JERRY Kennedy
Oakland,CA
Summary
Energetic and dynamic sales manager with proven skills in key account management, negotiating complex agreements, strategic planning and relationship development. Excellent track record in building and leading highly successful sales teams as well as being an individual contributor. Goal driven sales professional with ability to effectively penetrate and develop key competitive accounts. Collaborative leader with dedication to partnering with coworkers to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings.
Overview
19
19
years of professional experience
Work History
Customer Success Manager
Turnitin
Oakland, CA
10.2018 - Current
- Renewed customer accounts (single/multi-year) ranging from $7K - $500K
- Onboarded new customers to ensure smooth transition, satisfactory experience with product and ultimately successful renewal
- Monitored customer progress and addressed customer inquiries with timely and accurate updates.
- Acted as customer advocate
- Cross sold/Upsold additional products/services
- Analyzed customer data to identify trends and develop strategies to improve customer success metrics.
- Established strong relationships with key customers, resulting in increased customer loyalty.
- Maintained professional demeanor by staying calm when addressing unhappy or angry customers.
Senior Account Executive
Gradescope (Acquired By Turnitin)
09.2017 - 10.2018
- Sold online rubric based grading solution to higher education institutions, colleges and departments
- Networked at events and prospected for new customers with diverse strategies.
- Conducted Zoom presentations to demonstrate product and value to existing and prospective clients
- Explained service; features, benefits, and variety of use cases in for client
- Maintained pipeline, track leads, and record client interaction via Salesforce.com
- Obtained pricing deals, negotiated contracts, and solidified beneficial agreements.
Inside Sales Team Manager
TURNITIN
01.2012 - 09.2017
- Managed daily sales activities of 8-10 sales representatives covering territories to include all of United States and Canada
- Developed sales strategy to meet company set team sales goals and revenue quota of $10-12 million
- Recruited ,trained, coached and motivated sales staff to drive high performance levels with minimal turnover
- Helped negotiate sales agreements ranging from $3K to $900K
- Prepared accurate sales forecasts for Senior Management
- Identified new market needs and product opportunities
- Collaborated with cross-functional teams to include marketing, accounting, product development and engineering.
Inside Sales Team Lead
TURNITIN
Oakland, CA
01.2010 - 12.2011
Inside Sales Account Representative
TURNITIN
01.2007 - 12.2009
- Sold Web based solution for managing student writing assignments to higher education institutions and individual faculty
- Managed new and renewal book of business
- Utilized internet, marketing campaigns, conferences and networking to reach new prospects
- Led Webex presentations to demonstrate product line to existing and prospective clients
- Maintained pipeline, tracked leads and recorded client interactions via Salesforce
Inside Sales/Client Satisfaction Manager
INFOCOM GROUP INC
06.2004 - 10.2006
- Reported to Assistant Publisher, responsible for monthly/quarterly sales quota of five (5) sales representatives
- Interfaced with clients on daily basis selling newsletter, audio conferences, and seminars
- Maintained approximately 50 accounts and provide clients with high-level consultative counseling
- Generated new call, renewal call, and lead reports
- Prepared month end commission reports
- Consistently met individual sales goal as well as team sales goals.
Education
Bachelor of Arts - Communications
University of California At Davis
Davis, CA06.1987
Skills
- Verbal and Written Communication
- Pipeline Management
- Cross-Functional Teamwork
- Sales Quota Achievement
- Solution Selling
- Territory Management
- Customer Relationship Management
- Deal Negotiations
Timeline
Customer Success Manager
Turnitin
10.2018 - Current
Senior Account Executive
Gradescope (Acquired By Turnitin)
09.2017 - 10.2018
Inside Sales Team Manager
TURNITIN
01.2012 - 09.2017
Inside Sales Team Lead
TURNITIN
01.2010 - 12.2011
Inside Sales Account Representative
TURNITIN
01.2007 - 12.2009
Inside Sales/Client Satisfaction Manager
INFOCOM GROUP INC
06.2004 - 10.2006
Bachelor of Arts - Communications
University of California At Davis