Michael Gulla

As part of the CORE customer loyalty team, I am responsible for managing and growing the net revenue from Avalara customers through up-sell, cross-sell and add-on opportunities.

In 2021 and 2022, I was responsible for leading team tactical training, onboarding and mentoring four new customer account managers. As a result, I achieved 131% attainment in 2021, and 83% in 2022 with a 3-months out of office - generating over 2 million in revenue in 2021 and 1.4 million in 2022, respectively. Additionally, I presented to leadership and revenue ops on best practices for CAM's and had a successful year.

Responsibilities:

• Establish a professional working relationship with day to day users up to the executive level
• Manage a SFDC pipeline of add-on and up sell opportunities within a set of existing accounts and deliver results against a quota
• Provide timely forecasts and risk analysis to direct manager as well as track customer and partner interaction, leveraging Salesforce
• Articulate and present the value delivered by Avalara products and services to various levels within an organization to ensure renewal and expansion sales
• Understand a clients' business environment and uncover their sales and use tax challenges to recommend additional products/services
• Work in a team environment with a Customer Success Manager to promote client retention and satisfaction
• Create a win-win environment for the client and Avalara by professionally and ethically negotiating issues related to contracts, pricing and service fees.
• Leverage the broader internal team and partner ecosystem to address client satisfaction issues
• Present a professional image via communication skills, both proactively and when under duress
• Grow relationships with key client contacts to ensure we add value at every step and ultimately get a client to promote us to their peers

• 2020 revenue includes Olam International $13.5k, Ford Mobility EU $10k, Kantar $5k pilot, Facebook $10k and Universal Music Group $5k pilot. Annual quota = $200k
• Responsible for full sales cycle (3-6 months) and end-to-end project management (1-4 weeks)

• Developed and implemented strategies to increase sales and customer retention.
• Created and maintained relationships with existing clients by providing excellent customer service.
• Researched potential new customers, identified key decision makers, and contacted them to introduce products or services.
• Conducted market research analysis to identify trends in the industry, customer needs, competitors' offerings, pricing structures.
• Assessed customer feedback and preferences to create tailored solutions for individual customers.
• Utilized CRM software to track all prospecting activities including calls made, received, emails sent, received, meetings held, attended.
• Provided accurate forecasts of future sales opportunities based on current pipeline activity.

• Team Lead of the Strategic Services entails managing accounts, training and mentoring new Strategic Advisors, as well as leading a team of 8-10 Strategic Advisors.
• Responsibilities included helping reps hit quota and point of escalation.
• Led or involved in several departments and cross-departmental projects to help drive revenue, increase retention rates, and create long term relationships with clients.

• Agency and account management experience, building relationships with 100+ accounts Responsible for retention of $400k in annual revenue managing large brands like Roger Dunn Golf, Sean Jean, and Sig Sauer.
• Nominated by the leadership team to manage high volume - larger sender Enterprise accounts Created client-facing social media and email marketing copy for marketing and retention efforts.

• Assist small to small to medium-sized business developing and executing a multi-channel digital marketing approach
• Help emerging brands utilize traditional media, website, social media, and direct messaging to grow their presence online, generate a buzz, as well as engage, retain, and build meaningful relationships with their customers and target market
• Use sales expertise and methodologies to convince a trial email marketing customer to consider an annual payment multichannel marketing platform
• Closed 3 agreements within 35 business days
• Maintained and updated Lead and Opportunity Pipeline
• Follow up with potential customers to provide value and guide to a purchase decision regarding their online marketing efforts

• Educate customer groups about available features and functionality of web-based, email marketing software platforms.
• Managed small business accounts during the initial launch of email marketing subscription to help clients understand a web-based software application
• Converted trial accounts to recurring monthly and annual term revenue

• Advised prospects on personal cable, HSD, and phone needs
• Received calls from potential and existing customers for sales, service, billing, and retention purposes
• Conducted a collection of account balances and monitored branch profitability through billing cycles

• Supervised current accounts, potential accounts, inventory, and warehouse operations, while working closely with outside sales representatives to engage, retain, and grow client base. Established and serviced 30 accounts in assigned territory and carried quota.