Tami Hoover
McDonough,GA
Summary
Dynamic Enterprise Sales Executive with a proven track record at Coface, driving 110% of sales targets through strategic leadership and consultative selling. Expert in customer success and relationship building, I excel in fostering C-suite engagement and delivering innovative solutions that enhance client satisfaction and retention.
Overview
36
36
years of professional experience
Work History
Enterprise Sales Executive
COFACE, BUSINESS INFORMATION DIVISION
Atlanta, Georgia
04.2024 - Current
- Responsible for driving sales of risk management and portfolio growth solutions, engaging prospects, negotiating contracts, and building relationships within large financial institutions, and multinational companies in the fintech & energy sectors.
- Navigating complex buying processes through a consultative approach.
- Exceeded sales target within first eight months.
- Achieved 110% of sales target 2024.
- President’s Club winner 2024.
- Team Leader – player/coach role with three direct reports.
Sr Director, Client Relationships
CERTA
Atlanta, Georgia
08.2021 - 11.2023
- Drove new business development and expanded existing relationships with global enterprise accounts.
- Cultivated strong relationships with key stakeholders and internal partners to enhance growth.
- Achieved 110% of account growth targets, surpassing established goals.
- Maintained 99% net retention, exceeding retention targets consistently.
- Managed 10 complex enterprise accounts, generating $5 million in annual recurring revenue.
- Led a high-performing team, serving as a player-coach to drive performance improvements.
Director, Customer Success
CERTA
Atlanta, Georgia
08.2021 - 11.2023
- Key leadership role for a global team delivering excellence while aggressively growing the business and evolving the service and operational value propositions.
- Focus on solving complex customer, operational and business problems, driving metric-based results.
- Partner with Sales Leadership to define goals, KPI’s, and engagements plans for the customer success organization.
- Developed and grew a high-performance global Customer Success team structure cultivating and exceeding $12M+ annual revenue as a maturing start-up company.
- Developed metrics to proactively track customer health which improved customer retention and satisfaction from 90% to 97%.
- Developed team training and cross-training program to expand customer success team skill set and knowledge base that decreased the time before team members start engaging with customers and making an impact.
- Defined and developed repeatable and standardized processes for customer success customer lifecycle management and project management.
- Defined and implemented strategy for customer success team upsell and cross-sell metrics, compensation and training that led to 350k new ARR in first seven months.
Director, Customer Success
DUN & BRADSTREET
Atlanta, Georgia
08.2012 - 08.2021
- Lead a team responsible for driving highly effective customer relationships and the customer journey through onboarding, training, and optimization of solution utilization.
- Cross-functional team lead of customer success manager team members that collaborated with internal partners responsible for delivering, delighting, retaining and growing a portfolio of 40+mm ARR.
- Played integral role helping leadership create a Customer Success playbook for customer engagements, onboarding, adoption, & optimization for complex data and technical solutions.
- Owned relationships with customers to understand, define and measure KPI’s; coordinate required resources needed to ensure customer satisfaction, create customer engagement plans and conduct regular touchpoints for solution reviews, solution optimization, demonstrate ROI and/or value story.
- Exceeded customer retention targets consistently obtaining 96% - 99% net retention.
- Lead the US South team with the highest upsell / cross-sell opportunities identified.
- Work with team members to help identify customers that may be at risk of renewing and work with sales team to create and execute a risk mitigation plan.
Client Director, Enterprise Accounts
DUN & BRADSTREET
Atlanta, Georgia
08.2012 - 08.2021
- Drove new business sales across all product suits to solve for sales & marketing, finance & risk, third party risk & lifecycle management, master data management and compliance needs for large enterprise level accounts.
- Owned overall client relationship.
- Exceeded sales targets by 15% through effective client engagement and sales cycle management.
- Awarded top producer President’s Club trip.
- Collaborated with internal SME’s to create client focused sales plans and lead successful execution.
- Managed sales pipeline for 20+ accounts fostering long term business relationships at the C-suite and senior management level.
- Orchestrated successful client discovery and needs analysis to deliver client aligned solution set.
Sr. Relationship Manager, Commercial Solutions
EQUIFAX INFORMATION SERVICES
Atlanta, Georgia
01.2009 - 01.2012
- Develop and implement commercial solutions to existing clients through solution selling process.
- Penetrate accounts to maintain strong relationship across all business units.
- Act as trusted advisor and business partner to C-level executives.
- Work with client management team and staff to train and deploy new solutions.
- Recognize strong business prospects, including companies in growth or acquisitive phases.
- Influence sales process from initial customer qualification to closing.
- Respond to RFPs and RFIs, developing innovative integrated solutions for customers, support Proof of Concepts.
- Develop and present effective presentations including ROI.
- Industry expert for Technology, FinTech, Communications (Telco), Utilities/Energy, and Financial Services industries and share in best practices.
- Originated opportunities that resulted in over $2.3mm incremental new revenue for 2012.
- Derived from selling market data and delivery platform, applied data solutions to assist marketers to develop profiles and go to market strategies; technical solutions to automate work flow processes and automate decisioning and prioritization, to provide overall process improvement.
- Awarded 2012 highest revenue attainment for technology and marketing solutions.
- Made immediate impact on territory revenue. Took book of business performing at 72% of target to 210% of target.
- Converted several accounts from SMB size revenue to enterprise level revenue that included solutions to address multiple business units and channels including risk, marketing, data management, analytics, and technology.
Various Positions (Account Executive, AVP of Sales, VP of Operations)
Wholesale Mortgage Banking
01.1989 - 01.2009
- Successful career holding positions of Account Executive, AVP of Sales, and VP of Operations.
- Received numerous awards including; 15 consecutive years President’s Club for Top Producer, six MVP’s awarded based on top sales performance, contribution to other team members, demonstrating highest level of company’s vision, 8 Leadership Excellence awards.
- Left the industry due to the financial crisis and collapse of the wholesale and correspondent lending market.
- Companies worked for include Fleet Financial Group, Premier Bank, Equibanc Mortgage division of Southtrust Bank, Homecomings Financial division of GMAC Mortgage, IndyMac Bank.
Education
Business Administration -
Clayton State College
Morrow, GeorgiaPre-Law -
Macon College
Macon, GeorgiaSkills
- Strategic leadership
- Solution sales
- Customer success
- Data analytics
- Strategic planning
- Process improvement
- Customer retention
- Project management
- Team development
- C-suite engagement
- Technical solutions
- Vendor and customer relationships
- Customer relationship management (CRM)
- SaaS sales and account management
- Contract negotiation
- Sales strategy
- Consultative selling
- Relationship building
- Team leadership
- Cross-functional collaboration
Timeline
Enterprise Sales Executive
COFACE, BUSINESS INFORMATION DIVISION
04.2024 - Current
Sr Director, Client Relationships
CERTA
08.2021 - 11.2023
Director, Customer Success
CERTA
08.2021 - 11.2023
Director, Customer Success
DUN & BRADSTREET
08.2012 - 08.2021
Client Director, Enterprise Accounts
DUN & BRADSTREET
08.2012 - 08.2021
Sr. Relationship Manager, Commercial Solutions
EQUIFAX INFORMATION SERVICES
01.2009 - 01.2012
Various Positions (Account Executive, AVP of Sales, VP of Operations)
Wholesale Mortgage Banking
01.1989 - 01.2009
Business Administration -
Clayton State College
Pre-Law -
Macon College
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