Marrie Castelli
Summary
Experienced renewal and sales leader offering 11+ years in the evolving software industry with proven results and a strong desire to succeed. Innovative, driven and goal oriented. Passionate about building strong teams, great culture and winning.
Overview
17
17
years of professional experience
Work History
Director, Enterprise and Strategic Renewals
Conga
02.2023 - Current
- Responsible for $120M annually plus 10% expansion at time of renewal in SaaS renewals.
- Lead a team of 7 regional Renewal Managers and 1 direct Manager who runs Renewal Specialists teams.
- Implemented new forecasting procedures and methodologies to drive more consistency across the business.
- Aligns closely with sales RVP to grow customers at time of renewal.
- Worked with our CS leadership to drive enhanced hand-off process from CSM to RM and RM back to CSM.
- Moved renewal engagement and conversations from +60 days to due date to +110 days to due date.
- Partnered with CS to establish "Horizon" process to provide better renewal predictability and forecast accuracy 6 months ahead of renewal due date.
- Engaged directly with our operational VP to improve processes and organizational efficiency.
- Analyzed prior years' performance to improve renewal rates in FY24 and into FY25
- Planned and implemented strategies to grow revenue.
Director, Commercial Sales
BigID
Orlando, FL
09.2021 - 02.2023
- Promote, sell, and improve close rates for new growth products.
- Planned and implemented strategies to grow revenue.
- Onboarded and enabled 8 new Commercial Account Managers working in remote environment.
- Mentored new sales team members on company standards, customer service techniques and effective sales strategies.
- Coordinated activities with other departments to expedite work and improve interdepartmental performance.
- Establish sales cadence, sale hygiene, and coaching expectations for the team.
- Cultivated and maintained relationships to promote positive work culture.
- Leading the company in growth product sales after 3 quarters.
Senior Manager, Strategic Renewals
Veritas Technologies LLC
Heathrow, FL
01.2017 - 09.2021
- Accountable for $85 million in annual renewal revenue, driving increased in-quarter conversion rates and year-over-year renewal growth.
- Cultivated relationships to grow and expand market share.
- Worked with cross-functional departments to identify process enhancements, improving platform performance.
- Developed and recommended strategies to maximize revenue.
- Responsible for leading a team of 10 sales professionals, to deliver a world class customer success experience, for our top strategic, large enterprise customers, while consistently hitting sales goals.
- Plans, prioritizes and executes with a level of proficiency each quarter to maintain strong forecast accuracy and reliable business results.
- Drive strong collaboration between multiple internal organizations while aligning to a broader strategic strategy.
- Effectively communicate with multiple levels within a customer’s organization, from IT users and directors to C-level executives in both IT and Finance.
- Analyze and construct large renewal proposals, collaborating with our net new sales team to expand Veritas footprint.
- Advisor to our product management, pricing, operational and outside partners, who are building new programs and pilots for the renewal’s organization
Renewals District Manager
Symantec Corporation
Heathrow, FL
04.2013 - 01.2017
- Established first renewal team designed to gain intimacy within our Backup Exec customer base.
- Improved Backup Exec conversation rates by 8% in first year.
- Hired, and enabled a new team of sales professionals in 2 months.
- Acquired all accounts within our healthcare vertical, and hired an additional 8 new team members, within 10 months of building the Backup Exec team.
- Motivated, inspired, enabled and coached a team of 14 renewal sales representatives for nearly 2 years, while delivering year-over-year growth in both verticals.
- Developed consistent sales strategies, and timelines to ensure multiple customer touch points throughout the year, connecting us closer to our customers and allowing for a more predictable renewal business.
- Mentored team members by demonstrating best practices.
- Worked with direct reports to develop and implement action plans, improving operating results.
- Established weekly cadence meetings with my team to ensure their ongoing progress and growth to help meet or exceed corporate goals.
Account Manager
Symantec Corporation
Heathrow, FL
06.2012 - 04.2013
- Fostered relationships with 80+ state and local governments and education accounts while quickly learning the backup and security software industry
- Identified top talent within the Veritas sales organization in order to mentor and seek guidance with the goal of expediting my success path within the company
- Built relationships with internal teams such as renewal sales and system engineers
- Developed overall plan and strategy for the territory and delivered to supporting teams
- Grew the business and increased wallet share, while helping solve customer business challenges
Account Manager
CenturyLink
Apopka, FL
02.2007 - 05.2012
- Developed solutions to help clients run their business more efficiently, powered by our robust, high-speed data delivery network
- Consistently delivered against a monthly quota and maintained position in top tier for performance in Business Regional Markets Inside Sales Team
- Trained new hires on my sales motions and methodologies due to my proven track record
- Work individually on sales projects and rollouts along our business development team to streamline internal processes while going through 2 acquisitions.
Education
Bachelor of Science - Journalism, Sociology
West Virginia University
01.2004
Skills
- Strategic Planning
- Hiring and Retention
- Team Building
- People Management
- Critical Thinking
- Negotiations
- Verbal and Written Communication
- Microsoft Suite Proficient
- Google Suite Proficient
- Oracle Sales Cloud CRM
- Salesforce CRM
Affiliations
- FY2020 Global Renewal Team of the Year
- FY2020 Club VIP Winner
- FY2019 Global Renewal Team of the Year
- FY2019 Club VIP Winner
- FY2018 Americas Renewal Manager of the Year
- FY2018 Club VIP Winner
- FY2017 Americas Renewal Manager of the Year
Timeline
Director, Enterprise and Strategic Renewals
Conga
02.2023 - Current
Director, Commercial Sales
BigID
09.2021 - 02.2023
Senior Manager, Strategic Renewals
Veritas Technologies LLC
01.2017 - 09.2021
Renewals District Manager
Symantec Corporation
04.2013 - 01.2017
Account Manager
Symantec Corporation
06.2012 - 04.2013
Account Manager
CenturyLink
02.2007 - 05.2012
Bachelor of Science - Journalism, Sociology
West Virginia University
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