JOSEPH SILVA
WOODBURY,MINNESOTA
Summary
Focused Enterprise Account Executive with expertise nurturing client relationships and negotiating sales contracts. Offering outstanding persuasion and presentation skills. Customer-oriented with more than 7 years of managing lucrative accounts.
Overview
10
10
years of professional experience
Work History
Enterprise Account Executive
SAP Concur
Sep.2021 - Current
- Strategically engaging with large-scale clients to drive adoption and utilization of SAP Concur's solutions
- Managed portfolio of high-value accounts, ensuring timely renewals and upselling opportunities.
- Consistently exceeded sales targets by proactively identifying and pursuing new business opportunities.
- Collaborated with customers to learn business operations and capitalize on upselling and cross-selling opportunities.
- Sold $1.68 Million in ARR (Largest deal $453 thousand in ARR) in 2022
- Sold $2.37 Million in ARR (Largest deal $307 thousand in ARR) in 2023
- Achieved 247% to plan in 2022 and 130% to plan in 2023.
Mid Market Account Executive
SAP Concur
Dec.2020 - Sep.2021
- Grew client base through effective prospecting, cultivating strong relationships with key decision makers.
- Developed strategic account plans encompassing short-and long-term goals that aligned with overall business objectives.
- Demonstrated product expertise during client presentations, effectively communicating features, benefits, and competitive advantages of company offerings.
- Sold $364K in net new logos in 2021
- Achieved 82% attainment to annual Goal
- Acquired 12 net new logos (largest deal $109 thousand in ARR)
Small Business Account Executive
SAP Concur
Jul.2019 - Dec.2020
- Sold $219K in net new logos in 2020
- Engaged in daily cold calls in-person and via telephone and followed up with small business prospects monthly to verify pipeline sufficiency.
- Developed and managed strong and growing pipelines of prospective small business customers.
- Provided sales forecasts within 91% accuracy each quarter and each year for long-term strategic planning.
- Achieved 101% attainment
- Acquired 43 net new logos.
Market Development Representative
SAP Concur
Feb.2018 - Jul.2019
- Developed strategic partnerships with key industry players, enhancing product visibility and brand awareness.
- Generated leads 30 meetings per month through cold calling, email campaigns, and social media outreach for improved sales conversion rates.
- Trained new hires on market development best practices, fostering culture of continuous improvement and knowledge sharing within organization.
- Developed keen understanding of target audience segments, enabling tailored messaging that resonated strongly with prospective customers.
Business Development Manager
C and C Sound
Oct.2017 - Feb.2018
- Self-motivated, with a strong sense of personal responsibility.
- Worked effectively in fast-paced environments.
- Skilled at working independently and collaboratively in a team environment.
- Facilitated regular communication with clients to ensure their needs were met, fostering long-lasting relationships built on trust and mutual respect.
Ad Tech Consultant
Vivial Media
Feb.2017 - Oct.2017
- Enhanced communication among team members, fostering a collaborative and supportive work environment.
- Managed client relationships through regular check-ins and updates on project progress.
Digital Sales Executive
YP Holdings
Jan.2016 - Feb.2017
- Provided exceptional customer service, addressing concerns promptly and ensuring timely resolution, boosting overall client satisfaction.
- Maximized return on investment with data-driven analysis, optimizing digital advertising campaigns to enhance overall performance.
- Improved lead conversion rates through diligent follow-up practices and persuasive communication skills, closing deals efficiently.
- Streamlined sales processes, reducing administrative tasks and making more time for strategic prospecting activities.
Resolution Specialist
Cavalry Portfolio Services LLC
Jul.2014 - May.2015
Education
Bachelor of Science -
Saint Cloud State University
Saint Cloud, MN05.2014
Skills
- Critical thinking and problem solving
- CRM proficiency
- Value-based selling
- Spend Management industry background
- Account Management
- Salesforce
- Customer Relationships
- Key Account Management
- Client Engagement
- New business opportunities
- Objection handling
- Pipeline Management
Accomplishments
- Achieved 240% goal attainment through effectively helping Existing clients optimize their program.
- Achieved Presidents Club in 4 of my 6 years at SAP Concur
- Completed Leadership Fellowship at SAP Concur
- 2023 Rep of the year
Timeline
Enterprise Account Executive
SAP Concur
Sep.2021 - Current
Mid Market Account Executive
SAP Concur
Dec.2020 - Sep.2021
Small Business Account Executive
SAP Concur
Jul.2019 - Dec.2020
Market Development Representative
SAP Concur
Feb.2018 - Jul.2019
Business Development Manager
C and C Sound
Oct.2017 - Feb.2018
Ad Tech Consultant
Vivial Media
Feb.2017 - Oct.2017
Digital Sales Executive
YP Holdings
Jan.2016 - Feb.2017
Resolution Specialist
Cavalry Portfolio Services LLC
Jul.2014 - May.2015
Bachelor of Science -
Saint Cloud State University