Summary
Overview
Work History
Education
Skills
Timeline
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Catherine Castellano

Patterson,NY

Summary

Established Account Executive gifted at developing new markets and maintaining long-term client relationships. Creative, enthusiastic and specializes in consultative sales, selling software as a service (SaaS) to maximize the profit to ensure sustainable revenue for future growth. Now seeking to contribute experienced skills and expertise to a challenging environment.

Overview

27
27
years of professional experience

Work History

Senior Strategic Account Executive

Corpay Inc.
12.2022 - Current
  • Strategic Sales role helping mid/enterprise market streamline their card management, accounts payable spend & expense processes.
  • Implemented a consultative sales approach that led to better understanding of clients'' needs and higher close rates.
  • Developed new business opportunities for increased revenue, control full sales cycle implementation of card & SaaS product solutions.
  • Identified key decision-makers within target organizations to initiate successful sales conversations.

Account Executive

North American Bancard
05.2009 - 12.2022
  • Outside Technical Sales rep for mid-large markets, understand complex customer business and technical requirements, manage full sales cycles
  • SaaS, ERP/BMS/CRM/ISVs, & VARs in E-commerce Payment Solutions
  • Managing over 250 accounts totaling $6MM in credit card volume; net worth value of $220,000 per month
  • Analyzed customer statement reports, and pricing strategies; calculated financial cost analysis and proposals for new or repeat clients
  • 97% approval rate working closely with UW & TS
  • Spearheaded joint sales call with current customers and outside vendors
  • Orchestrated training for Merchants Payment Card Industry (PCI) compliance regulations and reached 100% EMV-ready goals
  • Effectively led team to coordinate 87% EMV chip-ready turn-over 2014-2016
  • Committed to technical field installs, training, post-sale feedback, and referral opportunity
  • Cross Selling Cash Advance programs, executing financial opportunities to maximize organizations working capital
  • Attended Networking events to leveraged professional relationships to develop new business opportunities
  • Developed and trained 2009-2011 team of 5 call center

SaaS Account Executive

WeSuite
05.2017 - 03.2020
  • Consultative Selling experience managing full sales cycles 60-90+ from lead generation to C-level, closing complex sales, total contract values 30k-250k
  • Highly motivated, hunter mentality, proficient and understands sales processes
  • Demonstrated SaaS, CRM/Sales Automation tool, ERP integration, and add-on module products, highlighting and identifying pain points
  • Conducted regular customer interviews for upselling opportunities, 8-10 per week
  • Collaborated with internal teams Development and Project Management for integration benefits for customized future roadmap
  • Provided ongoing training support for customers post-sale, ensuring success throughout their entire implementation process and beyond
  • Attended networking events and conferences to strengthen customer relationships and increase sales by 10%
  • Stayed knowledgeable new innovations, and technological advancements through continuous training
  • Presented key decision-makers with new product opportunities for future releases

National Sales Support

Retriever Payment Systems
03.2007 - 04.2009
  • Generated new sales opportunities by developing Retail vs Healthcare pricing for new and existing clients with individualized account management
  • Lead generation-averaged 8 appointments per week, 32 month
  • Conducted client research and prepared outside sales team daily schedule
  • Created client relationships liaison between customer service and sales teams
  • MA., CA., and FL
  • Launched new territory Florida for outside sales team and brought in over 100 new accounts in 6 month time period
  • Consistently exceeded monthly sales quotas by more than 30+appointments by pursuing leads and expanding market list
  • Calculated customer credit card statements and completed cost analysis reports
  • Trainer for internal system support and implementation plans.

Account Manager

Allstate Garage Doors
09.1997 - 01.2007
  • Track record of success selling B2B commercial doors & motor operators to large industrial, municipal, and retail organizations in NY Metro territory
  • Territory expansion negotiated and closed large key accounts: Sotheby's, Westchester County Airport, Drakes, Greyston Bakery
  • Executed sales process achieving revenue sales growth and delivering new innovative product
  • Prospected and conducted face-to-face sales calls with business executives and directors throughout assigned territory
  • Quoted prices, and RFPs bid specifications
  • Selected correct products based on customer needs, product specifications, and applicable regulations
  • Prioritized tasks and projects to meet tight deadlines
  • Launched customer and employee loyalty programs
  • Spearheaded office to transition into computers, and increased efficient distribution
  • Developed metrics and measured success in order to further penetrate marketplace.

Education

Bachelor of Arts - Communications & Business

University of Tampa
Tampa, FL
05.1993

Associate of Science - Business

Dean College
Franklin, MA
05.1989

Skills

  • Business Acumen
  • Communication Skills
  • Solution selling
  • Adaptability
  • Relationship Management
  • Pipeline Management

Timeline

Senior Strategic Account Executive

Corpay Inc.
12.2022 - Current

SaaS Account Executive

WeSuite
05.2017 - 03.2020

Account Executive

North American Bancard
05.2009 - 12.2022

National Sales Support

Retriever Payment Systems
03.2007 - 04.2009

Account Manager

Allstate Garage Doors
09.1997 - 01.2007

Bachelor of Arts - Communications & Business

University of Tampa

Associate of Science - Business

Dean College

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Catherine Castellano