Ngoc (Natalie) Le, MBA
Boston,MA
Summary
Experienced Tech Sales professional with 15 years in enterprise sales, specializing in renewals, retention, expansion, and SaaS solution selling. Proven ability to drive revenue growth while managing and coaching high-performing sales teams. Consistently achieved quota for 10 years at Microsoft/Nuance, securing multi-million-dollar contracts with Fortune 500 companies through strategic upselling, cross-selling, and license expansion. Skilled in negotiating Hosted, SaaS, Subscription/Annual, and Perpetual license agreements. Holds an MBA in Business Management and Marketing, graduated Summa Cum Laude.
Overview
15
15
years of professional experience
1
1
Certification
Work History
Digital Account Executive
Microsoft/Nuance
08.2015 - Current
- Accomplished 150% of the FY '24 quota, achieving $18 million against a $12 million target by driving revenue growth
- Proven ability to perform under pressure in a fast-paced, hyper-growth culture, consistently meeting and exceeding revenue and territory quota targets
- Implemented win/win negotiation strategies to protect revenue, retain existing customers, and sell CCaaS, driving continued revenue growth
- Over 15 years of enterprise sales experience with expertise in renewing, expanding, and selling term license deals
- Secured customer retention by partnering with Solution Area Specialists to prioritize migrating customers to the Microsoft platform
- Supported other solution areas in selling the value of Microsoft solutions
- Closed multi-year renewals on time, capitalizing on upselling and cross-sell opportunities while incorporating price increases
- Demonstrated excellent customer management skills, including sales, account management, and customer service, successfully negotiated contract renewals and upsells for 120 customers to maximize growth
- Identified areas for process improvement, taking personal initiative to enhance efficiency and effectiveness
- Maintained an accurate forecast, identifying risks and opportunities, and collaborated cross-functionally with teams such as Sales, Finance, Customer Success, Order Management, Legal, Deal Desk, Professional Services, and Technical Support
- Successfully defended against competitive pressures while identifying additional opportunities for account expansion
- Proactively managed customer retention, reducing churn and implementing strategies to support growth
- Demonstrated strong attention to detail, time management, and organizational skills, excelling in both written and verbal communication
- Built positive relationships with peers and cross-functional partners, exemplifying a team-player mindset in every role
- Maintained a growth mindset, always keeping customer success as the core focus.
Temporary team Lead Digital Account Executive
Microsoft
12.2023 - 06.2024
- Acted as Temporary Team Lead during VP’s Maternity Leave, managed a team of 5 Digital Account Executives and 2 Analysts
- Contributed to constructing, designing, & orchestrating National Spiff program aim of closing the revenue gap for FY24
- Motivate team of Renewals Managers to hit retention, expansion, price uplift & assist in setting quotas and relief strategies
- Implement repeatable processes and playbooks to scale revenue growth and maximize efficiency
- Ensure strong processes and systems are in place so that trends in customer churn are identified early, communicated with the appropriate audience, and appropriate follow-up action is taken, including working with the product team to receive feedback on the growing requirements of a customer.
Inside Sales
RSA
01.2010 - 08.2015
- Qualify or disqualify software sales leads
- Manage in-bound sales leads
- Includes fielding calls, following up on web inquires, qualifying leads and setting up opportunities
- Assisting Prospects in executing the RSA sales process
- Subject Matter Expert (SME) for CDW, assisting in prospecting and supporting the quoting of new deals with 25% travel to CDW headquarters in Chicago.
Education
MBA - Business Administration
Fitchburg State University
01.2019
BA - undefined
UMASS Lowell
01.2012
Skills
- Salesforce
- Relationship building
- MBA
- Result driven
- Problem solving
- 15 years in SaaS Selling
- 12 years renewals
- Winning can do attitude
- Trilingual
- Contract negotiations
- Sales strategy
- Strong integrity
- CRM Integration
- Revenue Generation
- Client Relationship Building
- Contract Negotiation
Accomplishments
Achieved $7 million in revenue for Q4 by contributing to the construction, design, and orchestration of the National Spiff program aimed at closing the revenue gap for FY24.
Nominated for the FY24 Q2 Commercial Solution Area Award, recognized as a top 3 nominee for Growth Mindset.
Nominated for the FY24 Q4 Commercial Solution Area Award, honored as a top 3 recipient for One Microsoft.
Certification
MBA
Languages
Cambodian
Professional Working
Vietnamese
Professional Working
English
Full Professional
Personal Note About Me
Caring for my family is at the heart of everything I do. I find joy and fulfillment in creating a nurturing, supportive environment for my loved ones. Balancing family life with my professional career has helped me develop strong organizational and time-management skills. I also enjoy volunteering on the kids' PTO board and contributing my time to support my community, as I believe that giving back is essential for fostering the next generation.
I am passionate about decluttering and minimalism. I believe in creating space—both physically and mentally—by simplifying my surroundings. This lifestyle has taught me to prioritize what truly matters and reduce distractions, leading to a more focused and peaceful life.
Lastly, being intentional is a guiding principle for me. I strive to grow 1% every day and make thoughtful decisions in both my personal life and career. This approach allows me to align my actions with my values and goals, resulting in a fulfilling and purpose-driven lifestyle that enables me to succeed in both my career and family.
Timeline
Temporary team Lead Digital Account Executive
Microsoft
12.2023 - 06.2024
Digital Account Executive
Microsoft/Nuance
08.2015 - Current
Inside Sales
RSA
01.2010 - 08.2015
MBA - Business Administration
Fitchburg State University
BA - undefined
UMASS Lowell
MBA
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