Summary
Overview
Work History
Education
Skills
Accomplishments
Certification
Timeline
Generic

Beverly Lehman

Santa Barbara,CA

Summary

Talented Partnership Manager with 10 years sales, channel, and partnership management experience. Highly motivated, goal-focused and team-oriented professional with an organized and disciplined approach. Seeking a challenging position that will allow for personal and professional growth.

Overview

9
9
years of professional experience
1
1
Certification

Work History

Agency Partner Manager

Shopify
Santa Barbara, CA
08.2021 - Current
  • Consistently achieved 100% QoQ quota attainment
  • Managed portfolio of 30 partners, with weekly calls, business reviews, and SMART goal setting to ensure Commercial targets were met.
  • Worked on leads generated by partners to cultivate new opportunities for both Sales and Customer Success teams.
  • Implemented new systems and procedures to increase Partner referrals.
  • Worked cross-departmentally with Marketing to execute on co-marketing activities with partners to help drive net new business to the Shopify platform.
  • Maintained up-to-date knowledge of competitor products and pricing in market served.
  • Investigated and integrated new strategies to expand business operations and grow customer base.

Strategic Relationship Manager

AppFolio
Santa Barbara, CA
04.2019 - 08.2021
  • Pioneered Strategic Relationship Manager role at AppFolio and grew portfolio to 10+ partners with 0% churn YoY.
  • Worked cross-functionally to support onboarding and implementation of new strategic partners, and post-implementation, worked cross-functionally to support ongoing partner training and enablement.
  • Partnered cross-functionally with marketing, product and other teams to build marketing materials to help grow revenue by pitching and selling new products to existing partners.
  • Built rolling 12-month account plans for each partner, which included a thoughtful strategy to increase platform stickiness and grow revenue within the account.
  • Capitalized on industry and marketplace trends to strategize on revenue growth opportunities.
  • Successfully presented multi-year renewal contracts to each of 12 partners in my portfolio, resulting in an average deal size of $2MM.
  • Conducted virtual and in-person Executive Business Reviews with key stakeholders and decision makers and showcased growth of partnership and aligned on goals and initiatives for future quarters.

Director Of Business Development

SparkPost
San Francisco, CA
01.2018 - 04.2019
  • Consistently surpassed quota. Hit 120%+ of $1.7 million quota.
  • Prospected, qualified, and closed new partner opportunities.
  • Renewed and up-sold existing partner accounts; wholly managed 30+ partners with cadence calls and various other touch points to keep partners sticky and successful with SparkPost.
  • Supervised one direct report and ensured he met/exceeded sales & professional goals.
  • Attended weekly meetings with the VP of Sales and other key stakeholders to align on open opportunities.
  • Worked cross-functionally with marketing, product, sales, technical teams and leaders to co-market with partners as well as affect product and roadmap based on partner needs and requirements.
  • Supported marketing extensively on the road and at tradeshows as the face of SparkPost.

Business Development Manager

SparkPost
San Francisco, California
01.2017 - 01.2018
  • Researched and identified new partnership sales opportunities.
  • Negotiated, prepared and signed contracts with partners.
  • Supported renewals and upsells of existing partners. 
  • Ensured that partner inquiries were handled professionally and efficiently, and brought these inquires to appropriate departments (sales, marketing, product, etc)
  • Consistently exceeded quotas through penetration of new partner accounts.
  • Worked with existing partners to increase purchases of products and services.
  • Devised effective marketing, sales and other promotional initiatives for partners to execute alongside SparkPost.
  • Hit 147% of quota and attended President's Club.

Senior Manager, Go-to-Market Alliances

Apttus
San Francisco, California
01.2015 - 12.2016
  • Sourced over $20 million in active pipeline in FY16.
  • Deep domain expertise of SaaS and establishing value of products to partners.
  • Execute education and enablement of various teams within Salesforce and Microsoft's organization.
  • Proficient with Microsoft Dynamics.
  • Work internally and externally with C-Suite and executive level individuals on a daily basis.
  • Find new accounts where Apttus may be a fit to generate new business and opportunity.
  • Directly involved in sourcing new business opportunities from our two largest partners, Microsoft and Salesforce.

Alliance Manager

Apttus
San Francisco, California
01.2014 - 01.2015
  • Facilitated the relationship between Salesforce and Apttus.
  • Educated Salesforce on the Apttus value proposition and products.
  • Made necessary introductions between sellers and sales leaders that enabled the discussions of mutual account activity and joint opportunity.
  • Executed strategic engagements which built strong brand awareness and encouraged collaboration.

Senior Lead Development Representative

Demandforce
San Francisco, California
01.2014 - 06.2014
  • One of three senior members on the team.
  • Responsible for 100+ cold calls a day.
  • Effectively scheduled meetings and worked with sales team to strategize and demonstrative material to close business.
  • Consistently in top 10% of team's performance.
  • Worked and communicated closely with senior management on a daily basis to achieve goals and assist with training the team.

Lead Development Representative

Demandforce
San Francisco, California
07.2013 - 01.2014
  • Attained over 115% to goal in first quarter.
  • Consistently in top 25% for weekly performance.
  • Salesforce certified.
  • Worked one on one with medical professionals to assess their practices' needs and desires for growth.
  • Completed four full sales training courses aimed at handling objections, probing for pain, and other common sales techniques.

Education

Bachelor of Arts - Global Studies

University of California Santa Barbara
2013

Skills

  • Partnership management through and through, including sales, renewals, up-sells, and partner success/management
  • Strong written and verbal communication skills
  • Strong attention to detail, focus on project management and execution
  • Adaptable to changing work environment
  • Team player and natural leader
  • Liaison between various departments, cross-functional employee often working alongside other departments

Accomplishments

  • Maui Marathon Finisher 2022 - First in F30-34 Category
  • Santa Barbara Half Marathon Finisher 2021
  • Winner's Circle FY20
  • President's Club Recipient FY16
  • President's Club Recipient FY17

Certification

  • Salesforce Certified
  • John Barrows On-Site Sales Training

Timeline

Agency Partner Manager

Shopify
08.2021 - Current

Strategic Relationship Manager

AppFolio
04.2019 - 08.2021

Director Of Business Development

SparkPost
01.2018 - 04.2019

Business Development Manager

SparkPost
01.2017 - 01.2018

Senior Manager, Go-to-Market Alliances

Apttus
01.2015 - 12.2016

Alliance Manager

Apttus
01.2014 - 01.2015

Senior Lead Development Representative

Demandforce
01.2014 - 06.2014

Lead Development Representative

Demandforce
07.2013 - 01.2014

Bachelor of Arts - Global Studies

University of California Santa Barbara

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Beverly Lehman