Kevin Martini

• Maintained contact information database by keeping account details updated, clear and relevant.
• Positioned Alation as th premier provider of Data Catalog solutions for Data Centric organizations. Consultative Selling approach for these detailed account opportunities.
• Brought in 80% of prorated quota in first 4 months, while managing multiple high-profile accounts and generating 3x pipeline activity.
• Obtained pricing deals, negotiated contracts and solidified beneficial agreements.
• Established customer relationships, interfacing with representatives and collaborating to achieve mutually beneficial results.

• Provided senior level Account Management experience to nurture and continue business activity of key customers for flagship Relational Database product while generating business demand for additional diverse product lines.
• Quota of $1.5 M met and exceeded. Generated 111%% of new revenue during first year and was named #1 Account Manager.
• Generated 2.5 X of new pipeline for new and existing solutions of Progress.
• Cultivated productive senior level relationships with business representatives and consulted closely to uncover needs and match to available Progress solutions.
• Contributed to annual revenue goals by selling new services and developing new accounts.
• Worked with Technology and SI partners to continue joint selling partnership and uncover new opportunities.

-Responsible for "new"Retail Industry Sales in the SE/Mid-Atlantic.

• Maintained contact information database by keeping account details updated, clear and relevant.
• Contributed to annual revenue goals by selling and developing new accounts for Analytics, Data and Data Management solutions for Cloud and Big Data Environments.
• Balanced Value/Consultative Selling techniques with true hunter mentality as this was a new start industry for Pitney Bowes.
• Grew Pipeline to 3X of quota via "Self-Generated" business sales model, driving results by creating realistic opportunities and forecasts tied to data, market trends and competitive landscape.

-Brought a history of identifying,nurturing and closing high quality sales opportunities to this new "start up" Master Data Management oriented company.

-Achieved over 100% of quota attainment based on goals set by sr. management for the first full quota year.

• Built and managed sales funnel using metrics to forecast achievements and measure goals.
• Key participant in positioning new Customer Intelligence Management(CIM) solution to the market and crafting sales methodology for our product roll-out.
• Holds personal brand as an MDM/CIM/Data Management industry leader with strong integrity, customer focus and capacity to help propel a company's sales performance, product adoption and industry recognition.

• Coordinated full sales operations within assigned region.
• Drove strategic new sales and business development territory plan by preparing compelling value proposition to grow enterprise IT Big Data analytic solution suite in Southeastern US for this early stage software company.
• Generated $292,000 in revenue on $150,000 5 month ramp up quota. Earned full year quota attainment in 2016.
• Achieved quota by aligning discussions around solution capabilities to handle key operational requirements and articulated associated ROI to all levels within the project.

• North American InfoSphere MDM Sales Executive- Eastern Region.
• Dominated the territory by differentiating capabilities and managing multi-level customer relationships to drive sales and "Top Percentile" margin results.
• Achieved 305% of $2M target within 6 months in 2015
• Reached 121% of total quota in 2014 on $4.7M annual quota.
• Positioned and sold Master Data Management solutions at the enterprise level by engaging with clients as a Trusted Advisor for assessing and aligning their requirements to revenue enhancing and cost reducing opportunities.
• FY 2013 quota met at 101% of $4M annual quota.
• FY 2012 quota met at 107% of $3.3 M quota
• FY 2011 quota met at 156% of $3M Quota

• Worked at Ariba as Enterprise Account Executive . Ariba was an early stage solution provider for B2B solutions. DWL and Initiate were also early stage solution providers of MDM solutions. Both companies were acquired by IBM. Collectively, I started with IBM in 2005 due to acquisitions that IBM made in close proximity to each. Tremendous personal success was achieved at all three of these early stage companies.