Summary
Overview
Work History
Education
Skills
Weight Lifting, charcoal drawing, hiking, translating
Timeline
Generic

Joseph Anthony Villecco

Woonsocket,Rhode Island

Summary

Established Account Executive gifted at lead generation and resolving customer issues. Engaging and personable and increasing business opportunities through dynamic marketing strategies, sharp communication skills and dedication to successfully building customer relationships and providing them with demonstrable value.

Overview

11
11
years of professional experience

Work History

Account Executive

Synopsys
Woonsocket, RI
05.2023 - Current
  • Develop and execute sales strategy for USAF/USSF and Intelligence Community accounts based on government defined software security and code quality requirements such as DO-178, NIST 800-53A, Executive Order 14028 and others
  • Successfully closed $700k in new business with the intelligence community, and over $1 Million USD with USAF within first quarter of new position
  • Find new business through actively prospecting, conducting onsite visits, lunch and learns, cold calling and email campaigns
  • Develop new solution strategies, establish proof of concepts to drive revenue growth
  • Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
  • Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
  • Finalized sales contracts with high-value customers.
  • Attended industry conferences and tradeshows to stay up-to-date with market trends and customer needs.
  • Built relationships with customers and community to establish long-term business growth.
  • Prepared sales presentations for clients showing success and credibility of products.
  • Built and strengthened relationships with new and existing accounts to drive revenue growth.
  • Qualified leads, built relationships and executed sales strategies to drive new business.

Sr. Account Manager

Real-Time Innovations
Woonsocket, RI
02.2022 - 04.2023


  • 100% quota attainment 2022, first year of new territory
  • Develop and execute business/sales strategy and generate revenue growth in priority areas defined by DoD Critical and Emerging Technologies and demonstrate value proposition for such areas as JADC2, DevSecOps, Cyber, 5G, and SatComs
  • Generate and close new business in major accounts including Raytheon (282k); Boeing (250k), US Army (300K) and won new services sales to major accounts: Boeing, Raytheon, Ball Aerospace, Army, BAE
  • Successfully close business through demonstrating ROI/value proposition
  • Leverage social media, industry events and cold calling to prospect for key contacts, including influencers and C suite executives
  • Provided extensive support in sales, technical and business areas to key accounts.
  • Worked with customers to develop strategic business and account plans.
  • Contributed to annual revenue goals by selling new services and developing new accounts.
  • Developed deep knowledge of customer businesses and relationship to company objectives.
  • Cultivated productive relationships with business representatives and consulted closely to uncover needs and match to available solutions.
  • Developed and implemented strategies to increase client retention.
  • Oversaw new business development to generate sales leads, negotiate client pricing and forecast revenue.

Sr. Account Manager

MathWorks
Natick, MA
11.2016 - 02.2022
  • Revenue attainment: 125% of $10.5 Million USD Quota (2021); 100% of $9 Million USD Quota (2020); 173% of $7.3 Million USD Quota (2019); 160% of Quota (2018); 156% of Quota (2017)
  • Drive complex new product sales and increase product footprint within all Lockheed Martin business units (the largest enterprise account in the company), closing major opportunities LM AERO Hypersonics programs (1.3 Million USD); LM MFC CLSI (1 Million USD); LM Space Hypersonics Initiatives (3.5 Million USD)
  • Message to Lockheed Martin business drivers as discussed by corporate leadership, including Big Bets such as Hypersonics, Directed Energy, Digital Thread, 5G, and AI
  • Consistently meet or exceed CFA monthly target - generating 260 customer facing activities per year
  • Leverage social media and cold calling to prospecting for new contacts, key influencers, and C suite executives
  • Grow relationships with existing contacts to facilitate introductions to senior leadership and decision makers
  • Develop new solutions strategies and establish new proofs of concepts to drive revenue growth
  • Worked with customers to develop strategic business and account plans.
  • Cultivated productive relationships with business representatives and consulted closely to uncover needs and match to available solutions.
  • Researched emerging industry trends, applications, and concepts to enhance products and services.
  • Organized client feedback and introduced streamlined process of replying to and rectifying complaints.
  • Built and strengthened long-lasting client relationships based on accurate price quotes and customer-centric terms.
  • Evaluated client needs and developed tailored solutions to increase positive customer ratings.
  • Educated clients on new products or services to increase customer engagement with brand.
  • Oversaw new business development to generate sales leads, negotiate client pricing and forecast revenue.

Renewal Sales Manager

MathWorks
Natick, MA
03.2016 - 11.2016
  • Responsible for complex annual license renewal sales for such customers as Amazon, Ball Aerospace, Woodward Inc, BobCat Co., and Oshkosh Corp
  • Drive additional revenue by expanding our product footprint through continuous pursuit of new product adoption/upsells and multi-year renewal contracts
  • Exceed $5 million USD annual quota through consistent renewals, multi-year contracts, and new product sales
  • Participate in funnel meetings and planning and delivery of sections of the annual territory and account plans
  • Manage a complete sales funnel of over 800 sales opportunities from initial contact to close of sale
  • Identify and new sales opportunities and contacts for account manager to follow up with over the phone and via email
  • Handled customer relations issues, enabling quick resolution, and client satisfaction.
  • Resolved customer issues quickly to close deals and boost client satisfaction.
  • Maintained relationships with customers and found new ones by identifying needs and offering appropriate services.
  • Established and cultivated solid business relationships with new or existing customers.

International Sales Specialist

MathWorks
Natick, MA
04.2014 - 03.2016
  • Responsible for complex new product and annual license renewal sales for such customers as the Israeli Ministry of Defense office in the USA, Deloitte, Chevron, Deutsche Gesellschaft für Internationale Zusammenarbeit, the Central Bank of Malta, Valeo, and the University of Malta, expanding our product footprint in these accounts
  • Managed a complete sales funnel of 500 sales opportunities from initial contact to close of sale
  • Worked with existing customers to negotiate and renew annual software maintenance service
  • Actively prospected for new sales opportunities within existing customers across Eastern Europe, The Middle East and Africa
  • Identified and develop prospects over the phone and via email, and articulating our value proposition to drive revenue – introduced outbound calling to role
  • Built rapport with customers and assessed needs to make product recommendations and upsell.
  • Created and implemented sales strategies to successfully meet company targets.

Sales and Market Analyst

MarketOne International, LLP
Waltham, MA
03.2013 - 03.2014
  • Profiled targeted accounts and identify key decision makers within selected lines of business and information technology areas on behalf of clients
  • Clients included Computer Science Corporation, Parametric Technology Corporation, and Covisint
  • Developed sales leads and review opportunities by qualifying accounts and collecting information that includes business plans and data such as timelines, project teams, budget and competitive information
  • Over 180 cold calls per day to secure meetings with management and c-suite executives for client’s sales team

Education

Master of Arts - Theology

Boston College
Chestnut Hill, MA

Bachelor of Arts - Liberal Arts And Sciences

Saint Louis University
St Louis, MO

Skills

  • Languages:
  • Italian
  • German
  • Latin
  • Classical Greek
  • Account Development
  • Account Management
  • Product and Service Sales
  • Sales Expertise
  • Cold Calling
  • Product and Service Knowledge
  • Revenue Generation
  • Client Account Management
  • Territory Expansion
  • Sales Tracking
  • Territory Management
  • Forecasting Skills
  • Sales Proposal Creation
  • CRM Software
  • Strategy Development
  • Follow Through Abilities
  • Lead Prospecting
  • Presentation Abilities
  • Business Development
  • Pipeline Maintenance
  • Sales Forecasting
  • Analytical Thinking
  • Direct Sales

Weight Lifting, charcoal drawing, hiking, translating

On the road to benching 500lbs. Charcoal drawing since I was 12. Love to hike in the Great North Woods (of New Hampshire). Love translating Latin and Greek. 

Timeline

Account Executive

Synopsys
05.2023 - Current

Sr. Account Manager

Real-Time Innovations
02.2022 - 04.2023

Sr. Account Manager

MathWorks
11.2016 - 02.2022

Renewal Sales Manager

MathWorks
03.2016 - 11.2016

International Sales Specialist

MathWorks
04.2014 - 03.2016

Sales and Market Analyst

MarketOne International, LLP
03.2013 - 03.2014

Master of Arts - Theology

Boston College

Bachelor of Arts - Liberal Arts And Sciences

Saint Louis University
Joseph Anthony Villecco