Paula Graunke
Inverness,IL
Summary
Experienced sales leader with a strong track record of achieving results in leading technology companies and high-growth software start-ups. Skilled in navigating complex ecosystems of people, processes, and technology. Recognized for synthesizing corporate vision into desired business outcomes, driving success. Consistently exceeded quotas, earning multiple sales awards and making significant revenue contributions over the past two decades.
Overview
17
17
years of professional experience
1
1
Certification
Work History
Independent Sales Consultant
PGrace Consulting
07.2024 - Current
- Secured three contracts in the first six months
- Delivering revenue solutions as a service.
- Facilitating Go-to-Market processes.
- Designing tailored solutions to drive company growth.
- Enhancing sales processes for technology companies.
- Building relationships with customers and community to promote long term business growth.
- Negotiating prices, terms of sales and service agreements.
Global Managing Director
Five9
06.2021 - 07.2024
- Over-achieved Annual Revenue Goal all three years (111%, 124%, 626%)
- Oversaw strategic initiatives to expand the System Integrator Partner Channel globally.
- Oversaw global relationships with major consultancies including Deloitte and IBM, along with three boutique agencies.
- Led the global deployment of Five9's SI Reseller initiative.
- Delivered consistent revenue growth by identifying new business opportunities and expanding service offerings.
- Trained and guided team members to maintain high productivity and performance metrics.
- Drove company revenue growth, orchestrating effective sales and marketing strategy that targeted untapped markets.
Senior Director, Automation Sales
ISG Solutions
01.2020 - 06.2021
- Won $20M in contracts all virtually during the pandemic
- Directed design and execution of business initiatives to drive performance, profit optimization and growth opportunities.
- Developed strong relationships with key industry partners, fostering collaboration and mutual growth opportunities.
- Fostered work culture of collaboration and inclusion to increase revenue
- Cultivated a culture of innovation by promoting creative thinking and encouraging employees to take calculated risks in pursuit of client solutions.
- Achieved departmental revenue goals by developing and implementing strategic sales plans and initiatives.
Microsoft Alliance Leader
Blue Prism
06.2018 - 01.2020
- Secured $2 million co-sell automation contract with Microsoft at a major insurance company
- Formalized the partnership collaboration between Microsoft and Blue Prism.
- Selected to join Microsoft's esteemed AI Partner Advisory Council.
- Developed the marketing plan, co-selling strategy and sales rules of engagement
- Directed implementation of sales enablement initiatives for Microsoft Sales Executives and Enterprise clients.
- Maintained team flexibility and embraced change to adapt within dynamic markets.
- Championed change initiatives, successfully navigating teams through periods of transition while maintaining morale and engagement levels.
- Demonstrated commitment to the organization''s core values, leading by example and fostering a culture of excellence.
Vice President & General Manager
IPsoft, Inc.
01.2017 - 06.2018
- Provided insights into the growing opportunities in conversational AI.
- Led pursuit strategy development and content creation.
- Increased revenue by 257% within a year.
- Developed new revenue streams by identifying growth opportunities and forging strategic partnerships with key industry players.
- Collaborated with senior management to develop strategic initiatives and long term goals.
- Negotiated high-value contracts that maximized profitability while mitigating risks for the organization.
- Represented organization at industry conferences and events.
- Cultivated strong relationships with key stakeholders, including customers, vendors, regulators, and community leaders to promote collaboration and long-term success.
- Built high-performance teams through effective recruitment practices focused on competency alignment coupled with ongoing performance management processes.
Senior Director, Enterprise
Microsoft Corporation
02.2014 - 01.2017
- Exceeded Annual Quota every year (106%, 115%, 103%)
- Managed end-to-end responsibilities for major clients including Jones Lang Lasalle, Grant Thornton and WW Grainger.
- Managed client interactions at the executive level, including CEO and Board of Directors.
- Developed strong relationships with key industry partners, fostering collaboration and mutual growth opportunities.
- Demonstrated expert product knowledge during client interactions, addressing questions/concerns confidently and offering solutions tailored specifically for them.
- Boosted sales revenue by cultivating strong client relationships and implementing effective sales strategies.
- Delivered exceptional customer service, resulting in a high percentage of repeat business and client referrals.
Area Vice President, Infrastructure Sales
Accenture
04.2012 - 02.2014
- Worked alongside Accenture's Health & Public Sector Operating Group in the area of Infrastructure Consulting.
- Led team of 12 Sales Directors overseeing infrastructure managed services.
- Led a high-performing team to achieve top results through effective coaching, mentoring, and training.
- Interacted well with customers to build connections and nurture relationships.
Consulting Sales Director, Central Region US
Hewlett-Packard Company
04.2008 - 03.2012
- Managed a team of 15 consulting sales executives.
- Oversaw pipeline management, deal negotiation and statement of work development.
- Negotiated high-value contracts with key clients, ensuring mutually beneficial outcomes for all parties involved.
- Hired, trained and built high-performing team of sales representatives.
- Delivered consistent results against quarterly targets by monitoring KPIs closely and adjusting tactics as needed.
- Enhanced customer satisfaction with a focus on fostering long-term relationships, consistently addressing client needs, and providing exceptional service.
Education
Bachelor of Science - Merchandising & Marketing
Northern Illinois University
DeKalb, ILExecutive School Certificate - Financial & Business Acumen
INSEAD Business School
Online06.2016
Skills
- Revenue generation
- Results-driven
- Strategic planning
- Sales leadership
- Coaching and mentoring
- Negotiation and persuasion
- Partnerships and affiliations
- Verbal and written communication
- Proposals and presentations
- Client relationship building
- Targeted marketing
- Financial acumen
Accomplishments
- Achieved $263M in new business at Five9 by leveraging Systems Integrator Influence for strategic opportunities.
- Achieved 189% annual growth at Blue Prism through effectively co-selling with Microsoft
- Achieved Multi-year contract from Magellan Health at ISG to deliver an Automation program during the pandemic.
- Orchestrated across three teams of 20+ consultants at Microsoft achieving an award winning audit solution for a major financial services client.
References
Available upon request.
Achievements
- Five9, $263M, 111%, 124%, 626%, President's Club Award Winner 2021, President's Club Award Winner 2023
- ISG, Closed PS deals at Magellan Health, WellStar, 110%
- Blue Prism, Met Life, +189% of Annual Plan
- IPSoft, State Farm, Allstate, Nationwide, 257% of Regional Target
- Microsoft, JLL, Grant Thorton, 9% CAGR and 106%, 115%, 103%
Certification
- SPIN Selling Certification - Huthwaite International.
- Solution Selling® Certification Program – SPI Performance Solutions.
- Holden Value Selling Certified
- Microsoft Cloud Sales Certified
- Miller Heiman Group Certified Sales Professional - Miller Heiman Group.
- Toastmasters International - Public Speaking
Awards
Five9 President's Club 2022, 2024
Timeline
Independent Sales Consultant
PGrace Consulting
07.2024 - Current
Global Managing Director
Five9
06.2021 - 07.2024
Senior Director, Automation Sales
ISG Solutions
01.2020 - 06.2021
Microsoft Alliance Leader
Blue Prism
06.2018 - 01.2020
Vice President & General Manager
IPsoft, Inc.
01.2017 - 06.2018
Senior Director, Enterprise
Microsoft Corporation
02.2014 - 01.2017
Area Vice President, Infrastructure Sales
Accenture
04.2012 - 02.2014
Consulting Sales Director, Central Region US
Hewlett-Packard Company
04.2008 - 03.2012
Bachelor of Science - Merchandising & Marketing
Northern Illinois University
Executive School Certificate - Financial & Business Acumen
INSEAD Business School
Similar Profiles
Ramanathan VenkatramanRamanathan Venkatraman
Test Manager at GDS Consulting Ernst & Young Global Consulting ServicesTest Manager at GDS Consulting Ernst & Young Global Consulting Services
Gina M. BlissGina M. Bliss
Founder at Penn Family Pharma Consulting, LLC – Bliss Compliance ConsultingFounder at Penn Family Pharma Consulting, LLC – Bliss Compliance Consulting
PRAVEEN KUMARPRAVEEN KUMAR
Senior Technology Manager at Business Consulting and Solutions, RXG Business Consulting and SolutionsSenior Technology Manager at Business Consulting and Solutions, RXG Business Consulting and Solutions
Keith HunterKeith Hunter
Medicare Senior Account Executive at GoHealth LLC.Medicare Senior Account Executive at GoHealth LLC.
Alyssa McCartneyAlyssa McCartney
Lead Medical Aesthetician at Viva La Med SpaLead Medical Aesthetician at Viva La Med Spa