Karen Kelleher
Saratoga Springs,New York
Summary
Enterprise account management professional with strong focus on driving business growth and fostering client relationships. Adept at team collaboration and adapting to evolving business needs. Skills include strategic planning, CRM software, and negotiation. Known for reliability and consistent achievement of results.
Overview
22
22
years of professional experience
Work History
Enterprise Account Manager- Cloud UCaaS, CCaaS, CPaaS
AVAYA
03.2012 - Current
- 2024 92% quota attainment
- 2023-91% quota attainment
- 2022- 299% quota attainment- Presidents Club Achiever 2022
- 2021- 148% quota attainment
- Increased revenue growth by identifying new opportunities within enterprise accounts and developing strategic partnerships.
- Collaborated with customers to learn business operations and capitalize on upselling and cross-selling opportunities to deliver high-level customer satisfaction.
- Enhanced client relationships by actively engaging with key stakeholders and addressing their concerns.
- Work with C- level executives to find solutions to meet the demands of digital transformation in the workplace
- Focus on selling in both CAPEX and OPEX models in the contact center environment via Cloud or Premise based consumption
- Utilize a value-based selling approach, focusing on customer business issues and help to define a solution
- Develop ROI models to showcase the value of investing in Cloud consumption model vs Premise based
- Sell across the entire AVAYA portfolio to achieve revenue and profitability goals
- Work as a team with the partner community to drive sales and achieve goals.
District Sales Manager
HEWLETT PACKARD
06.2005 - 03.2012
- Manage HP retail sell-through and the customer experience within an assigned geography
- Responsible for annual revenue of $75M with specific growth objectives by account
- Maintain specific direction to an outside sales force of20 Account Sales Representatives
- Analyze and measure ROI for all promotional events conducted throughout district
- Manage local sell thru and promotions for Best Buy, Staples, OfficeMax, Costco and Wal-Mart
- Meet quarterly with Regional and District Manager’s for Business review, training support and promotional sell in
- Develop and implement new strategies to increase HP name brand awareness and mind share of Retail Sales Reps
- Consistently in the top10% of Northeast Sales team/ top20 % of national sales team
- Position requires DSM to develop strong relationships within each of HP’s channel partners resulting in improved execution and incremental sales
Pharmaceutical Sales Specialists
ASTRAZENECA PHARMACEUTICALS
05.2003 - 03.2005
- Sell to a diverse customer base which includes physicians, formulary committee members, nurses and other client base
- Continue to achieve assigned revenue forecast for each promoted product while contributing to the district revenue forecast
- Developed territory business plan that identifies physicians with the greatest sales potential
- Analyzed sales data to target growth develop business strategy
- Developed and maintain a database that documents sales strategies, service needs and future call objectives
- Developed call strategy that provides the best reach and frequency to maximize the value of sales time, ultimately leading to favorably influencing the prescribing habits of the target audience through a customized, persuasive sales message
- Awards include Nexium #1 Club, July2003; Nexium #1 Club, February2004; The Lady Liberty Award, May2004; The NEX Dimension Award, January2004
Education
MBA -
COLLEGE OF ST. ROSE
08.2002
Bachelor of Art - Psychology
UNIVERSITY OF RHODE ISLAND
05.1999
Skills
- Sales presentations
- Key account management
- Collaborative mindset
- Customer relationship management
- Client engagement
- Sales strategies
- Salesforce proficiency
- Microsoft Office
- Communication
- Problem-solving abilities
- Empathy
- Problem solving
Timeline
Enterprise Account Manager- Cloud UCaaS, CCaaS, CPaaS
AVAYA
03.2012 - Current
District Sales Manager
HEWLETT PACKARD
06.2005 - 03.2012
Pharmaceutical Sales Specialists
ASTRAZENECA PHARMACEUTICALS
05.2003 - 03.2005
Bachelor of Art - Psychology
UNIVERSITY OF RHODE ISLAND
MBA -
COLLEGE OF ST. ROSE
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