Kelly Atwater
The Colony,Tx
Summary
Highly accomplished Enterprise Account Director offering about 2 decades of accomplishments and a history of success in driving complex technical product sales strategies/initiatives, business planning, market research, lead generation, customer prospecting, and account generation to achieve substantial business growth within the SaaS and Healthcare industries. Remain on the cutting edge, driving new business through key accounts and establishing strategic partnerships and dealer relationships to increase channel revenue. Lead the implementation of various metrics to measure sales force performance in terms of lead generation, client acquisition, and marketing expenses. Track record in developing and implementing go-to-market strategies for high-growth SaaS and enterprise software firms. Strategically drive overall business operations within the southwest region, implement the go-to-market strategy, and direct the business plan implementation to achieve planned revenue and profits. Performed professional market research to identify the target market, sales opportunities, market conditions, industry trends, and competition. Utilized solutions-based sales approach to win contracts, open new pipelines, and secure a lasting customer base. Articulate communicator with a strong work ethic, customer service, teamwork, and interpersonal skills. Results-driven Enterprise Account Director with extensive experience in SaaS product industries. Skilled at decreasing downtime and spending while increasing sales and customer satisfaction. Organized and dedicated to streamlining procedures.
Overview
18
18
years of professional experience
Work History
Enterprise Account Director
MissionCare Collective (myCNAjobs, CoachUp Care, MissionCare)
Dallas-Fort Worth Metroplex
11.2022 - Current
- Full cycle B2B SaaS sales
- Consistently exceeding monthly targets & lead team in goals and achieving quota
- 1.2 million yearly quota, 125% to goal
- Manage existing accounts and business opportunities to acquire new markets
- Design and implement a strategic business plan that expands the company’s customer base and acquires additional market share
- Challenge and refine current recruitment and sourcing processes by identifying and implementing actionable improvements and innovations
- Establish, evaluate, and employ a broad range of sourcing techniques to develop several pipelines of high-quality candidates
- Research, identify, and qualify prospective candidates for assigned positions
- Support portfolio growth by identifying talent markets, coaching the team to deepen relationships, and increasing talent acquisition
- Build senior executive relationships with new and target accounts and align solutions to business needs
- Track pipeline and implementation process and manage existing accounts through CRM system (HubSpot).
Regional Sales Director- Software Sales – SaaS
Dele Health Tech
Remote
02.2021 - 06.2022
- Launched product demonstrations tailored to each customer and industry requirements, increased sales conversions and overall revenue
- 1.8 million yearly quota, 122% to goal
- Oversaw the company’s value proposition and existing clients to successfully secure new business
- Penetrated untapped markets through superior research talents, customer relationship building, and innovative marketing strategies
- Successfully managed a 13-state territory
- Assisted with client implementation and onboarding needs
- Strengthened key customer relationships and develop and implement strategies for persuasively promoting products and services
- Actively evaluated the overall sales processes and strategies and ensured continued performance and success is achieved
- Performed market analysis on a regular basis and review with senior management, making any recommendations for adjustment in all corporate sales strategies
- Developed and maintained strong working relationships with management, sister companies and the global corporate team
- Utilized solutions-based sales approach to win contracts, generate referrals, open new pipelines, and secure lasting customer base
- Reviewed accounts monthly to monitor and track customer satisfaction and complaints and maximize ROI
- Successfully grew business by working with the team to improve the market's YOY revenue growth by 40% in 2021.
Business Development Executive- CRM, SaaS, Marketing Automation and Call Center
Enquire Solutions
Denver CO
10.2019 - 02.2021
- Ensured consistent pipeline growth through cold calls, emails, social media, and research
- Designed and implemented an outside sales program to grow commercial business in new markets and achieved sales growth of 35%
- Expanded my vertical markets and consistently hit quota year to date 120% of plan
- Streamlined an effective lead process that generated a 75% increase in year-over sales volume
- Answered questions and follow-up with prospects sourced from cold calls, cold emails, digital campaigns, conferences, references, tradeshows, etc
- Tracked weekly, monthly, and quarterly personal performance
- Maintained a database (CRM) of prospective client information by recording useful information
- Ensured all prospect information is completed & accurate through daily prospecting
- Averaged over 125% of the monthly quota
- Top performing BDE 2020 by exceeding monthly quota consistently
- Calling on C Suite to senior living communities and healthcare organizations between 1-100+ locations.
Co-Management Director
Carter Eye Center
Dallas, TX
05.2015 - 08.2019
- Liaison between Ophthalmologist and optometrists in the greater Dallas/Fort Worth area
- Brought on an average of 6 new doctors for referrals per month, resulting in growth in revenue of 25% in 10 months
- Educated optometrists on new cataract and Lasik procedures to gain surgical referrals to the Carter Eye Center
- Prospected and identified leads for new doctors, cultivating relationships with co-management doctors
- Created and disseminated all marketing and sales materials to drive lead acquisition and new prospective engagement.
Community Service Counselor
Dignity Memorial
Dallas TX
07.2010 - 03.2015
- Directed sales and business development functions within a high-stress environment, maintaining constant concentration on providing passionate care and service to customers
- Awarded Top Performing Counselor and averaged over 200% of monthly quota
- Recognized with the Century Club Award for four consecutive years
- Identified potential customer leads with respect and discretion within the community through coordinated informational seminars
- Demonstrated comprehensive product knowledge of offerings related to pre-funeral arrangements and cemetery-relate sales
- Developed in-depth sales presentations to build an extensive network within the industry.
Senior Client Executive
Southeast Personnel Leasing
Miami, FL
06.2006 - 05.2010
- Successfully closed more than $2M in annual sales, resulting in recognition as a top 5% employee
- Consistently recognized as a top performer in region averaging 10 new prospect proposals per week
- Adeptly managed key accounts and fostered relationships with prospective customers
- Completed detailed needs analyses, uncovering pain and creating solutions with deeper product penetration and revenue opportunity
- Performed complex market research and financial analyses to maintain significant knowledge of competitors within the industry
- Created and deployed unique and customized sales presentations
- Researched vendors to fully understand strengths and weaknesses relative to functionality, delivery, sales channels, vision, marketplace, cost structure, and total cost of ownership.
Education
Bachelor of Science - BS - Business Management
University of Hawaii
Skills
- Business Development
- Territory Growth Management
- Market Research & Competitor Analysis
- Strategic Business Planning/Analysis
- Pipeline Management/ Lead Generation
- Client Relationship Management
- Account Management/Development
- Territory Management
- Rapport and Relationship Building
- Sales Territory Growth
- Full-Cycle Sales Process
- Software Feature Demonstrations
- National Account Management
- Solution Selling
- Consultative and Relationship Selling
References
References available upon request.
Timeline
Enterprise Account Director
MissionCare Collective (myCNAjobs, CoachUp Care, MissionCare)
11.2022 - Current
Regional Sales Director- Software Sales – SaaS
Dele Health Tech
02.2021 - 06.2022
Business Development Executive- CRM, SaaS, Marketing Automation and Call Center
Enquire Solutions
10.2019 - 02.2021
Co-Management Director
Carter Eye Center
05.2015 - 08.2019
Community Service Counselor
Dignity Memorial
07.2010 - 03.2015
Senior Client Executive
Southeast Personnel Leasing
06.2006 - 05.2010
Bachelor of Science - BS - Business Management
University of Hawaii
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