Julie M. Landis
Glen Burnie,MD
Summary
A customer-centric account management professional with over 15 years of experience building and retaining loyal customers by actively listening to my customer's needs, understanding their pain points, and providing solutions that help drive their success. Experience working cross functionally and with all levels of management, including the C-Suite, to ensure my customer's goals and objectives are met. Detail oriented and organized to effectively meet the demands of a fast paced environment, in the office or remote. Eager to join a team where I can learn new skills and share my experiences, help achieve company and personal goals, and continue to deliver exceptional customer experiences.
Overview
25
25
years of professional experience
1
1
Certification
Work History
Account Manager
Sealing Technologies, Inc
Columbia, MD
05.2020 - 11.2023
- Responsible for new business development & managed cyber security hardware, software, and service opportunities for Military and Fed/Civ space.
- Implemented effective sales strategies to expand market share within the assigned territory by 4x in less than 18 months.
- Managed and supported the USCG. Collaborated with key stakeholders to develop a new cyber fly-away kit solution to meet their requirements and realized a 2x increase in revenue from previous year.
- Managed new business, upselling and renewals for SaaS products. Increased revenue from prior year by 2x.
- Negotiated deals, developed quotes, & managed VAR / OEM partner relationships by conducting weekly and quarterly meetings with government stakeholders, OEMs & VARs.
- Conducted product briefings to demo full capabilities of hardware. With the solutions architect created solution for cyber fly-away kits based on customer needs utilizing knowledge of hardware (Taps, switches, servers, etc.) & software (VMware, Splunk, Elastic, etc.) suits.
- Identified potential opportunities based upon corporate goals; conducted market research on potential targeted opportunities.
- Participated in routine internal business growth planning and strategizing meetings.
- Contributed and led full proposal responses; collaborated with solution architects to develop winning strategies and improved business direction by prioritizing customers and implementing changes based on collected feedback.
- Managed Salesforce and Quoting module in collaboration with external consultants by identifying and implementing data points to align to the sales process and to provide key metrics utilized by the management team to make strategic business decisions. Onboarded and trained new team members.
- Attended industry conferences and events, establishing valuable networking connections for potential partnerships.
Business Consultant
Independant
Pasadena, MD
09.2010 - 08.2020
- On behalf of client, developed and built long term relationships with key industry contacts to obtain new engagements and managed ongoing relationships. Resulted in an increase in the number of engagements by 3x within 2 years, and an increase of personal revenue by approximately 2x.
- Negotiated favorable terms and price of all contracts.
- Provided guidance and created marketing materials to support my client’s business; managed social media presence, and managed all financial records leading to increased visibility and improved financial health.
Business Development Manager
Gable Signs
Pasadena, MD
01.2018 - 12.2018
- Successfully managed and coached day-to-day efforts of a team of 12, which included 7 Solution Consultants, 2 Key Account Managers and 3 Business Development support personnel.
- Responsible for teams adoption of their new CRM tool (Salesforce); created KPI's to drive the use and adoption; incorporated key data points to align to sales processes and leadership reporting metrics.
- Prepared and conducted regular meetings with team to review Salesforce pipeline, coach on best practices of the use of Salesforce, and provide guidance on strategies to move prospects through their pipeline, which led to increased productivity and revenue in less than 6 months.
- Assisted with the hiring of additional resources for the Business Development team by reviewing resumes, conducting interviews and developing employment offers.
Account Manager / Program Manager
The Chapman Group, TCG
Columbia, MD
01.2009 - 02.2018
- Primary point of contact for client base across multiple industries within the Fortune 500 space.
- Worked cross functionally with internal teams and with external client stakeholders to ensure a successful onboarding, implementation and adoption of their VoC (Customer Experience) program utilized by strategic account management teams,
- Responsible for efforts related to upselling additional solutions (surveys, reports, sales tools) and renewals. Maintained a high client retention rate of 90%+ by anticipating client needs and developing a tailored program to drive customer success.
- Cultivated long-term relationships with key stakeholders in assigned accounts, fostering trust and loyalty among clients which led to increased average annual revenue of 20% and consistently earned loyalty and satisfaction ratings of 90% or better.
- Collaborated with client key stakeholders to define program requirements, key deliverables and metrics of their overall customer experience program and utilized VoC survey best practices and methodologies to maximize responses and provide statically valid feedback.
- Customized SaaS tool to support their survey goals and objectives, created and provided training on use of system, and built dashboards and system reports per client's requirements. Primary contact for system questions or issues, escalated to Qualtrics (Vendor) as needed, and followed through until problem resolution was achieved.
- Monitored and analyzed qualitative and quantitative customer feedback; created and presented customized reports of key insights, and provided recommendations to client's senior leaders to increase client retention and customer satisfaction.
- Facilitated regular meetings and quarterly business reviews with stakeholders to ensure program efforts were on time and according to the statement of work, to uncover emerging issues that could negatively impact the program, to provide guidance and best practices, and to identify areas where we could offer additional solutions of value.
Account Manager - B2B Business Development
Vocus, Inc
Lanham, MD
02.2008 - 12.2008
- Responsible for new business development of a PR SaaS solution utilizing company provided leads, networking and cold calling, Nurtured leads through the sales lifecycle using solution selling methods.
- Provided software demos to prospects by demonstrating key elements that could help them save time, money and resources.
- Acted as a trusted advisor by sharing industry trends and best practices to help them achieve success with the software tool.
- Created and delivered comprehensive proposals, successfully negotiated contracts to meet or exceed established quarterly goals.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
Sales Representative
Interactive Touchscreen Solutions, Inc
Crofton, MD
06.2006 - 01.2008
- Responsible for selling touch screen directory, wayfinding and badge software and hardware to new and existing clients across multiple industries.
- Prospected and followed up on company provided leads and scheduled product demonstrations for the VP of Sales and my pipeline.
- Created and developed a tailored product demonstration to meet the customer's unique needs, online and in-person.
- Conducted assessments at client site to identify directory, wayfinding and signage needs to determine the best solution for the customer's location(s).
- Assisted with proposal development, quote generation and price negotiations.
- Managed ongoing customer relationships via regular communication (emails, meetings, site visits).
- Utilized CRM software to manage client information, track leads, and monitor sales progress efficiently.
- Collaborated with marketing to create impactful promotional materials for increased brand awareness.
Account Manager
Intelligent Algorithms
Dayton, OH
01.1999 - 12.2002
- Responsible for generating new business and account growth of existing customers selling a HR SaaS Recruitment tool.
- Prospected, developed and nurtured leads through the sales lifecycle using consultative solution selling methods.
- Demonstrated the value of the software via webinars or web meetings to key stakeholders at all levels.
- Created and delivered comprehensive proposals and successfully negotiated contracts to close.
- Primary contact for existing customers responsible for a successful customer journey by ensuring adoption and usage of the tool by providing training and best practices for use of the tool, and collaborated with IT or other internal teams to address support issues, or to add additional capabilities or features to add value and improve customer results.
- Educated clients on new products or services to increase customer engagement with brand.
- Cultivated long-term relationships with key stakeholders in assigned accounts, fostering trust, loyalty and customer satisfaction.
- Identified through regular calls with the customer potential upsell opportunities.
- Negotiated contracts for renewals with a close rate of 80% or better.
Other Work Experience
B2B And B2C Companies
- Assistant Treasurer for a Tier 1 Automotive Manufacturer - 2 years
- Residential Realtor - 3 Years
- Co-owner and Operations Manager of Executive Recruitment Firm - 4 Years
- Co-owner and Operations Manager of a Sunoco Ultra Service Center (Automotive Repair and Gas Station) - 3 Years
Education
Bachelor of Science - Business Administration, Sales and Marketing
Towson University
Towson, MDSkills
- Computer Software: Microsoft Office Excel, Word, PowerPoint, Outlook, Teams, and SharePoint, QuickBooks Pro, and CRM’s (Act, GoldMine, Salesforce, NetSuite), Survey and Research software (Qualtrics, SurveyMonkey and LoyaltyPro)
- Detail Oriented, customer-centric, results driven, accustomed to a fast pace environment, prioritize deliverables, and ability to learn quickly
- Effective communicator; strong presentation and demo skills
- Successful at building long term loyal customer relationships
- Software (SaaS), hardware and services, new business development and post-sale account management
Certification
Qualtrics Research Core Certified
Timeline
Account Manager
Sealing Technologies, Inc
05.2020 - 11.2023
Business Development Manager
Gable Signs
01.2018 - 12.2018
Business Consultant
Independant
09.2010 - 08.2020
Account Manager / Program Manager
The Chapman Group, TCG
01.2009 - 02.2018
Account Manager - B2B Business Development
Vocus, Inc
02.2008 - 12.2008
Sales Representative
Interactive Touchscreen Solutions, Inc
06.2006 - 01.2008
Account Manager
Intelligent Algorithms
01.1999 - 12.2002
Other Work Experience
B2B And B2C Companies
Bachelor of Science - Business Administration, Sales and Marketing
Towson University