John Castellano
Account Manager
Denver,CO
Summary
Consultative Account Manager with experience acquiring & developing strategic accounts. Strong leader with proficiency in growing professional network, influencing decision-makers and devising successful strategies for customer retention and profit growth.
Overview
9
9
years of professional experience
Work History
Account Manager - Central US
Userful, Corporation
Denver, CO
02.2022 - Current
- Awarded President's Club winner as first-year Account Manager by achieving 120% of quota.
- Prospected & closed projects within Enterprise and government, increasing ARR through license expansion & premium support.
- Led contract negotiations and renewals, resulting in customer retention and increased revenue.
- Collaborated with Executive Leadership team to help build a successful grassroots channel program.
- Actively participated in industry events, trade shows, and partner events to network, generate leads, and stay updated on market trends and competitor activities.
- Educated key stakeholders & communicated value proposition to design engineers, sales teams and executive teams by leading technical webinars & product demonstrations.
- Collaborated with integrators & the manufacturer ecosystem to identify new business opportunities.
- Led discussions, presentations and proposals to C-Suite decision-makers.
- Participated in bi-weekly calls with Product Management team to develop a roadmap for Userful applications.
- Collaborated with assigned SDR to develop prospecting strategies and coached business development team.
- Maintained accurate and up-to-date records of sales activities, customer interactions and pipeline management using Hubspot & Sugar CRM systems.
Senior Account Manager - Strategic Accounts
WESCO
Lewisville, TX
01.2017 - 02.2022
- Engaged technical teams and specialized in selling full-service infrastructure solutions to clients.
Discovered new project opportunities both within United States and international markets expanding and deepening the footprint of Anixter-Wesco product sets. - Met with manufacturer representatives weekly to discuss current projects, upcoming opportunities and concerns specific to individual projects.
- Uncovered, bid and won proposals valued from $30,000 to $1 million while increasing profit margin, exceeding quotas, and hitting all deliverable targets.
- Collaborated with Global Director of Sales to increase sales and profit margin by 140% from 2020-2021.
- Facilitated conference calls and team meetings between vendors and clients to ensure all deliverable targets were achieved.
Account Manager - Channel Sales
WESCO
Lewisville, TX
10.2014 - 12.2016
- Led solution development efforts to address end-user needs while coordinating involvement of company and partner personnel.
- Managed potential channel conflict by fostering excellent communication and strict adherence to channel rules of engagement.
- Developed solutions with partners to aid in winning new business.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
Education
Bachelor of Science - Marketing
Providence College
Providence, RI05.2013
Skills
- Order management
- Operations
- National accounts
- Cost reviewing
- Team Leadership
- Product and Service B2B Sales, SaaS Lifecycle
- Database Management
- Vendor management
- Systems and software programs
- Prioritizing workflows
- Client Development
- Team Training
- Collaborating with designers
- CRM & Workflow Management
- Market forecasting
- Converting leads
- Sales reporting
- Deal Closing
- E-Commerce
Timeline
Account Manager - Central US
Userful, Corporation
02.2022 - Current
Senior Account Manager - Strategic Accounts
WESCO
01.2017 - 02.2022
Account Manager - Channel Sales
WESCO
10.2014 - 12.2016
Bachelor of Science - Marketing
Providence College