JULIE LIGHTBODY
Wrentham,MA
Summary
Accomplished Sales Professional offering 29 years of experience developing and maximizing sales. Diligent in building and retaining accounts by providing support and attentive service. Expertise in marketing strategies, product promotion and merchandising to achieve market penetration. Successful record of expanding network connections through persuasive brand imaging.
Overview
29
29
years of professional experience
1
1
Certification
Work History
Enterprise Account Director
Fortinet
07.2016 - Current
- Increased client satisfaction by developing and implementing customized account strategies.
- Established long-term partnerships with key clients through effective relationship management.
- Drove revenue growth by identifying and closing new enterprise-level accounts.
- Managed a portfolio of high-value accounts, ensuring timely delivery of services and solutions.
- Exceeded sales targets consistently by nurturing existing relationships and securing new business opportunities.
- Developed a deep understanding of customer needs, tailoring offerings to address specific challenges and objectives.
- Collaborated with cross-functional teams to design, develop, and deliver comprehensive solutions for clients.
- Enhanced customer loyalty by providing personalized support, addressing concerns promptly, and resolving issues efficiently.
- Implemented comprehensive account plans to strengthen strategic partnerships with top-tier customers.
- Conducted regular business reviews with clients to assess performance metrics, identify improvement areas, and ensure continuous alignment on goals.
- Expanded market presence within assigned territory through targeted prospecting efforts and strategic networking events.
- Led contract negotiations to secure favorable terms for the company while meeting client expectations for service delivery outcomes.
- Mentored junior team members on best practices for account management, sales techniques, and customer relationship building.
- Took cues from leadership to set tone and keep team positive and focused on solutions.
- Provided executive updates and kept leadership up-to-date on business development and key account context.
- Identified revenue growth opportunities to support objectives and grow business.
- Managed accounts to retain existing relationships and grow share of business.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
Director, Business Development
Zensar Technologies (formerly Akibia)
07.2013 - 06.2016
- Expanded client base by identifying and targeting key industry decisionmakers.
- Secured strategic partnerships for increased revenue generation and market penetration.
- Implemented innovative marketing strategies to elevate brand awareness and credibility within the industry.
- Streamlined sales processes, resulting in improved efficiency and higher conversion rates.
Senior Sales Representative
Akibia, a Zensar Company
03.2011 - 06.2013
- Increased sales revenue by building and maintaining strong relationships with key clients.
- Developed new territories for expansion, resulting in increased market share.
- Exceeded sales targets consistently by implementing effective sales strategies and techniques.
- Spearheaded product demonstrations and presentations with our and OEMs offerings to showcase the value.
Account Executive
Robert Half Technology
10.2009 - 03.2011
Regional Sales Manager
iET Solutions, LLC
01.2003 - 09.2009
Account Manager
Applix, Inc
01.2000 - 01.2003
Maintenance Account Manager
Applix, Inc
07.1997 - 12.1999
Account Representative
Applix, Inc
04.1996 - 07.1997
Account Representative
Target Systems Corporation
06.1995 - 03.1996
Education
Bachelor of Arts - Management & Marketing
Curry College
Milton, MA01.1995
Skills
- Infrastructure Services
- Networking
- Security and Compliance
- Data Centers/Colocation
- Customer Relationship Development
- Territory Growth/Development
- Customer Relationship Management
- Business Performance Management
- C Level Selling
- High Profile Account Negotiations
- High-Impact Sales Presentations
- Forecast/Pipeline Management
- IT Infrastructure Library (ITIL) Expertise
- Outbound Marketing
- Consultative Selling
- Key Client Retention
- Meeting Facilitation
- Salesforce Proficiency
- Deal Closing
- Sales Presentations
- Sales Coaching
- Organizational skills
- Product knowledge
- Contract negotiation
- Problem solving
- Relationship building
- Key account targeting
- Upselling strategies
- Active listening
- Solution selling
- Cross-functional collaboration
- Territory management
- Strategic planning
- Account management
- Business development
- Attention to detail
- Time management
- Sales forecasting
- Team leadership
- Goal setting
- Customer retention
- Business Needs Assessment
Accomplishments
- Sold the Largest Enterprise Agreement at Fortinet
- Number One sales person three years in a row (over 200% each year)
- FY ending 2023 (December) finished at 118% of sales quota
- Sold to the two largest Fortune 500 companies (CVSHealth and TJX Companies)
- 138% of overall quota in first full quarter with Fortinet
- Top three sales person in the first quarter with Fortinet
- Number one sales person and over 125% of quota in third year with Zensar
- 120% of overall quota in second year with Akibia now Zensar
- Number one salesperson for two consecutive quarters at Akibia
- 140% of overall quota in first year with Akibia
- Selected for President’s Club in first year with Akibia
- Key member of only field office to achieve consecutive growth week over week at Robert Half Technology
- Increased revenues by over 50% within first four months at Robert Half Technology
- Number one salesperson in 2009 at iET Solutions
- Number one salesperson in 2008 and closed the largest expansion sale to Cincinnati Children’s Hospital Medical Center (over 100k) at iET Solutions
- Number one salesperson in 2007 and closed the largest expansion sale to Valspar (over $100k) at iET Solutions
- Number one salesperson in 2006 and closed the largest expansion sale to US Army/TACOM (over $250k) at iET Solutions
- Number one salesperson in 2005 and closed the largest expansion sale to CNH America, LLC (over $175k) at iET Solutions
- Number one salesperson in 2003 and closed the largest IT Service Management deal to Virginia IT Agency (over $1.2M) at iET Solutions
- Achieved average annual revenue quota of 128% for seven consecutive years at Applix
- Closed the largest iET Enterprise deal in the product’s history (VITA – revenues in excess of $1.2 million)
- Sold the first IT Service Management and first new customer under iET Solutions in the US (University of Maryland)
- Increased revenue by over 45% by cross-selling and up-selling existing clients
- Extensive experience with enterprise software sales and Customer Relationship Management marketplace
Professional Attributes
Highly skilled software sales professional with an exceptional 29 year record of success in achieving sales quotas, creating new business, managing major existing accounts, and developing new partnerships and enhancing existing partnerships. Opportunity-generator providing enterprise-wide and department-level solutions. Experience as an individual contributor and within a team environment selling enterprise solutions through direct and channel models.
Specialized Training
- Fortinet NSE 1-3 Trainings
- M3 Learning
- The Psychology of Selling
- Selling More by Phone
- DSG Consulting
- Solution Selling
- ITIL Certification
Computer Experience
- WebEx
- Microsoft Office
- Lawson
- Applix iTM1
- IET Enterprise - Customer Relationship Management software and IT Service Management solutions.
Awards
- Fortinet President’s Club 2021-2022
- Fortinet Retail Rock Star in Q2 2020
- Fortinet Retail Rock Star all four quarters in 2021
- Fortinet Deal of the Year in 2022
- Fortinet Team of the Quarter in Q2 of 2022
- Alexander Graham Bell Honor Society
- Model of Excellence
- Applix 100 1999
- Applix President’s Club FY 1998-2000
- Akibia President’s Club FY 2011-2012
- Zensar Excellence Award for Sales in FY 2012-2013
- Zensar President’s Club FY 2012-2013 and FY 2013-2014
Certification
Fortinet NSE 1-3 Certified
Timeline
Enterprise Account Director
Fortinet
07.2016 - Current
Director, Business Development
Zensar Technologies (formerly Akibia)
07.2013 - 06.2016
Senior Sales Representative
Akibia, a Zensar Company
03.2011 - 06.2013
Account Executive
Robert Half Technology
10.2009 - 03.2011
Regional Sales Manager
iET Solutions, LLC
01.2003 - 09.2009
Account Manager
Applix, Inc
01.2000 - 01.2003
Maintenance Account Manager
Applix, Inc
07.1997 - 12.1999
Account Representative
Applix, Inc
04.1996 - 07.1997
Account Representative
Target Systems Corporation
06.1995 - 03.1996
Bachelor of Arts - Management & Marketing
Curry College