Bobbi Wurth-Wernle
Highland
Summary
Dynamic consultative sales professional with over 20 years of experience in software and hardware sales, specializing in outcome-driven and value-added selling strategies. Expertise in swiftly analyzing client challenges and delivering effective resolutions, complemented by exceptional communication and presentation skills. A strong work ethic and proven track record in goal setting enhance the ability to lead teams toward success while prioritizing critical information under tight deadlines. Committed to fostering collaborative environments that drive results and exceed client expectations.
Overview
24
24
years of professional experience
Work History
Outside Field Enterprise Account Executive
DELL TECHNOLOGIES
01.2017 - Current
- Trusted Advisor to customers in Healthcare, Manufacturing, Retail, Financial, Education, Telco, Hi-Ed and Government industries. Responsible for exceeding customer expectations and recommending solutions that meet the customer’s business objectives and priorities for the C-Suite, Executive, Business, and Technical Decision makers. Responsible to make sure that Dell resources are fully optimized at all times, working together as a fully united team to overachieve high revenue quotas of $15 Million to $20 Million per half across the breadth of Dell’s portfolio.
- Dell Game Changer Award for February 2025 – April 2025 – 100% of Quota attainment in the first 6 weeks of the Quarter amongst hundreds of sellers.
- Cultivated and maintained C-Suite, Executive, Business, and Technical relationships in 37 named customers that are retention and development accounts with land, expand and grow methodology by challenging customers and farming relationships.
- Responsible for driving Digital Technology Transformation in partnership with Dell partners and customers. Proven history on driving market share, achieving sales targets with partner collaboration, increasing share of wallet for each customer by identifying white space and growing the business while performing over 100% constantly.
- Strong Leadership skills with customers and large multi-functional specialty teams across the breadth of the Dell product portfolio (AI, Data Center, Data Protection, Client Endpoints, Software, SaaS, IaaS, Cloud, Services, etc.), industry relevant solutions to help customers adopt and embrace technology that is outcome focused to achieve their business priorities and initiatives.
- Developed an understanding of each customer’s business challenges and needs based on customer strategies and objectives. Manage, orchestrate, and lead virtual Dell and Partner teams that produce transformative business outcomes based on needs and presenting the appropriate options.
- Customer advocate to make sure the “Voice of the Customer” is heard to understand satisfaction, dissatisfaction, and future business priorities. Work internally with resources to successfully overcome any issues that maybe present for the customer.
- Developed and oversaw the execution of Account Plans by working with specialty resources for named customers to ensure that it yields successful results for Dell. Leverage Account Plans throughout the year to make sure that Dell and Customer goals are on track and allow Dell to get a larger percent of the customer’s overall budget. Analyze data and update Account Plans for up-selling and cross-selling opportunities.
- Mentored and guided all new Account Executives on how to be successful within their customer base by sharing Best Practices on obstacles, challenges, and opportunities.
- Responsible on a daily basis to make sure that the Dell pipeline, both Direct and Partner business, are 100% accurate and updated on time for Senior Leadership to make an accurate call to the business.
- Received the “Most Valuable Player” award for First Half of FY22 in Central across all Account Executives.
- Participated in a Cyber Recovery Discussion with thousands of Dell Field Sellers on how our team brought in a $1.7M Cyber Recovery opportunity and the challenges we encountered along the way and how we overcame them as a team.
- Led negotiations for large-scale contracts, ensuring alignment with client objectives and company goals.
- Developed tailored solutions leveraging Dell's technology portfolio to drive business growth.
- Cultivated relationships with enterprise clients to understand needs and enhance satisfaction.
- Collaborated with cross-functional teams to deliver comprehensive proposals and presentations to stakeholders.
- Analyzed market trends and customer feedback to refine sales strategies and improve competitive positioning.
- Mentored junior sales team members, sharing best practices for account management and client engagement.
- Drove customer retention initiatives through proactive communication and regular follow-ups on service delivery.
- Utilized CRM tools to track sales activities, forecast revenue, and manage pipeline effectively.
- Consistently exceeded sales targets by proactively identifying and pursuing new business opportunities.
- Managed a portfolio of high-value accounts, ensuring timely renewals and upselling opportunities.
- Collaborated with customers to learn business operations and capitalize on upselling and cross-selling opportunities.
- Generated new contacts through networking and cold calling.
- Delivered comprehensive product presentations and demonstrations, showcasing the value proposition to potential clients.
- Established strong relationships with key enterprise customers, driving customer satisfaction and retention.
- Collaborated with internal teams to develop tailored solutions for complex client needs, resulting in increased revenue.
- Mentored junior account executives, fostering a culture of professional development within the team.
- Coordinated post-sales support efforts between technical teams and clients for smooth onboarding experiences.
- Facilitated client success by maintaining open lines of communication and addressing concerns promptly, fostering long-lasting business relationships.
- Worked with service and project management departments to provide total support to clients.
Director of Sales and Account Management
MITCHELL HUMPHREY & CO., St. Louis, MO
01.2016 - 01.2017
- Directly responsible for assisting Account Executives in exceeding and meeting their individual and team revenue goals, in addition to personal revenue goals. Responsible for the overall marketing of the company to help generate leads and develop the pipeline to help meet and exceed the goals.
- Cultivated and maintained relationships with key accounts by educating clients and prospects by educating them via in-person training sessions, webinars, trade shows, and user conferences.
- Taught Account Executives how to effectively demonstrate a technical software product and present it to Clients and Prospects in a clear, understandable manner.
- Supported Account Executives (sales support, pre-sale, account management) by building and maintaining prospect/client relationships and providing the expert product knowledge necessary to differentiate Mitchell Humphrey from its competition.
- Consulted and advised Account Executives and Clients of the best possible solution to issues at hand by utilizing best practices and excellent communication skills combined with the ability to understand and convey complex information within a short amount of time.
- Assisted Account Executives in formulating complex and complete responses to RFI’s, RFQ’s and RFP’s as well as gather necessary team members, specialists, and partners in order to have a fully rounded solution.
- Facilitated and negotiated new contracts for existing customers and prospects.
- Responsible for the overall expenses incurred by the Sales and Marketing teams, ensuring they fit budget allotted, and submitting overall expense paperwork in a timely manner.
- Developed and executed strategic sales plans to drive revenue growth across multiple markets.
- Led cross-functional teams in identifying customer needs and enhancing product offerings.
- Cultivated relationships with key clients, resulting in increased customer retention and satisfaction.
Product Manager
MITCHELL HUMPHREY & CO., St. Louis, MO
01.2011 - 01.2016
- Responsible for increased revenues as a Solution Architect and Consultant supporting the Sales Team, as well as individual sales territory for State and Local Government. Seasoned in demonstrating and selling enterprise based technology solutions (Community Development Software developed on Microsoft CRM and Financial Management Software) through the entire sales cycle.
- Responsible for qualifying and developing sales opportunities by building positive relationships with clients and prospects while increasing overall market share and leveraging partner resources when necessary. Market share has increased by 50% in the last 12 months and substantial growth projected.
- Supported other Account Executives (sales support, pre-sale, account management) by building and maintaining prospect/client relationships and providing the expert product knowledge necessary to differentiate Mitchell Humphrey from its competition.
- Possessed excellent listening skills with the ability to interpret information in order to assess requirements and present solutions in the form of customized demonstrations of products.
- Used a consultative sales approach (value-added) to differentiate Mitchell Humphrey from its competition within a limited time frame.
- Consulted and advised clients of the best possible solution to issues at hand by utilizing best practices and excellent communication skills combined with the ability to understand and convey complex information within a short amount of time.
- Formulated complex and complete responses to RFI’s, RFQ’s and RFP’s as well as gather necessary team members, specialists, and partners in order to have a fully rounded solution.
- Facilitated and negotiated new contracts for existing customers and prospects.
Sales Representative
DEY/MYLAN, Basking Ridge, NJ
01.2010 - 01.2011
- Responsible for increased revenues through new sales of prescription drug medications to targeted physicians in the St. Louis Metro Area.
- Nominated and received “Rookie of the Year” award during training.
- Built positive relationships with targeted physicians and staff while growing the territory assigned to me, as well as uncovering new opportunities that were not targeted.
- Persistence and ability to build strategic client relationships.
- Managed 500-mile territory while “going where the business is”.
Product Manager
MITCHELL HUMPHREY & CO., St. Louis, MO
01.2006 - 01.2010
- Responsible for increased revenues through new sales of Accounting Software, partner products, and new products/services developed as a result of client interaction. In addition, responsible for overall existing client satisfaction providing accounting software consulting services.
- Persistence and ability to build strategic client and prospect relationships. Use the relationships to network and generate new leads.
- Developed, educated, and delivered informative classes, and training sessions to C-level executives of small, medium and large corporations based on client/prospect needs by demonstrating extensive product knowledge and best practice methodology.
- Consulted and advised clients of the best possible solution to issues at hand by utilizing best practices and excellent communication skills combined with the ability to understand and convey complex information within a short amount of time.
- Nominated and awarded the “Kathy Humphrey Award for Excellence”. This award is based on “excellence in everything you do”. Award is based on nominations of peers. Only 6 nominations each year within a pool of 60 candidates.
Senior Applications Consultant
MITCHELL HUMPHREY & CO., St. Louis, MO
01.2002 - 01.2006
- Leading applications consultant responsible for teaching clients and fellow employees how to apply accounting principles and best practices when implementing new accounting software.
- Assessed clients’ needs and gave consultation and direction to relative products to solve issues.
- Worked collectively with co-workers in developing, planning, and organizing strategies to best efficiently and effectively meet and exceed clients’ expectations while increasing sales and revenue.
- Conducted group meetings and discussions involving new and existing products with co-workers.
- Developed and taught classes for new product releases (General Ledger, Accounts Payable, Accounts Receivable, Purchasing, Fixed Assets, etc.).
- Coached and trained all new consultants and sales representatives on product knowledge and efficient and effective presentations.
- Managed and organized clients to effectively utilize time to impact sales and revenue.
- Prepared financial reports applicable to clients’ needs.
Education
MBA -
Southern Illinois University
Edwardsville, Illinois05-2002
Bachelor of Science -
University of Mississippi/Ole Miss
Oxford, Mississippi05-2000
Skills
- Customer relationship management expertise
- Consultative Value-based outcome selling
- Healthcare, Manufacturing, HiEd, SLED, Telco, Financial industry background
- Enhancing customer engagement
- Pipeline Efficiency
- Regional resource coordination
Timeline
Outside Field Enterprise Account Executive
DELL TECHNOLOGIES
01.2017 - Current
Director of Sales and Account Management
MITCHELL HUMPHREY & CO., St. Louis, MO
01.2016 - 01.2017
Product Manager
MITCHELL HUMPHREY & CO., St. Louis, MO
01.2011 - 01.2016
Sales Representative
DEY/MYLAN, Basking Ridge, NJ
01.2010 - 01.2011
Product Manager
MITCHELL HUMPHREY & CO., St. Louis, MO
01.2006 - 01.2010
Senior Applications Consultant
MITCHELL HUMPHREY & CO., St. Louis, MO
01.2002 - 01.2006
MBA -
Southern Illinois University
Bachelor of Science -
University of Mississippi/Ole Miss