Odell White
Royal Oak,MI
Summary
Accomplished sales and customer success professional with over 17 years' experience helping organizations drive results. Participated in helping to build high performance sales and customer success teams with 4 years’ experience directly impacting an individual contributor's path to success. A reputation for solving hard problems in order to build, maintain and grow strong client partnerships for any growing organization.
Overview
17
17
years of professional experience
Work History
Enterprise Customer Success Manager
Zendrive (Acquired By Intuit/Credit Karma)
10.2023 - Current
- Primary Enterprise CSM responsible for onboard new customers and partners, drive execution of product vision, capture key learning, resolve issues, and help customers reach their goals with Zendrive
- Define success plans to drive customer outcomes
- Develop & execute customer risk mitigation plans as it relates to customer outcomes, renewals, or overall satisfaction
- Drive upgrade revenue through increased product adoption and increased usage
- Partner with Sales/Business Development, Marketing, Product and Engineering teams to capture prospect and customer feedback to drive product and platform roadmap development
- Support the definition, tracking, and achievement of key metrics
Enterprise Customer Success Manager
SundaySky
05.2022 - 10.2023
- Primary Enterprise CSM responsible for managing SundaySky's largest customers which included brands such as Amazon, Salesforce, Delta, Capital Group, Gogo, and more!
- Work with multiple stakeholders and various lines of business to drive utilization and value realization of SundaySky video platform.
- Drive customer retention and growth via continued inspiration to utilize SundaySky Platform and accompanying service offerings.
- Partner with Sales Directors, Enablement, Professional Services, Marketing and Product teams to ensure alignment on how to drive value for each customer throughout their subscription.
- Partner with VP of Customer Success and Director of Customer Success in order to define success within a newly formed team.
Strategic Account Manager
Dscout
01.2022 - 05.2022
- Work directly with customers to ensure platform impact and develop strong client relationships.
- Focus on revenue retention and growth within a $2million book of business across 20 large brand accounts.
- Grow strategic relationships by renewing, upselling and cross-selling Dscout products and services.
- Partner with the Customer Experience & Research team to deliver great product experiences.
- Create and deliver programs and tactics that will lead to increased impact on revenue.
- Develop onboarding plans, lead and facilitate kick-off sessions, and appropriately set and manage support and delivery expectations.
Manager - Customer Development
Sprout Social
01.2020 - 01.2022
- Sales leader overseeing 9 Account Executives
- Direct Growth Account Executives on how to generate new business from existing customers by helping them identify growth opportunities and strategize ways to increase account value.
- Promote accountability across AE's while focusing on maintaining 100% NDR and Exceeding Monthly Growth Revenue Targets
- Execute team and account strategies to maximize profitability across their accounts.
- Create tailored coaching plans for continued development across each AE.
- Work to promote high performing AE's while generating a pipeline of new and upcoming talent.
Sr. Strategic Customer Development Manager
Sprout Social
01.2018 - 12.2019
- Lead sales strategies across 9 Customer Success Managers to identify growth opportunities within the “assigned” book of business.
- Discover, strategize, negotiate and close new business and growth opportunities on a monthly basis.
- Mentor Customer Success Management team on best sales practices and strategies.
- Responsible for the Customer Success Team reaching monthly and quarterly revenue growth targets.
- Responsible for growth across a $2 million-dollar (MRR) book of assigned accounts.
- Remain a trusted sales consultant and advisor to help clients make the best purchase decision.
- Partner with the Director of CDAE to help define success around the newly formed role.
Sr. Customer Development AE
Sprout Social
06.2017 - 12.2017
- Remain consistent top performer by overachieving monthly revenue targets.
- Remain a trusted team resource for newly hired CDAE’s.
- Help mentor newly hired CDAE’s.
- Share best practices across team and organization.
- Partner with the Director of CDAE to help define success around the newly formed team.
Customer Development AE
Sprout Social
06.2016 - 06.2017
- Proactively outbound to current Sprout Social customers within the “unassigned” book of business.
- Understand client's buying trends to position where we can expand our offerings.
- Train Account Management Team to help identify and pass potential growth opportunities that I can close.
- Partner with the Head of Success to define processes and success for the newly formed role.
Customer Success Manager
Sprout Social
07.2015 - 09.2016
- Retain and grow a book of business that consisted of 200 mid-market accounts.
- Work with all segments of customers to facilitate and ensure product engagement.
- Maintain product expertise across Sprout Social platform to serve as product expert.
- Maintain industry knowledge to serve as a trusted consultant.
New Business & Growth Account Executive
Sprout Social
09.2014 - 07.2015
- Responsible for finding new business and growth opportunities within Sprout Socials “Top Performing” Brands.
- Responsible for expanding offerings and relationships with existing accounts.
- Create Go-To-Market Strategies in order to penetrate top brands that underutilized Sprout Social.
- Assess any trends to understand why clients purchased and most importantly how they can grow.
Strategic Sales Specialist
Marketwired/Sysomos (Acquired By Nasdaq)
06.2012 - 09.2014
- Identify marketing and communication solutions for PR/IR/MARCOM/Agency and social media professionals.
- Responsible for driving new business by selling both Traditional Communication & social media Listening solutions.
- Deliver new business sales presentations to win business.
- Improve product/industry knowledge to consult current and prospective clients within a constantly evolving market.
- Manage all accounts won for 12 months.
- Provide insight around competitors, potential marketing initiatives, industry trends and product development.
Business Development Manager
FleetMatics (Acquired By Verizon)
04.2011 - 06.2012
- Set appointments to sell Fleetmatic GPS Tracking and Telematics Technology
- Consult with potential clients on fleet management initiatives and GPS Solutions
- Developed new business opportunities to grow revenue.
- Schedule and conduct live Webex presentations of Fleetmatic software and services.
- Manage all opportunities created within Salesforce CRM.
Underwriter - Technology Insurance Specialist
Chubb Insurance
07.2008 - 01.2011
- Maintained $3 million book of business of Life Science accounts that include Medical Device Companies, Pharmaceutical Companies, Healthcare Service Organizations, and Dietary Supplement Organizations within Chicago, Illinois and New Jersey.
- Evaluate each prospective risk and exposure within the Life Science Industry to determine classification, pricing, appetite and profitability.
- Complete detailed research of companies to determine industry profitability and develop new business opportunities to grow revenue.
- Build key relationships with Agents/Producers/Brokers by marketing within assigned territory.
- Educate new producers on our products through training presentations and learning sessions.
- Coordinate and conduct relationship building activities and events for key agents and producers.
Advertising Consultant
AT&T
09.2007 - 05.2008
- Responsible for consulting business owners with creative advertising methods to assist in their growth and progress.
- Creating and designing advertisements for business owners looking to increase traffic to their business.
- Assist in driving traffic to business websites through online advertising offered through AT&T Yellow Pages.com.
- Help create online advertisements and company websites.
- Manage over 400 SMB accounts.
Education
Bachelor of Arts - Advertising
Michigan State University
East Lansing, MI08.2007
Skills
- 17 years of Consultative Sales Experience
- 14 years of Customer Success & Key Account Management
- 12 Years of selling SAAS Technology
- 4 years of Sales Leadership Experience
Accomplishments
Individual Contributor
- Presidents Club Award Winner
- 2020 Value Award Nominee
- AE MVP 2016, 2017, 2018
- Averaged 130%+ to goal YoY throughout my career
- 98%-99% Customer Retention Rate YoY throughout my career
Sales & Success Leader
- Promoted 5 AE’s within a 12 month Period
- Hired, Coached and Trained 7 new hire AE’s within a 12 month Period
- Maintained a Rolling 6 Month Team Avg. of 113% to MRR Goal
- 12 Consecutive Months over 100+% to MRR Goal
- 6/12 months over 110%+ to MRR Goal as a Team
Org Impact
- Helped build Sales, Customer Success and Growth Account Executive teams that have positively impacted over 70+ AE’s across SMB, Mid-Market & Enterprise Segments throughout the United States & Dublin and LATAM
- Created and launched internal customer testimonial processes.
- Created and launched “remote work” processes to foster team and management collaboration.
- Volunteer Committee Member, BIPOC Mentor & Speaker.
- Played a crucial role in managing our Zendrive IQL and telematics customers which ultimately led to the acquisition by Intuit/ CreditKarma.
Formal Sales Training
Spin Selling (Situation, Problem, Implication & Need); Slow Down, Sell Faster! (By Kevin Davis); Sandler Sales Training
Timeline
Enterprise Customer Success Manager
Zendrive (Acquired By Intuit/Credit Karma)
10.2023 - Current
Enterprise Customer Success Manager
SundaySky
05.2022 - 10.2023
Strategic Account Manager
Dscout
01.2022 - 05.2022
Manager - Customer Development
Sprout Social
01.2020 - 01.2022
Sr. Strategic Customer Development Manager
Sprout Social
01.2018 - 12.2019
Sr. Customer Development AE
Sprout Social
06.2017 - 12.2017
Customer Development AE
Sprout Social
06.2016 - 06.2017
Customer Success Manager
Sprout Social
07.2015 - 09.2016
New Business & Growth Account Executive
Sprout Social
09.2014 - 07.2015
Strategic Sales Specialist
Marketwired/Sysomos (Acquired By Nasdaq)
06.2012 - 09.2014
Business Development Manager
FleetMatics (Acquired By Verizon)
04.2011 - 06.2012
Underwriter - Technology Insurance Specialist
Chubb Insurance
07.2008 - 01.2011
Advertising Consultant
AT&T
09.2007 - 05.2008
Bachelor of Arts - Advertising
Michigan State University
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