Kara Concessi
Reading,MA
Summary
Highly motivated sales professional with 8 years of sales and customer success experience supporting Financial Services, Retail, High Tech, Manufacturing, and Healthcare industries. Proven track record of managing key client accounts and implementing effective strategies to enhance the overall customer experience. Adept at building strong relationships with clients, understanding their needs, and providing tailored solutions. Strong analytical and communication skills with a passion for ensuring customer success.
Overview
7
7
years of professional experience
Work History
Enterprise Account Manager
Adobe Inc.
12.2021 - Current
- Manage 22 accounts (Retail, High Tech, Financial Services, etc.) across the Adobe Experience Cloud business
- Maximize customer retention by driving adoption and utilization of existing investments, minimizing dollar churn, and focusing on areas of customer need for upsell / cross sell
- Renewed 100% of book of business in 2023 ($1.6M/$1.6M)
- Closed largest deal on team in 2023: 3 Year Deal, $2.9M total contract value with $311K upsell
- Renewed 93% of book of business in 2022 ($2.9M/$3.1M)
- Organize Executive Business Reviews with VP+ in attendance (~15 organized).
Account Executive - Optimization Specialist
Adobe Inc.
07.2020 - 12.2021
- Helped drive $19.58M in upsells across the Data & Insights business in 2021
- Acted as a customer facing compliance owner when a client was in overages (consuming more than contracted for)
- Utilized creative negotiation tactics and bespoke contract structuring to meet customer needs while maximizing contact ASV
- Leveraged excel to analyze customer data, forecast trends/overages, and execute pricing strategies.
Sr. Strategic Inside Sales Representative – Financial Services
Adobe Inc.
05.2019 - 07.2020
- Focused on retention and contract execution across the top Strategic Financial Services customers at Adobe
- Performance: Q2 2020: 212%, Q1 2020: 165%, Q4 2019: 122%
- Navigated sales cycles with C levels, procurement, etc
- At large multi-billion-dollar organizations.
Sr. Business Development Representative
Adobe Inc.
12.2017 - 05.2019
- Recognized as a top performer on the Corporate Segment outbound sales development team
- Navigated Adobe’s internal ecosystem with usually 10+ coworkers engaging a customer as a team.
Market Development Representative
Optimizely
09.2016 - 11.2017
- Top performer and outbound sales representative for over 1,500 commercial accounts (1,000-2,500 employees) for the Western region
- 140% of quota in Q2 and 130% of quota in Q3 of FY18; sourced 8 deals over $50K ARR and 4 deals over $100K ARR
- Performed high volume activities (~100 per day) to generate leads and create opportunities.
Education
Bachelor of Science Degree in Business Administration, Marketing -
Northeastern University, D’Amore-McKim School of Business
Boston, MA05.2016
American School of Paris
05.2011
Skills
Technology Proficiencies: Microsoft; Word, Excel, Outlook, OneNote and PowerPoint, Salesforce, Clari, Tableau, Power BI, SAP, SQL, Slack, MSFT Teams, LinkedIn, LinkedIn Sales Navigator
Hobbies and Interests
- Philanthropy
- Half marathons
- Cooking
- Traveling
Timeline
Enterprise Account Manager
Adobe Inc.
12.2021 - Current
Account Executive - Optimization Specialist
Adobe Inc.
07.2020 - 12.2021
Sr. Strategic Inside Sales Representative – Financial Services
Adobe Inc.
05.2019 - 07.2020
Sr. Business Development Representative
Adobe Inc.
12.2017 - 05.2019
Market Development Representative
Optimizely
09.2016 - 11.2017
Bachelor of Science Degree in Business Administration, Marketing -
Northeastern University, D’Amore-McKim School of Business
American School of Paris
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