SalesForce, NetSuite, Odoo
Mollie Eversburg
Director Of Business Development
Round Hill,VA
Summary
Keen interpersonal, communication, collaboration and organizational skills, with a passion for Customer Success and identifying and capitalizing on emerging market trends and revenue opportunities. Demonstrated track record of success in Business Development, Customer Success, Deescalation, Trend Analysis, and Program Management.
Overview
11
11
years of professional experience
Quote
It is not only for what we do that we are held responsible, but also for what we do not do.
Molère
Work History
Director, Partnership Business Development
AIRISTA
Remote
02.2021 - Current
- Play key role by driving increases in SaaS sales with focus on Global Healthcare IT market by recruiting new strategic business partners throughout Northern America, Canada, Europe, Middle East, and Africa (EMEA).
- Search for, identify, and cultivate deep and strategic relationships with key partner stakeholders in targeted Health Care segments by utilizing go-to-market intelligence platforms (ZoomInfo), attending technology trade shows (HIMSS), and maintaining high levels of engagement and communication.
- Oversee all elements of partner sales enablement on joint-value proposition, as well as facilitating field sales alignment and engagement, acting as subject-matter-expert for named partners with customers and prospects, and driving partner-sourced and partner-influenced sales opportunities.
- Conduct ongoing monitoring of partner achievement toward target verticals and solutions, targeted revenue, enablement, joint lead generation, net new sites, net new case studies, and upsells.
- Spearhead initiation in developing and implementing several new automated workflows to guarantee partners are informed of policy changes, new product offerings, pricing, training opportunities, certification expirations etc.
- Achieved substantial success by onboarding 10 new strategic partners in a niche market, producing significant increase in net new business and 27% increase in sales with existing partners.
Director, Customer Success
AiRISTA
Remote
10.2018 - 01.2021
- Established and fostered close relationships within portfolio of Enterprise Customers and Key Partner Accounts within Health Care IT industry throughout North America and Asia-Pacific (APAC) Region.
- Partnered closely and collaboratively with key C-Level Executives and Business Decision Makers to propel change management and adoption activities, unblock technical challenges, reduce implementation risk, increase usage of existing workloads, and pinpoint upsell opportunities within assigned portfolio.
- Led creation of value for defined book of business by guaranteeing clearly define business outcomes and developing “success plan” with appropriately identified objectives, stakeholders, milestones, risks, and metrics needed to achieve them, resulting in renewal rate of 93%, increased from 62%.
- Operated as a client advocate and collaborated with global cross functional teams to increase customer satisfaction and reduce churn.
- Contribute extensively to ongoing change management efforts by documenting new processes and workflows and drafting internal training materials and/or communications.
Engagement / Customer Success Manager
AiRISTA
Herndon, VA
05.2016 - 10.2018
- Carried out strategic administration of existing customer accounts, resulting in over 98% renewal rate for active customers, approximately $102K in upsell revenue quarterly, and 60% win back rate for inactive customers.
- Served integral role by overseeing customer kickoffs, ensuring renewals, and expanding annual recurring revenue (ARR) through up-selling and cross-selling for portfolio of new and existing clientele within portfolio.
- Actively engaged and participated in strategic conversations with C-Level executives and various members of customer organization to align Arista's RTLS Technology platform as solution to their business challenges and goals, increasing adoption and unveiling upsell opportunities.
- Interfaced cross-functionally with all Business Development departments to develop RFP Response and Work Plan Template, defining response timelines and submission requirements for each.
- Orchestrated revamp and redesign of SharePoint Database and content repositories for Business Development, Account Management, Marketing, and RFP Responses, as well providing assistance in creating standard proposal language by solution use cases.
Business Development Associate
Ekahau & AiRISTA ** Ekahau RTLS Was Acquired **
Herndon, VA
11.2015 - 05.2016
- Drove significant increase in overall business development by maximizing sales productivity, profitability, growth, and account penetration within assigned market segment/base and leads.
- Instituted increase in conversion of level 1 web-based qualified leads from 1.2% to 3.9% in 6 months.
- Led generation of strong pipeline of vetted qualified leads for Executive Sales Team with 79% conversion rate post demonstration and use case scope approval.
- Operated in pivotal capacity by overseeing process for creating action plan that spanned across end-to-end strategic landscape to ensure deal closure.
- Collaborated with internal partners through integration of reports, risk analyses, driving agreements, and assessing value in strategic deals.
Senior Account Manager
ProSource
Sterling, VA
01.2014 - 01.2015
- Tasked with directly presiding over up to 210 new/existing customer and partner accounts and their associated projects while guaranteeing retention and annual renewals.
- Focused on consistently meeting and surpassing monthly revenue and profit margin goals by at least 10% and greater than 85% renewal rate through structured and creative customer engagement.
- Established and fostered multi-level client stakeholder relationships to continuously link deliverables to customer's KPIs.
- Prospected for, identified, and implemented improvements to business processes, methodologies, and client communication methods.
Regional Enrollment Services Manager
K12
Remote
01.2013 - 08.2014
- Administered annual enrollment season kick-off calls with schools to review and gain agreement on all enrollment processes, document requirements, SLAs, and KPIs.
- Partnered with Directors and Regional Marketing to ensure enrollment forecasts and goals were clearly understood by clients, deadlines were agreed upon and communicated across entire team.
- Orchestrated integration and maintenance of Salesforce Knowledge Base specific to managed schools to ensure messaging updates/changes in compliance were communicated to Enrollment teams.
- Cooperated with Senior Enrollment and Marketing Directors to forecast, implement, and track against departmental goals and to ensure meeting of all quarterly and annual sales goals.
Sales / Enrollment Supervisor
K12
Herndon, VA
03.2012 - 01.2013
- Presided over enrollment of clients in three virtual public schools associated with K12 in two states according to company, state, and federal guidelines from lead inception to student enrollment.
- Provided supervision and leadership to 22 full time and contracted employees in producing approximately $33,500,000 in revenue for 2011-2012 fiscal year.
- Demonstrated track record of success by completing Quarter 1 and 2 of 12-13 school year with team averages 8 points above company goals for quality.
- Guaranteed meeting and exceeding of forecasted goals for 13-14 school year with team averages 4 – 10 points above productivity goals.
Sales / Enrollment Consultant
K12
Herndon, VA
02.2011 - 03.2012
- Drove increase in interest in various K12 services by fostering relationships with clientele as educational advisor and consultant and guaranteed proper documentation and eligibility information according to school and state regulations.
- Contributed extensively toward meeting of team enrollment goals while maintaining retention rates and customer loyalty rates.
- Effectively administered over $7M in revenue and enrollment of 1,008 students in less than one year of employment.
Education
Bachelor of Arts - SOCIAL WORK
George Mason University
Fairfax, VASkills
Account Development & Strategic Planning
undefinedAffiliations
Member of National Association of Women Sales Professionals
Member of The International Association for Business Development and Strategic Partnerships (BIZDEV)
Director of Cookie Sales – Girl Scouts of America Round
Hill Hometown Festival Committee Member Volunteer
Software
HubSpot, Zendesk, ZoomInfo
Microsoft Teams, Zoom, Skype, WebEx
Outlook, Excel, Word, PowerPoint, SharePoint
Interests
Horticulture
International Travel
Local Coddiwompling
Volunteering and Community Involvement
Reading
Yoga
Timeline
Director, Partnership Business Development
AIRISTA
02.2021 - Current
Director, Customer Success
AiRISTA
10.2018 - 01.2021
Engagement / Customer Success Manager
AiRISTA
05.2016 - 10.2018
Business Development Associate
Ekahau & AiRISTA ** Ekahau RTLS Was Acquired **
11.2015 - 05.2016
Senior Account Manager
ProSource
01.2014 - 01.2015
Regional Enrollment Services Manager
K12
01.2013 - 08.2014
Sales / Enrollment Supervisor
K12
03.2012 - 01.2013
Sales / Enrollment Consultant
K12
02.2011 - 03.2012
Bachelor of Arts - SOCIAL WORK
George Mason University
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