Summary
Overview
Work History
Education
Skills
Timeline
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TAMMY COOK-DECASTRO

State College,COM

Summary

INDUSTRY FOCUS — SALES | MARKETING | RENEWALS Goal-oriented, competitive professional with a passion for, sales, marketing and managing personal relationships with people to ensure a positive experience.

Overview

15
15
years of professional experience

Work History

SENIOR MID-MARKET ACCOUNT EXECUTIVE

SALESINTEL.IO
08.2023 - 10.2023


  • Discover and built relationships with customers New Logo clients to establish long-term business growth.
  • Achieved sales goals and service targets by cultivating and securing new customer relationships.
  • Collaborated with upper management to implement continuous improvements and exceed team goals.
  • Compiled and analyzed data to determine approaches to improve sales and performance.
  • Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
  • Prepared sales presentations for clients showing success and credibility of products.
  • Demonstrated products to show potential customers benefits and advantages and encourage purchases.
  • Handle Client Discovery calls collecting
  • Demonstrate, Consult and make recommend as a Trusted Advisor
  • Set up & run customer pilots with daily check in’s
  • Process and Review a Customer Data Match Report
  • Calling Cold/Prospecting with weekly KPI-250 emails per week, 150 calls per week, source 3 meetings per month
  • Training Calls with Enablement teams and customer
  • Strong forecasting accuracy
  • Negotiating contracts with VPs, C-Suite & internal teams

SENIOR ACCOUNT SPECIALIST

ZOOMINFO
01.2023 - 05.2023
  • Data Specialist supporting the Account Manager holding discovery calls for the Ringlead & DaaS software
  • Process and provide a Customer Health Analysis based customer records
  • Cold calling into current customers 100 per week, booked an average of 3-5 discovery/proposal calls per week
  • Sequencing up to 150 per week
  • Holding weekly meetings with 10 Account Manager’s to strategize for the Data/DaaS conversation
  • Weekly meetings with an SDR to strategies for DaaS/DataBrick opportunities
  • Accurately updating my pipeline, prospected into accounts to hit KPIs, negotiating contracts with VPs, C-Suite & internal teams, run IMs
  • My Final Month sold $109,000
  • Completed routine and complex account updates to resolve problems.
  • Built strong relationships with clients, vendors and stakeholders for loyal, profitable accounts.
  • Built relationships with customers and community to promote long term business growth.
  • Attended monthly sales meetings and quarterly sales trainings.
  • Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.

Emerging Senior Growth Account Executive

OUTREACH.IO
02.2019 - 10.2022
  • FY21 Awards -Rep of the Year & President Club Qualifier
  • Promoted to Senior Growth AE after 3 months in the position
  • Quota/Goal Attainment - Generated $1.9M in ARR to grow my book to $4M for the year, hit 240% of my Q4 quota by generating $575k in ARR, hit above my retention goal of 78.5% each quarter - Hitting 94% retention during Q4
  • Selected as one of the 6 founding members on the Growth Team 2021 and helped to test and create an entirely new & efficient workflow
  • Grew and supported 10 of the largest emerging accounts to over $100k in ARR in the year
  • Day to day - Accurately updating my pipeline, prospected into accounts to hit KPIs, negotiating contracts with VPs, C-Suite & internal teams, run IMs, demos and best practice sessions, work with internal teams (CSMs) to generate account plans
  • Mentor 4 Sales Reps
  • Consistently mentored 4-6 Reps a year since working at Outreach
  • I won the “got your back” Award multiple times with consistent contributions to my fellow colleagues
  • Work with customers with 500-2,000 employees to ensure they are healthy and uncover expansion opportunities
  • Consult, Advise & Negotiate with C- level executives and procurement teams for all renewals
  • Manage two
  • Collaborate and partner with cross-functional teams to ensure the best customer experience for our current customers
  • A founding member of “The Million Dollar Club” I sold over $11.5 during my tenure at Outreach.io
  • Established customer relationships, interfacing with representatives and collaborating to achieve mutually beneficial results.

Sr. Inbound Account Executive

OUTREACH.IO
09.2015 - 02.2019
  • Awards, Sales Rep of the Year, FY16 (197% of plan), FY17 (227%), FY19 (239%)
  • President Club Qualifier (exceeding 125%) FY 2016-2021)
  • Held IM, discovery call and followed up with a 30-minute demo
  • Followed by a 2nd call to present the proposal and next steps
  • Creating a talk track and sequences that were made specifically for current customer conversations
  • Held up to 6-12 meetings per day
  • Leveraging sales tools for customer calls
  • LinkedIn Navigator, Zoom Info
  • Outreach.io, SFDC
  • Created follow-up sequences to send out to our current customers after the Outreach Explore Event, to generate excitement and revenue with our new products/features
  • Gained customer knowledge through researching how our different customers use Outreach, as well as what their pain points are and challenges, they face daily
  • Mentored new hires and interns to ensure they had the tools and support to succeed in their book of business
  • As the only Senior Rep
  • Much of the management came down to me
  • The department was created for me.

Major Healthcare Account Executive

Ricoh USA
03.2009 - 01.2015
  • Consistently a Top performer Award Sales Rep of the 3 years in a row 2004, 2005, 2006 years
  • Qualifying for Ricoh Circle of Excellence
  • 10 out of 14 Years
  • Exceeded 125% of my plan
  • Oversee & Traveled to Six counties holding customer review calls, including discovery, consulting and making recommendations
  • Held presentations and product demonstrations
  • Customer end user training on hardware and software
  • Held strategies calls with C Level customers in a current client environment and well as prospective clients
  • Coordinate and facilitate several customer events annually, as well as presenting at the CBICC’s annual Central PA Business Expo.

Education

Liberal Arts

MANSFIELD UNIVERSITY
Mansfield, PA

Corning Community College
Corning, New York

Skills

  • Outreach Sals & Gals Outreach LGBTAI Connection
  • Software proficiency MS Office, Mac, OneDrive, Google Drive, Salesforce, Outreach, Confluence, Gong, Chorus, Tableau, Seismic, DocuSign, Zendesk, Okta, DocuSign, Outreachio, SalesIntelio/RevDriver, Linkedin
  • Sales Courses M3 Learning/Skip Miller, Winning By Design/Dan Smith & Jock Van Der Kooij, Sandler Sales Methodology
  • Outside Activities:
  • Professional Singer, Actress, Jewelry Artist, Running, KickBoxing, Kayaking, Weight Lifting

Timeline

SENIOR MID-MARKET ACCOUNT EXECUTIVE

SALESINTEL.IO
08.2023 - 10.2023

SENIOR ACCOUNT SPECIALIST

ZOOMINFO
01.2023 - 05.2023

Emerging Senior Growth Account Executive

OUTREACH.IO
02.2019 - 10.2022

Sr. Inbound Account Executive

OUTREACH.IO
09.2015 - 02.2019

Major Healthcare Account Executive

Ricoh USA
03.2009 - 01.2015

Liberal Arts

MANSFIELD UNIVERSITY

Corning Community College

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TAMMY COOK-DECASTRO