Summary
Overview
Work History
Education
Skills
Websites
International Experience
Timeline
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Christopher Pearce

Summary

Dynamic Inside Sales Representative with proven success at ESRI, driving $750K in closed sales and optimizing lead generation through Salesforce. Skilled in documenting lead generation best practices to apply to cross-functional organizational shifts. I excel in analytical problem-solving and collaboration, ensuring project success and enhancing customer relationships in the SaaS landscape.

Overview

8
8
years of professional experience

Work History

Inside Sales Representative, Digital Sales

ESRI
11.2019 - Current
  • Lead the MQL Optimization committee on planning, assessments, execution, and training on Salesforce and Salesloft
  • Administer meetings cross-collaboratively between GBD leadership and Marketing on Pardot distribution engine, and Salesforce/Salesloft integration practices.
  • Experienced documenting lead generation obstacles and improvements across PowerBI, Salesforce, and Salesloft software
  • Deliver informative ArcGIS (SaaS) product software presentations to customers and facilitate meetings between internal teams
  • Coordinate and deliver internal training of Inside Sales team members on lead generation and follow up, and create training guides and walk throughs for sales processes
  • Experienced working directly with Product Owners, IST, Marketing, and Sales on lead generation best practices
  • Manage project timelines and cost estimates to ensure project completion
  • Familiarity of Project Management principles and methodologies (Agile, Waterfall, Scrum)
  • Manage procurement life cycle for customer relationship management (CRM) quotes and monitor contractual milestones
  • Prepare, draft, and review contract documentation, ensuring accuracy and compliance with regulations, including Request for Proposal/Quote(RFP/RFQ), Award, and Modification.
  • Monitor and manage changes, adjustments, Amendments, and Modifications to contract actions as needed and utilize GSA Schedule
  • Sector Liaison for: Federal Intelligence, Civilian Agencies, Native Nations, Public Safety
  • Contributed to $39.5 Million in total created quotes and $750K in Closed/Won sales in 2024

Sales Development Representative, Digital Sales

ESRI
11.2019 - 12.2022
  • Achieved 113% attainment to business opportunity creation goals, outperforming all other SDRs
  • 2021, contributed over $1.3 Million in pipeline, and over $502K in closed/won revenue
  • Sector liaison for the Public Safety, and AEC (architecture, Engineering, Construction) Sectors
  • Utilized Salesforce for lead generation, sales qualification, and customer management
  • Executed high number of calls, emails, and conversations with net-new leads and existing customer accounts

Economic Development Intern

City of Corona
08.2018 - 05.2019
  • Responsible for compiling data figures of over 100 federal, state, and local incentives and grants
  • Collaborated daily with staff and city managers to develop and retain businesses in the city of Corona

Graduate Assistant, Outdoor Recreation Lead

California Baptist University
07.2017 - 05.2018
  • Supervisor of 4 interns on outdoor recreation excursions
  • Implemented statistics using Excel to increase equipment rentals department sales 15% in first month

Education

Master of Business Administration - Management Concentration

California Baptist University School of Business
08.2019

Bachelor of Science - Business Administration

California Baptist University School of Business
05.2017

05.2016

Skills

  • Federal procurement and contract management
  • Change and project management
  • Product management and development
  • Analytical skills and problem-solving
  • Salesforce CRM and digital sales
  • GSA schedule and NASA SEWP expertise
  • ArcGIS products proficiency
  • Customer relationship management
  • SaaS sales experience and techniques
  • BANT selling strategies
  • Familiarity with Workfront and WalkMe

International Experience

  • California Baptist University School of Business, University Business Excursion: Germany, 06/01/19, Visited Germany to engage with businesses to understand their cultural and economic principles. Engaged with businesses in the hospitality, software, banking, and healthcare industries.
  • International Service Project: Austria, 05/01/16, Collaborated with Austrian university students in Vienna to understand cultural norms and behaviors. Assisted various non-profits in minor construction projects.

Timeline

Inside Sales Representative, Digital Sales

ESRI
11.2019 - Current

Sales Development Representative, Digital Sales

ESRI
11.2019 - 12.2022

Economic Development Intern

City of Corona
08.2018 - 05.2019

Graduate Assistant, Outdoor Recreation Lead

California Baptist University
07.2017 - 05.2018

Master of Business Administration - Management Concentration

California Baptist University School of Business

Bachelor of Science - Business Administration

California Baptist University School of Business

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Christopher Pearce