Regina Whitley
Sales Leader
Woodbridge,VA
Summary
Detail-oriented and accomplished software sales leader with 8 years of experience developing sales and technical expertise workflows to bring clarity and new business to organizations ranging from start-ups to Fortune 500s. Diligent in building and retaining accounts by providing support and attentive service using expertise in strategic selling, and technical documentation to achieve market penetration and customer retention. Regina touts a successful record of expanding the technical knowledge within an organization and implementing personally or previously developed SOPs to create colloquially acceptable materials and drive new business.
Overview
9
9
years of professional experience
Work History
Enterprise Account Director
Cision
09.2022 - Current
- Oversaw wide range of media outreach activities and measured results for clients.
- Provided executive updates and kept leadership up-to-date on business development and key account context.
- Led project meetings and internal presentations with clients.
- Identified revenue growth opportunities to support objectives and grow business.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Managed accounts to retain existing relationships and grow share of business.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
- Implemented systems and procedures to increase sales.
- Prepared sales presentations for clients showing success and credibility of products.
Senior Account Executive
Morgan & Morgan Law Firm
11.2021 - 10.2022
- Met with new customers to share product and service information, listen to needs and learn about business operations.
- Obtained pricing deals, negotiated contracts, and solidified beneficial agreements.
- Sold new products and services and developed new accounts to maximize revenue potential.
- Secured 30+ new accounts to increase company revenue and drive market share.
- Cold called prospects to explain partnership benefits, representing company values.
- Set and monitored sales targets and identified potential customers.
- Collaborated with research analysts to devise strategies for lead generation and growth.
- Networked at events and prospected for new customers with diverse strategies.
- Analyzed data to discover trends, informing market strategies and objectives.
- Trained and coached sales team members
- Achieved or exceeded company-defined sales quotas.
- Developed and maintained strong working relationships within assigned territory.
- Attended monthly sales meetings and quarterly sales trainings.
- Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
Senior Account Executive /Analyst
CoStar
10.2019 - 07.2021
- Team Lead
- Researched land, property and market values to complete estimations.
- Executed successful sales strategies to convert leads into customers.
- Collaborated with internal teams to develop account strategy.
- Managed sales cycle to maintain solid customer base.
- Strengthened customer relationships with proactive and collaborative approach to managing needs.
- Collected and analyzed relevant data to identify real estate market trends.
- Gathered information on nearby properties to compare and help make value determinations on properties.
- Weighed property location, sales trends and estimated replacement costs to accurately value properties.
- Proved successful working within tight deadlines and a fast-paced environment.
- Edited and proofread technical documents for accuracy and consistency.
- Worked closely with software engineers, product managers and other departments to determine accuracy and completeness of technical documentation.
- Proofread copy written by colleagues to correct spelling, punctuation, and grammar.
- Organized material to research and complete writing tasks.
- Skilled at working independently and collaboratively in a team environment.
- Proven ability to learn quickly and adapt to new situations.
- Identified issues, analyzed information and provided solutions to problems.
- Participated in special data cleansing projects.
- Observed in-progress operations to identify important steps for technical instructions.
Account Executive/Analyst
Costar
09.2018 - 10.2019
- Team lead
- Executed successful sales strategies to convert leads into customers.
- Qualified leads, built relationships and executed sales strategies to drive new business.
- Managed sales cycle to maintain solid customer base.
- Evaluated current processes to develop improvement plans.
- Collaborated with internal teams to develop account strategy.
- Coordinated project management efforts to meet deliverables and deadlines.
- Created and presented real-time reports on current market conditions to upper management.
- Forecasted and tracked marketing and sales trends by thoroughly analyzing collected data.
- Collated information to interpret data for clients.
- Prepared reports of findings by illustrating data graphically and translating complex findings into written text.
- Used various market research tools and techniques to gather, analyze and interpret data.
- Assembled reports and presentations to share insights and recommendations with stakeholders.
- Conducted primary and secondary research to better understand customer needs and behaviors.
- Analyzed data to uncover insights and identify key opportunities to inform strategic decisions.
Account Executive - Apartments.com
Costar
02.2018 - 09.2018
- Team Leaad
- Achieved or exceeded company-defined sales quotas.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Built diverse and consistent sales portfolio.
- Consulted with businesses to supply accurate product and service information.
- Generated advertising brochure for vendor use.
- Kept detailed records of daily activities through online customer database.
- Negotiated prices, terms of sales and service agreements.
- Monitored service after sale and implemented quick and effective problem resolutions.
- Increased sales with the execution of full sales cycle processing from initial lead processing through conversion and closing.
- Collaborated with managers to provide customer feedback and recommend operational changes to meet emerging trends.
- Met with customers to discuss and ascertain needs, tailor solutions and close deals.
Retention Account Manager
Frontpoint Security
02.2017 - 02.2018
- Team Lead
- Managed accounts to retain existing relationships and grow share of business.
- Assisted with troubleshooting security products to maintain customer satisfaction
- Managed a portfolio of 500+ accounts per quarter which generated $34k+ in saved revenue per qtr.
- Generated incremental revenue of $86k per year.
- Ranked top 5% of all Retention AMs
- #1 in department for average savings per escalation
- Edited and proofread technical documents for accuracy and consistency.
- Organized material to research and complete writing tasks.
- Developed detailed technical documents and user guides for technical products.
- Proofread copy written by colleagues to correct spelling, punctuation, and grammar.
- Worked closely with software engineers, product managers and other departments to determine accuracy and completeness of technical documentation.
- Observed in-progress operations to identify important steps for technical instructions.
- Developed online tutorials and web-based training materials for software products.
- Skilled at working independently and collaboratively in a team environment.
- Updated the dept. workflow for retention calls by training and implementing new SOPs for technical retention staff, resulting in over $100k+/month in department savings ( saved on equipment replacement, and account cancellations).
- Wrote the handbook on retention account management by translating the troubleshooting technician training to streamline all the AMs and make them more efficient and cost-effective employees.
Troubleshooting Technician
FrontPoint Security Solutions LLC
11.2015 - 02.2017
- Performed troubleshooting and diagnosis on malfunctioning equipment.
- Organized work to meet demanding production goals.
- Maintained quality assurance and customer satisfaction objectives.
- Inspected equipment to identify areas of wear or causes of malfunctions.
- Maintained compliance with regulatory standards and safety requirements.
- Applied critical thinking and research to address complex issues.
- Observed equipment operation to diagnose and troubleshoot reported issues.
- Tested components and systems to evaluate performance and identify concerns.
- Completed job reports and logs immediately following service calls.
- Mentored junior technicians in maintenance, repair and reporting duties.
- Addressed routine equipment maintenance according to established schedule.
- Suggested specialized fixtures, test equipment and procedures for failure analysis.
- Diagnosed and repaired problems with electrical and mechanical systems.
- Wrote and revised maintenance procedures.
Technical Writing Intern
Federal Communications Commission
05.2015 - 08.2015
- Read, researched, edited and rewrote the CSRIC IV with the Cyber-security department head.
- Followed company policies and editorial guidelines to craft thorough, well-written content.
- Worked with industry stakeholders such as Verizon Wireless, AT&T and banking orgs to establish protocols for how to handle security breaches and assessments.
- Walked smaller entities through the CSRIC handbook to helpp them implement policies and procedures they didn't understand or that were too daunting to implement.
- Carefully documented technical workflows in private wiki for education of newly hired employees.
- Presented new technology and drafted white papers and other technical documents to complete packages.
- Edited and proofread technical documents for accuracy and consistency.
- Organized material to research and complete writing tasks.
- Developed detailed technical documents and user guides for technical products.
- Proofread copy written by colleagues to correct spelling, punctuation, and grammar.
- Presented to the cyber-security department and the Admiral the best recommendations for the CSRIC IV document and ways to implement it across all industries and company sizes.
- Skilled at working independently and collaboratively in a team environment.
- Proven ability to learn quickly and adapt to new situations.
- Self-motivated, with a strong sense of personal responsibility.
- Managed time efficiently in order to complete all tasks within deadlines.
- Strengthened communication skills through regular interactions with others.
- Used critical thinking to break down problems, evaluate solutions and make decisions.
- Participated in team projects, demonstrating an ability to work collaboratively and effectively.
Education
Master of Science - Cyber-Security- Digital Forensics
University of Maryland - University College
Hyattsville, MDBachelor of Arts - Sociology
Norfolk State University
Norfolk, VA05.2013
Skills
- Technical Writing
- Technical Research
- MS Office & PPT Proficiency
- Reading Comprehension
- Technical Document Interpretation
- Strategic Selling
- Prospecting and Cold Calling
- Account Management
- Sales Expertise
- Strong Presentation Skills
- Forecast Preparation
- Needs Assessment
- Research and Analysis
1st Degree Black Belt
2004-2008
- Learned and mastered the art of Taekwondo
- Gained valuable leader skills and emotional intelligence
- Taught K-8th grade classes
- 2x Regional Sparring Women's Heavyweight Champion
People to People Student Ambassador
- As a P2P Student Ambassador I was chosen from my peers to participate in a foreign exchange and exploratory trip that resulted in me traveling to England, Ireland and Wales Summer of 2007. I traveled to Ireland where i was an exchange student for 2 weeks, learning about their culture and sharing my unique American experience.
Timeline
Enterprise Account Director
Cision
09.2022 - Current
Senior Account Executive
Morgan & Morgan Law Firm
11.2021 - 10.2022
Senior Account Executive /Analyst
CoStar
10.2019 - 07.2021
Account Executive/Analyst
Costar
09.2018 - 10.2019
Account Executive - Apartments.com
Costar
02.2018 - 09.2018
Retention Account Manager
Frontpoint Security
02.2017 - 02.2018
Troubleshooting Technician
FrontPoint Security Solutions LLC
11.2015 - 02.2017
Technical Writing Intern
Federal Communications Commission
05.2015 - 08.2015
Master of Science - Cyber-Security- Digital Forensics
University of Maryland - University College
Bachelor of Arts - Sociology
Norfolk State University
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