Summary
Overview
Work History
Education
Skills
Volunteer Experience
Timeline
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Mary Monahan Hammelrath

Roswell,GA

Summary

Goal-oriented and strategic account director with extensive experience in the hospitality, travel, retail, CPG, and transportation industries. Proven track record of achieving notable sales accomplishments. Successfully expanded the account base and drove revenue growth even in challenging sales environments. Exceptional communication skills and in-depth knowledge of the sales cycle consistently lead to outstanding results.

Overview

33
33
years of professional experience

Work History

Strategic Account Director

PSignite
01.2023 - Current
  • Responsible for the complex sale and adoption of CPGvision by PSignite’s AI/ML driven Revenue Growth Management Solution built on the Salesforce Platform
  • CPGvision uses CRM Analytics AI/ML for reporting and analytics, increasing revenue optimization by delivering actionable insights in the user’s workflow to improve operational efficiency, drive predictive business outcomes and a strong ROI
  • Lead net new and expansion digital transformations and C level alignment across IT, Finance, Sales, Marketing, Operations and Strategic Planning
  • Drive internal account strategy and resource alignment across pre-sales, architecture, security, business value services, customer success, product management and legal
  • Lead cross functional partner alignment (Gartner, KPMG, Deloitte, ACN, POI, TPG, Clarkston)
  • Facilitate client discovery sessions to align on key business objectives, measurable KPI’s to drive value and deliver a strong ROI over 3- or 5-year term SAAS agreements
  • Strong advocate for corporate values, teamwork, customer success, trust, equality, and innovation
  • Achieved 115% of pro-rated $900K quota CY23
  • On target to achieve 105% of 1.8M quota FY24
  • Awarded top seller Q4 FY23, granted performance - based stock
  • Strategic Wins: Grupo Bimbo, Panos Brands LLC, GoMacro, Gorton’s

Enterprise Account Executive

Salesforce, Inc.
01.2020 - 01.2023
  • Responsible for the complex sale and adoption of Salesforce Analytics, AI /ML delivering a customer 360 connected sales, service, marketing, HR, and IT experience with in context analytics and actionable insights improving customer service, operational efficiencies, CSAT and ROI across strategic enterprise customers
  • Led complex sales cycles resulting in data-driven transformations for our customers by understanding their business objectives, sharing a vision for the 'art of the possible' bringing a strong point of view demonstrating high value and strong ROI
  • Drove C level and SF executive relationships for CRM Analytics solutions
  • Champion internal resource alignment inclusive of business value services, customer success, product management, pre-sales, architecture, and security
  • Partner with strategic SI’s and SF services, (Deloitte, PWC, Slalom, Accenture, Atrium, SF Pro-Serve) resulting in 1m CRM Analytics Services
  • First AE to sell CRM Analytics Net Zero Cloud in Travel and Hospitality
  • First AE to sell CRM Analytics Loyalty Cloud in Travel and Hospitality
  • Strategic wins: Delta Airlines, Southwest Airlines, Hilton, IHG, Forward Air, and UPS
  • Awarded # 1 CRM Analytics AE Q1 FY22
  • Granted stock options performance award CY22
  • Consistently achieved 100% pro-rated quota $600K 5 months FY2020, 1.8m quota FY2021-2022 and was on target for achieving quota Q1 FY2023 when SF eliminated CRMA Team to improve market standings
  • Strong corporate advocate of SF core values, Trust, Customer Success, Innovation, Equality and Sustainability.

Global Account Manager

Oracle Corporation
01.2015 - 01.2020
  • Led enterprise sales global account team responsible for $46 million annual sales of software, applications, database, services, support, and hardware for large hospitality account
  • Implemented phased global support improvement plan with measured results via KPI’s to improve customer satisfactions scores by 40%
  • Chartered with moving applications to cloud and increasing SAAS numbers by 40%
  • Achieved total product budget for FY 2016 ($15 million), FY2017 ($19 million), FY 2018 ($21 million), 2019 ($22 million)
  • Consistently granted stock options award for performance
  • Drove Oracle C level alignment across IHG Regional Teams
  • Aligned closely with Business, Global Hotel Owner’s Solutions, IT and Procurement driving owner value for 16 brands, 5,660 sites, in over 100 countries
  • Increased value-add leveraging data science, analytics and enterprise enabled hospitality solutions.

Vice President Business Development/Managing Partner

Resource Intelligence, Inc.
01.1999 - 01.2015
  • Led sales and business development activities to drive solution and revenue growth of professional services, software and solutions focused on applications, data warehouse, analytics, BI and Big Data
  • Increased annual revenue from $500K to over $6 million in sales annually
  • Consistently achieved 100% of $1 million annual quota
  • Clients include but not limited to Teradata, HP, Kaiser, IHG, Informatica, Travelers, Office Depot, Verizon, Walgreens, GSK, GE Finance, GTE, AT&T, Macy’s and Westin.

Account Manager

AT&T Corporation
01.1998 - 01.1999
  • Led sales of network and data related solutions responsible for $3.5 million annual revenue into named accounts
  • Strategic wins: Genuine Parts, Napa and Motion Industries
  • First AT&T person to sell Motion Industries $3 million Frame Relay Network
  • Achieved 100% of $3.5 million annual quota 1998,1999.

Vice President Client Services

PowerSolv Corporation
01.1996 - 01.1997
  • Lead sales of software and professional services to large global clients for Structured Systems Analysis to reduce development costs and increase project management revenue
  • Carried team and personal quota
  • Achieved combined annual quota of 2.5 million
  • Strategic wins with IHG, GTE, Starwood Hotels, Westin and Office Depot.

Global Account Director

NCR Corporation/AT&T GIS
01.1992 - 01.1995
  • Developed major competitive hospitality account from $0 dollars to $8 million dollar Customer Focus Team 2.5 years
  • Sold program and project deployments for PMS (Property Management System), servers, database solutions for revenue management cross sell/upsell
  • Sold FEP and networking solutions for data center operations
  • Strategic win: Holiday Inn Worldwide (IHG) first AT&T GIS account to successfully implement revenue management systems in 62 countries.

Education

Master of Science: Marketing and Communication -

Florida State University
Tallahassee, Florida

Skills

  • Extensive experience in driving strategy aligned to customer business objectives
  • Proven ability to manage complex sales initiatives
  • Excels as individual contributor or part of a cross functional team
  • Demonstrated success developing net new and expansion accounts
  • Responsible for C level strategy, executive alignment and building trust
  • Skilled in facilitating business discoveries and creating a strong POV
  • Strong advocate for teamwork, customer success, trust, equality, and innovation
  • Upselling and Cross Selling
  • Territory Management
  • Revenue Generation

Volunteer Experience

  • Foster Care Support Foundation, GA
  • Humane Society of GA

Timeline

Strategic Account Director

PSignite
01.2023 - Current

Enterprise Account Executive

Salesforce, Inc.
01.2020 - 01.2023

Global Account Manager

Oracle Corporation
01.2015 - 01.2020

Vice President Business Development/Managing Partner

Resource Intelligence, Inc.
01.1999 - 01.2015

Account Manager

AT&T Corporation
01.1998 - 01.1999

Vice President Client Services

PowerSolv Corporation
01.1996 - 01.1997

Global Account Director

NCR Corporation/AT&T GIS
01.1992 - 01.1995

Master of Science: Marketing and Communication -

Florida State University

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Mary Monahan Hammelrath