Summary
Overview
Work History
Education
Skills
Websites
Timeline
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Kelly Crump

Warrenton,Virginia

Summary

Results-driven sales professional with 10+ years of experience in the Public Sector market. Proven track record of increasing sales volume, market share, and relevance. Skilled in leveraging industry trends to shape strategic solutions and approaches. Effective communicator with a clear vision and disciplined execution.

Overview

9
9
years of professional experience

Work History

Public Sector Business Development Manager

Salesforce
McLean, VA
06.2022 - Current
  • Formulated vision and strategy for accomplishing attainment-based sales objectives on a short-term and long-term basis.
  • Managed a team of high-performing Business Development Representatives who consistently exceeded performance indicators, culminating in the successful creation of a $106M sales pipeline for the Public Sector team.
  • Achieved and exceeded revenue targets by more than 150% to drive growth and profitability.
  • Collaborated with internal and external stakeholders including GTM, sales leadership, marketing, product strategy, and support teams to successfully execute strategic visions and drive YoY growth.
  • Presented monthly, quarterly, and annual performance metrics to sales leadership.
  • Formulated key strategies which positively impacted the efficiency of operations, project execution and sales metrics.

Account Executive - State and Local Government

Salesforce
McLean, VA
05.2021 - 06.2022
  • Cultivated and sustained trusted partnerships with key stakeholders.
  • Top Performing AE on the State and Local Team in closed revenue for FY23 Q1.
  • Consistently exceeded quarterly pipeline generation targets of $750k+.
  • Implemented strategies to align state agency initiatives with team's strategic objectives.
  • Provided mentoring and training to new hires joining the Public Sector organization.
  • Collaborated with BDRs and stakeholders to identify potential business opportunities and develop strategies.
  • Built, maintained and enhanced relationships with partners.

Business Development Representative - Federal

Salesforce
Reston, VA
04.2020 - 05.2021
  • Generated $9.8 million in new business pipeline.
  • Delivered consistent results by exceeding KPI metrics by over 100% every quarter.
  • FY21 Federal BDR of the Year.
  • FY21 Q3 Federal BDR of the Quarter.
  • FY21 Q2 Rookie of the Quarter.
  • FY22 Q1 Federal BDR of the Quarter.
  • Led Public Sector team in Qualified Opportunities for FY21.
  • Reviewed and approved all Federal Stage 2 Opportunities as the Q4 Federal Team Lead.
  • Mentored Federal BDR new hires.

Sales Representative

MillerCoors
Fairfax, VA
04.2017 - 04.2020
  • Achieved 113% of quota and exceeded 100% of Monthly Business Objectives.
  • #1 Sales Rep for exceeding distribution goals.
  • Facilitated team meetings to establish quarterly performance goals and expectations.
  • Met with accounts weekly (minimum of 40 meetings) to develop strategic partnerships and grow MillerCoors portfolio in assigned accounts, helping accounts grow revenue in beverage sales by introducing/selling in key retail solutions.
  • Ensured successful customer education process by providing necessary resources, education materials, and other vital information.
  • Closely collaborate with managers to evaluate team performance and secure incentives for distributor partners.
  • Developed strong relationships with account owners and staff in approximately 75 accounts.
  • Work cross-functionally with distributors and retailers to ensure expectations are being met by all parties involved.

Business Development Manager

Redhawk Network Security
Austin, TX
10.2016 - 04.2017
  • Prospecting, selling and on-boarding all new clients in territory (Midwest & TOLA).
  • Managing relationships with all clients from beginning to end of sales cycle and communicating pipeline progress to leadership team.
  • Act as liaison between new client, accounting team and operations team to ensure engagement goes smoothly.
  • Schedule, plan and lead annual review meetings with clients.
  • Present all Statement of Works and contracts to clients and negotiate details and pricing surrounding engagement.

Business Development Representative

Redhawk Network Security
Austin, TX
11.2015 - 10.2016
  • Generated, negotiated and presented proposals to prospects/new clients.
  • Created and maintained sales pipeline.
  • Responded and coordinated proposals/statement of works to RFP's.
  • Redhawk Employee of the Month - September 2016.
  • Software utilized - Salesforce, DiscoverOrg, RainKing, LinkedIn Sales Navigator, MailChimp, ZoomInfo.

Sales Development Representative

MemoryBlue
Austin, TX
07.2015 - 11.2015
  • Hired by client Redhawk Network Security in 3 months (avg. is 7-9 months).
  • Mentor and coach new hires.
  • Software utilized: Salesforce, HubSpot, DiscoverOrg, ZoomInfo.

Education

Bachelor of Science - Business

Virginia Tech - Pamplin College of Business
Blacksburg, VA
05.2015

Skills

  • Strategic Planning
  • Revenue Growth
  • Process Improvement
  • Personnel Management
  • Partnership Development
  • Business Development
  • Program Management
  • Stakeholder Engagement

Timeline

Public Sector Business Development Manager

Salesforce
06.2022 - Current

Account Executive - State and Local Government

Salesforce
05.2021 - 06.2022

Business Development Representative - Federal

Salesforce
04.2020 - 05.2021

Sales Representative

MillerCoors
04.2017 - 04.2020

Business Development Manager

Redhawk Network Security
10.2016 - 04.2017

Business Development Representative

Redhawk Network Security
11.2015 - 10.2016

Sales Development Representative

MemoryBlue
07.2015 - 11.2015

Bachelor of Science - Business

Virginia Tech - Pamplin College of Business

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Kelly Crump