Summary
Overview
Work History
Education
Skills
Timeline
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Collin McKenna

Denver,CO

Summary

Results-driven enterprise technology sales professional with extensive experience in account management, strategic planning, and client relationship development. Proven track record of generating significant revenue through both new business acquisition and growth of existing accounts. Highly skilled in consultative selling and creating tailored solutions to meet specific business objectives. Known for building strong partnerships with clients and channel partners while consistently exceeding sales targets. Adept at leveraging industry knowledge to stay ahead of market trends and deliver innovative technology solutions.

Overview

10
10
years of professional experience

Work History

Account Executive

Team LINX
Denver, CO
02.2023 - Current
  • Increased profitability and revenue by generating $2M in sales.
  • Established and nurtured strategic relationships with general contractors and electrical contractors, becoming a trusted partner in delivering technology integration solutions for construction projects.
  • Maintained up-to-date knowledge of industry trends, emerging technologies, and competitor offerings. Applied this knowledge to position products and services effectively, staying ahead of market demands.
  • Established and nurtured strong relationships with channel partners, fostering collaboration and ensuring alignment with business objectives. Recognized for building a network of reliable partners that contributed to overall sales success.
  • Developed sales pipeline by cold-calling, targeted outreach and business development activities with channel partners.
  • Worked closely with estimating teams to thoroughly analyze project scopes, ensuring accurate cost estimations and alignment with client requirements.
  • Contributed valuable insights to the estimating process, identifying cost-saving opportunities and ensuring competitive yet profitable pricing.
  • Collaborated with technical teams and project managers to ensure the successful execution of network cabling projects. Coordinated with clients throughout the project lifecycle to guarantee satisfaction and adherence to timelines.
  • Collaborated on client-facing aspects of project proposals, ensuring that scope coverage met or exceeded client expectations. Received positive feedback for delivering projects within budget while maintaining high-quality standards.

Account Manager II

Lumen Technologies
Denver, CO
01.2022 - 11.2022
  • Prepared sales presentations or proposals to explain solution specifications or applications.
  • Oversaw multiple enterprise accounts and worked diligently to meet and exceed performance goals.
  • Built and maintained productive relationships with customers and internal partners.
  • Provided clear business insight and market knowledge to drive technology solutions to meet customers' objectives.
  • Technologies positioned include networking (infrastructure and managed), edge computing, contact center, and security.
  • Negotiated contracts and closed agreements to maximize profits.
  • Researched competitors and customer business models for sales strategy development.
  • Developed sales strategies and comprehensive understanding of customers' business models.
  • Cultivated new accounts and provided value-added services to existing clients to increase overall revenue.
  • Sought out key decision-makers and tailored solutions to address business challenges.
  • Developed thorough understanding of products and service offerings to better upsell and cross-sell to clients.
  • Oversaw multiple accounts and worked diligently to meet and exceed performance goals.
  • Partnered with a broad ecosystem to keep opportunities moving forward (IE engineering, product management, overlays etc).

Senior Account Executive

Zayo Group
Denver, CO
07.2019 - 12.2021
  • Same requirements from account manager role with higher visibility and added responsibility.
  • Researched and secured new accounts within my assigned territory to increase sales and profitability.
  • Drove and resolved customer escalations.
  • Lead quarterly business reviews to understand customer challenges, strategies, and concerns with current billing services.
  • Managed high-profile strategic enterprise accounts worth up to $200K in monthly recurring revenue.
  • Maintained consistent engagement with embedded accounts to measure customer satisfaction and increase revenue.
  • Promoted from Account Executive to Senior Account Executive within 6 months by meeting and exceeding my quota.
  • Built strong relationships with key decision makers at the C-level.
  • Attended company and industry events to network with potential customers and generate leads.

Account Manager

Zayo Group
Boulder , CO
03.2018 - 07.2019
  • Communicated with clients via email, phone, online presentations, screen-share and in-person meetings.
  • Managed a base of over 400 mid market accounts w/focus on revenue retention and growth.
  • Achieved two promotional increases in salary within one year by exceeding my quarterly quota.
  • Collaborated with solution engineers, business development and product managers to get opportunities across the finish line.
  • Successfully sold solutions across all product groups - cloud, colocation, ethernet, public cloud connectivity, IP and various complex network solutions (MPLS, SD-WAN).
  • Manage account activities, sales forecasting, proposals and service orders via Salesforce CRM.
  • Promoted to field sales (Account Executive) after just over a year.

Field Sales Manager

Cenco Building Services
Denver, CO
02.2014 - 03.2018
  • Outside Sales & project management for residential roofing and restoration services.
  • Manged all aspects of sales cycle; conducted initial client call and inspection, negotiated contract price, determined project resources and ordered materials, generated invoices and closed contracts.
  • Acted as a liaison between the insurance company and customer, managed insurance & mortgage company paperwork and financials and managed trades with subcontractors.
  • Handled 200+ clients, up to 60 clients simultaneously
  • Sold $850,000+ in new business in 2017, with an average contract size of $15,000.
  • Resolved customer complaints, conflicts and issues with construction crews.
  • Supervised job site to ensure crews adhered to OSHA regulations and policies.
  • Managed all client files, workflow and customer contacts in Acculynx (CRM) and generated claim estimates using SaaS software Xactimate.

Education

Film & Video with emphasis on writing and directing

Colorado Film School

Skills

  • Account planning
  • Account management
  • Prospecting abilities
  • Pipeline management
  • Revenue generation
  • Sales strategies implementation
  • Customer relationship development
  • Communication
  • Relationship management

Timeline

Account Executive

Team LINX
02.2023 - Current

Account Manager II

Lumen Technologies
01.2022 - 11.2022

Senior Account Executive

Zayo Group
07.2019 - 12.2021

Account Manager

Zayo Group
03.2018 - 07.2019

Field Sales Manager

Cenco Building Services
02.2014 - 03.2018

Film & Video with emphasis on writing and directing

Colorado Film School

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Collin McKenna