Summary
Overview
Work History
Education
Skills
Accomplishments
Certification
Timeline
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SHANDI L. RICCIOTTI

Laguna Niguel

Summary

Enterprise sales professional with strong focus on driving results and fostering team collaboration. Skilled in developing strategic client relationships, leading high-impact sales initiatives, and adapting to changing needs. Known for exceptional communication, negotiation, and problem-solving abilities. Proven track record in delivering comprehensive solutions that meet client demands and exceed targets.

Overview

17
17
years of professional experience
1
1
Certification

Work History

Enterprise Account Director

Pendo
02.2025 - Current
  • Managed a portfolio of high-value accounts, ensuring timely renewals and upselling opportunities.
  • Delivered comprehensive product presentations and demonstrations, showcasing the value proposition to potential clients.
  • Generated new contacts through networking and cold calling.
  • Collaborated with customers to learn business operations and capitalize on upselling and cross-selling opportunities.
  • Collaborated with internal teams to develop tailored solutions for complex client needs, resulting in increased revenue.
  • Established strong relationships with key enterprise customers, driving customer satisfaction and retention.

Enterprise Account Director

Demandbase
02.2022 - Current
  • 2024 Presidents Club Winner
  • Responsible for $2.8M in SAAS revenue across 14 accounts with a 20% increase each year.
  • Led contract negotiations to secure favorable terms for the company while meeting client expectations for service delivery outcomes.
  • Navigate challenging sales cycles, procurement processes with multi-thread approach
  • Conducted regular business reviews with clients to assess performance metrics, identify improvement areas, and ensure continuous alignment on goals. Leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs
  • Drive new solution revenue within existing customers as head of a defined sales team
  • Focus on fostering strong relationships with C-level and senior executives within Sales, Marketing, Compliance, Finance, Technology, and Operations with the objective of driving greater value and business impact of solutions
  • Serve as customer advocate to influence innovation roadmap and customer support initiatives
  • Collaborate with our extensive partner ecosystem to create comprehensive and complete business transformation solutions.

Strategic Account Specialist

Dun and Bradstreet
02.2020 - 02.2022
  • Responsible for $10.2M in revenue across 5 accounts with a 15% increase each year
  • Managed diverse portfolio of strategic accounts across various industries while maintaining a thorough understanding of each client’s unique needs.
  • Provided exceptional customer service to strategic clients, resolving issues quickly and ensuring long-term partnerships.
  • Delivered comprehensive product presentations to key stakeholders, showcasing the value of our offerings and reinforcing brand loyalty.
  • Sat on customer advisory board to bring new ideas and innovations from our customers to our C-levels and board members
  • Worked closely alongside senior leadership in setting short-and long-term account management goals.
  • Continual focus on personal development plans to ensure consistent learning and improvement in domain expertise

Senior Strategic Account Executive

Tealium
08.2019 - 02.2020
  • Strategic enterprise software sales focusing on Tealium's largest prospects and customers
  • Help current customers consider new products within the Tealium suite and build ROI to prove out the value
  • Developed and maintained a pipeline of potential clients, regularly following up on leads and converting them into new business opportunities.
  • Own and maintain forecasting for the territory
  • Work with internal and external legal departments, procurement departments and security departments to navigate complex negotiation cycles
  • Collaborated with cross-functional teams to ensure seamless delivery of products and services, resulting in high client satisfaction.
  • Build ROI models for prospects and clients considering Tealium's solutions
  • Host data strategy workshops for prospects and clients considering Tealium's solutions

Commercial Account Manager

Dun and Bradstreet
07.2013 - 08.2019
  • 2019 Chosen member of sales advisory board
  • 2013-2018 Over Achievement Sales Excellence Award, 120%+
  • Objective at D&B is to promote the full portfolio adding significant value to the customer's business, continuously improve account profitability for the company
  • Responsible for creating executive relationships, P&L, strategic and tactical execution
  • Develops account strategies and service requirements by providing business solutions within the customer's functional areas
  • Leverages existing engagement to spawn new business with opportunities that result in ongoing profitable revenue growth for the company
  • Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports
  • Managed a book of business at $4.2m with requirement of $1.1m net new per year
  • Creates new business opportunities for value-added products/services and high-end solutions by probing at all levels of a customer's organization to gain understanding of client needs and applications

Business Develop Manager

RTC Group Inc
08.2008 - 07.2013
  • Exceeded sales quoted by 120% in 2009-2011, exceeded 2012 quote by 140%
  • Increased qualified pipeline opportunities by 175% within first year
  • Responsible for overseeing B2B sales initiatives which includes strategy, business case analysis and execution beginning with initial contact through completion of campaign
  • Develop and implement creative marketing strategies and insight for web, e-news, e-mail broadcast, webinars and lead generation programs, print, and logistics for corporate events, tradeshows and customized events for existing and potential new clients
  • Sell our SAAS solutions, to reduce company's sales cycles and increase ROI within the embedded, military and medical device space

Education

Graduating Degree - Business Administration, Business Management

Loyola Marymount University
Los Angeles, CA
05.2004

Skills

  • Customer Satisfaction
  • Key account targeting
  • Solution selling
  • Excellent Communication
  • Upselling strategies
  • Client Engagement
  • Deal Closing
  • Sales Presentations

Accomplishments

    Presidents Club 2024

Certification

  • ValueSelling Framework Practitioner Certification – ValueSelling Associates, Inc
  • Winning by Design impact coaching
  • Sandler Training

Timeline

Enterprise Account Director

Pendo
02.2025 - Current

Enterprise Account Director

Demandbase
02.2022 - Current

Strategic Account Specialist

Dun and Bradstreet
02.2020 - 02.2022

Senior Strategic Account Executive

Tealium
08.2019 - 02.2020

Commercial Account Manager

Dun and Bradstreet
07.2013 - 08.2019

Business Develop Manager

RTC Group Inc
08.2008 - 07.2013

Graduating Degree - Business Administration, Business Management

Loyola Marymount University