JENNIFER ELLENBERGER

EY, Deloitte, Amazon, NVidia, ARM, Uber, LinkedIn, Salesforce, Tesla, Amazon

• Coordinated account teams in developing innovative, cutting-edge approaches with effective resource allocation and strategic planning
• Co-Creation workshops and vision sessions with key customer departments resources to map out and validate success criteria, business case development and proof of concepts to be deployed globally within workplace innovation, IoT data integration, digitization and sustainability goals
• Led continuous improvement of account team group strategies, program development and organizational effectiveness to drive revenue within assigned and target accounts
• Traveled nationwide to visit stakeholders, prospects and existing clients, generating additional business opportunities with discovery, implementation and risk planning, long term visions with logical phased approached development and migrations
• Built and expanded relationships by delivering customer insights to drive sales, repeat business opportunities and increase market share for new real estate, retrofits of existing office and manufacturing locations
• Determined direction of assigned strategic accounts by researching competitive landscape, market insights and communication across stakeholders
• Supported customer requirements and allocated resources to align with business needs through internal and 3rd party partner organizations
• Leveraged marketplace trends to create solutions and refine business strategies roadmapping
• Coordination and collaborated with International teams to execute strategic sales plans globally

A sampling of accounts include - Lyft, DoorDash, Uber, Blue Shield Blue Cross, SolarEdge, EnPhase, Granite Construction, ZipLine, Pano.ai, NURO, NIO, Lattis, Orville Hospital, HCL, CSAA, Globant, John Muir, Sutter Health, Flex, Motive, Dole Fresh Produce, Swinerton Construction, Hitachi

Job Overview
Responsible for working with customers and T-Mobile for Business sales teams to solve business problems through IoT product solution selling. Consultative selling approach with experience in deal negotiation up to the C-level. This role included driving the strategy and managing the entire sales cycle – from identifying the right solutions or partnerships and building a competitive value proposition to negotiating through close.
Developed and maintained strong relationships with key stakeholders, fostering trust and ensuring successful solution implementation
Held top three SIM activation accounts equaling 40% of nationwide totals.
3M quarterly quota
Led regular meetings with internal teams for IoT training, reviewed progress against goals, addressed challenges, and devised effective strategies for success
Increased client satisfaction by developing and implementing customized solutions for their uncovered needs
Identified opportunities for continuous improvement, implementing changes that led to measurable enhancements in performance metrics
Mentored junior team members, providing guidance on best practices and fostering professional growth within organizations
Consistently exceeded sales targets by cultivating a deep understanding of client needs and positioning products as optimal solutions for their unique challenges
Evaluated partner vendor offerings to determine compatibility with current systems and negotiated contracts that resulted in cost savings without sacrificing quality
Collaborated closely with sales teams during pre-sales activities such as crafting proposals or conducting demonstrations of product features
Delivered impactful presentations to showcase product capabilities and drive adoption among potential customers
Provided exceptional post-implementation support services, promptly addressing any issues or concerns raised by clients
Implemented SIM management platform program to increase operational efficiency

Regional Sales Director-PacWest Responsible for the new logo revenue growth of the ORBCOMM portfolio of SaaS/IoT solutions throughout North America Region. Solution set connect businesses to their assets to deliver increased visibility and operational efficiency. A broad set of asset monitoring and control solutions, including seamless satellite and cellular connectivity, unique hardware and powerful applications, all backed by end-to-end customer support, from installation to deployment to customer care

• Produced sales increase by skillfully managing relationships and proactive sales approaches
• Resolve unique and recurring complaints, promoting loyalty and enhancing operations for end users and corporate sponsors
• Formulated and presented innovative strategies to team members, executives and customers to build foundation for successful co-creation sales plans
• Connected with prospects through trade shows, cold calling and local-area networking
• Investigated competitive landscape to maintain currency on market and anticipate negative business impacts
• Encouraged cross-selling of additional products and services through relationship-building and acquired understanding of customer business needs
• Engaged in product training, demonstrations, consumer awareness, branding and acquisition initiatives to raise awareness and revenues
• Created and implemented new business opportunities by utilizing strategic networking strategies
• Managed accounts to retain existing relationships and grow share of business
• Drove sales by developing multi-million dollar contract sales
• Owned all aspects of sales planning, development, implementation team and account management for territory
• Resolved problems with high-profile customers and maintain relationships and increase return customer base
• Achieved sales goals and service targets by cultivating and securing new customer relationships and growth of existing customer solutions and business practices
• Identified new product opportunities and target customers
• Researched customer needs, market trends and competitor activities
• Coordinated full sales operations within assigned region
• Forecasted sales of $12M and set successful policies to achieve sales objectives and related metrics
• Captured and completed sales with customer-savvy quotes, proposals and contract management strategies

Global, cloud-based Mobile Resource Management (MRM) Software Company- Fleet Management, Route Planning, Work Order Management, Geospatial Platform, Location-based Intelligence, commercial navigation, GPS Tracking, and mobile workforce management

Apria Healthcare, Centuri NPL Construction, Costco, Chevron, DeSilva Gates, Bigge Rigging and Crane, Sacramento Sheriff, Basic Resources Inc., P&GE, Cupertino Electric, Pacific Coast Builders, Apple, Pacific Pulmonary, DBI, Portland General Electric

• Ranked #2 sales PacWest Enterprise sales for 2017
• Special Project - Construction vertical event for region with industry experts and local law enforcement regarding upcoming ELD mandate, driver safety
• Launched and facilitated first Northern California Telogis user group meetings
• Ownership of largest account in Northern California Enterprise market
• Special project compliance - Identified pain point and provided project management support and sales perspective Mentor for Fleetmatics integration
• Project - Potential HIPAA implications for Telogis product suite understand and communicate throughout leadership, sales and technical pre-sales teams what boundaries are from legal and technical perspective (HIPAA for Healthcare, CJIS for Law Enforcement and FedRAMP for GSA)
• Identified criteria, researched and developed use case scenarios, coordinated and organized resources within Office of CISO, HIPAA Security Officer, General Counsel, Privacy Office, Senior Associate outside counsel, key leadership in sales, product marketing and product management
• Investigated and integrated new strategies to expand business operations and grow customer base
• Prepared and implemented strategic growth plans for territory based on company goals and expectations
• Managed accounts to retain existing relationships and grow share of business

• (6-month engagement) Brought in by regional sales manager to act as sales mentor fashion for newly formed Bay Area teams
• Key areas of focus were to develop reps in strategic selling process and account planning methodologies

QTS Data Centers, HubSpot, Palo Alto Networks, Polycom, Hitachi Ltd

• Developed and launched region sales account planning methodology with quarterly and annual review model
• Created hierarchy level documentation from end user rep level to executive snapshot as to purpose of account plan templates for regional sales director
• Created and provided hands-on pre, and post account management practices enhancement to utilize when moving from Mid-Market sales cycle to global account management strategic relationship management model
• Collaborated as sales SME with product and sales operations groups for sales enablement, order flow, pre and, post-implementation, customer-facing templates for vertical market sales material and templates

• Managed over $24M/year book of business
• Accounts included Polycom, Hitachi, Gymboree Corporation, Vision Service Plan, Granite Construction, Simpson Strong-Tie, Cost Plus World Markets (CPWM), Franklin Templeton Investments, Robert Half International, Brocade, and Fujitsu
• Managed existing strategic accounts and identified new business opportunities to achieve revenue objectives. New revenue and retention of strategic enterprise global customers to generate increased adoption and expansion with highest level of satisfaction with Sprint Customized Strategic Account Planning to maintain and expand business YoY renewal average 90% and churn rate below 1.0%
• Provided, escalated, and delegated excellent account service issues to resolution, satisfaction, post-mortem,and contingency planning go forward
• Executive Briefings M2M innovation Lab and Executive Briefing Center
• Custom solutions providing holistic approach with indirect d partners engagement
• Sprint Notable Achievements:100% Club Awards, Presidents Club Winner, Winners Circle Award, President's Circle Award
• Ranked numerous times within top 10 nationally during tenure
• Exceeded quota monthly, annually - 128%-1208%Invited to represent sales and speak regarding large and complex wins at annual kick off
• Recruited by leadership to speak at HQ new hire training events regarding success and best practices
• ERG Member – Women In Sprint Excellence
• Mentorship program participant (mentor and mentee)
• Participated in Grow NorCal Volunteer program

Samsung,Virgin America, JDSU, Quantum Corporation, KLA-Tencor, JDSU, Ross Dress for Less, E.J.Gallo Winery, West Marine. Las Vegas territory includes The Venetian, Boyd Gaming, Ahern Rentals, IGT Gaming, and Sands Expo, Addison Avenue, Intel

• Managed full life cycle for Fortune 1000 accounts totaling $20M+ in annual revenue
• Created personalized strategies and complex account planning sessions with account team and management
• Negotiated with cross-divisional leaders regarding complex contract terms and conditions to meet client requirements technically and fiscally
• Monitored customer buying trends, market conditions and competitor actions to adjust strategies and achieve sales goals

• 2001-02 - 2003-01
  Growth Senior Global Account Manager
  Sprint Business (T-Mobile), Northern California , CA
  Acquired new business in mid-market ($100k -/mth customers) Specific to Bay Area Territory Fortune 1000
  Strategically target accounts, manage geographic territory, and interface with top decision-makers
  Ranked top 3 in the Nation
  Delivered sales presentations and pitches to clients, upper management, and junior sales associates for demonstration
  Effectively managed 45 accounts concurrently to increase company revenue by 176% of quota
  Improved account management by predicting potential competitive threats and outlining proactive solutions
  Worked with customers to develop strategic business and account plans
  Obtained pricing deals, negotiated contracts and solidified beneficial agreements for all involved
  Met and exceeded sales goals for growth Mid-Market accounts by bringing in over 40 new accounts and upselling expansion and renewal deals to existing clients
  Increased customer satisfaction through timely resolution of issues and proactive relationship building
  Conducted regular account reviews to identify areas of improvement, maximizing growth potential within existing clients