Hi, I’m
JESSICA BOLDEN
Summary
Seasoned sales professional with 8 years experience leveraging consultative sales methods in the DoD and FedCiv markets resulting in organic growth net new business. Software sales experience includes CASB, NGSWG, ZTNA, RBI and SASE, Deltek ERP, PPM and BD tools. Supported all phases of the Sales Cycle. Deployed creative strategies to create new logo and upsells in extremely competitive environments. Ability to source opportunities within target accounts with the right contacts, right messaging at the right time is reflected in my track record of exceeding quota and bottom line revenue through strategic planning, cross-team coordination, exceptional communication and most importantly, earning clients' trust through understanding their business objectives and goals.
Overview
6
years of professional experience
Work History
Netskope
Federal Channel Business Development Manager
02.2021 - Current
Job overview
- Established and maintained new relationships with key decision-makers within federal and defense agencies to promote growth and retention, most notably with the White House and Army CIO Office
- Continually exceeded new meetings quota of 8/month and team revenue quotas $300 K/quarterly through prioritizing research and identification of opportunities for account penetration and expansion
- Facilitated channel engagement to support territory sales goals through promotion, training and enablement of focus partners on Netskope offerings, leading to maximized coverage and support within federal territory
- Developed Netskope federal channel playbook leveraged by Netskope marketing team
- Provided exceptional service to existing clients that opened up new opportunities within our base leading to closed expansion of new services beyond basic renewal
- Represented Netskope and promoted service offerings at conferences and trade association meetings including AFCEA Bethesda, DODIIS, GITEC etc. and multiple technology partner trade shows
- Collaborated with sales team and marketing departments to support business growth and client acquisition through collecting intel and client feedback in addition to providing techniques like "Whiteboard Wednesdays" that successfully increased federal market awareness and pipeline
- Trained in MEDICC and applied consultative selling techniques to prospect senior management to close business
Netskope
Federal Business Development Representative
02.2019 - 02.2022
Job overview
- Collaborated internally with marketing, channel, and product management teams to develop successful campaigns and strategies towards that lead to new target account penetration within DOD and Federal Civilian agencies
- Consistently exceeded quarterly new meetings quota with tier 1 target prospects leading to penetration of new accounts.
- Maintained up-to-date understanding and certifications of Netskope offerings as well as extensive competitive knowledge of products and services to provide top-notch expertise to customers.
- Followed federal media and market publications to constantly stay ahead of trends and compliance mandates as part of my development as a trusted advisor to federal customers and products
- Coordinated intel and with federal systems integrators, technology partners, niche distributors and channel sales partners to facilitate agile and efficient sales deals from cradle to grave.
Deltek Inc
Enterprise Sales Development Representative
02.2017 - 09.2018
Job overview
- Identified and distilled potential customer needs initiating sales cycle for top 5 enterprise sales executives that contributed to 85% of Deltek's business through 60 enterprise named accounts
- Managed and efficiently analyzed and nurtured a high volume of leads for qualified prospects
- Consistently exceeded daily, weekly, and monthly metrics
- Trained new incoming sales development representatives and served as team lead for veteran SDRs
- Generated outbound and qualified prospective leads in order to build up sales departments' pipeline
- Conducted client engagement, educating potential customers on software capability and possible use cases within their perspective roles
- Qualified over 180 opportunities that led to valid sales
- Estimated cost of revenue is over $5 million dollars.
- Built and managed quality, accurate sales pipeline to maintain high volume of activity.
- Won new business by articulating full value of company's full project lifecycle support capabilities to prospects.
Education
UMUC
Bachelor of Science from Information Systems Management
Skills
- Channel Development, Partnering and Relationships
- Pipeline Growth
- Consultative Sales Techniques
- Social Media Networking
- Sales Campaigns
- LinkedIn Sales Navigator, Tout,Salesforce, Outreach, Groove
Timeline
Federal Channel Business Development Manager
Netskope
02.2021 - Current
Federal Business Development Representative
Netskope
02.2019 - 02.2022
Enterprise Sales Development Representative
Deltek Inc
02.2017 - 09.2018
UMUC
Bachelor of Science from Information Systems Management