifecycle Management, Performance Management, Service and Portfolio Management, Service Management and Application and Mobile Management
    • Drive education of Cloud and SaaS to customers and develop business cases and ROI to move on premise customers to the cloud.
    • Developed Business Value Models to present the ROI of SaaS to customers.
    • Grew territory by 30% in FY 12 with 2.2 million in revenue.
    • SaaS Team Member for AMS for FY13 Q3, Q4 and Year
    • 135% Quota Achievement in FY13, 6 million in bookings
    • Winners Summit 2014
    • 114% Quota Achievement in FY14, 9.7 million in booking

Strategic Software Account Manager

HP Software
06.2009 - 10.2011
  • Manage Software Relationships for Financial Services Accounts in the Global 1000
  • Develop and maintain relationships with IT and Line of Business Executives
  • Responsible for HP Software's Portfolio in Applications and Operations (Dev/Opps), partnering with internal HP teams to develop strategies and broader value.
  • Increased HP's software footprint in large insurance company 90% in FY11
  • Grew HP Software revenue in large global bank 60% in FY11.
  • Achieved 105% of 5.9 million Dollar Quota in FY11

Account Director

CA Technologies
04.2004 - 05.2009
    • Manage CA executive relationships and sales strategies for strategic accounts within the New England /New York Territory
    • Develop Executive Account Planning and Business Case Selling Model for targeted clients.
    • Define solutions that map the client's business requirements to CA's Portfolio of Software Solutions
    • Meet with Client's Executive Management Team to prioritize technology and business goals and develop solution-based ROI.
    • Coordinate the efforts of Sales Specialists and Client Support Teams
    • Manage and enhance strategic partnerships within accounts.
    • Increase revenue and CA's presence within accounts.
    • Responsible for solutions in Business Services Management, Application Performance Management, Security Management, Network and Systems Performance Management, Asset and Contract Management, Project and Portfolio Management, and Compliance Management
    • 100% quota achievement in FY 2008
    • 125% quota achievement in FY2007
    • 189% quota achievement in FY 2005
    • Top Account Director against quota in NE FY 2005
    • AD of the Year-NE-2005
    • Closed 5.9-million-dollar transaction in FY07 in a large global account and continue to expand revenue with additional CA solutions.
    • Compass Club Attendee

Sales Executive

CA Technologies
04.2001 - 03.2004
  • 170% quota achievement in FY 2004
  • Top Rep against quota in NE FY 2003 and 2004
  • SE of the Year-NE-2005
  • Compass Club 2003 and 2004
  • Closed several multi-million-dollar enterprise management solutions.
  • Sold network and systems management, security, and storage management solutions.
  • Develop business plans for strategic accounts, working with service and information management account teams.

Education

Bachelor of Science Degree - Business Administrations

Northeastern University
Boston, MA

Executive Business Program -

Columbia Business School Emeritus Institute

Skills

  • Enterprise Software Solutions/SaaS/AI/HPC/Software/Mar Tech
  • Top-performing sales professional in technology
  • Cultivated connections with senior executives
  • Develop and manage strategic account plans utilizing partners, global system integrators, solution specialists, technical resources, executives, and corporate resources to enhance customer success
  • Focused experience industry solution experience in retail, financial services, health and life science, manufacturing, and Telco verticals
  • Experience selling enterprise software solutions, consulting services, strategy engagements, application integration and development projects, marketing transformation software, AI/ML software, SaaS, and Hybrid Cloud solutions
  • Partner and Alliance Management Experience
  • Negotiated complex multi-million, multiyear transactions
  • Sales Training: MEDDIC, Targeted Account Selling, Strategic Sales Solutions, and Business Case and Value Based Selling, Challenger Sales, and NVIDIA AI Advisor-Sales Certification
  • Experience in Value Base and ROI selling and developing ROI models
  • Innovative learner, constantly adapting to latest trends in new categories of software, early-stage SaaS and AI Software and NVIDIA marketplace Always learning and mastering latest trends and technologies
  • Successfully hunted and developed new business territories and new category development

Timeline

Digital Native Brands Account Executive

HPE
02.2023 - Current

Strategic Account Executive

Persado
09.2021 - 11.2022

Strategic Account Executive

AppDynamics (Cisco Company)
10.2020 - 08.2021

Senior Account Executive

Workfront
09.2018 - 06.2020

Senior Account Executive

Sprinklr
04.2018 - 09.2018

Enterprise Account Executive

Marketo
06.2015 - 10.2017

SaaS Strategic Account Manager, East

HP Software
11.2011 - 06.2015

Strategic Software Account Manager

HP Software
06.2009 - 10.2011

Account Director

CA Technologies
04.2004 - 05.2009

Sales Executive

CA Technologies
04.2001 - 03.2004

Bachelor of Science Degree - Business Administrations

Northeastern University

Executive Business Program -

Columbia Business School Emeritus Institute

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