Summary
Overview
Work History
Education
Skills
Timeline
BusinessAnalyst
Donna Felthousen

Donna Felthousen

SDR/BDR/SMB Sales
Austin,TX

Summary

• 20+ years in the full sales cycle of Cybersecurity sales with integrity, and a real love for success by working closely with the sales/channel/marketing teams to help bring opportunities to our organization
• Extensive experience with business calls, LinkedIn in-mail, and email communication-collaborating with my team members to create effective outreach and achieve corporate objectives.
• Consistently maintained a high-volume high-performance outbound reach through multiple activities, exceeding daily expectations through strategic territory planning.

• Effective at working independently to attain goals as well as collaborating with team members . Talented in keeping my activities fresh from day-to-day to maintain productivity and territory analysis.
• Received Performance Awards numerous times throughout my career for my performance and teamwork
• Proficient with tools: Salesforce, Salesloft, LinkedIn Navigator, G-Suite, 6Sense, TechTarget Priority Engine, Lusha, SignalHire, Zoom Video, Microsoft Office365 Outlook and Teams, Hubspot, Outreach, and ZoomInfo

Proactive Product Specialist with advanced problem-solving skills and technical aptitudes.

Overview

21
21
years of professional experience

Work History

Product Specialist SDR

Cato Networks
11.2023 - 12.2024
  • Called 100+ contacts per day and 50+ emails per day, as well as LinkedIn Navigator research for connection, history of contacts which allowed for a better connection to contacts. Refined sales pitch techniques based on ongoing evaluation of results, continuously adapting and improving for optimal outcomes.
  • Continually shared product knowledge with potential clients of SD-WAN Network converged technology and SSE platform through email, phone calls, and LinkedIn messaging
  • Supported Regional Sales Directors in building pipeline through events, meeting planning, and territory planning
  • Researched account needs and pains for upcoming discussions and developed appropriate conversation topics to help persuade prospect decisions
  • Told compelling stories that helped guide direction of discussions
  • Contributed to the success of territories and growth into new industries
  • Collaborated with team members on ideas that would bring greater success to our processes

Business Development Representative

Living Security
01.2022 - 09.2023
  • Communicated with organizations globally to build opportunities and develop leads. Communicated with leadership teams by presenting new ideas at regular meetings to discuss sales objectives.
  • Conducted market research to identify new business opportunities and target areas for expansion. Pursued website inquiries in specific territories to increase potential customer base.
  • Improved bottom-line profitability by growing customer base and capitalizing on potential upsell opportunities.
  • Collaborated with account executives to penetrate new accounts, identify potential customers and coordinate product demonstrations. Exceeded targeted individual average revenue goals year over year.
  • Leveraged effective networking strategies to generate new business opportunities. Developed business pipeline using cold and warm techniques.
  • Managed 300 transactions per day that included e-mail, calls, in-mail, and chat. Used HubSpot to handle current portfolio and prospective leads.
  • Maintained extensive knowledge of company products and services to provide top-notch expertise to customers.
  • Utilized social media platforms as an additional channel for networking and prospecting purposes, expanding the company's reach within target markets.

Business Development Representative

ForgeRock
12.2020 - 01.2022
  • Increased brand awareness, website traffic and sales by Coordinating with Marketing to implement effective marketing campaigns and strategies through virtual events within territories. Today, ForgeRock is now part of Ping Identity.
  • Communicated with leadership teams through weekly meetings to discuss new ideas to obtain sales objectives.
  • Communicated with enterprise organizations throughout Western US division to build networks and develop leads.
  • Pitched plans and sales strategies to team in order to enhance processes and increase opportunities.
  • Expanded business through effective prospect networking development, identifying new and prospective clients.
  • Maintained extensive knowledge of company products and services to provide top-notch expertise to customers.
  • Easily met 200 transactions per day of calls/emails to prospects, as well as sending out invitations to upcoming events and webinars
  • Developed business pipeline using cold and warm techniques.
  • Refined sales pitch techniques based on ongoing evaluation of results, continuously adapting and improving for optimal outcomes.

Sr Sales Development Specialist

Cyren Inc
08.2016 - 10.2020
  • Recruited as a critical member of the business development team to launch a new SaaS enterprise business and product suite for the leading OEM security technology providers.
  • Focused on outbound calls and emails (100+ each per day) to evangelize and generate leads and set meetings for the inside and field sales teams.
  • Consistently exceeds monthly contributions to sales pipeline and meeting quotas for enterprise and OEM sales reps
  • Plans, organizes and attends successful sales and trade show events
  • Participates in multiple successful new product launches, pioneering pitches, lead generation and marketing qualification strategies to attain qualified leads
  • Developed and maintained strong working relationships with professionals within assigned territory.
  • Achieved or exceeded company-defined sales quotas.

Sr Lead Development Rep

Zscaler
07.2015 - 08.2016
  • Responsible for following up on inbound leads and making outbound cold calls to produce BANT qualified meetings as well as drive attendance to weekly demos and other events for mid-market sales team.
  • Consistently exceeded quota for qualified leads every quarter
  • Managed key accounts and maintained excellent customer relationships to drive upsell and renewal business for established accounts,
  • Consistently produced qualified leads, handled objections, and set appointments between prospects and Account Executives to help exceed company objective
  • Daily activities included a combination of warm inbound leads and outbound cold leads
  • Exceeded 15 meeting quotas each month supporting a strong partnership with my AE and helping to grow revenue
  • Improved response rates from cold calls by refining call scripts to better align with client needs and pain points.
  • Boosted conversion rates by nurturing relationships with prospects through timely follow-ups and tailored communications.

Inside Sales Account Executive

Google Inc
09.2007 - 04.2015

Inside Sales Account Rep - 4 years

Google acquired Postini, continued to work as Inside Sales Account Rep selling into the SMB and Mid-Market organizations in the Northeast US. Pitched our value proposition, conducted high level discovery conversations, based on customer requirements selling Google Message Security and Google Message Archiving and the Google suite.

  • Highest quarterly attainment of 173%-exceeded quota 6 quarters in a row
  • Effectively grew customer relationships and closed sales based on customer needs exceeding quotas each quarter and winning sales awards annually.
  • Negotiated pricing terms with clients to close deals while still maintaining profitability objectives for the company.
  • Provided cost-effective solutions to meet targeted account needs.

SLED team - Sales Development Rep 3 + years

Google moved me to the SLED team to support their state government accounts, larger school districts, and higher education in the field. This team sold Google Apps for Government and Education, Google Maps, Google Search, and Google Cloud Services.

  • Positioned discussions on Google products for Government decision makers and developed customer presentations for each meeting
  • Effectively identified customer needs through BANT qualification and recommended products based on requirements.
  • Coordinated events and group presentations for the SLED team, often requiring travel
  • Contributed to a positive work culture by actively participating in team meetings, sharing best practices, and celebrating successes with colleagues.
  • Prospected and secured new business through telesales and relationship building.
  • Used CRM software to maintain detailed contact logs and account records.

Inside Sales Representative

Postini Inc (Acquired By Google)
09.2006 - 09.2007

Inside Sales Rep - July 2007 to Dec 2007

  • Responsible for closing deals on SMB and Mid-market organizations for Postini’s Email Security, Archiving, and Encryption - Upselling whenever possible within 3 months of initial deal. Exceeded monthly quotas throughout that year.
  • Continued to meet or exceed quotas on sales from the second month on
  • Assisted sales engineers with weekly webinars
  • Maintained up-to-date knowledge of available products to best serve customers and maximize sales potential
  • Answered customers' questions regarding products, prices, and availability
    Met or exceeded sales targets and quotas to contribute to overall sales goals and revenue of company
  • Used CRM software to maintain detailed contact logs and account records

Regional Marketing Rep - Sept 2006 to June 2007

  • Responsible for following up on inbound leads to produce BANT qualified meetings as well as drive attendance to weekly demos and other events for the mid-market sales team selling Postini's email security and archiving platform. Exceed monthly goals regularly
  • Exceeded quota consistently from the start
  • Assisted in training and onboarding new Regional Marketing Reps
  • Attended meeting and sales events to learn latest developments and brainstorm new sales strategies
  • Met or exceeded sales targets and quotas to contribute to overall sales goals and revenue of company.

Education

Loyola University New Orleans
New Orleans, LA

Sanford Prep School
Hockessin, DE

Skills

Account dev/Business Development Representative

Timeline

Product Specialist SDR

Cato Networks
11.2023 - 12.2024

Business Development Representative

Living Security
01.2022 - 09.2023

Business Development Representative

ForgeRock
12.2020 - 01.2022

Sr Sales Development Specialist

Cyren Inc
08.2016 - 10.2020

Sr Lead Development Rep

Zscaler
07.2015 - 08.2016

Inside Sales Account Executive

Google Inc
09.2007 - 04.2015

Inside Sales Representative

Postini Inc (Acquired By Google)
09.2006 - 09.2007

Loyola University New Orleans

Sanford Prep School
Donna FelthousenSDR/BDR/SMB Sales