Chelsie Southerland
HOUSTON
Summary
Results-driven Account Executive known for high productivity and efficient task completion. Specialize in client relationship management, strategic sales planning, and market analysis. Excel in communication, negotiation, and problem-solving to achieve client satisfaction and business goals.
Overview
9
9
years of professional experience
4
4
years of post-secondary education
Work History
Account Executive, Large Enterprises
Gartner
HOUSTON
04.2025 - Current
- Drove Revenue Growth in a Complex Sales Cycle: Successfully managed a portfolio of large enterprise accounts, navigating 9-12 month sales cycles to secure contracts for syndicated research and advisory services, with average deal sizes ranging from $350,000 to $500,000.
- Achieved 100% Client Retention: Cultivated trusted advisor relationships with C-level and VP-level executives, proactively identifying their strategic priorities to ensure maximum value realization from Gartner's services, resulting in the retention of 100% of accounts within the 2025 calendar year.
- Expanded Revenue Within Existing Accounts: Grew account revenue by an average of 15% by transitioning from a transactional vendor to a strategic partner. This was achieved by aligning Gartner's insights with clients' core business impacts and orchestrating team-oriented sales solutions involving multiple stakeholders.
- Championed Value-Based Selling: Consistently exceeded quarterly targets by effectively communicating the ROI of Gartner's offerings, using consultative selling techniques to uncover client needs and demonstrate how Gartner's insights could mitigate risk and drive their business objectives.
Senior Associate Consultant
Alliant
HOUSTON
05.2020 - 03.2025
- Drove Business Development & Territory Growth: Developed and executed comprehensive sales strategies to increase adoption of the 179D tax incentive among government and tax-exempt entities. Led initiatives that significantly boosted business growth across the Midwest territory.
- Managed a High-Volume Sales Pipeline: Independently managed relationships with over 100 clients, while simultaneously conducting high-volume cold calls to building representatives and new prospects to generate leads and fill the pipeline.
- Executed High-Impact, Complex Deals: Successfully navigated complex, multi-stakeholder sales cycles for high-profile projects, including notable wins such as the Denver International Airport (2022) , Jacob Javits Convention Center (2023) , Government Accountability Office (2023) , Ruth Bader Ginsburg Hospital (2024) , and the Portland VA Medical Center (2024) .
- Achieved Top-Tier Sales Performance: Recognized as a top performer, holding the highest conversion percentage (2022-2025) and consistently achieving top-tier quarterly goal attainment (2022-2025) . Collaborated with service line leadership to strategize on sales and revenue objectives.
- Optimized Sales Processes & CRM Management: Leveraged expert CRM management to drive pipeline efficiency, enhance client relationship tracking, and streamline the sales process, ensuring alignment with KPIs and strategic goals.
Account Executive
General Motors Financial Company Inc.
Albany
05.2017 - 05.2020
- Increased Market Share Through Data-Driven Strategy: Boosted market share in the Northeast region (awarded highest growth in 2018 & 2019) by crafting and executing territory sales plans based on in-depth market and financial analysis.
- Built Strategic Partnerships: Fostered strong, long-term partnerships with dealerships, acting as a trusted advisor to improve operational efficiencies and profitability.
- Drove Client Profitability: Conducted thorough financial reviews for dealer partners to pinpoint areas for improvement, directly elevating their bottom line. Ensured client satisfaction through proactive issue resolution, securing long-term loyalty.
- Led National Program Pilots: Successfully piloted two new GMF programs (in 2017 and 2019) that were subsequently implemented nationwide, demonstrating an ability to provide feedback to C-level executives on potential risks and opportunities.
- Trained and Educated Clients: Launched and led comprehensive training initiatives for dealer staff, elevating their expertise in GM and GMF products to drive sales and engagement.
Education
BBA - Marketing Management
Texas Tech University
Lubbock, TX 08.2013 - 05.2017
Skills
- Revenue growth
- Consultative & Strategic Selling
- Account Management & Client Retention
- Business Development & Territory Growth
- C-Level Relationship Building
- Sales Strategy & Planning
- CRM Management (Salesforce, etc)
- Pipeline Management & Forecasting
- Cross-Functional Collaboration
- Data-Driven Market Analysis
Timeline
Account Executive, Large Enterprises
Gartner
04.2025 - Current
Senior Associate Consultant
Alliant
05.2020 - 03.2025
Account Executive
General Motors Financial Company Inc.
05.2017 - 05.2020
BBA - Marketing Management
Texas Tech University
08.2013 - 05.2017