Mark Lopez
Portland,OR
Summary
Tenacious, results-driven professional with over twenty years of new business development and consultative sales, marketing and management background. Elite performer with extensive experience in advanced technology solutions including mobility, scanning, software solutions, security, wireless, networking infrastructure and voice and data communications.
Overview
19
19
years of professional experience
Work History
Managed Print Specialist - Printers' labels and Scanners including zebra
Xerox
01.2021 - Current
- Work independently as well as assisting other team members in growing the Managed Print Sales business
- Assist customers and prospects by analyzing and evaluating their print management requirements and needs
- Provide a high level of customer service by addressing any customer issues and challenges
- Prospect for new business opportunities, book appointments
- Discover, assess, and validate client needs
- Present, demonstrate and propose offerings
- Close, negotiate and implement contracts
- Meet or exceed revenue and/or gross profit sales objectives
- Stay up to date regarding changes in technology.
IT Solutions Account Executive - IT Solutions
Xerox
01.2020 - 01.2021
- Prospecting: Identify prospects inside and outside the customer base of Xerox Business Solutions
- Gain initial appointment, generally with a CIO, CEO, President, Owner, or other key decision makers within the SMB space
- Client Needs Assessment: Determine customer pain points as it relates to management of their IT environment, technology, and technology assets
- Conduct opportunity follow-up
- Presentation on benefits of Xerox IT services
- Describe benefits in terms of financial justification as well as improvement in quality, performance, and uptime
- Lead strategic discussions relative to IT strategies to a non-technical audience
- Work closely with sales teams to develop opportunities and qualify/quantify leads
- Gains a specified number of new accounts each month by effective telemarketing, networking, and cold calling campaigns
- Develops and tracks opportunities in the CRM
- Works with other divisions to participate in all cross-selling opportunities and to maximize selling potential within the company
- Responsible for additional projects as assigned by management
- Creates proposals while collaborating with vCIO and sales staff to accomplish client's IT objectives.
SDR - CDN Cyber Security
Akamai Technologies
01.2019 - 01.2020
- Identifying, prospecting and penetrating prospect and customer accounts to achieve opportunity and pipeline targets
- Setting qualified introductory meetings for aligned account executives while nurturing early-stage pipeline
- Collaborating with sales and marketing colleagues in the region to optimize demand generation and pipeline development
- Leveraging industry-leading tools, including Salesforce, Salesloft, Drift, LinkedIn and more to maximize productivity.
Account Executive - Telecom / Cloud
ForesTel
01.2017 - 01.2019
- Generate new sales revenue within assigned territory by making daily sales calls, networking, building relationships and identifying sales opportunities
- Partnering with clients to understand their needs and deliver customized value-added solutions to solve their strategic business priorities
- Identify new sales opportunities through cold calling and prospecting
- Utilize consultative selling skills to identify key trends, uncover customer needs and leverage industry knowledge and applications to find and close sales opportunities
- Develop responses for Request for Proposals as well as observe and participate in presenting products and services that can benefit customer's needs
- Ensure delivery of the customer experience from sale to fulfillment to foster relationships and networks with customers.
Senior Account Executive
LUMEN
01.2012 - 01.2015
- Providing accurate and detailed weekly forecast funnel of identified and proposed opportunities to meet or exceed sales quota requirements
- Responsible for developing Regional Enterprise sales in the designated target market(s) by identifying new sales opportunities with prospective enterprise customers headquartered in the region by cold calling, premise visits, networking, lead generation, proposal submission, and customer appointments
- Effective relationship-building internally through cross-functional collaboration and problem-solving with partners such as Customer Success, Product, Marketing, Solutions/Technology experts, Sales Support, Service Delivery, etc
- For new account pursuit support and services, and strengthen new client sales deployment strategies
- Identifies, bids on, negotiates, and closes new sales opportunities to meet and exceed established sales and revenue quotas
- Provides comprehensive account plans and strategies to win new business from new accounts
- Providing input to sales management about trends and changes taking place within the customer's organization and making recommendations about future courses of action necessary of the company towards improving its position with the customer
- Managing appropriate level of indirect and/or alliance partner relationships required to position customer solutions to acquisition prospects.
Senior Account Executive
AT&T
01.2005 - 01.2012
- Generate new sales revenue within assigned territory by making daily sales calls, networking, building relationships and identifying sales opportunities
- Owns the initial account relationship and is responsible for meeting revenue objectives and other performance metrics
- Observes/participates in presenting products and services that can benefit customer's needs
- Partnering with clients to understand their needs and deliver customized value-added solutions to solve their strategic business priorities
- Builds/maintains network of colleagues/customers to share information and obtain prospects
- Initiates customer contacts/visits with prospective customers within a given vertical and/or territory
- Identify new sales opportunities through cold calling and prospecting
- Utilize consultative selling skills to identify key trends, uncover customer needs and leverage industry knowledge and applications to find and close sales opportunities
- Preparing proposals/presentations/bids, including developing pricing/strategic plans and proposed solutions/sales
- Providing subject matter expertise on technical sales issues; advising customers on suitability of products based on technical needs.
Education
High School Diploma -
Portland Community College
Portland, OR04.1993
Skills
- Cold Calling & Prospecting
- Vendor Relationship Management
- Cross-Functional Teamwork
- Mobile Printing Solutions
- Technical Troubleshooting
- Network Connectivity Understanding
Skills And Experience
- 15 + years selling business impacting solutions in NW market.
- Experience demonstrating the value of partnering with Xerox.
- Strong customer relationship building skills and follow through.
- Experience overcoming objections and resistance to proposed solutions with key client decision makers.
- Effectively identifies client needs and requirements to configure solutions that provide business impacting value.
- Experiencing managing and closing complex sales cycles.
Timeline
Managed Print Specialist - Printers' labels and Scanners including zebra
Xerox
01.2021 - Current
IT Solutions Account Executive - IT Solutions
Xerox
01.2020 - 01.2021
SDR - CDN Cyber Security
Akamai Technologies
01.2019 - 01.2020
Account Executive - Telecom / Cloud
ForesTel
01.2017 - 01.2019
Senior Account Executive
LUMEN
01.2012 - 01.2015
Senior Account Executive
AT&T
01.2005 - 01.2012
High School Diploma -
Portland Community College