Catherine Doneghy
Boston,MA
Summary
Dynamic, highly-motivated and results-driven sales executive known for surpassing targets and driving revenue growth through consultative value selling. Demonstrates exceptional interpersonal communication and leadership skills to foster strong client relationships with a focus on executive alignment. Proven expertise in creative problem-solving and strategic sales planning, consistently delivering impressive annual recurring revenue. Committed to promoting culture and diversity, equity and inclusion in the workplace.
Overview
14
14
years of professional experience
Work History
Director, Account Management
The RepTrak Company
12.2019 - Current
- Supported day-to-day account management for company Fortune 500 clients with onboarding, suggestive selling, annual renewal, account management, product knowledge and road map development, and advisory services to define, develop and execute effective customer adoption and growth strategies
- Oversaw reporting functions to executive leadership of Reputation Journey to support client retention, client value and decrease churn
- Responsible for Training and Advocacy of companies technology based on client feedback, industry trends and product evolution.
- Devised and implemented product strategies for filling market gaps, total addressable market and driving consistent YoY sales.
- Work closely with New Business/Product and Advisory to ensure rhythmic client experience and methodology.
- Expand and maintain strong, long-lasting client relationships with strong experience in executive communications
- Formed strategic partnerships and connected with past and potential clients to drive business development
- Negotiate contracts and close agreements to maximize profits
- Help with collections and invoicing as needed
- Clearly communicate progress of ongoing initiatives to internal and external stakeholders
- Attend and support Client and Advisory meetings
- Forecast and track key account metrics (e.g. quarterly sales results, annual forecasts, gap analysis, churn rates, data costs and profit margins)
- Regularly gather client feedback to fuel internal advocacy for change to improve client experience
- 2023 Manage 4M ARR budget.
- Founding member of DEI Taskforce
- Supported day-to-day account management for company clients
- Formed strategic partnerships and connected with potential clients to drive business development
- 2023 RepTrak Value Award and Promotion from Senior Manager to Director
- 2022 Awards for Advisory Cross Department MVP, Retention Impact Award and Product cross Department MVP
Account Executive
Adaptive Insights, a Workday Company
08.2015 - 04.2019
- Manage sales cycle process including qualification, detailed discovery, demonstrations, scoping, legal, procurement, security to close and provisioning
- Commitment to continually building pipeline of sales opportunities via prospecting alongside sales development teammate and partner channel network
- Personally cold called more than 60 potential key customers monthly and maintained 20% conversion rate on new leads separate of Business Development Rep, Inbound and Marketing efforts
- Ensure successful implementations by coordinating with in-house professional services, partners and customers
- Drove revenue through excellent customer referrals
Business Development Representative
Adaptive Insights
06.2014 - 08.2015
- Developing business opportunities for Regional and Corporate Account Managers by qualifying prospects over phone on current Corporate Performance Management and ways to improve process
Senior Advertising Manager
Patch.com - AOL Media
09.2011 - 04.2014
- Ranked 7th nationally on deal size, retention, percentage to goal and presentations per week
- Prepare and present strategic client reporting, initiative updates/tracking, budget analysis and profit/cost margins
- Manage daily multi-tasking responsibilities to generate new business, develop creative marketing initiatives, and facilitating orders from point of sale (pricing/tracking/proofing) to delivery
- Finished 9th nationwide in overall generated revenue in 2012 with a 25% goal increase - 200 reps
Tour Consultant - Sales and Marketing
Education First
08.2010 - 05.2011
- Exceeded sales goals by increasing tour production, enrollment with notable success in a double bus account
- Excellent client relations ensured repeat business with individuals and schools based on honest post-tour evaluations and service recovery to improve product and upsell.
Education
Bachelor of Arts -
The University of Vermont
Burlington2008
Skills
- Project Management
- Negotiation
- Contract Management
- Staff Development
- Story pitching
- Issues resolution
- Verbal and written communication
- Strategic planning
Skill Summary
Salesforce, Linkedin, Clari, InsightSquared, Salesloft, Hubspot, Zoominfo, Eloqua, 6Sense, Microsoft Office
Timeline
Director, Account Management
The RepTrak Company
12.2019 - Current
Account Executive
Adaptive Insights, a Workday Company
08.2015 - 04.2019
Business Development Representative
Adaptive Insights
06.2014 - 08.2015
Senior Advertising Manager
Patch.com - AOL Media
09.2011 - 04.2014
Tour Consultant - Sales and Marketing
Education First
08.2010 - 05.2011
Bachelor of Arts -
The University of Vermont
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