Ian Powell

Took over our Account Management motion after it had hemorrhaged $12,000,000 the year prior.

• Managing ~$9,000,000 book of business.
• Creating structure and best practices in a function which had been severely non-functional.
• 100% Customer Retention.
• Implemented bundling strategy and added new products to all renewals.

Stepped in during a period of disruption to save our GTM motion. Scaled the best practices I had created to improve the org and generate unprecedented levels of pipeline.

• Rewrote core company messaging
• Established Proof of Concept Program
• Redesigned Advisory Board Strategy

#1 Total Dollars Sold Globally FY23.

Account Executive of the Year award winner.

288% to Quota: $3,456,400 sold on $1,200,000 goal.

ASP:

Key Customers: UPS, Concentrix, Allegis Group, Sweetgreen, Stitch Fix, Express Clothing, Instacart.

• Most deals sold in company history. (103)
• Sold largest new business deal in company history: UPS, $3M Software ARR, 3 Year contract, $9M TCV
• Listen to UPS describe their experience working with me: https://youtu.be/Wt7RnccTpE4?feature=shared&t=804. I am the rep they are talking about. I single-handedly built the prototype and business case which he discusses.
• Most Case Studies secured. (4)
• Built core Sales & Technical collateral for the org
• Established deep proficiency with product. Often acted as own Solutions Consultant, Implementation, and CS.
• Wrote company RFP response & proposal docs.
• Interviewed and onboarded 20+ team members.
• Led creation of several new features for key clients.

Additional Achievements: 121% to Quota FY22. $1,210,000 sold on $1,000,000 quota.

April 2019-March 2020: Led all Account Executives in closed $ until COVID quota adjustment.

Mid-Market Performance

• #1 Total Dollars sold out of 78 SMB Reps- January 2019 ($68,000)
• #1 Total Dollars Sold out of 78 SMB Reps- December 2018 ($226,600)
• #2 Total Dollars Sold out of 78 SMB Reps- Q3 FY19. ($266,415) (ASP $29,555)
• 2 In-tier promotions based on historic dollars sold.
• 117% to quota FY19.
• Approx 60% pipeline self-generated and self-prospected
• April 2018- Promotion from SMB to Mid Market Tier based on performance

SMB Performance

• 119% to Quota FY18- #6/60 SMB AE's.
• 178% to Quota Q4 FY18- #3/60 in total dollars sold.
• Led Glassdoor Self-Service pilot program. Project led to the development of the Velocity AE Team, which had 20 heads when I left the company
• Elected to Rep Council by peers.

• 0 Quota missing months as SDR.
• SDR Record 9 SQLs in one day.
• Hosted Marketing Webinars & wrote company content

• Full-Cycle B2C Solar Energy Sales for clients in 8 states. 6 days a week, 80-120 dials daily.

• Compliance Associate- Consumer Portfolio Services
• Front-end, logic developer, wireframe development, project management- US Capital/AutoBanc Project
• Camp Counselor- Rolling Hills Country Day Camp