Kevin Catanzaro
New Smyrna Beach,FL
Summary
Accomplished Senior Account Executive with a proven track record at Adobe, demonstrating expertise in deal negotiation and relationship management. Excelled in driving new business, achieving a notable $1.3M in commerce sales. Skilled in strategic selling and partnership development, with a history of exceeding sales quotas and retaining 93% of clients.
Overview
14
14
years of professional experience
1
1
Certification
Work History
Senior Account Executive
Red Van Workshop
08.2024 - 12.2024
- Managed a highly targeted list of enterprise prospects, focusing on driving new business
- Upsold existing clients on Commerce platform and integration services
- Collaborated with the Commerce Ecosystem to expand service offerings
- Prospected new business and developed strategic accounts
Enterprise Commerce Account Executive
Adobe
02.2022 - 02.2023
- Sold into a targeted list of enterprise prospects, securing both net-new clients and expanding existing relationships
- Cross-sold additional Adobe capabilities and successfully drove upsell opportunities
- Ensured customer satisfaction and aligned solutions with business objectives
- Partnered with system integrators (SI) to drive customer success
- Results: 2022: $1.3M quota, achieved 43%; 2023: Led commerce sales with $1.3M closed
Senior Account Manager/Executive
HCL Technologies
07.2019 - 02.2022
- Transitioned from IBM following the divestiture of IBM's Commerce/Marketing Portfolio to HCL
- Managed existing Commerce platform clients, providing ongoing support and upselling new capabilities
- Prospected new business opportunities, leveraging partnerships with Google Cloud Platform (GCP) to expand into current accounts
- Results: 2019: $1.3M in new license sales, 95% retention; 2020: $2.4M in new license sales, 93% retention
Commerce Account Executive
IBM
01.2014 - 07.2019
- Managed enterprise accounts within the Watson Customer Engagement portfolio, including EDI, SilverPop Marketing Cloud, Websphere Commerce, Digital Analytics, and more
- Prospected and expanded business within existing accounts while building a pipeline for new opportunities
- Developed strategic sales plays with partners, increasing revenue opportunities
- Results: 117 closed deals; 16 net new logos; Avg deal size: $75k
Sales Representative
Wyndham Vacation Ownership
01.2012 - 01.2014
- Closed 53 new owner transactions in the first year (second-highest sales at the regional site)
- Worked with prospective buyers to showcase properties and provide information on pricing, contracts, and legal considerations
- Coordinated with internal teams to structure and execute real estate transactions
- Awards: Count on Me! (Top customer service recognition among 40+ sales reps)
- Licenses: Florida State Real Estate License
Supervisor
Ocean Prime Restaurant
01.2011 - 01.2013
- Managed a team of 30 employees, ensuring smooth operation and high customer satisfaction
- Responsible for training and onboarding new hires
- Conducted inventory management and prepared P&L reports
Education
Business Management -
Valencia College
Winter Park, FLHospitality Management -
Onondaga Community College
Syracuse, NYSkills
- Deal negotiation
- Marketing strategy implementation
- Sales methodologies
- Sales target monitoring
- Forecast preparation
- Sales strategies implementation
- Account planning
- Sales expertise
- Pitch presentations
- Creative thinking
- Key account management
- Relationship management
- Cold calling
- Strategic selling
- Partnership development
- Opportunity identification
- Issue resolution
- Sales quota achievement
- Account growth
Certification
- Global Sales School, IBM
- Selling to the C-suite, IBM
- Digital Mastery, IBM Sales Academy
- BM Sales Acceleration Center (ISAC)
- 300+ hours of annual IBM continuing education
- Blockchain Certification
- Cloud and Cognitive Patterns Workshop
- Corporate Visions Create Value Skills Workshop
- Ongoing Adobe DX Solution Training
- Clifton Strengths Finder – Achiever
- GenAI selling fundamentals
- Challenger Selling methodologies
- Solution selling
Keyaccomplishmentsandawards
- IBM Hundred Percent Club Award, 2014, 2015, 2017, 2019
- Consistently exceeded sales quotas, achieving over 200% of targets in multiple years.
- Proven ability to close large deals and secure enterprise clients within competitive markets.
Skillsandsystems
Salesforce, Sugar CRM, Microsoft Dynamics, HubSpot, Microsoft Office Suite (Word, Excel, PowerPoint)
Timeline
Senior Account Executive
Red Van Workshop
08.2024 - 12.2024
Enterprise Commerce Account Executive
Adobe
02.2022 - 02.2023
Senior Account Manager/Executive
HCL Technologies
07.2019 - 02.2022
Commerce Account Executive
IBM
01.2014 - 07.2019
Sales Representative
Wyndham Vacation Ownership
01.2012 - 01.2014
Supervisor
Ocean Prime Restaurant
01.2011 - 01.2013
Business Management -
Valencia College
Hospitality Management -
Onondaga Community College
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