John Tolve
Woodstock,Ga
Summary
Experienced business development executive with over 25 years of expertise in partner relationship management, customer success, business development, and sales management. Proven track record of improving performance and productivity through the implementation of strong sales skills and a top-down management approach. Utilizes performance analytics to monitor progress and make continual adjustments for success. Creates and grows strategic partnerships within complex integrated payment solutions, payment facilitators, marketplaces, global disbursements, e-commerce, enterprise software, mobile applications, and the ISO and ISV model. Demonstrates strengths in strategic planning, forecasting, revenue growth, research/analysis, lead generation, relationship building, penetration, presentations, account management, trend awareness, negotiation, user training, startup building, goal attainment, leadership, results tracking, referrals/networking, promotions, and prospecting. Exceptional interpersonal skills and ability to adapt quickly in a fast-paced team environment. Strong problem-solving skills with the ability to provide vision and translate it into productive actions. Proficient in Mac and PC platforms including Excel, Word, PowerPoint, Outlook, Salesforce, and OneNote. Available for travel.
Overview
32
32
years of professional experience
Work History
Director of Relationship Management
North
01.2023 - Current
- Responsible for hiring a team of Relationship Managers and Account Coordinators
- Manage the RM and Account Coordinator teams daily
- Managing Customer Success team
- Launched the High-Risk partner program
- Total Portfolio has 72 partners and over $900,000,000 in annual volume
- Achieved 130 % of Net Revenue for the time managing the portfolio
- Re-signed top 8 partners
- Played an instrumental role in client satisfaction by working with operational teams for the proper resolution of service issues.
- Assisted customers with onboarding and product setup to foster successful adoption and usage.
- Established strong relationships with key customers, resulting in increased customer loyalty.
Director of Strategic Partnerships
Everyware
01.2021 - 01.2023
- Responsible for the channel’s annual revenue
- Developed strategic revenue opportunities
- Established a new workflow process for all of the company partnerships
- Created and Managed Customer Success team
- Engaged in both pre and post-sale for all new ISV relationships
- Hired trained and managed the inside sales team, achieved 109% for 2022
- Delivered quarterly business reviews for partners
- Created the process for inside sales and partners
- Built the Customer Success Team and created roles and responsibilities
- Managed the ISO Sales Team added 37 Total Partners in 2022
- Created customer support strategies to increase customer retention.
- Analyzed customer data to identify trends and develop strategies to improve customer success metrics.
Relationship Manager
Biller Genie
01.2021 - 12.2021
- Created the ISV and ISO channel for the company
- Developed multiple bank relationships
- Responsible for training partners sales and support teams
- Added 17 New partners in first 6 months
- Strategically worked with Development for onboarding partners to increase the “Speed to Revenue”
Senior Channel Account Manage
PAYA
01.2016 - 12.2020
- Built the entire partner process for all new ISV and ISO referral and reseller partners
- Added 22 new partners in 2019
- Achieved 111% of the combined revenue goal for all of 2019
- Work closely with the implementation team for faster “Speed to Revenue” time.
- Responsible for hunting for new relationships, onboarding, and producing revenue with growth quarter over quarter
- Day-to-day contact for all ISV partners
- Create management reports and make recommendations concerning problem identification and resolution.
- Manage development resources by setting clear business and technical expectations.
- Work collaboratively with peer development groups and QA to target delivery.
- Work with the management team, Operations, and support, on day-to-day activities to ensure service excellence.
- Identify process improvements and/or ineffective use of project hours and resources.
Director, National Sales
Worldpay US
01.2015 - 12.2016
- Create long-term relationships with national clients
- Build and maintain referral partnerships to grow the sales pipeline
- Develop sales strategies for current and future partnerships & franchises
- Produce 120% of the annual sales plan
- Top Rookie Revenue producer 3rd and 4th quarter 2015
- 3 new partner relationships were booked in Q4 2015
- Identified and qualified customer needs and negotiated and closed profitable projects with a high success rate.
- Managed purchasing, sales, marketing, and customer account operations efficiently.
Vice President, Inside Sales
First Data Corporation
01.2005 - 12.2015
- Managed a team of 5 Sales Managers and 80 Sales Professionals
- Recruited new employees individually or via job fairs
- Designed the telesales strategy in support of 75+ referral partnerships & franchises programs
- Assessed and assigned quotas for annual revenue targets
- Plan and execute quarterly recognition meetings and develop sales competition to drive key metrics
- Review and approve pricing requests to maintain profitable margins
- Vice President of the year 2014
- Exceeded sales revenue targets at quota of 15M +
- Increased 2013 partner close rate by 65% over 2012 performance
- Tripled overall partner new sales 2012 – 2013
- Played integral role in adding 18 new partners in 2013
- Served as a mentor to other leaders across channels, including TASQ, and within the sales organization
VP, Sales
MCI Worldcom
01.1993 - 12.2005
- Director, Inside Sales
- Director, Inside Sales
- Consumer Business Manager
Skills
- Strategic Planning
- Forecasting
- Revenue Growth
- Research/Analysis
- Lead Generation
- Relationship Building
- Penetration
- Presentations
- Business Development
- Account Management
- Trend Awareness
- Negotiation
- User Training
- Startup Building
- Goal Attainment
- Leadership
- Results Tracking
- Customer Success
- Referrals/Networking
- Promotions
- Prospecting
Timeline
Director of Relationship Management
North
01.2023 - Current
Director of Strategic Partnerships
Everyware
01.2021 - 01.2023
Relationship Manager
Biller Genie
01.2021 - 12.2021
Senior Channel Account Manage
PAYA
01.2016 - 12.2020
Director, National Sales
Worldpay US
01.2015 - 12.2016
Vice President, Inside Sales
First Data Corporation
01.2005 - 12.2015
VP, Sales
MCI Worldcom
01.1993 - 12.2005
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