Carla Coleman
Summary
Experienced strategic account management professional with a proven track record in driving client success and optimizing business relationships. Emphasizes team collaboration and adaptability to consistently achieve goals and maintain high levels of client satisfaction. Recognized for excellent communication, negotiation, and problem-solving abilities. Brings valuable experience in consultative and product-driven environments.
Overview
15
15
years of professional experience
Work History
Strategic Account Manager
Oomnitza
05.2022 - Current
- Serve as a trusted advisor and partner to 70+ accounts around the globe for Oomnitza, building strong relationships and ensuring their business objectives are met to maintain and grow the Oomnitza footprint
- Responsible for growth (GRR) and retention (NRR) - NRR of 105.4% in Q4, 2024
- Lead Executive Business Reviews with strategic accounts to ensure Executive Sponsor’s goals are being met
- Collaborate with cross-functional teams to ensure successful outcomes and seamless experiences for customers - Professional Services, Marketing, Product Management, Executive Team, Technical Account Management, etc
- Develop Account Plans to identify expansion opportunities
- Work closely with CSM team to deliver on mutual Account and Customer Success Plan strategies to ensure clients are deriving value from Oomnitza to avoid downsell/churn
- Mentoring new Account Managers
Enterprise Account Manager
OneLogin
01.2019 - 04.2022
- Company Overview: Global Identity and Access Management
- Responsible for retaining and growing the OneLogin footprint for 40 strategic accounts in North America; directly working with C-Suite, IT, and Security Teams
- Top Seller for OneLogin for FY 2021
- 200% of quota attainment in 2021 ($1.25M quota); 90%+ renewal attainment ($10M retainment quota)
- President’s Club in 2020 and 2021
- Presented regular updates on account performance to senior leadership, highlighting successes and areas requiring attention
- Sold PS and TAM engagements - worked closely with both teams to ensure client success from discovery and SoW creation through delivery of the project
- Involved in weekly meetings with customers to review milestones, timeline, and product and project updates
- Lead QBRs with support from CSMs and TAMs
- Mentored mid and junior level Account Managers
Customer Success Manager
OneLogin
06.2018 - 01.2019
- Company Overview: Global Identity and Access Management
- Supported OneLogin’s strategic accounts on the east coast
- Conducted weekly, bi-weekly meetings as well as QBRs
- Uncovered upgrade/upsell opportunities for Account Manager; helped AM achieve President’s Club in 2018
- Exceeded CSM goals/MBOs
- Global Identity and Access Management
Senior Account Executive
Appnovation
05.2014 - 05.2018
- Company Overview: Digital Services Consulting
- Identified and pursued new business opportunities with the goal of building long term and growing relationships
- Developed and implemented strategies to achieve sales targets
- Worked with pre-sales teams to create project proposals and SoWs - these would include Business Analysts, Project Managers, Architects, Developers, QA Analysts, etc
- Negotiated SoWs and product quotes with prospective and new clients
- Worked with account managers and sales representatives at product companies (Acquia, Mulesoft, Atlassian, etc.) to resell software solutions
- Worked closely with delivery teams (specifically BAs, PMs, and Developers) to ensure client expectations and satisfaction throughout the delivery of projects (following Agile methodology)
- Identified opportunities for upselling and cross selling across a multitude of customers and projects
- Worked with internal teams - sales, marketing, delivery, and managed services departments to service customer base
- Worked alongside Project Managers to manage communication, margin, timelines, estimations, change orders, and escalations
- Grew Appnovation’s Coca-Cola footprint from $50,000 to 25x over the course of 2 years
- Worked hand in hand with multiple internal delivery teams to meet the various needs of many of the Coca-Cola bottlers in North America as well as their shared services partner, Coke One North America
- Implemented program and project governance across 4 bottlers
- Helped create Appnovation’s managed services program - successfully transitioned customers from PS to MS to ensure consistent revenue for Appnovation
- Digital Services Consulting
Enterprise Sales Manager
Zia Consulting
10.2012 - 05.2014
- Company Overview: Software Consulting
- Software Consulting
Senior Territory Manager
Alfresco
10.2009 - 09.2012
- Company Overview: Enterprise Document Management
- Enterprise Document Management
Education
Bachelor of Arts - Journalism
University of Georgia
Athens, GATimeline
Strategic Account Manager
Oomnitza
05.2022 - Current
Enterprise Account Manager
OneLogin
01.2019 - 04.2022
Customer Success Manager
OneLogin
06.2018 - 01.2019
Senior Account Executive
Appnovation
05.2014 - 05.2018
Enterprise Sales Manager
Zia Consulting
10.2012 - 05.2014
Senior Territory Manager
Alfresco
10.2009 - 09.2012
Bachelor of Arts - Journalism
University of Georgia
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