Napoleon Huynh
Seattle,Washington
Summary
Results-driven sales leader with over 7+ years of experience in technology-related sales, specializing in Data & AI solutions. Proven track record of managing and expanding strategic partnerships, particularly with Salesforce, resulting in multi-million dollar agreements and significant revenue growth. Adept at leading cross-functional teams to drive digital transformation and optimize business outcomes through innovative data and AI strategies. Recognized for developing and scaling customer engagement frameworks that enhance satisfaction and retention, as well as scaled teams. Passionate about empowering organizations to achieve their business priorities through digital modernization and advanced analytics.
Overview
8
8
years of professional experience
Work History
Senior Account Manager, Strategic
Highspot
11.2022 - Current
- Chosen by the CEO, CRO, Chief Solution Architect Officer, as well as sales & customer success VPs to manage Highspot's most strategic and largest customer, partner, and investor relationship with Salesforce
- Transformed a churn scenario into a multi-year $5.8M agreement, securing approval from Marc Benioff (CEO), Brian Millham (President), and numerous Salesforce executives by engaging over 500 global stakeholders and initiating 30+ new workstreams to align with Salesforce's strategic initiatives, enhancing the Highspot & Salesforce partnership
- Developed the business case to transition from a standard account model to a fully staffed global team, supporting three strategic pillars aimed at scaling Highspot adoption and impact across Alliances, Professional Services, Product, Delivery Services, Marketing, and Account Development resources within Salesforce
- Established new relationships and workstreams to scale integrations with Salesforce's product ecosystem, initiating 8+ integration workstreams to foster deeper GTM and ISV partnerships
- Created a new executive sponsorship framework to effectively brief, strategize, and deploy Highspot executives, enhancing strategic relationships across Salesforce
- This model was recognized as a best practice and scaled across other key accounts at Highspot
- Led the development of a business case correlating Highspot's offerings to $5.3B in closed-won revenue, 56% win rate, and 6M buyer engagement insights.
Account Manager III & IV
Highspot
04.2021 - 11.2022
- Achievements: President's Club 2021, 100% ARR Retained Across All Accounts ($5.3M ARR Book of Business), Ranked 1st in Expansion Revenue (ARR) Across All Non-Senior Account Management Segments (SMB, Commercial, & Enterprise), Grew Book of Business by 40%, Led team training or onboarding sessions monthly, Achieved the highest attendance at Highspot's first in-person customer event, Spark, among global Account Managers
- Promoted directly into a level III from level 1 AM role
- Worked with GTM leadership (including VP Product Marketing, VP Revenue Enablement, VP Account Management, Director AM Enablement, Sr
- Director L&D) to develop and scale a new customer engagement strategy across Global Account Managers
- Partnered with Highspot's CEO, VP of Alliances & BD, and Chief Solution Architect/Co-Founder to manage Highspot's most strategic and largest customer account
- Acted as the Account Manager for Highspot as a customer, setting benchmarks for success, strategizing account manager (AM) customer engagements, piloting GTM initiatives, and presenting strategies to GTM leaders
- Delivered a session at Highspot's first SKO since 2019, presenting the new Sales Methodology and a customer success story to the Global GTM teams, demonstrating the "Why Stay with Highspot" scenario
- Represented Account Management in workshops with GTM Leadership to develop and standardize customer messaging for global deployment
- Conducted a partner enablement session for all GTM teams on maximizing the use of channel partners to enhance customer success, retention, and value
- Led multiple onboarding sessions each quarter for new Account Management cohorts, focusing on Account Strategy/Research, tools, and best practices for engaging new Books of Business.
Account Manager I
Highspot
10.2019 - 04.2021
- Managing an account base of ~40 customers in the SMB/Commercial segment to ensure the best possible experience with Highspot
- Success planning, new feature announcements, customer events, front-line customer communications, business reviews to ensure success criteria are continually being met
- License expansions and renewal processing
- Accolades: President’s Club 2020, 100% ARR Retained Across All Accounts, 3rd in Expansion Revenue (ARR) Across All Non-Senior Account Management Segments (SMB, Commercial, & Enterprise), Q1 Retention Award, Q2 All In Award, Led Team Trainings x1 a month
Sr. Account Development Representative
Highspot
07.2017 - 09.2019
- Leveraging an Account Based Sales Development strategy (ABSD) to identify new business opportunities and generate qualified leads
- Utilizing email, phone, LinkedIn, social channels, and hand-sent mail to multi-thread accounts and engage leads
- Use a consultative, solution-based sales methodology in discovery meetings to uncover the challenges faced by Director, VP, and C-Level Executives
- Mentored 7 new team members through their onboarding, focusing on value propositions, product knowledge, cold calling, and conducting discovery meetings
- 129% of quota attainment over two calendar years – 2nd most SQLs for all time ADRs
- Contributing to $1.99 million in Pipeline Opportunities, resulting in $150.5K Closed: Won Annual Recurring Revenue.
Account Executive Intern
Amazon
04.2017 - 06.2017
- Utilize Sales CRM tools to track all pertinent account information and sales process
- Analyze sales/metrics data from territory to help evolve personal strategies
- Network with key prospects and customer contacts to drive customer satisfaction.
Lead Generation Sales Intern
Slalom Consulting
01.2017 - 03.2017
- Conduct research on Slalom, their clients, industry trends and use insights to target and influence buyers
- Work to develop best practices within lead generation sales team and research
- Support others with account research regarding projects and/or clients.
Education
Bachelor’s Degree in Communications and Sales -
University Of Washington
Seattle06.2017
Skills
- Strategic account management, value-based consultation & solution based selling with executive-level contacts
- GTM & Technical Partnership Development
- Story telling: Creative deck & content building
- Excellent negotiation skills
- Adapting in high-growth SaaS environments
- Well-versed in sales methodologies (Force Management & Corporate Visions)
- Proficient with all major CRM, BI, forecasting platforms
Timeline
Senior Account Manager, Strategic
Highspot
11.2022 - Current
Account Manager III & IV
Highspot
04.2021 - 11.2022
Account Manager I
Highspot
10.2019 - 04.2021
Sr. Account Development Representative
Highspot
07.2017 - 09.2019
Account Executive Intern
Amazon
04.2017 - 06.2017
Lead Generation Sales Intern
Slalom Consulting
01.2017 - 03.2017
Bachelor’s Degree in Communications and Sales -
University Of Washington
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