Summary
Overview
Work History
Education
Timeline
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Lee Rutter

Austin,TX

Summary

Accomplished Enterprise Account Executive with a hunter mentality who thrives in fast-paced environments. Consultative approach to selling with a key focus on understanding positive business outcomes.



Overview

10
10
years of professional experience

Work History

ENTERPRISE ACCOUNT EXECUTIVE

AlertMedia
03.2018 - Current
  • Responsible for selling AlertMedia’s Emergency Communication and Threat Intelligence software, to companies with 5,000 or more employees in NYC
  • Calling on Chief Security Officers, Heads of Safety, Global Crisis, Resilience, and Business Continuity leaders
  • Key accounts sold: JPMorgan, Kaiser Permanente, JetBlue, Macy’s, Thomson Reuters, and Bechtel
  • 1 of 2 reps promoted to evolve the SMB/MM segments into the enterprise market
  • #1 sales performer in 2019 (105% of quota) and 2021 (156% of quota)
  • #2 sales performer in 2020 (108% of quota) and 2023 (113% of quota)
  • Presidents Club 5/6 years
  • First rep in company history to close $1M in ARR within a year
  • Closed the 2 biggest deals in company history ($1.2M and 1.8M TCV)
  • Apply MEDDPICC and CoM methodology
  • Developed thoughtful outreach plans with BDR to break into target accounts
  • Identified and developed champions to align key business objectives to successfully win RFP’s
  • Understand cross-functional business needs to customize strategy and grow the deal
  • Adjusted approach based on buying personas (safety, procurement, c-suite)
  • Sales ownership: prospecting, discovery, product demo’s, presentations, and negotiations.

Sales Representative – Austin Territory

Paycom
04.2017 - 01.2018
  • Managed a pipeline of mid-market to enterprise level accounts across all industries
  • Lead salesman focused on new business generation in the Austin market
  • Researched and qualified accounts, identifying key players
  • Prospected 8 hours per week resulting in 4+ new appointments set with C-level
  • Conducted in-depth analysis of prospects current payroll and HR methodologies, bottlenecks and challenges – MEDDPICC methodology applied to all accounts
  • Demonstrated Paycom SaaS software to users (HR Directors CIO’s, COO’s, IT and Owners)
  • Presented cost justifications and business cases to C-level
  • Developed coaches in the selling process
  • Project manager for the implementation process
  • Managed networking relationships with local brokers.

TERRITORY SALES REPRESENTATIVE – EAST COAST

SPORTS CONSTRUCTION MANAGEMENT
01.2014 - 01.2017
  • Built a robust pipeline of major accounts including universities, schools, clubs, cities and counties
  • Major accounts – UNC, DUKE, UNCW, Liberty University and NC State (sales cycle 3-18 months)
  • Lead salesman responsible for finding accounts, initiating negotiations and closing each contract
  • Sold $8 million in contracts
  • Sold $2 million on a $1 million quota in 2015 (100% YoY growth)
  • Sold $6 million on a $2 million quota in 2016 (200% YoY growth)
  • Established strong relationships with athletic directors, coaches, board members, city officials, general contractors, engineers, and architects
  • Utilized existing sports & business connections to get SCM in the door at several universities, creating new relationships with entire athletic departments.

Education

Master of Business Administration -

Appalachian State University
North
01.2014

Bachelor of Science - Criminal Justice -

Appalachian State University
01.2012

Timeline

ENTERPRISE ACCOUNT EXECUTIVE

AlertMedia
03.2018 - Current

Sales Representative – Austin Territory

Paycom
04.2017 - 01.2018

TERRITORY SALES REPRESENTATIVE – EAST COAST

SPORTS CONSTRUCTION MANAGEMENT
01.2014 - 01.2017

Master of Business Administration -

Appalachian State University

Bachelor of Science - Criminal Justice -

Appalachian State University

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Lee Rutter