Brenda Johnson
Saint Paul
Summary
INSIDE SALES-RENEWALS ACCOUNT MANAGER
Experienced and polished seasoned professional, who is
results-driven with comprehensive experience in account management, focusing on building strong client relationships and driving business growth. Adept at negotiating contracts, resolving client issues, and aligning services with client needs. Proven success in fostering team collaboration and adapting to dynamic environments, showcasing excellent communication and problem-solving skills. Proven track record of driving revenue growth through strategic account management and cross-functional collaboration.
Overview
27
27
years of professional experience
Work History
Renewal Account Manager-Fed/SLED
Ivanti
12.2017 - Current
- Proactively engage customers to secure the renewal highlighting the value of Ivanti products and services for our Public Sector accounts
- Leverage the renewal business to promote upsell products along with migrating to new SaaS products
- Facilitated client meetings to gather feedback and adjust strategies accordingly, ensuring alignment with client objectives.
- Leveraged CRM tools to maintain accurate records of client interactions and transactions.
- Successful and consistent in reaching high quota targets and managing a large book of business that includes high value accounts
- Proactively provide contract renewal quotes 120 days before expiration to ensure on time renewal and increasing the contract value
- Maintained high client retention rate by providing exceptional customer service and anticipating client needs.
- Negotiated contract terms with clients, securing favorable agreements for both parties.
- Maintain effective relationships with our Channel Partners and Distributors to drive on time renewals
- Collaborate with sales team and POD to identify potential upsell opportunities and expand client base.
- Increased client satisfaction by building strong relationships and addressing their needs promptly to promote low churn rate.
Sales and Business Development Specialist
Varitronics LLC
01.2015 - 01.2017
- Lead generation by utilizing Social Media, Marketing Campaigns and Trade shows
- Identified potential opportunities with existing and new customers
- Created a Grant and Funding database for customers to use for purchasing products
- Increased revenue by conducting product demonstrations using WEBX
- Developed and executed an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership
- Reported Market research and analysis to upper management in regards to Education funding
- In designated territories
Inside Sales Account Manager
Parchment Inc
01.2013 - 01.2015
- Responsible to produce an exceptional member experience by exceeding member's expectations
- This is achieved through conducting calls, emails, webinars, on-sites, regional events
- Managed a territory of large Higher Eduation Accounts, Colleges and Universities including State and Local entities
- Increase adoption of contract expansions by150%, obtaining quota goals
- Crafted appropriate member strategies to build a deep rolodex of relationships at all levels in the organization and across Parchment to enhance the contract value
- Demonstrated a mastery of Parchment's products and services, their capabilities and how they solve member business problems
- Managed all renewal and expansion opportunities for150 accounts
- To include:
- Quoting, negotiating, and closing contracts
- Identifying and responding to Requests for Proposal (RFPs)
Inside Account Manager Government FED/SLED
DC Group Inc
01.2011 - 01.2013
- Provided knowledge and consultations in the form of developing related solutions for the customer's problems, including financial, Customer Service and Contract issues
- Was responsible for securing Government Contracts and renewals nationwide with the Federal Government, State and Local Government, Colleges and Universities
- Converted leads into opportunities by assigning the appropriate sales process, identifying the required sales team members, making assignments, and communicating the next steps in the process
- Develops multiple relationships with buying influences in the customer's organization, including facility manager, project managers, and purchasing
- Conducted thorough market research to identify potential leads, expanding the company''s client base significantly.
- Provided valuable feedback to senior management regarding market trends and competitor activity, ensuring the company remained competitive in the industry.
- Secured new business through phone calls, outside sales calls, the RFP and RFI Process
- Consistently met or exceeded quarterly sales targets through diligent account management efforts. Top Government Rep 2012, 2013
Inside Sales and Account Manager, Division Specialist
Thomson West Legal Publishing
01.1998 - 01.2011
- Increased revenue on a consistent basis by building and maintaining customer relations through outbound, inbound and face to face customer contacts
- Accounts included Federal, State, and local, K12 and College and Universities
- Attained sales goals and grew new opportunities through consultative methods, selling online legal research solutions, print materials, marketing solutions
- Exceeded quota of over12M
- Responded to RFP's and RFI's for new and renewal business
- Grew revenue by retaining and securing renewals, and negotiating long term contract with decision makers
- Demonstrated product knowledge to external customers through WebX demonstrations and field appointments
- Daily management of assigned accounts and provide superior customer service on a regular basis
- Division Specialists for team and provided ongoing training for new ISR's
- 10 time Presidents Club Winner, top Government Rep11 years
Education
Bachelor of Science - History
Minot State College
Minot, NDSkills
- Account Management
- Contract Management
- Salesforce
- SaaS
- Business Development
- Sales Pipeline
- Client relations
- Teamwork and collaboration
- Account management
Additional Information
- Strong and consistent performer Presidents Club Winner, Million Dollar Club, and 5 Million Dollar Club and Century Club Winner.
- Experience in sales and account management in the Corporate, and Government market. Enterprise and Large Account Experience with Fortune500 accounts. Specialize in Public Sector Markets
- Contracting Experience which includes RFP's, RFI's, GSA, FAR and DFAR
- Experience with high quotas of over 15 Million
- Extensive experience in territory and pipeline management
- IT, SaaS and Software sales experience
- Extensive knowledge of Federal/State/Local Procurement Process
- Experienced with account base management within territories across the Unites States.
- Extensive experience with large contract management
- Experience in developing and executing strategic customer engagement plans
Accomplishments
- Top North American Renewal Rep 2024 107%
- 10 time Presidents Club Winner
- Achieved Quota five years consistently by effectively partnering with internal departments and effective Territory Management
- Completed Forced Management Sales Training
Timeline
Renewal Account Manager-Fed/SLED
Ivanti
12.2017 - Current
Sales and Business Development Specialist
Varitronics LLC
01.2015 - 01.2017
Inside Sales Account Manager
Parchment Inc
01.2013 - 01.2015
Inside Account Manager Government FED/SLED
DC Group Inc
01.2011 - 01.2013
Inside Sales and Account Manager, Division Specialist
Thomson West Legal Publishing
01.1998 - 01.2011
Bachelor of Science - History
Minot State College
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