Jennifer Kelley
Carlsbad,United States
Summary
Proven track record of executing unique market-entry strategies and developing sales processes that provide for a continuous flow of new and closed pipeline revenue. Adept at technology presentations, negotiations, and customizations for clients. Experience in C-suite discussions with organizations from small to Fortune 500.
Overview
31
31
years of professional experience
Work History
Director of Sales and Operations
Haiku Inc.
San Diego, CA
06.2023 - Current
- Orchestrated the inception and execution of innovative market-entry strategies for a pre-investment startup, establishing a robust foundation for growth and market penetration
- Developed and implemented comprehensive go-to-market strategies tailored to the unique needs of the startup environment, driving rapid brand recognition and market adoption
- Managed a team of Sales Development Representatives (SDRs), providing guidance and mentorship to ensure alignment with strategic objectives and optimized lead-generation efforts
- Spearheaded the construction of a 5M sales pipeline, leveraging strategic initiatives and targeted outreach to cultivate a steady flow of qualified leads and opportunities
- Created and executed compelling technical presentations and videos, effectively articulating the value proposition of the company's offerings and driving customer engagement
- Generated detailed reports on sales performance metrics and trends, leveraging data-driven insights to refine sales strategies and maximize revenue generation
- Developed and recommended product positioning, packaging, and pricing strategies to capitalize on market opportunities and achieve long-term profitability
- Utilized advanced CRM systems to track leads, manage accounts, and monitor competitor activity, ensuring proactive identification of sales opportunities and potential threats
- Fostered collaborative relationships with cross-functional teams, including marketing, product development, and executive leadership, to optimize strategic initiatives and drive cohesive organizational growth.
Director of Business Development
AppsAnywhere
Charlotte, NC
07.2021 - 06.2023
- Led the development and execution of dynamic go-to-market strategies for a post-investment startup, driving rapid brand awareness and customer acquisition
- Implemented comprehensive business development strategies, leveraging market insights and industry trends to identify and capitalize on emerging opportunities
- Managed a team of Sales Development Representatives (SDRs), providing strategic direction and support to optimize lead generation efforts and drive revenue growth
- Orchestrated successful marketing campaigns to establish brand awareness and drive targeted customer acquisition strategies, surpassing acquisition targets by 20%
- Assisted in budget development and meticulously tracked expenses related to marketing initiatives, ensuring optimal allocation of resources and ROI
- Maintained accurate records of all sales activities in CRM systems, meticulously tracking contacts made and agreements reached to facilitate effective pipeline management and forecasting
- Generated detailed reports on progress against targets and objectives, providing key stakeholders with actionable insights to drive informed decision-making and strategic planning
- Collaborated closely with cross-functional teams, including marketing, product development, and executive leadership, to align business development efforts with organizational goals and priorities.
National Accounts Manager
Jones and Bartlett Learning
Burlington, MA
01.2010 - 07.2021
- Consistently ranked as the number one sales representative for three consecutive years, demonstrating unparalleled dedication, strategic insight, and exceptional negotiation skills
- Achieved the largest territory growth year over year for a decade, leveraging a proactive approach to territory management, market analysis, and client engagement
- Conducted strategic C-suite presentations and negotiations, fostering collaborative relationships with key decision-makers and stakeholders to secure high-value contracts and drive business growth
- Exceeded sales goals by over 55% on multiple occasions, surpassing revenue targets and contributing significantly to company profitability and market share expansion
- Developed a robust pipeline of 12M through targeted lead generation, strategic account management, and proactive sales prospecting efforts
- Played a pivotal role in revenue management and strategic sales growth for the corporation's largest clients, implementing tailored sales strategies and initiatives to drive customer satisfaction and retention
- Closed the largest revenue deal in company history, showcasing exceptional negotiation skills, market expertise, and a deep understanding of client needs and objectives
- Crafted compelling presentations to effectively communicate the value proposition of company products and services, influencing purchasing decisions and driving revenue growth.
Enterprise Account Executive- Private Sector
Cengage Learning
Boston, MA
01.2009 - 01.2010
- Negotiated complex deals involving multiple stakeholders
- Responsible for 20% growth of the largest account in the organization to 22M
- Drafted proposals outlining product features, benefits, pricing, and terms
- Provided product demonstrations for customers to showcase features, handle concerns, and capitalize on new sales opportunities
- Selected appropriate solutions based on customer needs assessments
- Presentations to C suite stakeholders of technology.
Career Account Executive
Thomson Learning
Boston, MA
08.1997 - 12.2009
- Rookie of the year
- Presidents club
- Exceeded goal by 25% four years
- Achieved and/or exceeded goal 12 years
- Developed a new market portfolio of accounts
- Negotiated large contracts
- Sold first-generation educational software
- Collaborated with product teams to develop web-enabled products.
Sales Manager
Greenhaven Continuous Commodity Index Fund
San Diego, CA
07.1993 - 08.1997
- Managed daily operations of sales department, including supervision of staff members
- Tracked monthly sales to generate reports for business development planning
- Developed sales plans, goals, strategies, and objectives to achieve team goals and revenue objectives
- Established relationships with key clients, while maintaining existing customer base
- Performed sales consultations and educated clients on products and services
- Trained, coached, and mentored junior sales personnel to ensure success in their roles.
Education
Bachelor of Arts - English/Political Science/Philosophy
University of San Diego
05.1993
Master of Arts - Rhetoric And Writing Studies
San Diego State University
Skills
- Public Speaking
- Technology Sales
- Go to market strategy
- Leadership
- Strategic Planning
- Negotiation
- Process Improvement
- Sales analytics
- Forecasting
- Start-ups
Activities
- Special Olympics Swim Head Coach
- Canine Companions Puppy Raiser
- The Good Place Community Board of Directors
- Digital Empowerment Initiative Board of Directors
Timeline
Director of Sales and Operations
Haiku Inc.
06.2023 - Current
Director of Business Development
AppsAnywhere
07.2021 - 06.2023
National Accounts Manager
Jones and Bartlett Learning
01.2010 - 07.2021
Enterprise Account Executive- Private Sector
Cengage Learning
01.2009 - 01.2010
Career Account Executive
Thomson Learning
08.1997 - 12.2009
Sales Manager
Greenhaven Continuous Commodity Index Fund
07.1993 - 08.1997
Bachelor of Arts - English/Political Science/Philosophy
University of San Diego
Master of Arts - Rhetoric And Writing Studies
San Diego State University
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