Mark Larsen
Arlington,VA
Summary
Highly charismatic and motivated Account Executive with demonstrated track record of building relationships with clients, developing successful sales campaigns, and managing large teams in the pursuit of complex deals. Consistent Presidents Club achiever skilled in problem solving, solution development, and contract negotiations. Experienced in engaging with C-suite executives at the enterprise level in order to meet client need.
Overview
13
13
years of professional experience
Work History
Account Executive, Financial Services and Insurance
NTT DATA
10.2019 - Current
- Led the solutioning and selling of more than 200 deals of varying sizes, the largest being $28.7M
- Four-time President’s Club achiever (100% qualification rate since joining the company)
- Promoted twice during my tenure
- Lead the pursuit, development, negotiation, and sale of new and existing business to six financial services firms (including three of the top ten domestically) and two IGO’s (IMF & World Bank)
- Prospect to clients through cold outreach, in-person visits, conferences, and via existing network
- Inform new and existing clients of the offerings of NTT DATA while seeking to understand their needs and goals
- Lead teams of up to 25 in the solutioning of situation-specific services and products for clients
- Build – either solo or with a financial specialist – the modeling of the solution to determine cost and price
- Socialize and explain the value to both the client and the NTT organization on why a proposed solution is mutually beneficial
- Co-author, review, present, receive feedback on, and negotiate legal documents surrounding the solution
- Complete the sale of the solution and then continue to monitor through the solution/service lifecycle to maintain client satisfaction, intervening as necessary.
Business Development Manager
Full Measure Education
10.2018 - 10.2019
- Spearheaded sales and marketing operations for a mobile communications startup in higher education
- Performed as a full-cycle sales rep, spanning from generating outbound leads through cold calls, university visits, and conference presentations and exhibits through negotiating and finalizing contracts at the C-level at public and private universities
- Met or exceeded quota each quarter since arrival
- Assembled go-to-market strategy, buyer personas, and marketing content as part of rollout
- Generated all content for the sales cycle, including pitch decks, product demos, and proposals.
Enterprise Sales Manager, Norton Shopping Guarantee
DigiCert Inc (Symantec)
08.2017 - 10.2018
- Sold/consulted on revenue-generating UI tool for E-commerce merchants
- Identified and researched E-commerce merchants to prospect ideal clients
- Contacted and negotiated with owners and C-level executives
- Engaged across the complete sales cycle, from outreach to deal signature and onboarding.
Digital Product Manager, US Card Marketing and Analytics
Capital One Financial Corp.
03.2017 - 08.2017
- Liaised with developers and designers to create new applications and technology that maximized customer service and increased customer payment amounts
- Planned and implemented design, development, and marketing intent of prototype apps and features; monitored results to create go/no-go decisions.
Business Analyst Senior Associate, US Card Marketing and Analytics
Capital One Financial Corp.
03.2015 - 02.2017
- Developed customer acquisition and management strategies for subprime (low FICO) customers to maximize the customer footprint within acceptable risk parameters
- Utilized SQL and Tableau for big-data analysis, and Adobe Analytics and Mixpanel for app UX analytics.
Operations Analyst Associate, Compensation Information Analytics
Capital One Financial Corp.
07.2013 - 03.2015
- Designed, analyzed, and reported on the compensation plans for the Retail Bank network.
Operations Analyst Intern, Retail Bank Network Strategy
Capital One Financial Corp.
- Performed numerous retail branch NPV analyses to assist in the closure of 200 bank branches.
Coach (Group Exercise Trainer)
Orangetheory Fitness
07.2016 - 09.2018
Graduate Assistant, Finance Department
Virginia Tech Pamplin College of Business
08.2011 - 05.2013
Education
Master of Business Administration - Finance
Virginia Polytechnic Institute and State University (Virginia Tech)
05.2013
Bachelor of Arts - International Studies and Spanish
Virginia Polytechnic Institute and State University (Virginia Tech)
05.2011
Skills
- Client Relationship Building
- Account Management
- Pipeline Management
- Proposal Development
- Contract Negotiation
- Conversational in Spanish
- Proficient in SQL and Javascript
Activities
- National Academy of Sports Medicine, Corrective Exercise Specialist/CPT
- 1st Place Overall, Men’s Open Bodybuilding, NPC Virginia Natural Competition
- Arlington Recreation, Boys Head Soccer Coach of the Year
Timeline
Account Executive, Financial Services and Insurance
NTT DATA
10.2019 - Current
Business Development Manager
Full Measure Education
10.2018 - 10.2019
Enterprise Sales Manager, Norton Shopping Guarantee
DigiCert Inc (Symantec)
08.2017 - 10.2018
Digital Product Manager, US Card Marketing and Analytics
Capital One Financial Corp.
03.2017 - 08.2017
Coach (Group Exercise Trainer)
Orangetheory Fitness
07.2016 - 09.2018
Business Analyst Senior Associate, US Card Marketing and Analytics
Capital One Financial Corp.
03.2015 - 02.2017
Operations Analyst Associate, Compensation Information Analytics
Capital One Financial Corp.
07.2013 - 03.2015
Graduate Assistant, Finance Department
Virginia Tech Pamplin College of Business
08.2011 - 05.2013
Operations Analyst Intern, Retail Bank Network Strategy
Capital One Financial Corp.
Master of Business Administration - Finance
Virginia Polytechnic Institute and State University (Virginia Tech)
Bachelor of Arts - International Studies and Spanish
Virginia Polytechnic Institute and State University (Virginia Tech)