D. David Laniewski
Highland Park,IL
Summary
My professional passion is talking to colleagues, customers, and team members about their challenges and opportunities. No matter what industry the people I connect with are in, I find great satisfaction in learning about what motivates people. I’m excited to take the experience that I’ve had in my 17-year career – through various leadership and individual roles – and focus it on solving new challenges.
Overview
18
18
years of professional experience
Work History
Head of Partner & Account Growth
Morpheus.Network
12.2022 - Current
- Built a channel partner strategy responsible for signing 7 new partners and 23 top of funnel opportunities
- Created collateral for partner and general marketing, including sales decks, 1 pagers, blog posts, and marketplace overviews
- Developed cross-functional partner relationships to create and build integrations, develop sales opportunities, and expand platform functionality
- Monitored partner performance and provided feedback on areas of improvement
- Stayed informed on industry developments and market trends to gain competitive advantage
Director, Enterprise Accounts
Locus
01.2022 - 07.2022
- Responsible for gross revenue growth through contract execution for targeted enterprise prospects
- Planning and executing impactful presentation for C-suite prospects and customers, often collaborating with resources located internationally
- Advising leadership on a regular basis regarding the intricacies of the North America Transportation market, a new region of development for the organization.
Director, Partnership Accounts
Convoy
12.2020 - 01.2022
- Owned Partnership Account Management vertical, growing total vertical volume from ~7% of company volume to ~10%
- Grew shipment volume 2x YoY (113% over quota), revenue 3.5x (127% over quota), and margin 2.5x (150% over quota)
- Oversaw post-sale implementation of new partners, ensuring a path to success for all parties
- Scaled the team from a single Account Manager + myself, to a team of six
- Mentored junior and senior team members on account growth strategy & execution, relationship building, presentation skills, and career progression planning
- Created quarterly variable performance plans, considering company, team, and individual goals, including a personal growth component for each Account Manager or Customer Success Manager
- Partnered with other team leaders across the organization to ideate on and execute customer strategies in-line with current market realities.
Director, Strategic Accounts
Project44
02.2018 - 10.2020
- Executed consultative & value-driven sales processes; focusing first on upsell opportunities as Senior Account Manager, then promoted into an Enterprise and net new revenue role as Director, Strategic Accounts
- Top 3 in Annual Recurring Revenue (ARR) across entire company – 2018 & 2019
- Produced & delivered high-impact presentations to Director/VP/C-level prospects, acting as subject matter expert in a new, emerging technology
- Marshalled resources to accelerate sales opportunities, including aligning executive leadership and partner lean-in
- Responsible for contract negotiations, including Pricing and T’s&C’s
- Developed strategic account-based territory plans with Business Development and Marketing teams to drive top of funnel pipeline
- Partnered with Product & Engineering to bring voice of industry/customer to company initiatives
- Advised new company hires as a “Inform Champion”, guiding them on company culture and values.
Key Account Manager – Global Accounts
C.H. Robinson
08.2012 - 01.2018
- Managed Fortune 100 customers, contributing $50+mm annual gross revenue
- Set record years for Top 50 CHR accounts – 2014, 2015, 2016
- Doubled account net revenue in 2014 through strategic planning and developing efficiencies
- Developed and presented quarterly and annual business reviews
- Formalized Standard Operating Procedures (SOPs) for 15+ network branches responsible for day-to-day account activities
- Established, maintained and grew C-Level relationships.
Key Account Manager
C.H. Robinson
04.2009 - 08.2012
- Managed Fortune 500 customer, contributing $10mm gross revenue
- Headed an inbound vendor program encompassing 100+ vendors
- Created and oversaw a cross dock distribution program to 30+ DCs
- Directed a staff of account managers and operations personnel.
Transportation Sales Representative
C.H. Robinson
02.2006 - 04.2009
Education
B.S. in Applied Psychology
University of Illinois - Chicago
Skills
- Customer Relationship Building
- Contract Review and Negotiation
- Customer Service
- Strategic Planning
- Sales Reporting
- Sales Targeting
- Customer Portfolio Management
- Account Management
- Operations Management
- New Business Development
- Recruitment and Hiring
- Proficient in MS Office, Google Suite
Languages
English
Polish
Spanish (basic)
Activities
- Chicago Marathon Course Marshall 2017-2019
- Chicago Mutual Aid, River North Neighborhood 2020
Timeline
Head of Partner & Account Growth
Morpheus.Network
12.2022 - Current
Director, Enterprise Accounts
Locus
01.2022 - 07.2022
Director, Partnership Accounts
Convoy
12.2020 - 01.2022
Director, Strategic Accounts
Project44
02.2018 - 10.2020
Key Account Manager – Global Accounts
C.H. Robinson
08.2012 - 01.2018
Key Account Manager
C.H. Robinson
04.2009 - 08.2012
Transportation Sales Representative
C.H. Robinson
02.2006 - 04.2009
B.S. in Applied Psychology
University of Illinois - Chicago