Kelley Amberson O'Neill

Dynamic sales leader driving nationwide and international growth of STEM solutions for K-12. Lead a high-performing team of Education Consultants, expanding Drone Legends’ presence across public, private, and charter schools, as well as afterschool programs.

Key Responsibilities:

• Sales Leadership & Strategy: Develop and execute a scalable sales strategy to expand adoption of Drone Legends' STEM and CTE solutions in K-12 schools, districts, and international markets.
• Team Management: Lead, mentor, and support a team of Education Consultants, ensuring they meet and exceed revenue and customer acquisition goals.
• Key Account Engagement: Drive direct outreach to Superintendents, CTOs, CTE Directors, and Curriculum Leads to position Drone Legends as a leader in hands-on STEM education.
• Market Expansion: Identify and penetrate new markets across the U.S. and abroad, establishing strategic partnerships with school districts, state education agencies, and corporate sponsors.
• Funding & Grants Alignment: Guide schools in identifying grant funding (Title I-IV, CTE, corporate STEM grants) to facilitate implementation of Drone Legends programs.
• Revenue Growth: Implement pipeline management, sales forecasting, and data-driven decision-making to drive revenue and market penetration.
• Stakeholder Collaboration: Work cross-functionally with Marketing, Product Development, and Operations to refine product offerings and improve sales enablement.

• Respected throughout Medidata as a senior sales leader with the ability to develop and lead well-prepared, high-performance teams through complex and competitive sales cycles
• Spearhead strategic sales of Medidata Clinical Cloud technology to global CRO Partner (Labcorp-Fortrea), allowing organizations to optimize clinical research capabilities and bring new therapies to market
• Achieved total career sales of $500M+ in software during tenure
• Present and develop winning sales strategies and control prospect evaluations in Life Science Industry
• Known for maintaining excellent customer relationships at multiple levels including C Level, VP, Director, Manager, and individual contributor
• Sell SAAS business applications focusing on Clinical Trial & Data Management
• Maintain an excellent forecast accuracy record while maintaining strong CRM hygiene

• Global Account Management within Medidata Enterprise Account Team, responsible for calling on top 10 Pharmaceutical companies
• Manage the largest Revenue generating customer in Medidata portfolio for 12+ years
• Manage Regional Account Managers to drive bookings and revenue within assigned customer base
• Consistently achieve revenue and booking targets within assigned territory
• Responsible for the development and execution of strategic sales plans as it relates to specific opportunities within assigned customer targets
• Directly responsible for closing sales transactions with clients and prospects
• Daily coordination of resources within sales and other cross functional departments in order to achieve sales objectives
• Consistently maintain and update sales plans, account and opportunity data within company systems as directed, including SalesForce.com, Netsuite, etc
• Demonstrate success with process and value approached selling
• Strong ability to gain Executive credibility (C Suite), understand organizational political dynamics and competitive awareness
• Medidata Sales Awards & Recognition: President's Club 2010, 2011, 2012, 2014, 2016, 2017, 2021, 2022

• Responsible for developing and maintaining strategic client partnerships for the sale of Start-up company Interactive Web Response Systems (IWRS) to pharmaceutical and biotech companies in the Northeastern United States
• Generated $1M in sales in first 6 months of employment
• Obtained three new client accounts
• Developed new client relationships through 'cold calling' and sales calls
• Deliver service and capabilities presentations to clients as well as delivered protocol specific presentations
• Enhanced partnerships with existing clients and coordinated interaction with all internal functional groups
• Identified and coordinated strategic alliances with companies to offer complementary services
• Responsible for providing industry driven feedback and marketplace information in order to align the company strategy with the requirements for achieving a competitive advantage within the marketplace
• Created proposals, project timelines and budgets with minimal supervision
• Reviewed and approved final IVRS costs upon system specification completion
• Assisted in project budget forecasting
• Assisted in the development of quarterly and annual sales projections

• Generated $12M in sales revenue for FY2006 (Achieved 188% of Target)
• Exceeded sales target in prior 2 years; 105% on a $7.0M target (FY 2005) and 115% on a $5.0M (FY 2004)
• Developed relationships within East Coast U.S
• (60%) and European (30%) territories
• Delivered sales presentations to pharmaceutical and biotech clients
• Provided proposal writing and contract management

• Managed multiple complex projects within the Interactive Voice Response (IVRS) group by tracking timelines, budgets and client satisfaction
• Analyzed clinical protocols in conjunction with clinical supply concerns to prepare detailed specifications for IVRS development
• Performed as a liaison between the client and the internal programming and validation teams to ensure project success
• Met with external clients for project planning, business development and coordination of the delivery of IVRS services throughout project development and maintenance
• Provided 'on-call' 24-hour project coverage for both internal and external clients
• Supervised and mentored several Project Assistants
• Provided leadership and coordination to internal project team in addition to appropriate training and guidance to support staff
• Presented instructional overview of system for client, clinical and investigator staff
• Managed drug expiration tracking systems; responsible for reassuring that manual randomizations and drug assignments are correct
• Hands-on involvement in IVRS set-up through client interaction

• Responsible for monitoring status of projects, from development to maintenance, and for the evaluation and performance of participating staff
• Conduct presentations with Business Development Manager to close prospective clients
• Worked with business unit to develop cost estimates for budget tracking
• Collaborated with Regulatory Document Specialists to ensure FDA regulations are being met
• Functioned as coordinator and key contact person for multiple projects of specific clients in order to ensure efficiency and consistency throughout the various teams
• Ensure on-time/on-budget status of projects from study startup through completion
• Consult with clients on study design, drug supply needs and procedures to optimize the data collection process via an IVRS
• Evaluate staffing needs and provide input for resource planning process
• Supervise, mentor, and develop project staff consisting of five direct reports
• Present IVRS capabilities and participate in the proposal process for the purpose of generating new business

• Sold multiple clinical training courses to leading Universities throughout the U.S
• That generated annual sales in excess of $2M
• Responsible for marketing all related training programs
• Established a client base through interaction with University Deans
• Full project management responsibilities including, technical writing, project tracking, cost review and program post mortem reviews