SUSAN DILL
Portland,Oregon
Summary
Resourceful account manager successfully leading customers through complex sales process to contract renewal. Showcased in-depth understanding of service options, incorporating new approaches to contract negotiation in securing continued relations with customer 15 years of experience serving customers as trusted advisor.
Overview
18
18
years of professional experience
Work History
Service Contract Account Manager
PERKIN ELMER
04.2018 - Current
- Drive service contract renewals through all stages of sales cycle, from quote presentation, pricing negotiation, coordinating bids, and legal requirements through close
- Ensure customer satisfaction by advocating for customer issue resolution with service delivery teams
- Maintain detailed records through SAP, Salesloft, MTL, Spotfire and Salesforce to track deal progression, update entitlements and forecast revenue for approximately 300 contracts per quarter
- Prospect cross-sell opportunities for professional services, new lab equipment and consumables
- Average 100 customer touches per day
- Awarded President's Circle Award every year
- Annual quota: 12 million
- Key accounts: Pfizer, Google, Genentech, 3M, USDA, Kaiser Permanente, State of California.
Business Development Manager
INFLOW COMMUNICATIONS
11.2015 - 04.2018
- Built market share for a telecommunications/contact center VAR by cold prospecting target accounts, using phone, email and social media outreach
- Identified and qualified sales opportunities via inbound leads
- Nurtured above-the-funnel relationships long-range with IT decision-makers to develop future pipeline opportunities (3-18 months avg.)
- Generated 50-100 prospect touches a day and 10 qualified sales meetings per month
- Coordinated discovery calls with technical team and sales to present value proposition and advance sales
- Drove lead generation and brand awareness by writing copy for email sales campaigns and web pages.
Business Development Manager
AXIOM EPM SOFTWARE
01.2015 - 11.2015
- Developed strategic relationships with senior executives in IT and Finance in order to build pipeline for a customized financial reporting software solution (Enterprise Performance Management)
- Prospected into large organizations to gain information on projects and potential sales opportunities using phone, email and social media
- Maintained and nurtured relationships with prospects from inbound leads who had potential interest but did not yet meet the qualification criteria.
Contracts Account Manager
TEKTRONIX, INC.
01.2013 - 01.2014
- Provided end-to-end contract renewal from quote generation, customer presentation, negotiation and booking
- Worked cross-functionally with sales teams to qualify and sell new business contracts to existing customers.
Senior Inside Account Manager
TEKTRONIX, INC.
01.2011 - 01.2013
- Sold highly technical test and measurement solutions to electrical engineers for design validation
- Prospected, qualified leads, presented value proposition, provided technical resources, and ensured purchase orders came in as forecast
- Drove business opportunities through all stages of the sales cycle
- Collaborated effectively in a virtual team model with Field Account Managers to support customer's needs and increase market share
- Proactively handled a high volume of customer interactions daily (45-75 customer touches a day)
- Key accounts: Intel, Apple, National Instruments, Boeing, Xilinx, Broadcom, KLA, NASA
- Awards: Rep of the Year 2011 ($139% on 12 mil quota).
Senior Territory Account Manager, SLED
SYMANTEC CORPORATION
01.2007 - 01.2009
- Provided key account management and coordinated renewals for large enterprise customers, selling network security, storage and backup software solutions to CIO's, CTO's and IT Directors
- Handled all aspects of complex sales cycles including qualifying leads, providing WebEx presentations and teaming with channel partners
- Negotiated and closed large enterprise license renewal deals, $50-200K
- Responsible for customer retention and expansion via prospecting, up-selling and cross-selling
- Key accounts: UCLA, City of San Francisco, City of LA, UC Berkeley, Stanford University.
Education
Bachelor of Arts - Communications
Michigan State University
East Lansing, MIBachelor of Arts - English
Michigan State University
East Lansing, MISkills
- Customer Satisfaction
- Client Engagement
- Pipeline Management
- Revenue Growth
Education and Sales Training
- Michigan State University - B.A. Communication, B.A. English Education
- Basho Strategies - Sales Training
- Miller-Heiman - Sales Training
- Crucial Conversations - Business Communication Training
Professional Highlights
- President's Circle Award (100% attainment) 2018, 2019, 2020, 2021, 2022, 2023 - PerkinElmer
- 123% attainment 2017 at Inflow Communications
- #1 Top Performer 2015 - Target Opportunities Created at Axiom EPM
- #1 Top Performer 2011 (139% on a $12 million quota) at Tektronix
- Top Sales Rep Award 2007 (242% quota) at Symantec
Timeline
Service Contract Account Manager
PERKIN ELMER
04.2018 - Current
Business Development Manager
INFLOW COMMUNICATIONS
11.2015 - 04.2018
Business Development Manager
AXIOM EPM SOFTWARE
01.2015 - 11.2015
Contracts Account Manager
TEKTRONIX, INC.
01.2013 - 01.2014
Senior Inside Account Manager
TEKTRONIX, INC.
01.2011 - 01.2013
Senior Territory Account Manager, SLED
SYMANTEC CORPORATION
01.2007 - 01.2009
Bachelor of Arts - Communications
Michigan State University
Bachelor of Arts - English
Michigan State University
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