Keenan White
Atlanta,GA
Summary
Highly accomplished and results-driven professional with a decade of exceptional experience in pre-sales and sales roles within the enterprise. Demonstrated expertise as a versatile account direct & solution consultant, skillfully crafting innovative designs to meet diverse client needs. A strategic thinker with a profound understanding of business intricacies, driving revenue growth through keen business insights and acumen. Proven adeptness in organizing and mobilizing teams and stakeholders, effectively aligning efforts to understand and realize customers' visionary objectives.
Overview
11
11
years of professional experience
Work History
Account Director, Enterprise
Medallia
09.2021 - Current
- Successfully managed portfolio of 10 high-value enterprise accounts, maintaining a $15 million book of business while achieving a 7% & 10% YoY growth respectively, through strategic relationship-building and upselling opportunities
- Identify product expansion opportunities through development of adoption strategies and establishment of key business objectives and performance indicators that align to customer's strategy
- Spearheaded go-to-market execution strategies, collaborating cross-functionally with sales, marketing, and technical teams to deliver seamless customer experiences, and consistently exceeded sales targets, strengthening company's position as a trusted partner in the market
National Account Manager, Enterprise
ON24
02.2019 - 09.2021
- Developed and implemented specific customer account and opportunity plans for achieving quota objectives at 108% in 2019 and 147% in 2020
- Managed and stimulated revenue through complex, multiple go-to-market strategies; overseeing $12MM dollar book of business with 15 Fortune 500 companies
- Negotiated contract renewals (e.g., pricing, terms and conditions, MSA's etc.) to retain customers, increase profits, and to protect ON24's profitability
- Collaborated with internal departments (e.g., Sales Operations, Legal, Billing, Information Technology, etc.) to support customers’ needs and expectations for purchasing
National Account Manager, Enterprise
CareerBuilder
09.2016 - 05.2018
- Exceeded sales quota of $4MM for 2016 and 2017 at 103% & 107%
- Accurately forecast on monthly and quarterly cadence to meet and exceed annual quotas
- Implementing SaaS & HCM to mid-market and enterprise businesses, specifically within healthcare/construction/oil & gas
- Analyzed customer data utilizing Tableau to make informed decisions on process improvement and software usability pattern
Marketing and Logistics Manager
InstaNatural
06.2013 - 01.2016
- Performed project management and logistical functions for promotion campaigns by managing and executing all aspects of timelines and deliverables within warehouse and cross-border transportation activities
- Monitored 30 promotional campaigns and 15,000 customers to measure supply chain logistics for faster and accurate shipments across the globe
- Identified and corrected efficiency bottlenecks for inventory management which saved $500k in expenses
- Developed logistical plans to implement promotions across North America & Europe with vendor selection to streamline logistics processes
Education
Bachelor of Arts - Sport Management
Saint Leo University
Saint Leo, FLCertificate - Supply Chain Management
Rutgers, The State University of New Jersey
New Brunswick, NJSkills
Strategic Planning
Sales
Change Management
Budgeting/Cost Control
Solution Design
Forecasting
Process Improvement
Negotiation
Consultant
Recruitment Strategy
Go-to-Market Strategy
Timeline
Account Director, Enterprise
Medallia
09.2021 - Current
National Account Manager, Enterprise
ON24
02.2019 - 09.2021
National Account Manager, Enterprise
CareerBuilder
09.2016 - 05.2018
Marketing and Logistics Manager
InstaNatural
06.2013 - 01.2016
Bachelor of Arts - Sport Management
Saint Leo University
Certificate - Supply Chain Management
Rutgers, The State University of New Jersey
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