Summary
Overview
Work History
Education
Skills
Websites
Certification
Additional Information
Timeline
Generic

Chris Otenbaker

Charlotte,NC

Summary

Seasoned sales and customer success leader. Proven track record of spearheading revenue generation and retention strategies that consistently elevate organizations to new heights of success. Passionate about talent development, optimizing processes and learning directly from customers to improve overall customer experience.

Overview

14
14
years of professional experience
1
1
Certification

Work History

Senior Director, Customer Success

Telarus
01.2023 - Current
  • Restructured an 18-person sales team, into a profitable 9-person sales, retention, and support team.
  • Increased YoY sales by 29%, to $1,070,000 in Monthly Recurring Revenue (MRR) and 106% of plan.
  • Retaining over $55,000,000 in annual client billings.
  • Improved customer engagements with more technical products like: SaaS, Cybersecurity, AI, IoT and Mobility management.
  • Created Customer Success Support team to handle non-sales activities, creating more ‘sales-time'.
  • Overhauled client contracts with more favorable terms and created professional proposal tools.

Senior Manager, Customer Success, Key and Large Accounts

Lumen Technologies
01.2021 - 12.2022
  • Leading a team of nine enterprise sales representatives supporting Lumen’s largest accounts in the Carolinas and Florida markets
  • Core focus on up-selling, cross-selling and renewing services, executive QBRs to identify/close new opportunities and ensuring overall satisfaction through Net Promoter Score activities
  • Managing largest module in the eastern region with nearly $15,000,000 in MRR exceeding revenue targets (101%)
  • Led all modules (seven in eastern, five in central and six in western) with the highest average NPS score of 61, and third place for quantity with 31 unique client submissions
  • Hosted 101 QBRs in 2022 (most in Eastern region), resulting in over $700,000 in new MRR identified
  • Renewed over $9,000,000 in contract value in with approx
  • 20% contributing to upgrades of services.

Vice President, Strategic Accounts

BullsEye (Lingo) Telecom
01.2018 - 09.2020
  • Provided strategic direct and channel sales leadership to drive business growth, developing budgets, goals and three-year planning of vision/objectives in collaboration with the executive leadership team
  • Earned “President’s Club”, along with multiple members from my team for exceeding quota
  • Increased new yearly sales team output to nearly $750,000 in MRR
  • Averaging $62,000 per month in new MRR
  • Responsible for managing over $100,000,000 in annual client billings
  • Lead contract negotiator alongside CEO, for all sales teams securing approx
  • 40,000,000 of contract value from new logos and existing clients.

Director, Corporate Accounts

BullsEye (Lingo) Telecom
06.2015 - 01.2018
  • Leading 38-person organization with teams of: Sales, support, technical delivery and implementation teams
  • Earned Presidents Club two years as a director along with multiple members from my team
  • Increased new yearly sales team output to nearly $500,000 in MRR
  • Averaging $42,000 per month, while exceeding retention goals.

Manager, Client Relation Management Team

BullsEye (Lingo) Telecom
11.2012 - 06.2015
  • Accountability for creating sales processes, proposal templates and compensation plans for CRM team
  • Increased sales team output from $35,000 to over $300,000 within three years
  • Exceeded company’s revenue retention goal from 2010-2019.

Client Relationship Manager

BullsEye (Lingo) Telecom
10.2009 - 11.2012
  • Led all aspects of key account management, including upselling new solutions and renewing services to drive revenue growth and surpass monthly sales quota of $4,000
  • Exceeded sales quota most years as a CRM, leading to multiple promotions
  • Upsold one account from billing $25,000 in MRR to more than $50,000 with largest data network sale.

Education

Bachelor of Science in Marketing -

Univ. of Phoenix
Tempe, Arizona

Skills

  • Collaborative Leadership
  • Sales Management & Customer Success
  • Strategic Planning
  • Team Building & Motivation
  • Core Values Management
  • Contract Negotiation & Management
  • Data Analytics
  • Organizational Development
  • Platforms: Salesforce, 0365, Constant Contact, Gainsight, Tableau, Power BI

Certification

Salesforce.com Advanced Administrator

Additional Information

Avid boater and previous competitive sailer: Chicago and Detroit

Timeline

Senior Director, Customer Success

Telarus
01.2023 - Current

Senior Manager, Customer Success, Key and Large Accounts

Lumen Technologies
01.2021 - 12.2022

Vice President, Strategic Accounts

BullsEye (Lingo) Telecom
01.2018 - 09.2020

Director, Corporate Accounts

BullsEye (Lingo) Telecom
06.2015 - 01.2018

Manager, Client Relation Management Team

BullsEye (Lingo) Telecom
11.2012 - 06.2015

Client Relationship Manager

BullsEye (Lingo) Telecom
10.2009 - 11.2012

Bachelor of Science in Marketing -

Univ. of Phoenix

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Chris Otenbaker