Laura Borton
Midwest
Summary
Dynamic Sr. Enterprise Account Executive with a proven track record at Crossfuze, consistently exceeding quotas by 120%. Expert in consultative selling and strategic account development, specializing in complex SaaS solutions. Adept at C-level engagement and contract negotiation, driving significant revenue growth and fostering strong client relationships.
Overview
35
35
years of professional experience
1
1
Certification
Work History
Sr. Enterprise Account Executive
Crossfuze
01.2021 - Current
- Consistently exceeded annual quotas by 120%+, closing ServiceNow Implementation and license deals from $500K-$3MM+ ARR.
- Specialized in constructing and selling complex opportunities across Fortune 1000 companies throughout the United States.
- Built strategic partnerships with CIOs, procurement officers, and business stakeholders.
- Led end-to-end RFP processes, budget negotiations, and cross-functional deal execution.
- Collaborated with technical consultants, legal, and delivery teams to execute implementations and license agreements.
Account Executive
Zivaro
03.2019 - 12.2020
- Sold managed services, analytics, and IT infrastructure to national enterprise accounts.
- Delivered solutions across IT operations, cloud environments, disaster recovery, and unified communications.
- Developed key relationships with clients and technology partners, including Cisco, Palo Alto, and Nutanix.
- Exceeded quota by creating tailored solutions to client needs.
Sr. Account Executive
CEI
Denver
02.2017 - 02.2019
- Delivered IT staff augmentation and project-based solutions to enterprise accounts in Denver, Colorado.
- Prospected and qualified new opportunities by targeting line-of-business leaders.
- Managed the sales funnel and collaborated across departments to close new business.
- Aligned client challenges to tailored IT services and staffing solutions.
Territory Manager
Rally Software / CA
01.2014 - 10.2017
- Responsible for subscription SaaS sales of project management platforms.
- Exceeded sales targets and managed $6M territory; closed $1.5M+ in new business.
- Developed strategic territory plans and expanded client base.
Client Engagement Manager
Sogeti
12.2011 - 04.2014
- Sold staff augmentation, recruitment, outsourcing, and professional services.
- Opened new accounts including Raytheon Global, Janus, and Charles Schwab.
- Managed $36M P&L for large mining account; led RFP processes and solution selling.
Sr. Account Executive
Ciber
01.2008 - 12.2011
- Led full-cycle sales of IT staffing and project work in mining and finance sectors.
- Closed 8 net-new logos with $7M+ in sales; grew Rio Tinto account from $700K to $7.1M.
- Developed CIO-level relationships; sold $1.1M SharePoint global support contract.
Client Services Executive
IBM
08.1997 - 06.2007
- Led major ERP and supply chain transformations including SAP, i2, BAAN for Fortune 500 clients.
- Closed $53M SAP project at Raytheon Aircraft; grew auto OEM account from $0 to $93M.
- Managed $25M+ contracts in aerospace, automotive, and financial services.
- Completed LAMP plans; exceeded $30M-$100M annual sales quotas.
Sr. Account Executive
Keane, Inc.
01.1990 - 07.1997
- Built customer base in West Michigan, growing revenue from $22K to $150M.
- Led sales team to $160M annual revenue and 43% average GP.
- Secured Fortune 500 clients including Whirlpool, Upjohn, Haworth, and Meijer.
Skills
- Enterprise sales and management
- Strategic account development
- Public sector procurement
- RFP and RFI navigation
- C-level engagement
- Multi-year deal structuring
- Territory expansion
- Consultative selling techniques
- Government landscape expertise
- Public sector compliance
- ServiceNow proficiency
- Salesforce expertise
- SaaS and cloud solutions
- ERP systems knowledge
- IT infrastructure management
- Unified communications strategies
- Pre-sales collaboration skills
- Proposal development expertise
- Contract negotiation skills
- Vendor and partner management
- Sales forecasting techniques
- Pipeline management strategies
- Market research analysis
Certification
- Certified in ServiceNow Sales and ITSM Fundamentals, with deep expertise in positioning the platform’s core modules, including ITSM, ITOM, ITAM, HRSD, and CSM, for enterprise and public sector transformation.
- Proficient in Salesforce, pipeline management tools, and CRM platforms used to support forecasting, account planning, and sales execution.
Skills
Enterprise Sales, Full-Cycle Sales Management, Strategic Account Growth, Public Sector Procurement, RFP/RFI Navigation, C-Level Engagement, Multi-Year Deal Structuring, Territory Expansion, Consultative Selling, State and Local Government (SLED), Midwest Government Landscape, Public Sector Compliance and Procurement, ServiceNow (ITSM, ITOM, HRSD, ITAM, CSM), Salesforce, SaaS and Cloud, ERP Systems (SAP, i2, BAAN), IT Infrastructure, Unified Communications, Pre-Sales Collaboration, Proposal Development, Contract Negotiation, Partner and Vendor Management, Forecasting, Pipeline Management, Market Research, LAMP Planning
Timeline
Sr. Enterprise Account Executive
Crossfuze
01.2021 - Current
Account Executive
Zivaro
03.2019 - 12.2020
Sr. Account Executive
CEI
02.2017 - 02.2019
Territory Manager
Rally Software / CA
01.2014 - 10.2017
Client Engagement Manager
Sogeti
12.2011 - 04.2014
Sr. Account Executive
Ciber
01.2008 - 12.2011
Client Services Executive
IBM
08.1997 - 06.2007
Sr. Account Executive
Keane, Inc.
01.1990 - 07.1997
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