Open To Work
Brandon Dorsett
Nolensville,TN
Summary
Experienced Renewals Account Manager with expertise in managing and expanding customer accounts. Demonstrated success in increasing retention rates and fostering strong client relationships. Proficient in strategic planning, negotiation, and customer lifecycle management, leading to enhanced customer satisfaction and revenue growth. Committed to delivering exceptional customer experiences through effective multitasking and time management skills.
Overview
16
16
years of professional experience
Work History
Customer Portfolio Manager
VMware by Broadcom
01.2023 - Current
- Managed portfolio of high-value enterprise software customers to drive retention and expansion.
- Served as primary contact for strategic accounts, advising executive-level stakeholders.
- Developed success plans aligned with customer goals to optimize Broadcom solutions.
- Led business reviews to demonstrate value, mitigate risks, and identify growth opportunities.
- Collaborated with Sales, Product, Engineering, and Support for seamless customer experience.
- Monitored account health and usage data to ensure timely renewals and accurate forecasting.
- Analyzed engagement trends to proactively minimize churn risks and enhance adoption.
- Resolved escalations by orchestrating internal resources, ensuring customer satisfaction.
Strategic Renewals Account Manager
VMware
01.2021 - 01.2023
- Managed strategic renewal contracts for high-value enterprise customers, ensuring timely execution.
- Collaborated with sales teams to strategize account retention initiatives and client engagement.
- Led end-to-end renewals lifecycle including quoting, pricing, negotiation, and closure.
- Collaborated with Account Executives and Partners to align renewal strategies with customer objectives.
- Forecasted renewal revenue accurately, reporting risks and identifying upsell opportunities for sales leadership.
- Drove product adoption during renewals by aligning offerings with customer needs.
- Ensured compliance with VMware policies by delivering accurate quotes and pricing promptly.
- Maintained high customer satisfaction through consultative engagement and understanding of business requirements.
- Utilized Salesforce and internal tools to manage renewal activity and performance metrics.
Outside Sales Representative/Account Executive
Pyramid Consulting
01.2018 - 01.2021
- Executed Business-to-Business sales with new and existing clients for supplemental staffing and consulting in IT, Business Applications, Project Management, and Telecommunications.
- Developed relationships with clients to understand their needs and preferences.
- Trained new sales representatives on company products and sales techniques.
- Collaborated with Delivery Manager to communicate client job orders and identify qualified candidates.
- Engaged with clients including Cigna, Cigna-Healthspring, and Tennessee Valley Authority to deliver tailored solutions.
- Consulted with C-level executives and workforce to provide national IT solutions and resources.
- Advised clients on optimal staffing models based on IT objectives, including staff augmentation and VMS.
- Demonstrated sales expertise in cold calling, closing, contract negotiation, and client management.
- Maintained vendor relations through effective communication and conflict resolution for employee issues.
- Managed ongoing contractor relationships while fostering career growth within client organizations.
Outside Sales Representative/Account Manager
Apex Systems
01.2015 - 01.2018
- Executed Business-to-Business sales with new and existing clients for supplemental staffing and consulting engagements in IT, Business Applications, Project Management, and Telecommunications.
- Cultivated relationships with clients to understand their needs and preferences.
- Collaborated with internal teams to ensure timely delivery of services.
- Followed up with customers after sale and delivery to ensure satisfaction and resolve any issues that arise.
- Collaborated with clients including Tennessee Valley Authority, Tennessee Farm Bureau, and Discovery Communications within Nashville and east Tennessee.
- Consulted with C-level executives and workforce to deliver tailored IT solutions and resources.
- Advised clients on optimal staffing models such as staff augmentation, SOW, RPO, MSP, and VMS aligned with IT objectives.
- Utilized sales skills in cold calling, closing deals, contract negotiation, prospecting, client management, customer service, and delivery.
- Strengthened vendor relations through ongoing communication and resolution of employee conflicts and deficiencies.
- Partnered with Delivery team to identify, screen, and place technical resources at various client sites throughout middle and east Tennessee.
- Collaborated with Sr. Managing Director to evaluate client base and assess future business opportunities for strategic growth and profitability.
Sales Manager
ServiceSource International
Nashville
01.2014 - 01.2015
- Managed quarterly sales pipeline to align closed sales with forecast goals.
- Led strategic Enterprise License Agreement team alongside segmented regional SMB teams.
- Consistently surpassed quota targets while exceeding client expectations.
- Collaborated with client contacts on accurate reporting and forecasting.
- Articulated account strategies and tactical plans in communications with stakeholders.
- Identified sales trends, implementing corrective strategies to enhance performance.
Senior Sales Representative
ServiceSource International
Nashville
01.2011 - 01.2014
- Surpassed quota expectations, achieving highest renewal rating in client history.
- Utilized complex install base scenarios to strategically close sales and deliver licensing solutions.
- Consulted high-level clients across North America for Enterprise License Agreement renewals.
- Collaborated across functions including IT, HR, and Client Delivery while ensuring professionalism.
Senior Sales Support Coordinator
ServiceSource International
Nashville
01.2010 - 01.2011
- Collaborated with senior-level clients to enhance Enterprise License Agreement renewals process.
- Trained sales support coordinators in ELA renewals procedures and supervised documentation creation.
- Assisted teammates with complex scenarios while achieving sales targets and meeting management expectations.
- Participated in training at client headquarters to develop a new renewal process for ServiceSource, establishing effective communication with client.
Support Sales Coordinator
ServiceSource International
Nashville
01.2010 - 01.2011
- Facilitated weekly communication reviews with client and sales team to address ELA opportunities.
- Utilized Excel, Oracle, CRM, Ellipsis, and other databases for efficient data management.
- Awarded quarterly Star for developing new processes and training initiatives.
- Conducted weekly team meetings to share strategies for resolving current ELA issues and introduce training materials.
Education
Bachelor of Science - Aerospace & Business Administration
Middle Tennessee State University
01.2009
Skills
- Ethics and integrity
- Customer relationship management
- Sales strategies
- Client retention
- Product knowledge
- Relationship building
- Account management
- Networking and referrals
- Problem solving
- Business growth
- Conflict resolution
- Sales operations
Accolades Honors
- Recognized as monthly top performing account manager
- Recognized as a top sales performer and awarded President's Club honors
- Consistently recognized for sales achievement by my director and multiple client directors
- Quarter Renewal Rate - Achieved highest renewal rate ever obtained in the ELA business segment
- Sought out by management to mentor new representatives and provide feedback regarding ELA business strategy and client resource utilization
- Recognized as a quarterly Star
Work Preference
Work Type
Full TimeLocation Preference
RemoteHybridTimeline
Customer Portfolio Manager
VMware by Broadcom
01.2023 - Current
Strategic Renewals Account Manager
VMware
01.2021 - 01.2023
Outside Sales Representative/Account Executive
Pyramid Consulting
01.2018 - 01.2021
Outside Sales Representative/Account Manager
Apex Systems
01.2015 - 01.2018
Sales Manager
ServiceSource International
01.2014 - 01.2015
Senior Sales Representative
ServiceSource International
01.2011 - 01.2014
Senior Sales Support Coordinator
ServiceSource International
01.2010 - 01.2011
Support Sales Coordinator
ServiceSource International
01.2010 - 01.2011
Bachelor of Science - Aerospace & Business Administration
Middle Tennessee State University