Hi, I’m
Nicole May-Lawton
Customer Success And Business Development
Clarkston,MI
Summary
Dynamic sales professional is seeking a technology sales position that will leverage years of expertise in sales, business development and customer service. Experience in SaaS and PaaS Enterprise software. Highly focused to produce results and am able to work independently and as a team member in order to meet goals and business objectives.
Overview
12
years of professional experience
Work History
Newsela, Remote
Customer Success Manager
07.2022 - Current
Job overview
- Managed $1.56M pipeline of district and school clients that utilized instructional platform to improve literacy skills of students
- Helped users onboard and provided them with training or scheduled professional development sessions for them
- Prepared and sent quotes to stakeholders; ensure that renewals were processed in a timely fashion
- Negotiated pricing, when necessary
- Identified risk accounts and created strategies to prevent or mitigate loss
- Involved in customer health score work group to provide insights and feedback customer health score, which would be leveraged in identifying the wellness of accounts, growth opportunities and risk level.
- Exceeded target renewal goal in Q4 of FY22
- Met growth goal in Q4 of FY22 and Q1 of FYI23
- Met growth goal for Q1 of FY23.
Newsela , Remote
Senior Sales Development Representative
11.2019 - 07.2022
Job overview
- Responsible for prospecting districts and schools to promote awareness of Newsela's online instructional content platform.
- Supported aggressive sales growth through various strategies and tactics
- Worked with field sales and marketing on sales plays that would drive revenue
- Developed territory plan for generating new business and growth
- Trained new hires on systems, objection-handling, processes and conducted role-playing and shadowing sessions
- Mentored new hires; held timely 1:1s to provide support and insights
- Provided valuable feedback to leadership and team members when necessary
- Continued to maintain accounts and worked with sales and marketing teams on campaigns and outreach
- Met or exceeded quarterly goals for meetings held and new growth opportunities
- Achieved average monthly quota of 110%.
OpenTextSouthfield, MI
Customer Manager/Sales
05.2018 - 11.2019
Job overview
- Managed renewal and upsell business of existing client portfolio
- Worked with delivery team to ensure that the clients’ expectations were met; kept in continual communication on any technical issues were resolved and met SLAs
- Worked with the legal department on updating legacy master agreements, POCs, SOWs, and other legal contracts and informing the clients of change
- Met or exceeded quarterly renewal goal of 80% consistently
- Successfully increased growth of pipeline of Ford Motor Company (client) by 15% in first two quarters in role.
OpentextSouthfield, MI
Business Development-Team Lead
03.2015 - 05.2018
Job overview
- Developed new business for Cloud-based platform for identity management, data exchange and user experience/portal services as a PaaS
- Presented to prospects, cultivated relationships, and created drip-campaigns to update nurtured accounts on the latest industry insights and offerings
- Attended tradeshows, hosted webinars, created messaging for event outreach and provided thought leadership through social media to create brand-awareness and make connections
- Trained and coached team members and assisted to sales operations
- Increased pipeline by $, , in the first nine months
- Increase sales opportunities by 40%.
Verint (formerly Foresee Analytics)Ann Arbor, MI
Sales and Marketing Development
03.2014 - 02.2015
Job overview
- Marketing and Business Development
- Marketing and business development for customer-experience analytics solution
- Collaborated with senior sales team on account penetration; performed account research, planning and lead qualification
- Identified or uncovered pains around understanding the Voice of the Customer and held calls/meetings with key stakeholders to discuss ways the Foresee solution could increase CX SAT
- Met or exceeded monthly quotas
- Held a high lead-to-conversion rate of 75%.
Compuware (Gomez)Detroit, MI
Renewal Specialist/Account
09.2011 - 03.2014
Job overview
- Management
- Managed accounts for SaaS and software maintenance renewal for ERP and application performance management products
- Worked independently or in conjunction with sales leads on renewals; reviewed T&Cs, pricing and all other pertinent information for upcoming renewals, prepared and sent quotes to clients, answered questions on licenses or usage
- Negotiated pricing or T&Cs when appropriate, worked with legal and finance on schedules and any changes to agreements
- Met or exceeded quarterly renewal quota of 85%
- Met or exceeded goal of multi-year deals.
Education
Michigan State University
Bachelor of Liberal Arts
Skills
Revenue growth
Training and mentoring
Customer Relations
Client service optimization
Team Building
Staff mentoring & leadership
Pipeline development
Inter-department collaboration
Sales proficiency
Key accounts development
Budgeting
Business administration
Strategic planning
Negotiation
Prospecting and Lead Development
Customer Relationship Management
Business planning
Timeline
Customer Success Manager
Newsela
07.2022 - Current
Senior Sales Development Representative
Newsela
11.2019 - 07.2022
Customer Manager/Sales
OpenText
05.2018 - 11.2019
Business Development-Team Lead
Opentext
03.2015 - 05.2018
Sales and Marketing Development
Verint (formerly Foresee Analytics)
03.2014 - 02.2015
Renewal Specialist/Account
Compuware (Gomez)
09.2011 - 03.2014
Michigan State University
Bachelor of Liberal Arts
05.1998