Mandy Pelletier
St. Petersburg,FL
Summary
Experienced software sales professional with over 15 years' experience in exceeding sales targets, driving growth strategy, and maintaining key customer relationships. Strong communication and negotiation skills, is adept at assessing client needs to identify cross-selling and upselling opportunities. Dedicated team player with a customer-first mindset and a passion for driving results.
Overview
18
18
years of professional experience
Work History
Senior Client Director
InSource, Inc.
07.2023 - Current
- Managed portfolio of 50+ high-value ServiceNow clients, ensuring timely delivery of services and maintaining strong communication channels.
- Coordinated resources across various departments to ensure seamless execution of client projects from inception to completion.
- Drove business expansion by identifying new opportunities within existing accounts and securing additional projects.
Senior Account Executive, Acute
Inovalon, Inc
02.2023 - 07.2023
- Identified new business opportunities through market research, expanding company's client base.
- Educated clients on new products and services to identify expansion opportunities. and increase customer engagement.
Senior Strategic Account Manager
BMC Software, Inc.
05.2017 - 04.2022
- Exceeded quota targets ($2M+) three consecutive years FY18 (115%), FY19 (133%), FY20 (144%).
- Prospect and sell ITSM/ITAM software solutions within BMC's portfolio across both Government (Federal/State/Local) and Commercial (SLED, Healthcare, HigherEd, FinTech) entities.
- Drove new customer acquisition by focusing on customer's business objectives, generating 22% growth YOY.
- Plan, execute, and close leads contributing to the company's strategic objectives, resulting in an average 40% lead close rate.
- Increased revenue 28% YOY by upselling additional features, functionality, and licensing.
- Remained current on industry trends to better understand customer needs, product effectiveness, and sales tactics expanding territory base by 30% YOY.
- Successfully retained 93% of the top 10% client accounts YOY by establishing strong key stakeholder and C-Level relationships.
Inside Sales Representative/Customer Service
BMC Software, Inc.
04.2014 - 05.2017
- Exceeded quota targets ($1M+) three consecutive years FY15 (103%), FY16 (112%), FY17 (126%)
- Collaborate with Field Sales and Account Managers to resolve customer issues and objections, identifying additional revenue opportunities with average 87% customer base retention YOY.
- Maximized territory penetration by strategically targeting underrepresented markets for expansion efforts, increasing overall sales by 28% YOY.
- Developed and maintained key stakeholders relationships leading to account retention and growth, expanding territory base by 30% YOY.
Staff Renewal Sales Specialist
Numara Software
10.2010 - 04.2014
- Exceeded quota targets three consecutive years FY12, FY13, FY14
- Conducted regular reviews of account status, proactively addressing potential issues before client renewals impacted.
- Negotiated contract renewals, ensuring optimal terms for both company and client.
Radio Advertising Sales Executive
Meridian Broadcasting, Inc
06.2006 - 10.2010
- Responsible for finding potential clients, showing benefits of radio advertising, closing sales, writing copy, producing ads, and offering after-sales support
- Developed key partnerships, resulting in increased lead generation and cross-selling opportunities.
Education
B.A. in Business Management and Administration -
Saint Louis University
Saint Louis, MO05.2004
Skills
- Territory Strategy
- Account Planning
- GTM Alignment
- Client Base Management and Retention
- Cross-Functional Team Collaboration
- Business Sales Process and Pipeline Management
- Market Penetration Strategies
- Quota Achievement
- Cross-Selling and Upselling Opportunities
- Federal Channel/Partner Development
- C-Level Relationships
- Salesforce CRM, SalesLoft
Professional Accomplishments
- Outperformed sales quota on a consistent basis, exceeding minimum 105% for eight (8) fiscal years in a row
- 95% Forecasting Accuracy Quarter over Quarter
- Closed largest solution opportunity in company history
- First Support Renewal Rep in company history to be promoted to Inside Sales
- Hand-picked to enable global sales organization in APAC, EU, and US on renewal success best practices and contract negotiations
References
2 available upon request
Timeline
Senior Client Director
InSource, Inc.
07.2023 - Current
Senior Account Executive, Acute
Inovalon, Inc
02.2023 - 07.2023
Senior Strategic Account Manager
BMC Software, Inc.
05.2017 - 04.2022
Inside Sales Representative/Customer Service
BMC Software, Inc.
04.2014 - 05.2017
Staff Renewal Sales Specialist
Numara Software
10.2010 - 04.2014
Radio Advertising Sales Executive
Meridian Broadcasting, Inc
06.2006 - 10.2010
B.A. in Business Management and Administration -
Saint Louis University