Stevenson Solomon Francois
Oviedo,FL
Summary
Proven Enterprise Account Executive with a track record of exceeding sales quotas, most notably achieving 125% at Stackpath / Highwinds Network Group and Blackline. Specializes in developing sales strategies and fostering strong client relationships. Demonstrates exceptional interpersonal skills and a knack for pipeline development. Expert in solution selling and territory management, consistently driving business growth.
Overview
21
21
years of professional experience
Work History
Enterprise Account Executive
Avalara
Orlando, FL
04.2023 - Current
- Supporting our PSE and US Sales region managing all aspects of the client relationship after fulfillment
- Growing and expanding Tax Compliance solutions while managing client relationship throughout lifecycle of account as a dedicated customer resource ensuring client satisfaction and client retention
- Schedule and complete weekly activities which include but not limited to, working assigned leads from existing accounts, proactively contacting/managing clients on a regular rotational basis no less than once a quarter and before renewal
- Work closely with Product Solution Consultant and other departments (i.e., Implementations, training, support, sales) in coordinating communication and action items
- Work as a team with Strategic Alliance teams and internal cloud partners to create and maintain Client Roadmap, perform account reviews to elicit open communication with respect to the value of products and services Salesforce is providing
- Evaluate ROI for client, so full value of software solution is realized, and momentum is preserved
- Keep abreast of assigned client's business situations and follow-up accordingly (i.e., mergers acquisitions, divestitures, parent, and sister companies, etc.)
- Attend various on-site meetings, Client roundtables and the Annual User Conferences
- Work efficiently, meet demanding deadlines, prioritize workflow and adjust to frequent workload fluctuations
Enterprise Account Executive
Salesforce
Orlando, FL
12.2021 - 12.2022
- Supporting our SE and Midwest sales region managing all aspects of the client relationship after fulfillment
- Growing and expanding Revenue Cloud while managing client relationship throughout lifecycle of account as a dedicated customer resource ensuring client satisfaction and client retention
- Schedule and complete weekly activities which include but not limited to, working assigned leads from existing accounts, proactively contacting/managing clients on a regular rotational basis no less than once a quarter and before renewal
- Work closely with CORE Account Executives and other departments (i.e., Implementations, training, support, sales) in coordinating communication and action items
- Work as a team with CORE AE's and internal cloud partners to create and maintain Client Roadmap, perform account reviews to elicit open communication with respect to the value of products and services Salesforce is providing
- Evaluate ROI for client, so full value of software solution is realized, and momentum is preserved
- Keep abreast of assigned client's business situations and follow-up accordingly (i.e., mergers acquisitions, divestitures, parent, and sister companies, etc.)
Enterprise Account Manager
BlackLine
Orlando, FL
12.2019 - 11.2021
- Supporting our Florida, Georgia and Texas sales region managing all aspects of the client relationship after fulfillment
- Starting immediately, after initial sale, manage client relationship throughout lifecycle of account as a dedicated customer resource ensuring client satisfaction and client retention
- Schedule and complete weekly activities which include but not limited to, working assigned leads from existing accounts, proactively contacting/managing clients on a regular rotational basis no less than once a quarter and before renewal
- Work closely with customer success managers and other departments (i.e., Implementations, training, support, sales) in coordinating communication and action items
- Work as a team with customer success manager to create and maintain Client Roadmap, perform account reviews to elicit open communication with respect to the value of products and services Blackline is providing
- Evaluate ROI for client, so full value of software solution is realized, and momentum is preserved
Major Account Executive
Neopost USA
Orlando, FL
08.2018 - 08.2019
- Achieved 90% of quota for Fiscal Year 2018 to current
- Focus on customer retention and education on additional products to aid in the achievement of expected performance and revenue plans
- Understand the customer's core business strategy and uncover new ways to support and deliver that strategy through superior customer experience and enabling technologies
- Develop and maintain positive client relationships at all levels of the C-level and client organization
Senior Global Account Manager
Stackpath / Highwinds Network Group
Orlando, FL
03.2014 - 08.2018
- Achieved 105% of quota for Fiscal Year 2014 and 125% of quota for Fiscal Year 2015
- Top 5 AE 2016, 2017 and 2018
- Grew revenue to $2.6 million across all customers while signing strategic new customers - Altitude Digital, RevConent, Libsyn, ThreatTrack Security & This American Life
- Proactively created an endpoint security vertical whitespace to qualify and close new clients
- Partnered with social media, software download, advertising firms, video streaming and gaming brands to develop strategies to deliver content faster, more reliably and most cost-effectively
- Understood customers' critical business needs and uncovered new ways to support and deliver data center solutions to help them be successful
Business Development Manager
Kony Solutions
Orlando, FL
04.2013 - 02.2014
- Responsible for prospecting, cold calling, develop new opportunities, build and manage relationships for Fortune 500 companies
- Achieved territory attainment of 110% and grew sales 20% Y/Y (2013)
- Presented value proposition of Kony's mobile application software to help Fortune 500 hospitality companies such as Marriott Hotels develop a robust customer engagement mobile application focused on improving their customers overall experience
- Built new opportunities by prospecting over the phone as well as qualified inbound leads
- Leveraged Salesforce.com CRM system for lead management and sales forecasting, client rapports, and scheduled meetings
SLED Account Manager
Symantec
Heathrow, FL
05.2012 - 03.2013
- Developed innovative sales campaigns to drive consistent pipeline generation of $125k minimum per week by highlighting how our security technologies helped to secure client sensitive data
- Conducted presentations and managed client meetings along each phase of the sales cycle to closure
- Achieved territory attainment of 120%, which helped contribute to increasing sales by 35% in 2012
- Contributed to our team model by acting as a liaison with our inside sales, field sales, SMEs, and channel partner managers
- Conducted revenue generating activities through call campaigns for Backup Exec, Enterprise Vault, & Ghost to Deployment solutions migration
Product Sales Champion
Tech Data
Clearwater, FL
05.2010 - 05.2012
- Proactively drove sales revenue and profitability of assigned Symantec partners through Tech Data distribution channels
- Works in cooperation with inside sales, Field Sales, Product Marketing and Business partner sales representatives and management
- Contributed to 40% Quarter over Quarter growth in 2010 and 2011
- Developed and managed an active pipeline of VAR, LAR and SMB resellers uncovering and pursuing deals that is larger than the monthly sales goals for Symantec products
- Implemented specific partner account plans with Symantec Territory Account Channel managers to ensure growth of Tech Data goals along with driving sales
- Hosted live webinars to engage partners and train how to qualify leads within specific sectors or sales programs; determine prospects needs and shorten sales cycle with Symantec's products
Sales Manager, Off Premise
Republic National Distributing
Tampa, FL
01.2008 - 01.2010
Business Banking Relationship Manager
SunTrust Bank
Orlando, FL
01.2007 - 01.2008
Senior Account Executive
Countrywide Home Loans
Orlando, FL
01.2004 - 01.2007
Education
Bachelor of Arts (BA) - Business Management & IT/Marketing
VALENCIA COLLEGE
Skills
- Managing full sales cycles
- Revenue generation
- Developing sales strategies and territory planning
- Challenger sales and solution selling methodology
- Marketing strategies and tactics
- Strong interpersonal skills
- Cross-selling opportunities
- Pipeline development
- Account management
- Lead prospecting
- Business acumen
- Territory management
- Upselling strategies
- Customer relationships
- Contract negotiation
- Business growth opportunities
- Social selling
- Client engagement
- Key account management
- Objection handling
- Value-based selling
- Sales lifecycle management
- Pipeline management
- Solution selling
- Customer presentations
- Written and verbal communication
- Strong relationships
- Sales strategies
Highlights
Achieve 125% of quota attainment and increased revenue by $2.6 million while at StackPath/Highwinds., 2016, 2017, 2018, 2020
References
References available upon request.
Timeline
Enterprise Account Executive
Avalara
04.2023 - Current
Enterprise Account Executive
Salesforce
12.2021 - 12.2022
Enterprise Account Manager
BlackLine
12.2019 - 11.2021
Major Account Executive
Neopost USA
08.2018 - 08.2019
Senior Global Account Manager
Stackpath / Highwinds Network Group
03.2014 - 08.2018
Business Development Manager
Kony Solutions
04.2013 - 02.2014
SLED Account Manager
Symantec
05.2012 - 03.2013
Product Sales Champion
Tech Data
05.2010 - 05.2012
Sales Manager, Off Premise
Republic National Distributing
01.2008 - 01.2010
Business Banking Relationship Manager
SunTrust Bank
01.2007 - 01.2008
Senior Account Executive
Countrywide Home Loans
01.2004 - 01.2007
Bachelor of Arts (BA) - Business Management & IT/Marketing
VALENCIA COLLEGE
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