Summary
Overview
Work History
Education
Skills
Otherexperience
Timeline
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Keth Michael Crotty

Renton,WA

Summary

Dynamic, performance-oriented Sales Leader offering exceptional record of achievement over 13+ year career in education technologies and software sales. Tenacious and agile professional who combines strategic, creative and analytical approaches to solving problems, bringing in customers and surpassing revenue targets. Talented in identifying, qualifying and closing new business, customer relationship management and diving long-term company success.

Overview

21
21
years of professional experience

Work History

Sr. Account Manager -Edtech Accounts & partnerships

EPAM System, Inc
03.2022 - Current
  • Highly involved in all aspects of sales, strategic planning, and execution
  • Grew individual contributor Business Unit revenue from $880,000 to $3,290,000
  • Surpassed growth plan 109.6% (~$3.29m actual vs $3M target)
  • New role after departure of Sr
  • Leadership
  • Lead cross-team opportunities
  • Closed an additional $1.6m external BU revenue by collaborating with external EPAM teams for Workforce Experience (training, upskilling) solutions
  • Lead customer envisioning workshops to address knowledge and onboarding challenges resulting in AI powered training and knowledge solution currently being implemented for F1000 client.

Sr. Enterprise Sales Manager -Edtech platforms

EPAM System, Inc
07.2019 - 03.2022
  • Prospect and engage possible workforce solutions clients
  • Surpassed (111%) revenue target with total revenue of $2,775,000 ($1.5m ARV+ $1m in ‘net new’ sales for $2.5m target vs actual of $2.775m)
  • Transition existing accounts to new products and solutions
  • Technical Sales expert with deep understanding of both sales process and technology.

Sr. Enterprise Sales Executive

ShareKnowledge LMS / Competentum USA
03.2011 - 07.2019
  • Highly involved in all aspects of sales, strategic planning, and execution
  • Grew total revenue from just zero in 2011 to $5m+ by July 2019
  • Out-performed personal quota every year since 2013 (101%-120% each year for 5 years)
  • Top individual contributor for sales revenue since founding in 2011
  • Hired and trained two full time project managers and the US based support team
  • Wear multiple hats in start-up style environment and work closely with.

Regional Sales Manager - Outside Sales

Dexter + Chaney
03.2006 - 01.2010
  • Surpassed quotas: Diamond Club
  • Sales $1.3 million vs
  • 1.2 million at plan (2009)
  • 109% of quota for 2009 (121% of quota in 2008 & 127% in 2007)
  • Successfully sold software, hardware and business services to enterprise national accounts and government municipalities
  • Developed regional referral network consisting of 11 strategic partners tied to core industries.

Regional Sales Consultant

Sesame Communications
03.2003 - 03.2006
  • Top Sales representative for all 3 years by both dollar volume and number of sales
  • 47 sales totaling $664,000 in ARR/ subscription revenue in for 2005
  • Key member of team for marketing, strategic planning and pricing strategies
  • Strategic partnership development for key products Ortho Sesame and Dental Sesame
  • New market development and key account management.

Education

Bachelor of Science - Bachelors of Science Liberal Arts and Social Science

Excelsior College
Albany, NY

Masters of Science - Management and Leadership

WGU
Salt Lake City, UT

USAFA / University of Washington

Skills

  • Consultative Sales (BANT, MEDDIC)
  • Partnership Development
  • Goals and performance
  • Contract Management
  • Excellent negotiation skills
  • Effective Communication
  • Sales and revenue forecasting
  • Customer Success and Management
  • Software and IT expertise (LMS, SaaS, Cloud)
  • Strategic Planning
  • Revenue Generation
  • Business Development
  • Education and Learning expertise
  • Sales operations & CRM

Otherexperience

  • Expert in Consultative Sales including BANT, Sandler, Sitkins, and Seica sales training systems.
  • Collegiate Athlete (UW & USAFA) Football, 1994 HS Scholar Athlete of the Year
  • (Former) Competitive power-lifter and Martial Artist
  • Experience in Software, Networking, SaaS, PaaS, technology literate. Over Ten IT certifications including: MCP’s, A+, Net+, Microsoft Windows Server and working knowledge of cloud technologies, NIST, infosec decision making criteria.
  • Saless expertise for EdTech with conversational understanding of standards like SCORM, AICC, LTI, xAPI, LMS, CMS, Content libraries, Common Cartridge, Ed-Fi, "70-20-10" learning principles, backwards design pedegogy and other elements important to driving sales of educational solutions, content and learning platforms.

Timeline

Sr. Account Manager -Edtech Accounts & partnerships

EPAM System, Inc
03.2022 - Current

Sr. Enterprise Sales Manager -Edtech platforms

EPAM System, Inc
07.2019 - 03.2022

Sr. Enterprise Sales Executive

ShareKnowledge LMS / Competentum USA
03.2011 - 07.2019

Regional Sales Manager - Outside Sales

Dexter + Chaney
03.2006 - 01.2010

Regional Sales Consultant

Sesame Communications
03.2003 - 03.2006

Bachelor of Science - Bachelors of Science Liberal Arts and Social Science

Excelsior College

Masters of Science - Management and Leadership

WGU

USAFA / University of Washington

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Keth Michael Crotty