Carol F. Benda
Roswell,GA
Summary
Proven leader in driving key partnerships, revenue growth and territory expansion, notably at Microsoft and Microsoft Integration Partners, where strategic partner recruitment and executive engagements led to significant market penetration. Excelled New Logo sales, partnerships, via cloud software solutions and team leadership, consistently exceeding sales targets by leveraging innovative account management and development strategies. Achieved over 200% of quota, demonstrating exceptional risk management and pipeline building skills. "Pinnacle," award winner.
Overview
13
13
years of professional experience
Work History
CHANNEL PARTNER DIRECTOR
Quicklert
10.2023 - 06.2024
- Responsible for recruitment, direction of training, account planning and preparation of new Partners for co-sell opportunities among all verticals, for this unique Security and Communication Platform
- Special focus on SLED, Hospital and Community Development, Cruise Lines, Banks
- Led the re-ignition of a Fortune 400 partner for co-sell, outcome-scoping and installation of Quicklert
- Manage relationships with current partners, maintaining awareness, training sessions, customer engagement for best outcomes
DIRECTOR OF SALES & DELIVERY
Networking Planet
04.2022 - 10.2023
- Directed partnerships, strategic sales planning, coordination, and delivery of solutions
- Established relationships with external partners and vendors
- Recommended solutions by leveraging expertise within and outside the Microsoft arena
- Owned projects by identifying and capitalizing on opportunities and strategically deploying consultants
- Generated and developed pipeline forecasted at $1.5M over short time span, creating sales efficiencies and leveraging external partners/vendors
- Captured 50% of total new clients, orchestrating projects spanning many technologies for on-premise, cloud, data and AI
- Created and executed opportunities by establishing excellent partnership with Microsoft
- Introduced and facilitated onboarding of the first non-Microsoft Partner Alliance and secured new client accounts
- Built and leveraged networks of partners to identify potential stakeholders for new business development initiatives
SR. AI ACCOUNT EXECUTIVE, ALLIANCE LEAD
Amelia, an IPSoft Company
Atlanta, GA
06.2021 - 03.2022
- Directed activities conducted by GM and Alliance Team in the establishment of 2 regions – South & West
- Led initiatives focused on securing and closing new logos
- Developed improved partnerships to achieve growth in current and future sales
- Established a new advanced Global Partner to Amelia in record time; surpassed project timelines
- Introduced, opened, and secured 3 new logos with well-known and developing brands, including a major enterprise entity
- Identified lucrative business opportunity by leveraging a relationship with a major global partner
- Initiated, Facilitated and closed first deal in an untouched business vertical in an upcoming area of business, competitively positioning and winning for Amelia
- Championed partnership with FPT/Intellinet leveraging previous relationships to build profitable contract
- Established long-term, mutually beneficial partnership with Google, acting as bridge between sales teams and partnerships
ENTERPRISE SALES AND PARTNER EXECUTIVE
Intellinet/FPT Software
Atlanta, GA
12.2018 - 05.2021
- Drove cloud-based digital transformation solution implementation for global enterprise and corporate entities
- Leveraged knowledge of customer requirements and commitment to value to implement new sales strategies to exceed revenue targets
- Business sold to +450 large corporations and 50+ global Fortune 500 entities in 45 countries
- Drove $1M+ in revenue by strengthening relationships with previously inactive customers, including Habitat for Humanity and Aprio and by partnering with Microsoft AEs and team leads
- Exceeded revenue targets by leveraging partner contacts at Microsoft, AWS, and Google; recognized as top performing partner, generating highest number of closed logos
- Led all aspects of sales and growth across multi-regions, including Georgia, Florida, North Carolina, and South Carolina
- Networked within the region to develop key relationships within and outside existing business
- Directed Intellinet division in securing net-new enterprise logos, such as Ricoh, Equifax, National Grid, Dematic, and BCD Travel; secured partnership relationships with substantial follow-up projects and initiatives
- Secured a 25% increase in Intelllinet’s corporate-wide partner revenue by developing a comprehensive sales strategy leveraging partner relations
- Devised initiatives focused on developing strategic account plans and win strategies
ENTERPRISE AND CORPORATE ACCOUNT EXECUTIVE, PARTNER SALES
Microsoft
Alpharetta, GA
03.2016 - 12.2018
- Managed reseller and renewal initiatives and accounts to support more than 26 high-stake clients
- Prioritized understanding client and account executive goals and pain points, bridging the gap and creating opportunities for revenue
- Engaged in continuous learning on product offerings to educate Microsoft CAM and CTM sales teams on partner solutions
- Expanded territory revenue from $25M to approximately $31M+ as a driver of 26 Accounts and Account Teams in FY2017; achieved 112% to quota
- Managed $25M+ in territories, which consisted of numerous large enterprise accounts, account teams, technical account teams, and partners, utilizing a mix of Microsoft products and services
- Increased 2018 revenue from $35M to $42M by strengthening partner relations; identified key client stakeholders, partners, and decision makers while orchestrating team deliverables
- Led 40+ sales professionals working with these clients, driving Global Enterprise CPG Accounts and Account Teams, which represented $35M in revenue FY2018
- Fostered relationships with accounts totaling upwards of $42M while establishing a forecasted pipeline growth of +20%
SENIOR ACCOUNT EXECUTIVE & REGIONAL DIRECTOR
New Signature FKA InfraScience
Tampa, FL
09.2011 - 03.2015
- Directed every aspect of the sales process from developing outbound sales function in a new territory to handling partner and account planning, lead qualification, and management through prospecting to closing
- Incorporated process improvements to develop and implement a new region and partnership with Microsoft as the sole entity
- Achieved 'Pinnacle' Award
- Promoted from Senior Account Executive to Regional Director within three months of initiation of new territory; achieved status as top performing AE within six months of hire
- Expanded #1 region in the company significantly within 8 months from $200K to nearly $3M in revenue single-handedly, gaining recognition amongst leadership and peers
- Instituted the largest pipeline closable business company-wide, securing $600K in new business the first day in the role; generated $2M in revenue over two years with a large contract
- Achieved more than 200% of quota consistently (nearly 292% in Q3 2013), leading to recognition as 'Top Ranked Senior Account Representative' for each year
- Established the foundation of a new vertical and positioned InfraScience to close a $14M deal
- Leveraged cross-selling to promote Microsoft Intune cloud solution with an account valued at $2M, which led to the largest system implementation and deployment contract in company history
- Created two new lines of business in state and local governments, tapping a previously unrealized market
- Connected with sales teams from MSFT to create managing partnerships and deliver a robust and closable pipeline
Education
Director of Alliances, Former Secretary of Board of Directors, Volunteer -
WORLD CHAMBER OF COMMERCE
Director and Founding Member, Insurance Solutions Design -
GGAI
Skills
- Revenue Generation
- Account Management
- Partner Recruitment
- Partner Channel Development
- Executive Engagements
- Sales and Revenue Forecasting
- Territory Development
- Risk Management
- Building Pipeline
- Cloud Software
- Region Expansion
- Sales management
- Team Leadership
- Territory management
Additional Work Experience
- FULLY LICENSED INSURANCE PROFESSIONAL, Life, Health, Property, Casualty, Multi-State
- SALES/CHANNEL MANAGER/RELATIONSHIP DIRECTOR, CreditLogistics, a Division of CompuCredit
- VP BUSINESS DEVELOPMENT, Global Financial Services & Georgia Licensed Beverage Association
- FINANCIAL REPRESENTATIVE/BUSINESS DEVELOPMENT EXECUTIVE, The Financial Partners, LLC
- SECRETARY OF EXECUTIVE BOARD OF DIRECTORS (VOLUNTEER), World Chamber of Commerce
- ALLIANCE LEADER (VOLUNTEER), American Territory
Professional Highlights
- Recognized as Top 1% Performer, securing 'Pinnacle Award' and 'Achiever' for consistently exceeding sales goals through developing a repeatable sales methodology spanning customer service, enablement, and co-sales.
- Generated many clients and Partnerships as 'New Logos,' positioning organizations for scalability with exceptional pipeline while developing sales and partnership strategies.
- Secured signed new business in first day of elevated role at InfraScience, consistently hit +200% to quota, closed $2M contract, and positioned company to close a $14M deal with a new vertical.
Timeline
CHANNEL PARTNER DIRECTOR
Quicklert
10.2023 - 06.2024
DIRECTOR OF SALES & DELIVERY
Networking Planet
04.2022 - 10.2023
SR. AI ACCOUNT EXECUTIVE, ALLIANCE LEAD
Amelia, an IPSoft Company
06.2021 - 03.2022
ENTERPRISE SALES AND PARTNER EXECUTIVE
Intellinet/FPT Software
12.2018 - 05.2021
ENTERPRISE AND CORPORATE ACCOUNT EXECUTIVE, PARTNER SALES
Microsoft
03.2016 - 12.2018
SENIOR ACCOUNT EXECUTIVE & REGIONAL DIRECTOR
New Signature FKA InfraScience
09.2011 - 03.2015
Director of Alliances, Former Secretary of Board of Directors, Volunteer -
WORLD CHAMBER OF COMMERCE
Director and Founding Member, Insurance Solutions Design -
GGAI
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