Justin T. McKinney
Summary
Motivated sales professional with 6+ years of experience in competitive, team-based environments. Self-driven and focused on maximizing potential in an account executive role. Experienced with developing and maintaining strong client relationships with Project Manager to C-level executives across multiple industries to drive business success. Utilizes strategic planning and problem-solving skills to meet client objectives and enhance satisfaction. Track record of leveraging communication and analytical skills to deliver impactful results.
Overview
8
8
years of professional experience
Work History
Strategic Account Manager
SolarWinds
09.2021 - Current
- Manage expansions and migrations within a named strategic account list, driving cross-sell/up-sell of new products and increased seat/license counts.
- Facilitate customer transitions from on-prem legacy solutions to Observability Self-Hosted and SaaS offerings.
- Consistently exceeded quota and annual targets, achieving over 100% of a $1M+ quota in 2023 after moving into strategic enterprise accounts prior to strong performance within the SMB/Mid-Market segment.
- Built and maintained pipeline through account-based prospecting and strategic outreach using Outreach and custom Tableau reports to identify new use cases across departments.
Inside Sales Representative
Ship Station
05.2020 - 03.2021
- Managed up to 10-15 daily in/out bound discovery calls and product demonstrations to identify potential future users and initiate the on-boarding process and eventual closing.
- Exceeded monthly quota of 120 trial activations and maintained up to an 80% conversion of trials to full subscription service.
- Working knowledge of Sales Force and pipeline management of customer data, future sales targets and overall opportunity tracking.
Software Advisor
Gartner Digital Market- Software Advice
10.2017 - 02.2020
- Advise potential software buyers through outbound calls on the best available solutions across a variety of industries by determining their individual needs, and budget allowances.
- Exceeded company quota for appointment scheduling by 30% month over month for 6 months.
- Awarded “Expert” holistic call score by the Quality Assurance team for 2018 for Market Expertise, by demonstrating above and beyond product knowledge and understanding.
- Quality track record of successfully achieving daily metric goals including minimum 80 calls per day, QA approved call notes, and a 8-10 minute call duration.
Education
BBA - Business Administration
Texas State University
San Marcos, TX05.2017
Skills
- Sales strategy development
- Competitive analysis
- Pipeline management
- Territory management
- Channel partner management
- Upselling and cross selling
- Adaptability and flexibility
- Opening and closing procedures
Timeline
Strategic Account Manager
SolarWinds
09.2021 - Current
Inside Sales Representative
Ship Station
05.2020 - 03.2021
Software Advisor
Gartner Digital Market- Software Advice
10.2017 - 02.2020
BBA - Business Administration
Texas State University
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