Marcello Barrera
Williston Park,NY
Summary
Dynamic account manager with extensive experience in client relationship building and customer success. Highly organized professional who consistently hits and exceeds quota.
Overview
13
13
years of professional experience
Work History
Senior Strategic Account Manager
Greenhouse Software Inc.
10.2019 - 01.2024
- Effectively manage a book of $8M ARR (~275 accounts)
- 2023; 95% Net Retention (goal of 110% *Recession Year*) resulting in $650,000 in expansion on book of business
- 2022 Promoted to Account Manager II
- 2022; President's Club Honorable Mention - 138% Net Retention (Goal of 130%) resulting in $950,000 in expansion on book of business
- 2021; 126% Net Retention (Goal of 115%) resulting in $1.15M in expansion on book of business
- 2020 Promoted to Account Manager I
- 2020; President's Club Award Winner - 104% Net Retention (Goal of 95% *Pandemic, COVID year*) resulting in $1.42M in expansion on book of business
- Strategically sold the most Greenhouse Onboarding subscriptions from FY2020-FY2022 and led new hire training of the product for future upsell opportunities - Assisted in generating $1.35M in annual upsell revenue over these two years.
- Identify and strategize account plans that map out expansion and upsell opportunities.
- Continuous management forecasted pipeline, renewals, and expansion to exceed quota objectives.
- Actively advocated for customers in internal leadership escalation meetings to accommodate for their budget and legal requests.
- Collaborate with Customer Success for shared management of customer relationships.
- Founding member of the General Business Account Management Culture Committee - responsible for organizing and planning team events and workshops to keep a remote team engaged with its peers.
Account Manager, Mid-Market
JW Player, Inc.
11.2016 - 10.2019
- Consistently reached or exceeded quarterly quotas (#1 Performing Mid-Market AM for Q2FY 2019 - 110% above quota)
- Successfully closed first Teleos Live Stream Partnership deal in company’s history ($175K NACV)
- Repeatedly lead team in sales activities which includes, emails, calls, business reviews, social touches and open support tickets
- Penetrate untapped market sectors within existing accounts including, OTT, Live Stream, mobile SDK’s
- Successfully prospecting within subsidiaries of Parent accounts leading to unrecognized opportunity and pipeline ($75K in pipeline)
Senior Enterprise Sales Development
JW Player, Inc.
- Consistently trained new-hire representatives in day-to-day activities including, email formats, cold calls and social touches to ensure appropriate ramp
Business Development Associate
Yext Inc.
02.2015 - 11.2016
- Assist potential clientele in directory marketing strategies that will allow for the most exposure on search engines and social media sites
Variable Products Service Representative
New York Life Insurance Company
08.2014 - 02.2015
- Assisted clients in updating variable products through fund transfers, implementing riders, allocations, disbursements and surrendering policies
Government Account Manager
Global Industrial
06.2011 - 08.2014
- Internal relationship development - to develop platform to satisfy client needs/goals (customer service skills)
Resale Account Manager
Global Industrial
- Effectively supervised technical support team, which contributed to accomplishing and meet project and bid deadlines
Sales Support/Customer Service Representative
Global Industrial
- Collaborated with account managers in cross-referencing price-sensitive products to the advantage of the customer and consistently assisted highest amount of real-time customers on a daily basis
Education
Bachelor of Science - Managerial Science
Manhattan College
New York, NYSkills
Revenue Generation
undefinedTimeline
Senior Strategic Account Manager
Greenhouse Software Inc.
10.2019 - 01.2024
Account Manager, Mid-Market
JW Player, Inc.
11.2016 - 10.2019
Business Development Associate
Yext Inc.
02.2015 - 11.2016
Variable Products Service Representative
New York Life Insurance Company
08.2014 - 02.2015
Government Account Manager
Global Industrial
06.2011 - 08.2014
Senior Enterprise Sales Development
JW Player, Inc.
Resale Account Manager
Global Industrial
Sales Support/Customer Service Representative
Global Industrial
Bachelor of Science - Managerial Science
Manhattan College
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