Summary
Overview
Work History
Education
Skills
Personal Information
Timeline
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Raymond Vartanian

Noblesville,IN

Summary

Results-driven customer retention professional with a proven history of succesful outcomes. Strong focus on team collaboration, operational efficiency, and achieving measurable outcomes. Adept at strategic planning, process improvement, and fostering a culture of accountability and excellence. Known for adaptability and consistently meeting changing organizational needs.

Overview

11
11
years of professional experience

Work History

Principal Renewals Manager

Salesforce
06.2022 - Current
  • Initiate first ever renewals team for the Mulesoft book of business
  • Enable cross functional teams on renewals process
  • Develop and execute win/win negotiation strategies for Mulesoft renewals in Comms, Media, Tech sector that maximize contract value while protecting and enhancing customer relationship
  • Maximize account growth opportunities by playing an active role on the account team
  • Identify upsell/cross-sell opportunities upon contract renewal
  • Own, drive, and manage the renewals process in collaboration with account team
  • Work with internal resources to develop win strategies
  • Communicate risk early and take lead on developing resolution strategies
  • Manage annual book of $40M worth of business
  • Consistent top performer YoY. Exceeded 100% OTE

Principal Renewals Manager

Salesforce
01.2017 - 07.2022
  • Develop and execute win/win negotiation strategies for renewals in Comms, Media, Tech sector that maximize contract value while protecting and enhancing customer relationship
  • Maximize account growth opportunities by playing an active role on the account team and helping to identify upsell/cross-sell opportunities upon contract renewal
  • Own, drive, and manage the renewals process in collaboration with account team
  • Work with internal resources to develop win strategies
  • Communicate risk early and take lead on developing resolution strategies
  • Manage annual book of $100M worth of business
  • Consistent top performer YoY. Exceed 100% OTE

Principal Channel Renewals Manager

Salesforce Marketing Cloud
02.2015 - 01.2017
  • Responsible for leading contract renewal process for subset of strategic Marketing Cloud reseller and solution provider partners on a global scale
  • Manage book of $20M in existing business through accurate forecast
  • Tasked and measured on partner retention and incremental growth
  • Enhance partners' marketing objectives through advocating Marketing Cloud products
  • Consistently surpassed quarterly/annual quota as top performer
  • Collaboration with several internal business units to maximize success
  • Top Performer. Exceeded 100% OTE

Channel Account Executive

ExactTarget Marketing Cloud
03.2014 - 02.2015
  • Responsible for building and leading sustainable relationships with Solution Providers and Referral Partners across North America
  • Charged with $1.5M worth of new/existing business, including renewals
  • Manage the sales cycle and negotiations for all inbound prospective clients of Solution Providers
  • Provide strategic account management skills to align with partners' future goals and KPI's
  • Assisted in the process of transforming an Associate level partner to a leading services partner for the Channel Organization

Channel Account Coordinator

ExactTarget
09.2013 - 03.2014
  • Collaborate with the Channel Team and assist with assigned partners as the second point of contact
  • Strategize weekly with the team and discuss partner usage, opportunities, areas of improvement, renewals, and upsells
  • Drive specific aspects of the sales cycle including, proposals, scoping, and pricing, related to renewal and up-sell opportunities

Education

Master of Business Administration -

Anderson University
Anderson, IN
05-2013

BA - Business Management

Anderson University
Anderson, IN
05-2012

Skills

  • Verbal and written communication
  • Negotiation
  • Customer Relations
  • Revenue Growth
  • Collaborate cross-functionally
  • Goals and performance
  • Forecast preparation
  • Pipeline Management
  • Territory Management
  • Problem-solving abilities
  • Sales process
  • Customer Retention

Personal Information

  • School Board Member
  • Elder at local church
  • Volunteer in children's sports

Timeline

Principal Renewals Manager

Salesforce
06.2022 - Current

Principal Renewals Manager

Salesforce
01.2017 - 07.2022

Principal Channel Renewals Manager

Salesforce Marketing Cloud
02.2015 - 01.2017

Channel Account Executive

ExactTarget Marketing Cloud
03.2014 - 02.2015

Channel Account Coordinator

ExactTarget
09.2013 - 03.2014

Master of Business Administration -

Anderson University

BA - Business Management

Anderson University

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Raymond Vartanian