Summary
Overview
Work History
Education
Skills
Sample Closed Accounts
References
Training
Timeline
Katherine Booth

Katherine Booth

Lakewood,CA

Summary

Aggressive drive for results combined with proven talent for building & growing out a territory. Proven success in hitting quotas with non-commodity products. Start-up and public-company tested, but with a preference for the former – fast-paced environment, surrounded by raw talent & intelligence. Navigate through change quickly in evolving environments. Looking for a challenging sales or inside sales management role, within a start-up full of intelligent & creative minds, with ground-breaking technology.

Overview

9
9
years of professional experience

Work History

Inside Sales

Dynatrace (formerly known as Compuware APM)
11.2013 - 01.2015
  • Continuing to build and grow out the New England territory
  • Learned and adapted quickly to new technology and software applications.
  • Identified issues, analyzed information and provided solutions to problems.
  • Bringing in an average of 2 new logos per quarter
  • Working the entire sales cycle: cold calling, demos, evaluations, negotiations closing business
  • Training & managing multiple business development reps
  • Contributing competitive information to the team
  • Routine trips to New England to meet with prospects and customers.
  • Proven ability to learn quickly and adapt to new situations.

Field Sales

Compuware APM
04.2012 - 11.2013
  • Closed and managed companies >$1B in revenue, like Disney, Dole, DJO & Zappos
  • Sold to CIOs, CTOs, Architecture, Engineering, Operations & Support organizations
  • Penetrated multiple teams within an organization
  • Tripled the revenue of predecessor in first year
  • Helped develop partnerships with other vendors, to penetrate accounts together.
  • Passionate about learning and committed to continual improvement.

Inside Sales

dynaTrace software (bought by Compuware)
01.2009 - 04.2012
  • Began the Inside Sales team; developed an efficient and repeatable process for the inside team – a sales playbook, which is still in use
  • Team Lead of 4 (responsible for their revenue), and providing mentorship and coaching to entire inside team
  • Managed accounts <$1B in revenue, selling to Navteq (of Nokia), Cars.com, Hallmark
  • Consistently hit over 100% quota – 3 Club trips; Most revenue for Inside Sales in 2011; Most revenue in almost all quarters
  • Traveled and met prospects and customers face to face.

Business Development

dynaTrace software
04.2007 - 01.2009
  • First rep to support the field organization (7th US employee)
  • Managed the US Territory for up to 7 Field reps
  • Most opportunities created every quarter
  • Managed everything for all marketing webinars to drive new leads
  • Helped negotiate for marketing programs
  • Other general office & marketing tasks.

Sales for Application Development Vertical

TechTarget
05.2006 - 04.2007
  • Focused selling IT Media to Marketing professionals in Application Development space
  • Was on target to hit >100% quota

Education

BSBA - Marketing & Finance

Boston University, School of Management, Boston, MA
05.2003

Skills

  • Hunting for new logos
  • Growing current accounts
  • Consultative sales approach
  • Strategically compete to win
  • Negotiation
  • Solution-oriented selling
  • Relationship building
  • Problem solving

Sample Closed Accounts

  • Cars.com
  • Nokia
  • Caesars Entertainment
  • St. Joseph Health
  • Indiana University
  • Toshiba
  • Constant Contact
  • Best Western
  • Intel

References

References furnished upon request

Training

  • Power user of Salesforce.com, familiar with SalesLogix & Goldmine
  • Advanced user of MS Office suite
  • Sandler Sales Training
  • Solution Selling
  • Spin Selling
  • Corporate Visions Training

Timeline

Inside Sales - Dynatrace (formerly known as Compuware APM)
11.2013 - 01.2015
Field Sales - Compuware APM
04.2012 - 11.2013
Inside Sales - dynaTrace software (bought by Compuware)
01.2009 - 04.2012
Business Development - dynaTrace software
04.2007 - 01.2009
Sales for Application Development Vertical - TechTarget
05.2006 - 04.2007
Boston University, School of Management - BSBA, Marketing & Finance

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Katherine Booth