Hi, I’m
Stephen White
Summary
Seasoned Account Manager with excellent attention to detail and persuasive communication style. Offering 5+ years of experience in SaaS/Cloud/Cybersecurity sales to both commercial and government accounts.
Overview
7
years of professional experience
1
Certification
Work History
Fortinet
Territory Account Manager - SLED
10.2023 - Current
Job overview
- 142% of quota Q1'24 (Top rep across 25+ reps) Team MVP Q1'24
- 90% to full quota Q4'23 while still on ramp
Cloudflare
Mid-Market Account Manager
04.2022 - 05.2023
Job overview
- Gathered data to examine customer usage trends, subsequently providing robust, data driven, recommendations for upsell opportunities
- Ran effective proof-of-concepts to secure buy-in from executives
- Attended industry conferences and events to network with customers and partners
- Delivered presentations and proposals to C-Suite of companies up to 1 billion in revenue
- Collaborated externally with partners to develop joint account plans for shared accounts
- Qualified 900k of pipeline in the first 90 days in a new territory
- Closed 115k ACV deal in first 60 days.
Business Development - GovTech - Amazon Web Services
09.2020 - 04.2022
Job overview
- Built relationships with C-Level Executives at commercial government technology companies
- Became a subject matter expert and trusted advisor for client cloud strategies
- Planned customer cloud migration plans with AWS professional services and partners
- Collaborated with other Amazon business units to help support training efforts, develop go to market strategy, and gain acceptance into accelerator programs
- Achievements Generated over $9.75M in pipeline and influenced $2M+ ARR closed/won
- Appointed as GovTech team mentor in 6 months to assist new hires and interns.
Cvent
Senior Sales Development Representative
04.2019 - 09.2020
Job overview
- Exceeded 100% of quota for 4 consecutive quarters.
Kipp Texas Public Schools
Middle School Teacher
07.2017 - 01.2019
Education
University of MississippiOxford, MS
Bachelor of Business Administration from Managerial Finance
05.2016
Skills
- Contract Negotiation
- Territory Management
- Sales Pipeline Forecasting
- Lead Qualification
- Consultative Selling
- Tableau
- MS Office Suite
- Google Suite
- RingDNA
- Outreach
- Zoominfo
- Salesloft
- 6Sense
- CRM proficiency (Salesforce)
Certification
- Associate AWS Solution Architect
- Fortinet NSE 3 Certified
Timeline
Territory Account Manager - SLED
Fortinet
10.2023 - Current
Mid-Market Account Manager
Cloudflare
04.2022 - 05.2023
Business Development - GovTech - Amazon Web Services
09.2020 - 04.2022
Senior Sales Development Representative
Cvent
04.2019 - 09.2020
Middle School Teacher
Kipp Texas Public Schools
07.2017 - 01.2019
University of Mississippi
Bachelor of Business Administration from Managerial Finance