Microsoft Dynamics
Christa Cavolina
Summary
Over 15 years of experience in building strategic partnerships with OEMs, large corporations, and VARs across various industries and markets. Passionate about leveraging the power of technical innovation to create value and impact for my customers and partners, as well as becoming a thought leader in the field. Enthusiastic Sales professional with expertise in communication and negotiating. Driven to provide superior quality customer service and support. Innovative in leveraging extensive knowledge of products and services well as creating solutions for customers to drive loyalty, retention and revenue. Highly adept at training, managing, professional speaking, coaching and mentoring sales associates.
Overview
16
16
years of professional experience
Work History
Strategic Account Director - East
Keyfactor
Atlanta, GA
01.2025 - Current
- Drove net‑new ARR through renewals and expansions, surpassing an annual target of $1.43M by achieving $1.81M (126% of goal)
- Successfully closed 67 opportunities totaling $9.1M in value
- Built and maintained strong relationships with key stakeholders, resulting in a 92% customer retention rate in 2025
- Led the price book transitions for 23 customers, proactively managing increased renewal risk while maintaining strong overall retention
- Closed the first AgileSec deal with Blackbaud, valued at $227,458
- Achieved an average customer uplift of 8.4%, exceeding the company global average of 6.2%
- Achieved 7th place globally in sales performance for 2025
Global Strategic Account Director & Sales Director
Keyfactor
Atlanta, GA
04.2024 - 12.2024
- While serving as Sales Director, I pioneered and established the Strategic Account Director role in 2024, partnering with cross‑functional leadership and support teams to define best practices, identify gaps and challenges, and shape the role’s long‑term success.
- Drove the formal creation and expansion of the Strategic Account Director function, contributing to the hiring of two additional Strategic Account Directors and assuming ownership of the Eastern region
- Supported 34 global customer renewals in Q4 2024, representing half of the 2025 annual renewal volume in a single quarter, totaling $1.8M, and booked $376K in net‑new ARR
- Led the transition of the highest‑risk, highest‑upside customers, successfully retaining 90% despite elevated renewal and pricing risk
- Onboarded Cumberland Group and DRG as net new Keyfactor partners
Sr. Enterprise Account Executive
Microsoft Corporation
Atlanta, GA
10.2022 - 03.2024
- Responsible for driving sales, solutions and growth within 5 manufacturing customers
- Exceeded quota in FY23 sales expectation at 109%
- Drove 100%+ in FY23 for Modern Work, Security, Azure and Surface
- Dedicated key customer contact for all of the Microsoft suite
- Increased revenue by establishing long-term relationships with manufacturing enterprise clients and identifying their unique needs
- Drove sales growth by effectively presenting 4 tailored renewals to high-level decision-makers resulting in over $10M of revenue
- Effectively utilized company resources including industry reports, marketing materials, and sales tools to stay informed and maintain an edge over competitors
- Enhanced team performance through training account executives on next generation AI technologies including M365, Viva Sales, Viva Suite, Sales Copilot and M365 Copilot
Select Account Manager
Cisco Systems
Atlanta, GA
05.2019 - 10.2022
- Responsible for driving Cisco cross-architectural sales within 8 global and commercial customers
- Awarded Account Manager of the quarter for Q1FY21
- Finished 2HFY2021 goal at 199% attainment YOY
- Exceeded 1HFY2021 goal at 131% attainment YOY
- Named enterprise agreement pitch contest campion competing against 80 regional representatives
- Strategizes and leads international account teams for overall customer development, support and growth
- Plans and executes audit adoption withing named accounts to provide compliancy information ultimately resulting in customer satisfaction
- Directs reoccurring bushiness advancing meetings to understand customer initiatives resulting in maximal productivity, engagement, development and customer success
Solutions Account Executive - Cisco
Tech Data (formerly Avnet)
San Diego, CA
09.2015 - 05.2019
- Responsible for driving Cisco multi-architectural sales and partner development across 13 states resulting in revenue, relationships and probability for Tech Data (TD)
- Surpassed annual revenue expectations in both FY19 and FY18 averaging in 39% growth YOY
- Created a unique EA security worksop that became a standard practice for the Cisco sales organization
- Cross delivered Cisco proposals to prospects in FY18 resulting in 11 wins exceeding o $59,900,000
- Awarded top Cisco Value Pitch competing amongst the entire TD Cisco sales organization
- Maintained healthy available partner credit lines and financials services relative to goal and achievement
- Collaborated with Cisco Partner Account Managers, Account managers and Distribution account managers to ensure partner enablement
Business Development Executive - IBM
Avnet
Tampa, FL
09.2015 - 05.2019
- Business Development Executive divining IBM sales within 27 east region states
- Responsible for MSP/VAR development including Presidio, SIS< VSS, TEchnologent, DSS, Flagship, etc.
- Awarded top Avnet BDE in revenue at 274% for 2Q2016
- Certified IBM Specialist on midrange storage 2016
- Subject matter expert for IBM product, IBM technology solutions and IBM offerings
- Identified and Maintained field supplier relationships
Manager of Strategic Alliances
ConnectWise
Tampa, FL
09.2013 - 09.2015
- Alliance management of 12 of the industries largest manufacturers including IBM, Intel, Microsoft, Lenovo, ServiceNow, Salesforce, Cisco, HP, Dell, Amazon, VMware and Orical
- Traveled nationally to meet with Directors and C Level Executives at aligned companies
- Negotiated business terms, sales strategy, go-to-market strategy and pricing
- Reported prospective vendor progress to key stakeholders
- Managed employees and other resources as part of a cross-functional team that is required to complete the identification, selection and on-boarding of new vendors
- Identified opportunities for improvement and provided constructive suggestion for change
- Conducted LabTech technical demonstrations for platform concept to potential vendors
- Host and MC for the International monthly live webcast for distributors, partner and internal sales teams
Manager, International Distribution Sales
ConnectWise
Tampa, FL
09.2013 - 09.2015
- Managed 8 Sales Representatives responsible for the growth of worldwide Manage Service Providers and Distributors
- Internal sales team continual surpassed monthly quotas avenging at 129%
- Local onboarding contact and sales representative for Tech Data, USA
- Responsible for discovering tactical distributor partnerships internationally in U.K, Germany, South Africa and Australia
- Strengthened distributor partnerships with employee education and tracing in software sales
- Managed sales reports, SOW, marketing plans and customer activation rate with distributors worldwide
National Channel Sales Manager
Lenovo
Raleigh, NC
07.2010 - 09.2013
- Responsible for the growth of 210 MSP's with a minimum of $1M buying power
- Generated 58% YOY growth for 1Q13 and 99% YOY growth for 2Q13
- Traveled nationally to meet with 25+ resellers per quarter
- Created business plans with C level executives and owners optimizing total growth potential
- Analyzed data from partner registration rates, activation rates, purchasing frequency, SOW and line of business to design scalable growth plans
- Designed marketing campaigns, programs and initiatives generating partner interest within activation
Channel Acquisition Sales Manager
Lenovo
Raleigh, NC
07.2010 - 09.2013
- Responsible for the growth of 257 industry resellers and managed service providers
- Reached 108% in 1Q12, 203% in 2Q12, 117% in 3Q12 and 113% 4Q12 in quota attainment
- Developed ans shared scalable business plans for all partners to track consistent growth and results
- Conducted daily webinars educating partners and customers on Lenovo and partner programs
- Created Lenovo partner briefing events at Lenovo headquarters
Channel Sales Representative for CDW
Lenovo
Raleigh, NC
07.2010 - 09.2013
- Reached 111% of 3Q11and 127% of 2Q11 quota attainment
- Effectively met with four CDW sites resulting ina 1Q11 revenue increase of approximately $1,800,00
- Traveled quarterly to me with sales representatives discussing strategy, products and programs
- Active voice for Lenovo servers at CDW floor events
- Developed webinars educating potential and current Lenovo customers on Lenovo's products and services
Education
Bachelor of Arts - Communications Public Relations
Florida Atlantic University
Boca Raton, FL06-2010
Skills
- Sales Pipeline Management
- Strategic selling
- Channel Partner expertise
- Contract Negotiations
- Competitive Analysis
- Account Management
- Team building
- Teamwork and Collaboration
Software
Microsoft Copilots
Security Software
Cisco Software
Salesforce
M365 Suite
Microsoft Viva Sales
Microsoft Power Platform
Affiliations
- Daughters Against Alzheimer's Association
Timeline
Strategic Account Director - East
Keyfactor
01.2025 - Current
Global Strategic Account Director & Sales Director
Keyfactor
04.2024 - 12.2024
Sr. Enterprise Account Executive
Microsoft Corporation
10.2022 - 03.2024
Select Account Manager
Cisco Systems
05.2019 - 10.2022
Solutions Account Executive - Cisco
Tech Data (formerly Avnet)
09.2015 - 05.2019
Business Development Executive - IBM
Avnet
09.2015 - 05.2019
Manager of Strategic Alliances
ConnectWise
09.2013 - 09.2015
Manager, International Distribution Sales
ConnectWise
09.2013 - 09.2015
National Channel Sales Manager
Lenovo
07.2010 - 09.2013
Channel Acquisition Sales Manager
Lenovo
07.2010 - 09.2013
Channel Sales Representative for CDW
Lenovo
07.2010 - 09.2013
Bachelor of Arts - Communications Public Relations
Florida Atlantic University