Chaz Morgan
Denver,CO
Summary
Competitive Account Executive with proven success initiating and running complex sales cycles that acquire new customers. Customer-centric sales approach with the ability to discover business challenges, identify strategic initiatives, and provide consultative solutions that resonate with C-level executives. Recognized as a consistent top performer that meets and exceeds revenue targets and excels is a team selling environment.
Overview
6
6
years of professional experience
Work History
Account Executive, SMB
Highspot
Seattle, WA
06.2021 - Current
- Used consultative sales strategies to identify business challenges and provide solutions that align with executive stakeholders priorities.
- Achieved 150% quota attainment for first quarter off-ramp.
- Acquired 14 new logos over lifetime in role.
- Finished 4th in quota attainment among 28 reps in SMB segment for FY23.
- 23% over average quota attainment for FY23 in SMB segment.
- Prospect, develop, and build sales pipeline through self-generated outreach and collaboration with business development.
- Multithread multiple key executive stakeholders to accelerate deal velocity and increase win rate.
- Deep understanding of ICP industries - Technology, Financial Services, Manufacturing, and Life Sciences.
- Prepare and lead business driven discussions, product demonstrations, and contract negotiations with senior level executives.
- Initiate and closed complex sales cycles from start to finish.
- Mentored and coached several new Account Executives.
- Strong understanding of competitive differentiators and proven success outpacing competitors in deals.
Sr. Account Development Representative
Highspot
Seattle, WA
02.2021 - 05.2021
- Averaged 142% SQL quota attainment and promoted within 3 months for overachieving targets
- Partner closely with Enterprise and Strategic Account Executive to accelerate deal velocity within large and complex organizations
- Strategize and execute account penetration plans to qualify net-new accounts
- Multithread additional business units and decision-makers within qualified sales opportunities to accelerate deal velocity
- Execute personalized, multi-channel outbound sales activities to ideal customer personas across various industries within Enterprise and Strategic segments.
Account Development Representative
Highspot
Seattle, WA
01.2020 - 01.2021
- Awarded FY21 President's Club for the most Pipeline Opportunities on core SDR team (150% quota attainment)
- Awarded FY21 President's Club for the most Valid SQLs on core SDR team (106% quota attainment)
- Collaborated with SMB and Commercial Account Executives to acquire 3 net-new customer logos
- Partnered with SMB and Commercial Account Executives to qualify net-new account and accelerate deal velocity
- Managed pipeline of 25+ accepted accounts to meet and exceed qualified opportunity quotas.
Staffing Manager
Robert Half
Lynnwood, WA
12.2018 - 01.2020
- Managed full-cycle recruiting, including sourcing, interviewing, offering jobs and negotiating contracts.
- Utilized upselling techniques to grow sales and drive retention with existing and net-new clients
- Consistently led team to 52-week high quota performances
- Conducted on-site meetings with key managers to senior-level finance executives to identify staffing needs
Education
Bachelor of Arts - Social Sciences
Washington State University
Pullman, WA05.2018
Skills
- Consultative Selling
- Full-Cycle Sales
- Negotiation Skills
- Learn-it-all Mentality
- Goal-oriented
- Forecast Accuracy
- Customer-Centric
Timeline
Account Executive, SMB
Highspot
06.2021 - Current
Sr. Account Development Representative
Highspot
02.2021 - 05.2021
Account Development Representative
Highspot
01.2020 - 01.2021
Staffing Manager
Robert Half
12.2018 - 01.2020
Bachelor of Arts - Social Sciences
Washington State University
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