Sarah Adams

Engaged with small to mid-size businesses providing insights into cybersecurity vulnerabilities while promoting the use of Barracuda's solutions to mitigate these risks through virtual, physical or SaaS deployments. Demonstrated how these solutions effectively safeguard organizations from email threats, data breaches, network attacks, and application vulnerabilities.

• Expanded volume by fostering collaboration and alignment with channel managers and renewals team to build territory growth plans and account-based sales strategies.
• Generated organic growth opportunities within existing customer base; leveraged relationship-building and
consultative sales skills to up-sell incremental products that meet customer needs.
• Built a consistent prospecting cadence to grow sales pipeline; qualified active prospects, identified key decision makers, and leveraged targeted lists, CRM database, account research, sales tools, and market
analysis.

• Top performer; attained 108% of quota, ranked among the top 5 Account Managers in 1H FY25

Accountable for selling network security and application security solutions to Enterprise, Small & Medium sized businesses (SMB), state and local government, and education accounts. Lead complex full-cycle sales process from initial call to close; oversee, coach, and manage a team of 22 sales professionals in territory development and building a book of business.

• Outperformed against sales quotas and performance metrics; increased net new logo business by 20% in FY ’23
• Closed largest IoT security deal in North America with SLED customer covering 4 city departments; established internal champion to sell in solution, drive consensus on security standardization, and supported 9-month proof of concept.
• Accelerated productivity of new sales professionals and captured incremental revenue by efficiently onboarding, training, and ramping new hires.
• Cultivated channel relationships with DMR’s and value-added resellers (VAR); built rapport, supported enablement, and devised joint sales execution strategies and sales plays to enhance the opportunity for winning deals.
• Generated new business and built sales pipeline through consistent business development, opportunity qualification, and discovery, and strategically positioning the value proposition to meet customer needs at
each stage of the sales cycle.

• Prospect daily via internal resources to create net new opportunities, averaging 9 new opportunities from net new or existing customers a week

• Facilitate C-Suite level discussions regarding our Public Cloud hosted offerings, Network and Application security suites

• Manage rolling forecast weekly to management on month, quarter, and half projections

• Collaborate internally with sales, product, channel, and engineer teams throughout sales cycle

Managed renewals for specified territory; facilitating maintenance renewal contract processing from quote to close. Uncovered cross-sell and upsell opportunities by educating customers on offerings and identifying pain points.

• Invited to speak at company wide annual Sales Kick-off Conference, presenting on upsell and cross sell strategy
• Ensured customers and re-seller were notified of renewal a minimum of 90 days prior to expiration.
• Focused on multi-year, add-on subscriptions and consolidation of multiple contracts to increase sale.
• Collaborated and worked with cross-functional departments to help win deals.
• Engaged appropriate personnel when a customer or service issues needed escalation.
• Negotiated and delivered quotations to direct customers, re-sellers and supplied necessary part numbers to the distribution channel.
• Managed and maintained an organized pipeline by tracking and updating activity for all in-month and future renewals within Salesforce.
• Consistently achieved and exceeded monthly quota.

• Worked throughout college while maintaining Presidents Honor Roll
• High paced atmosphere- learned to think and move quickly
• Developed strong customer service skills