Summary
Overview
Work History
Education
Skills
Sales Training
Awards
Certification
Timeline
Generic

Mark Sharp

Senior Enterprise Account Manager
Suwanee,GA

Summary

Focused Enterprise Account Executive with expertise nurturing client relationships and negotiating sales contracts. Offering outstanding persuasion and presentation skills. Customer-oriented, managing lucrative accounts with the ability to provide focus on revenue and customer relations longevity. Excel at closing business value, creating a well-defined, value proposition with a consultative sale approach, providing a solution vs. a product perspective. A consistent track record in developing and cultivating new client relationships with key decision-makers, including C-level executive relationships.

Overview

13
13
years of professional experience
1
1
Certification

Work History

Senior Enterprise Account Manager

NASDAQ PRGS
Atlanta, GA
06.2020 - Current
  • Responsible for managing all aspects of the sales process, sales cycle, expansion, prospecting, pricing, proposals, and negotiations
  • Established and sustain relationships with Key Accounts
  • Achieved $2.5M in sales annually through consultive sales, achieving 114% in 2020, 234% of plan in 2021, 153 % of current plan in 2022
  • Encouraged cross-selling of additional products and services through relationship-building and understanding of customer business needs.
  • President Club and winner of the Circle of Excellence – Hawaii 2021
  • Focused on increasing sales and to assist with the sales process within the organization to meet the customer revenue metrics
  • Develop and execute long-term consultative sales strategies to maintain current opportunities
  • Ability to navigate through budget cycles, procurement, with a proven, consultative methodology for strategic planning; lead generation, social selling, and value-based messaging
  • Maintained active deals for pipeline, daily activity, forecast data, while aggressively prospecting for new business opportunities, following up on all leads to ensure pipeline sufficiency
  • Proactively work with SE's and Professional Services to develop solutions packaging to increase the business opportunity.
  • Asked appropriate questions to identify prospects' needs and pinpoint solutions for best fit.
  • Collaborated with customers to learn business operations and capitalize on upselling and cross-selling opportunities.
  • Demonstrated products, responded to questions, redirected concerns and overcame objections to close sales.
  • Articulated and demonstrated product concepts and offerings to clients in easily understandable terms.
  • Resolved problems with high-profile customers to maintain relationships and increase return customer base.


Regional Sales Manager

CDW Corporation, NASDAQ CDW
Atlanta, GA
06.2016 - 05.2020
  • Responsible for acquiring new client logo’s accounts and OE partners, prospecting and building relationships that increased account penetration, revenue growth and customer satisfaction
  • Exceeded sales goals of $2M, regularly achieving on average 135%+ quota attainment - while maintaining optimal customer service with direct clients and indirect clients
  • Grew new business prospects year over year by 8-11%
  • Manage multi-channel projects, demand generation and campaigns to drive inbound leads and move interested prospects through our pipeline, coordinating with (Employees, OEM Partners or SI, VAR’s)
  • Managed the largest service account within the organization, service revenues of $2.3M annually
  • Track and demonstrate sales activity, sales funnel management, prospecting, and account growth
  • Presented solution concepts, presentation, and business value, through product demonstrations, providing value selling, through a firm sales process, methodology and relationships.
  • Coached sales associates in product specificationsv and selling techniques, significantly increasing customer satisfaction ratings.
  • Targeted prospects in other territories through careful research of competitor products, services and trends.
  • Participated in sales calls with direct reports to strengthen customer relationships and uncover possible opportunities for growth.
  • Contacted key accounts regularly and achieved high satisfaction scores by routinely re-assessing needs and resolving conflicts.
  • Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
  • Executed successful promotional events and trade shows.

Director of Business Development

Global Vision Technologies, Inc
Atlanta, GA
05.2009 - 05.2016
  • Responsible for direct and indirect sales growth of various technology products and solutions
  • Closed two of the largest deals $1.8 million contract and $1.6 million
  • Boosted overall sales 50% via increases in national contracts awarded while managing the portfolio of Global Vision’s consulting deliveries and professional services teams, identifying opportunities while supporting the sales team through the sales process.
  • Acquired new business by managing the enterprise sales lifecycle from prospecting to close
  • 92% of plan 2010, 127% in 2011, 232% in 2012, 117% in 2013, 218% in 2014, 106% in 2015, 86% 2016
  • Continuously updating and maintaining active deals for pipeline management, daily activity and forecast data, aggressively hunting and prospecting for new business opportunities
  • Develop and execute long-term consultative sales strategies to maintain current clients and generate new business opportunities to establish metrics to measure team performance and deficiencies.
  • Established, initiated and optimized business development strategies based on company targets, product specifications, market data and budget factors.
  • Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
  • Identified business development challenges and customer concerns for proactive resolution.
  • Contributed to industry events and trade shows to showcase products and gather industry intelligence.
  • Translated customer needs into solution requirements using powerful value propositions and negotiation skills.
  • Communicated directly with customers and partners to build strong business networks and relationships.

Education

B.A. - Business/Managerial Economics

St. Martin’s College

Skills

  • Client Needs Assessment
  • Solution Selling
  • Interpersonal Communication Skills
  • Sales Team Development
  • Interdepartmental Collaboration
  • Consultative Sales Approach
  • Networking Events
  • Customer Relationship Management
  • Salesforce Software
  • Attaining Quotas
  • RFP Responses
  • Revenue Growth Strategies
  • Channel Development
  • Customer Engagement Strategies
  • Prospecting and Cold Calling
  • Marketing Strategy Development
  • Consultative Selling Techniques
  • Sales Records Management

Sales Training

  • Sandier Institute, Accredited Enterprise Solution Sales
  • Sales Performance International, Sprint Selling Accreditation
  • Richardson Sales Performance, Strategy and Alignment

Awards

  • President's Club and Circle of Excellence Awards
  • 2018 Triumph Crystal Award, CDW
  • 2014 Flame Glass Award, Global Vision Technologies

Certification

  • ITIL V.2 Certification, IT Service Management, IT Operation Management
  • CompTIA A+, Security +, Network +, Cybersecurity

Timeline

Senior Enterprise Account Manager

NASDAQ PRGS
06.2020 - Current

Regional Sales Manager

CDW Corporation, NASDAQ CDW
06.2016 - 05.2020

Director of Business Development

Global Vision Technologies, Inc
05.2009 - 05.2016

B.A. - Business/Managerial Economics

St. Martin’s College

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Mark SharpSenior Enterprise Account Manager