BRYAN MELARA GUZMAN
Miami
Summary
Customer-focused Account Executive with over 5 years of experience, who combines excellent problem solving and interpersonal communication skills to consistently exceed yearly goals. Thoroughly organized multitasker with strong leadership, creative, and decision-making skills who thrives in fast-paced environments and has a proven ability to build meaningful relationships. Results-driven by leveraging a continuous high-touch atmosphere with clients while understanding business objectives and added value.
Overview
6
6
years of professional experience
Work History
Enterprise Account Development Executive
Bluebeam
09.2022 - Current
- Oversaw a portfolio of 150+ Mid-Market to Key Enterprise accounts
- Managed $4 million in recurring annual revenue and drove in an additional $3 million in new business revenue over a two-year period.
- Collaborated with C-level executives and power users in the AEC industry to understand their business needs and to establish trust-based relationships, resulting in long-term partnerships and repeated new business opportunities.
- Spearheaded communication between accounts and internal teams to coordinate resources through the sales cycle, including Engineering, Sales Ops, Customer Support, and Product Management.
- Leveraged Salesforce, ZoomInfo, and LinkedIn Sales Navigator to gather insights and implement a data-driven customer engagement strategy.
Associate Enterprise Account Executive
ComplySci
03.2022 - Current
- Manage full sales-cycle for Fin-Tech SAAS firm from prospect stage to contract for institutional client base including hedge funds, asset managers, private equity funds, family offices and insurance companies.
- Present software demonstrations to key decision makers both in person and though Zoom, handling all inquiries and objections during interactive sessions.
- Respond to RFPs and negotiate all aspects of contracts with C-level executives including license pricing, implementation costs and internal and external resource allocation.
Corporate Account Executive
Sovos Compliance
09.2020 - 03.2022
- Responsible for the Southwest Territory (Alaska,Arizona,California,Colorado,Hawaii,New Mexico and Texas) - Leading to being awarded President's Club for FY2021
- Achieved FY21 Quota ($150k) and FY22 Quota ($275k) with $500,490.74in sales to-date, as a remote employee, by working existing client base for additional business as well as establishing new customer accounts
- Negotiated and closed complex sales while promptly resolved conflicts and ensuring end-to-end client satisfaction by collaborating across legal, underwriting, provider contracting, and implementation groups to garner comprehensive sales and customer service support.
- Deepened current customer partnerships and established new revenue opportunities by developing relationships with C-Level, IT, and AP decision makers at top Fortune 500 companies and other high-level corporate accounts that include Uber, Trader Joe's, Playboy and EA Games.
- Assisted in the successful training, onboarding, and mentoring of 7 sales team members in the MSP market by creating weekly meeting sessions and onboarding documents that ensured an easy transition while maintaining ideal return rates.
Consumer Sales Executive
Minnesota Timberwolves And Lynx
06.2019 - 06.2020
- Personal representative between organization and prospective members - portfolio of over 20 accounts, representing approximately $30,000 in new revenue.
- Successfully coordinated execution of multiple, high-end events including exclusive Happy Hours for fans, booths at the Twin Cities Pride Festival and the X-Games, and Member Appreciation parties at Nickelodeon Universe.
- Contributed to the ongoing improvement of policies and procedures leading to a continuous improvement in customer satisfaction/relationships while generating new ideas to go along with trends.
Education
Bachelor of Science - Psychology And Business Administration
University of Oregon
Eugene, OR06.2018
Skills
- Written and Verbal Communication Skills
- Team Leadership
- Relationship Building
- Microsoft Office Suite; CRM Applications: SalesForce and Microsoft Dynamics
- New Business Development
- Key Account Development and Management
- Territory Development and Management
- SaaS/ERP/Solution Selling
Timeline
Enterprise Account Development Executive
Bluebeam
09.2022 - Current
Associate Enterprise Account Executive
ComplySci
03.2022 - Current
Corporate Account Executive
Sovos Compliance
09.2020 - 03.2022
Consumer Sales Executive
Minnesota Timberwolves And Lynx
06.2019 - 06.2020
Bachelor of Science - Psychology And Business Administration
University of Oregon
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