MARIO MONTOYA
Palm Bay
Summary
Senior sales, business development, and account management executive with 15+ years of expertise in executing B2B sales and marketing strategies, optimizing sales processes, and building executive-level relationships to consistently exceed goals and deliver multimillion-dollar growth for leading SaaS, ERP, CRM, and managed services providers. Excels in implementing data-driven business development strategies to secure new opportunities and expand existing business with SMB, mid-market, and enterprise accounts in highly competitive verticals such as finance, healthcare, and retail. Leverages strong bilingual (English, Spanish) communication skills to engage executive-level leadership in diverse global regions and translate complex technical details into compelling value propositions, resulting in long-term business relationships.
Professional Long Term Care consultant with proven track record in client engagement and relationship-building. Skilled in identifying client needs and delivering tailored solutions that drive satisfaction and loyalty. Known for collaborative teamwork and achieving project goals with flexibility and reliability.
Overview
13
13
years of professional experience
1
1
Certification
Work History
Client Engagement Consultant
Family First Firm
03.2024 - Current
- Served as the primary point of contact for Long Term Healthcare prospective clients, providing education on Medicaid eligibility and long-term care coverage, and guiding families through the planning process.
- Conducted initial consultations to assess client needs, explain service options, address concerns, and guide prospects toward engagement using a consultative, empathetic sales approach.
- Managed multiple lead pipelines and referral sources, maintaining organized follow-up communication and ensuring timely movement of prospects through the sales process.
- Facilitated seamless onboarding by coordinating with attorneys, paralegals, case managers, and client service teams to ensure continuity and alignment on case strategy.
Account Executive
Vermont Information Processing (VIP)
10.2021 - Current
- Assumed a hunter role, actively engaged in driving business development and implementing client acquisition strategies. Successfully targeted accounts within diverse sectors, including food and beverage distributors.
- Cultivate and maintain consultative relationships with executive-level leadership within new and existing accounts by scheduling discovery calls to acquire a detailed understanding of their business requirements and drive tailored ERP implementations that maximize customer value.
- Support clients across all stages of the customer life cycle as the primary customer liaison, conducting product demonstrations and providing support to enable them to successfully leverage VIP’s SaaS solution to drive operational excellence.
- Engage in cross-functional collaboration with sales engineers to conduct customized product demonstrations tailored to meet the specific business needs of the client.
Acumatica Cloud ERP Consultant/Sales Engineer
I-Tech Support, Inc.
01.2021 - 10.2021
- Devised and implemented effective prospecting and lead generation strategies in partnership with the company owner, building a robust sales pipeline and closing new manufacturing and distribution accounts in the Florida territory.
- Utilized various sales techniques such as outbound emails, 40-60 daily cold calls, and in-person consultative selling to develop the pipeline and close new business opportunities for the Acumatica ERP solution and associated professional services.
- Engaged closely with stakeholders across all levels of enterprise client organizations to understand their business needs, evaluate their manufacturing and distribution processes, and align the Acumatica solutions portfolio with their specific requirements.
- Developed an extensive channel ecosystem that enhanced Acumatica ERP implementations with the delivery of complementary add-on solutions, resulting in 100% customer satisfaction.
Strategic Account Executive
Runner EDQ
04.2018 - 01.2021
- Served in a hunter role with responsibility for driving business development and client acquisition strategies targeting accounts across the higher education, manufacturing, healthcare, finance, hospitality, retail, and commerce sectors.
- Sold various enterprise CRM and ERP solutions such as Salesforce, PeopleSoft Enterprise, JDE EnterpriseOne, and E-Business Suite through extensive client engagement, networking, and negotiations, including making 50+ cold calls daily.
- Combined strong problem-solving and relationship-building skills with deep product knowledge and keen business acumen to establish consultative relationships with strategic accounts and deliver customized solutions in line with their unique needs.
- Worked cross-functionally with the CEO and technical teams to develop innovative service offerings and compelling product education and marketing materials that effectively communicated product value propositions and competitive advantages.
Team Lead
GovSpend (formerly SmartProcure)
10.2014 - 02.2018
- Guided a 6-member team consisting of 4 Sales Executives and 2 Sales Development Representatives in executing strategies to accelerate deal cycles and drive consistent, successful closing of deals with mid-market and enterprise organizations.
- Owned the end-to-end sales cycle with strategic accounts, including prospecting and lead generation, initial client engagement, proposal development, presentations, negotiations and closing, and ongoing customer support.
- Defined and established sales goals, budgets, KPIs, and forecasts for the team while leading intensive prospecting efforts (up to 75+ calls daily) to build a robust sales pipeline and close new opportunities, resulting in recognition as a Top 10 performer.
- Organized and facilitated join.me presentations to uncover government selling needs and decision-buying motivations, resulting in significant new sales revenue.
Junior Account Manager
E-Tech Software Solutions
02.2013 - 07.2014
- Built and maintained consultative, trust-based C-level relationships to drive sales of ERP, MRP, and CRM solutions with start-up, SMB, and enterprise companies.
- Earned a rapid promotion from Sales Development Representative to Junior Account Manager for driving consistent growth in sales, client adoption, and market share.
- Provided comprehensive product education and account support across all stages of the sales cycle while conducting market research to identify and capitalize on new sales opportunities.
- Leverage insights from analysis of market trends and customer feedback to drive continuous improvement in sales strategies, go-to-market plans, marketing campaigns, and product positioning.
Education
Associate of Applied Science (AAS) - Telecommunications Management
DeVry University
01.2014
Skills
- Strategic Planning
- B2B Sales & Marketing
- Account Management
- New Business Development
- Product Management
- Revenue Growth Strategy
- SaaS Sales
- ERP & CRM Implementations
- Sales Cycle Management
- Sales Prospecting
- Lead Generation
- Consultative Sales
- Value-Based Selling
- Go-To-Market Strategy
- Strategic Partnerships
- Executive Relationship Building
- Customer Relationship Management
- Customer Acquisition & Retention
- Sales Analytics & Reporting
- Contract Negotiation
- Sales Enablement
- Process Improvement
- Team Management & Training
- Presentations & Public Speaking
- Consultative selling
- Client onboarding
Accomplishments
- Generated over $1.2 million in annual revenue by guiding clients through Medicaid Long-Term Care and elder law estate planning services.
- Managed relationships with 200+ beverage accounts (including industry leaders such as Miller, Coors, Straub, Anheuser-Busch, Ajax Turner, Monarch Beverage, and Crescent Crown) to drive sales of Vermont Information Processing’s ERP solution.
- Maintained relationships across a portfolio of 200+ accounts and strengthened partnerships with 200 ISVs to grow sales of the Acumatica ERP solution while at I-Tech Support, closing 8-9 new accounts during tenure.
- Generated 110% of goal and expanded the client base by 15-20% for Runner EDQ by driving new business development and account penetration strategies.
- Drove 48 consecutive months of sales growth with $700K in YoY sales for GovSpend, earning recognition as 1 out of 11 team leads that grew the company from $180K in monthly sales to $1.5M over 4 years.
Certification
- Acumatica Certified Sales Consultant
- Acumatica Certified Pre-Sales Engineer
- ERP
Languages
English
Native or Bilingual
Spanish
Native or Bilingual
Timeline
Client Engagement Consultant
Family First Firm
03.2024 - Current
Account Executive
Vermont Information Processing (VIP)
10.2021 - Current
Acumatica Cloud ERP Consultant/Sales Engineer
I-Tech Support, Inc.
01.2021 - 10.2021
Strategic Account Executive
Runner EDQ
04.2018 - 01.2021
Team Lead
GovSpend (formerly SmartProcure)
10.2014 - 02.2018
Junior Account Manager
E-Tech Software Solutions
02.2013 - 07.2014
Associate of Applied Science (AAS) - Telecommunications Management
DeVry University