Christina Chiesa, MBA
Business Development Leader
ROSEVILLE,CA
Summary
Innovative Business Development Executive experienced in converting sales leads and managing multiple accounts. Highly skilled in forecasting, project management and strategic planning with exceptional communication abilities. Bringing expertise in client acquisition and contract negotiation, along with excellent relationship-building and team leadership abilities. Performance-oriented sales leader with a demonstrated record of accomplishment in meeting and exceeding sales and revenue objectives.
Overview
23
23
years of professional experience
8
8
years of post-secondary education
3
3
Certifications
Work History
Director of Business Development
Digisure, Inc.
Burlingame, CA
09.2021 - 09.2022
- Managed over 50 customer calls per day, qualifying customer prospects.
- Increased customer acquisition by 30%.
- Managed sales pipeline of >500 customer prospects.
- Developed a lead scoring/weighted matrix, used to assign a value to a customer.
- Established, initiated and optimized business development strategies based on company targets, product specifications, and market data.
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
- Developed and executed strategic initiatives to implement key changes and improvements in business development and sales programs.
- Defined and integrated roles, responsibilities and processes for business team and data management organization.
- Incorporated product changes into marketing messages to drive customer engagement and maximize profits.
- Negotiated, prepared and signed contracts with clients.
Sr. Enterprise Business Development Representative
Aravo Solutions, Inc.
San Francisco, CA
02.2019 - 04.2020
- Increased inbound leads through web prospecting, cold calling, and cold emailing by over 200%.
- Daily activity of 100 outbound calls per day to qualify and book customer-prospect meetings.
- Exceeded quarterly quota of qualified contact us (inbound) and cold leads (outbound) by 110%.
- Increased brand awareness, website traffic and sales by implementing effective marketing campaigns and strategies.
- Pursued website inquiries in specific territories to increase potential customer base.
- Fostered positive and trusting client relationship and professional reputation for meeting and exceeding objectives.
- Maintained extensive knowledge of company products and services to provide top-notch expertise to customers.
- Improved bottom-line profitability by growing customer base and capitalizing on upsell opportunities.
Account Executive
Atlas Cloud Solutions
San Francisco
01.2016 - 12.2018
- Executed successful sales strategies to convert leads into customers
- Built and strengthened relationships with new and existing accounts to drive revenue growth.
- Meetings with 5 customers per day, 10 product demos per week, closed 4 customers per month (1 per week).
- Met and exceeded service level goals to achieve standards and expectations.
- Qualified leads, built relationships and executed sales strategies to drive new business.
- Cross-sold products and services to clients to secure additional business and grow revenue streams.
- Reviewed accounts monthly to monitor and track customer satisfaction and complaints.
- Gained understanding of goals, objectives and processes to meet client business needs.
- Managed sales cycle to close deals within 60 days.
- Created and executed account strategies to translate organizational goals into client activities
- Leveraged CRM to collect, organize and manage sales data and customer information
- Resolved issues promptly to drive satisfaction and enhance customer service
- Managed sales cycle to maintain solid customer base.
- Negotiated sales deals between Salesforce customers and Atlas Cloud Solutions, resulting in mutually beneficial agreements and cultivated relationships.
- Applied needs-based analysis to assess current satisfaction and importance of various product features to customers
- Collaborated with internal teams to develop account strategy
President
2CFalco Consulting
Burlingame, CA
01.2008 - 01.2018
- Enhanced client satisfaction ratings by resolving difficult customer issues through completion (for example, finding business capital).
- Evaluated situations and delivered targeted solutions using various tools and resources.
- Prepared annual budgets with controls to prevent overages.
- Offered expertise on employee and business development plans to enhance implementation and routine oversight.
- Wrote and realigned functional specifications, feasibility analysis and requirements definitions to facilitate smooth and efficient improvement strategies.
- Cultivated customer relationships by advising clients on their business plans.
- Generated 20% increase in customer base through implementation of go-to-market strategies.
Sr. Sales Development Representative
Alien Vault, Inc.
San Mateo
01.2013 - 12.2015
- Formulated well-defined action plan to prioritize potential leads to achieve and exceed objectives.
- Qualified leads by scheduling introductory discovery meetings and calls.
- Built diverse sales pipeline to exceed quota targets by 110%.
- Conducted lead generation research via Zoom Info, LinkedIn Navigator and Lead Connect to discover new leads and opportunities.
- Maintained thorough records of prospective client contacts and interactions in Salesforce CRM.
- Worked independently with minimal supervision.
- Collaborated with sales, marketing and other internal teams to meet shared goals.
- Created and executed outbound demand generation campaigns, calls and emails to deliver qualified leads for sales team.
- Contributed to company revenue by securing $5,400,000 in Enterprise ARR.
- Maintained high levels of product knowledge and solutions to covert leads into customers and increase sales by 30%
- Collaborated with sales, marketing and other internal teams to meet shared goals
- Attended monthly sales meetings and quarterly sales trainings
- Achieved or exceeded company-defined sales quotas
- Developed deep understanding of customer needs, priorities and pain points to deliver customized service.
- Produced weekly qualified spreadsheet report for review by sales manager.
Commercial Real Estate Agent
Sperry Van Ness Commercial Realty
San Jose, CA
01.2009 - 12.2013
- Negotiated contracts on behalf of clients.
- Developed and maintained list of available properties suited to different needs and budgets for both commercial and industrial use.
- Performed home evaluations and developed competitive market analysis for individual homes.
- Negotiated contracts with buyers and sellers to maximize customer savings.
- Liaised between buyers and sellers of multi-family properties worth over $10 million dollars and above.
- Exceeded yearly revenue targets of $250,000.
- Followed-up escrow process, coordinated contingency removal of property inspection and maintained timely closing of escrow.
- Presented properties to show quality and market comparisons through self-developed presentations.
- Identified value-added solutions to complex problems and leveraged trends in customer industries to increase sales.
Education
MBA - Business Administration
University of California, Berkeley
Berkeley, CA 01.2001 - 06.2003
Bachelor of Arts - Business Administration
Saint Mary's College of California
Moraga, CA 01.1999 - 05.2000
Bachelor of Arts - Political Science And Economics
San Francisco State University
San Francisco, CA 01.1982 - 05.1986
Skills
GTM Strategies & Implementation
Relationship building and rapport
Prospect targeting
Pipeline development
Account and territory management
New Business Development
Business development and planning
Time management
Communication
Adaptability
Emotional Intelligence
Growth mindset
Revenue and profit maximization
Performance metrics
Accomplishments
- Increased customer base by 20% by expanding market to include Europe.
- Achieved record-high client growth in 2019-22 by developing a comprehensive sales and marketing plan.
- Ranked as a top performer, averaging 110% above sales quota each month.
- Implemented Hubspot CRM and capture strategy in 3 months.
- Shortened sales cycle from 6 months to 3 months.
- Increased lead generation by 30% by introducing Outreach for lead generation and calling tasks.
- Collaborated with team of 5 in the development of BDR Playbook.
Certification
Six Sigma White Belt Certified - OSI Software, Inc.
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
Even if you are on the right track, you’ll get run over if you just sit there.
Will Rodgers
Timeline
Director of Business Development
Digisure, Inc.
09.2021 - 09.2022
Sr. Enterprise Business Development Representative
Aravo Solutions, Inc.
02.2019 - 04.2020
Salesforce Administrator Certification - Atlas Cloud Solutions
12-2016
Account Executive
Atlas Cloud Solutions
01.2016 - 12.2018
Sr. Sales Development Representative
Alien Vault, Inc.
01.2013 - 12.2015
Commercial Real Estate Agent
Sperry Van Ness Commercial Realty
01.2009 - 12.2013
President
2CFalco Consulting
01.2008 - 01.2018
Licensed California Real Estate Salesperson, BRE#01411551
02-2004
MBA - Business Administration
University of California, Berkeley
01.2001 - 06.2003
Bachelor of Arts - Business Administration
Saint Mary's College of California
01.1999 - 05.2000
Six Sigma White Belt Certified - OSI Software, Inc.
12-1997
Bachelor of Arts - Political Science And Economics
San Francisco State University
01.1982 - 05.1986