Taylor Cobb
Technology Account Executive
Washington
Summary
Experienced Enterprise Account Executive with over 13 years of experience in developing and maintaining relationships with enterprise clients. Skilled in managing complex projects, negotiating contracts, and collaborating with cross-functional teams to achieve business objectives. Proven track record of exceeding sales targets and enhancing customer satisfaction.
Overview
13
13
years of professional experience
4
4
years of post-secondary education
3
3
Certifications
Work History
Account Executive
GuidePoint Security
05.2023 - Current
- Approaching a million in gross profit generation annually from scratch. 70% YoY growth. 18% average margin per transaction.
- Heavy focus on consultative services - Identity, VCISO, Appsec, technology integration, etc etc.
- Farming and hunting role across multiple enterprise accounts.
- Utilized various tools for pipeline generation - Outreach, Linkedin sales navigator, marketing events, drop bys, etc etc.
- Established long-lasting relationships with key decision-makers within client organizations, solidifying the company's reputation as a trusted partner.
- Negotiated contracts successfully, securing favorable terms for both the company and clients.
Client Manager
World Wide Technology, Inc.
02.2022 - 05.2023
- Managed a portfolio of 5 enterprise clients with a total annual spend of $10M. 110% of plan in 2022.
- Developed and implemented strategic account plans to achieve revenue growth and enhance customer satisfaction.
- Conducted regular business reviews with clients to understand their needs, identify opportunities, and address any issues.
- Lead high performing teams including operations, engineering, and product development to deliver integrated solutions to clients.
- Negotiated contracts and pricing agreements with clients to ensure profitability and minimize risk.
- Managed multiple service projects simultaneously, ensuring timely delivery and high-quality standards.
- Formed and maintained partner alliances/OEM relationships to generate mutually benefitting sales pipeline.
- Building and maintaining relationships with C-level executives and decision-making leaders at targeted clients.
Account Executive
ePlus
01.2018 - 01.2022
- Increase book of business to roughly 10M annually in revenue with an average of 70% YOY growth. Met or exceeded quota in all 4 years.
- Build and maintain relationships with internal teams, OEM Partners and current + prospective customers, placing great emphasis on long-term relationships not transactions.
- Gather and understand complex customer requirements with multiple stakeholders and align them with correct solutions groups/teams.
- Strong focus on driving professional and managed services to become more strategic with client base.
- High emphasis and urgency to obtain deal registration and maintain healthy margin with OEM partners.
Data Center Sales Executive
Dell EMC
10.2016 - 12.2017
- Generated $2M in revenue in 9 months of consultative selling.
- Manage customer base of roughly 350+ accounts in whitespace and mid-market territories.
- Developed and maintained relationships with customers, VAR partners, and internal teams.
- Worked closely with several Dell Account Managers to understand customer requirements, evangelize EMC portfolio, and provide thorough product demonstrations.
- Executed quarterly business reviews with strategic customers to provide documentation on product performance, ensure customer satisfaction, and engage with other lines of business and stakeholders.
Account Executive / Corporate Sales Trainer
Vonage
11.2012 - 10.2016
- Closed over $10M in TCV revenue and exceeded all gross margin goals; Achieving accolades for successful sales cycles through company's high achievement incentive program, 2x winner of President's club award (2013 & 2014).
- Consistently met or exceeded 3k MRR quota with SMB accounts.
- Provided ongoing training to junior level Associates including adapting best practices and strategy; improved messaging; prospecting methods; and ensure adoption of latest tools and technologies.
- Planned and executed key skills training, including new hire onboarding, excellence level training and online training.
Education
Bachelor of Arts -
George Mason University
Fairfax, VA 08.2008 - 04.2012
Skills
Account management
Customer service
Teamwork and collaboration
Problem-solving abilities
Active listening
Business development
Contract negotiation
Strong relationships
Revenue generation
Certification
CompTIA's Network+ N10-006
Certifications
30+ OEM training certifications
,MHI Global - Miller Heiman Blue Sheets Strategic Selling
,CompTIA's Network+ N10-006
Specialities
IT staffing, contract to hire & permanent placement
,Professional & Management Services
,Data Center Solutions
,Connectivity Services & Solutions
,AV/Teleconferencing Services & Solutions
,Software Licensing
,Leasing Contracts
,Infrastructure management
Timeline
Account Executive
GuidePoint Security
05.2023 - Current
Client Manager
World Wide Technology, Inc.
02.2022 - 05.2023
Account Executive
ePlus
01.2018 - 01.2022
Data Center Sales Executive
Dell EMC
10.2016 - 12.2017
Account Executive / Corporate Sales Trainer
Vonage
11.2012 - 10.2016
Bachelor of Arts -
George Mason University
08.2008 - 04.2012
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