Summary
Overview
Work History
Education
Skills
Accomplishments
Certification
Timeline
Generic

Chris Otenbaker

Charlotte,NC

Summary

Execution-orientated sales and account management leader with 10+ years in SaaS, cybersecurity, and telecom. Proven record of driving renewals, expansion, and upsells while building scalable sales processes. Experienced in leading and mentoring high-performing teams across AMER enterprise and mid-market accounts. Very skilled in Salesforce optimization, leading contract negotiations, and data-driven forecasting.

Overview

16
16
years of professional experience
1
1
Certification

Work History

Director, Client Success

PlanITROI
06.2024 - Current
  • Exceeded 2024 revenue targets at 102% of plan with enterprise client base at targeted margins.
  • Implemented Salesforce.com, user level dashboards, and key disciplines. Resulting in opportunities visibility, streamlined decision-making and performance tracking.
  • Spearheaded quarterly business reviews, new client onboarding process and feedback surveys. Improved time to revenue and account growth.

Senior Director, Customer Success

Telarus
01.2023 - 04.2024
  • Achieved 29% YoY sales growth, 106% of plan, generating $1.07M in Monthly Recurring Revenue (MRR).
  • Increased new revenues and retention by advancing new opportunities with contact center and AI solutions.
  • Created or Enhanced: Monthly marketing newsletters, client contracts, proposal tools, compensation plans, Salesforce dashboards and reporting, and supplier trainings.
  • Rebuilt entire team with negative profit and loss (P&L), into a profitable sales and support unit.

Senior Manager, Customer Success, Enterprise Accounts

Lumen Technologies
01.2021 - 12.2022
  • Exceeded revenue targets at 101% of plan with $180M in Annual Recurring Revenue (ARR), leading largest module in the eastern region.
  • Renewed over $9M of MRR in contracts and created $700K of MRR in expansion opportunities.
  • Strengthened relationships with enterprise telecom clients through executive engagement, contract negotiations, and solution expansion.
  • Led all markets with the highest NPS of 61 and third place for quantity with 31 unique client submissions.

Vice President, Account Management

BullsEye (Lingo) Telecom
01.2018 - 09.2020
  • Increased new MRR from $540K to $740K (37% increase).
  • Averaging 98.6% retention rates.
  • President's Club winner 2018 and 2019, along with multiple members of team.
  • Launched Client Advisory Board (CAB) strengthening strategic relationships and driving roadmap alignment.
  • Provided strategic leadership to Service Delivery, Customer Success, Account Management, Channel and Direct Sales teams, managing P&L, three-year planning of vision/objectives, mentorship and development as a member of the executive leadership team.
  • Executive sponsor and lead contract negotiator securing approx. $40M in new and renewal contracts.

Director, Corporate Accounts

BullsEye (Lingo) Telecom
06.2015 - 01.2018
  • Team increased new MRR from $300K to $540K (80% increase).
  • Averaging 98.4% retention rates.
  • Leading 38-person organization with teams of: Sales, support, technical delivery, and implementation teams.
  • Presidents Club in 2016 and 2017 with multiple members of my team.

Manager, Client Relationship Management Team

BullsEye (Lingo) Telecom
11.2012 - 06.2015
  • Increased new MRR from $35K to over $300K within three years while exceeded company's revenue retention goals from 2010-2019.
  • Created sales processes, territory assignments, proposal templates and compensation plans.

Client Relationship Manager

BullsEye (Lingo) Telecom
10.2009 - 11.2012
  • Exceeded sales quota most years as a CRM, leading to multiple promotions including largest data network, valued at $50K in MRR.
  • Led all aspects of key account management, including escalation assistance, upselling new solutions and renewing services to drive revenue growth and surpass monthly sales quota of $4,000.

Education

Bachelor of Science - Marketing

Univ. of Phoenix
Tempe, Arizona

Skills

  • Strategic Business Development
  • Enterprise Account Leadership
  • Contact Center, Networking, Cybersecurity industry experience
  • Revenue Retention and Improvement
  • Contract Negotiation and Management
  • Coaching, Mentoring, and Team Building
  • QBR & EBR presentation
  • KPI, Performance Metrics, and Data Analytics
  • Advisory Board Creation
  • CSAT, Customer Satisfaction and Customer Advocacy
  • Core Values and Culture Advocate
  • P&L Ownership
  • Platforms: Salesforce, Entrepreneur Operating System (EOS), Gong, O365, Constant Contact, Gainsight, Tableau, Power BI, ChatGPT (and other AI)

Accomplishments

  • 5X President's Club winner.
  • Created Client Advisory Board.
  • Launched Salesforce dashboards and disciplines at three companies.
  • Restructured 20 member sales team to 10 member sales and support team exceeding sales targets and P&L requirements.

Certification

  • Certified Scrum Master
  • Salesforce.com Advanced Administrator

Timeline

Director, Client Success

PlanITROI
06.2024 - Current

Senior Director, Customer Success

Telarus
01.2023 - 04.2024

Senior Manager, Customer Success, Enterprise Accounts

Lumen Technologies
01.2021 - 12.2022

Vice President, Account Management

BullsEye (Lingo) Telecom
01.2018 - 09.2020

Director, Corporate Accounts

BullsEye (Lingo) Telecom
06.2015 - 01.2018

Manager, Client Relationship Management Team

BullsEye (Lingo) Telecom
11.2012 - 06.2015

Client Relationship Manager

BullsEye (Lingo) Telecom
10.2009 - 11.2012

Bachelor of Science - Marketing

Univ. of Phoenix

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Chris Otenbaker