Ted Leary
Nashua,NH
Summary
Dynamic Client Success Manager offering 20 years of success in driving revenue, growing market share and building highly profitable account bases for diverse organizations. Well-versed in establishing top-performing teams committed to surpassing business objectives in alignment with corporate mission. Skilled in enforcing adherence to policies, procedures and service standards. Dedicated to continuous delivery of top-quality products and services to clients.
Overview
25
25
years of professional experience
Work History
Client Success Manager
Avenu Insights & Analytics
01.2018 - Current
- A Managed and Professional Services Software firm with a long history of helping state and local governments boost revenue and optimize operations
- Provide Revenue Enhancement and Administration Solutions to State and Local Governments
- Shored up base of clients in New England after acquisition of Conduent, Inc
- Reduced customer churn in the Northeast from 9% in 2018 to 0% in 2021
- Increased territory revenue more than 17% in 2019, 24% in 2020, 36% in 2021 and 42% in 2022
- Top 2% of sales in achieving revenue/target objectives for 4 years in a row (2019, 2020, 2021 & 2022)
- Client Success Manager of the year (2021)
- President Club winner in 2022
- Key team member launching new SaaS offering to our Finance & Tax clients
- Created and stood up new workflows/processes & controls to enhance client satisfaction and retention
- Part of the leadership team that rolled out and trained the organization on the Salesforce platform.
- Attended networking events to meet new prospects and expand business opportunities through partnerships.
Vice President of Sales
CastleHill Managed Risk Solutions
01.2016 - 01.2018
- A Managed and Professional Service start up focusing on GRC in the Financial sector
- Responsible for full sales lifecycle, from business development, demonstrating of our tool sets to contractnegotiating and execution
- Expanded into new verticals such as Insurance, FinTech & Healthcare who have challengesaround PII & PHI
- Added RCSA, Complaint Management & GDPR to firm's portfolio
- Moved company from using 3rd party outbound calling firm to hiring our own salespeople
- Leveraged Marketing & SEO firms to draw traffic to our site
- Grew revenue from $0 to $500,000 in the first year
- Worked with our technology partners to customize offerings for new verticals.
Technical Field Account Manager
PCM
01.2014 - 01.2016
- 2.7 billion Technology Integrator with Procurement Capabilities
- Managed largest territory accounts focusing on Cloud, Help Desk, Professional, & Managed Services
- Expanded our service offerings by 47% in the first year within my territory
- Increased run rate business within New England by 14% year over year
- Closed three net new Fortune 1000 clients within the first year with a spend of $2.1M annuallyeach
- Lead several mobility workshops and POC's to targeted clients
- Certified in Cisco's selling methodology
- Healthcare and Utility focused throughout New England.
Senior Account Executive
EarthLink Business
01.2014 - 01.2014
- 1.3 billion competitive local exchange and IT services provider
- Primary responsibilities were selling EarthLink's full portfolio of IT and Cloud services into Fortune 1000accounts
- Shored up dwindling base of accounts within first six months
- Targeted new partners to sell EarthLink's portfolio through
- Educated new target clients on EarthLink's IT offering
- Achieved 100% quota during first six months
- Over achieved on business objectives set forth.
Enterprise Account Manager
MoreDirect
01.2012 - 01.2014
- Million Enterprise sales division of Connection
- Sold integrated solutions that streamline acquisition of IT hardware, software and customized servicesinto Fortune 1000 clients
- Opened eight new Fortune 1000 logos within first six months
- Aligned Microsoft's MLO process to help C level executives leverage existing assets, ensuringcompliance with Microsoft's licensing agreements to prevent audits
- Created migration strategies with C level executives for cloud deployment, data centervirtualization, network optimization, professional services solutions and software applications.
Senior Named Account Manager
Hewlett-Packard
01.2011 - 01.2012
- 127 billion multinational technology and service manufacturer
- Sold HP Networking's portfolio of wired and wireless solutions to 53 Fortune 1000 accounts in Upstate
- NY & New England
- Increased key run rate accounts by 20% within 6 months
- Created a new team approach in supporting clients
- Expanded HP's partner presence in global accounts throughout NE & Upstate NY
- Converted Cisco & Aruba customers to HP's portfolio using TCO/ROI model
- Introduced HP's network management software to 90% of clients with a close rate of 10%
- Trained new HP networking clients, post-Cisco migration.
Senior Account Manager
FairPoint Communications
01.2007 - 01.2011
- 1.5 billion telecom provider, serving Maine, New Hampshire & Vermont
- Ownership of account relationship and revenue growth within the Financial, Healthcare and Utilityverticals
- Responsible for protecting an annual revenue stream of $8.75M
- Helped build an Enterprise sales group from zero to 110 people across three states
- Exceeded annual sales targets by more than 20%
- Provided design and WAN implementation for contact centers
- Sold first commercial application of a new IP network, CES
- Developed best practices after deployment of Siebel system
- Created new solutions with product marketing for clients, leveraging the MPLS network
- Team member of a new business partner referral program, offering clients end to end solutions.
Channel Manager
Siemens Communications
01.2005 - 01.2007
- 5 billion telecom hardware and software manufacturer
- Overall responsibility for New England channels in sales and marketing activities
- Delivered training, demos and marketing programs to channels and end users
- Priced, designed & project managed complex call center solutions for partners
- Created strategic business plans/roadmaps for Verizon and other channels in New England
- Achieved sales success through solution selling withchannels.
Sales Engineer
Alcatel
01.2003 - 01.2005
- 25 billion multinational company, specializing in telecom hardware
- Developed solutions for voice, data and call center requirements in the SMB market through the
- Verizon channel
- Americanized marketing and technical collateral for Alcatel's flagship SMB product, OmniPCX Office
- Assisted in product launch for the OmniPCX Office in the North American market to sell against
- Nortel/Avaya
- Developed new website for the Verizon Business Solution Group channel and a North Americanized
- OmniPCX Office to support the launch initiative
- Helped develop procedures and documents including Statement of Work and Standard Operating
- Procedures for the North American launch
- Configured pricing tools and catalogs for U.S
- Sales channels.
Market Development Manager
WorldCom
01.2000 - 01.2003
- 30 billion global voice and data network provider
- Achieved 172% of assigned quota in 2000
- Top 10% of sales force in 2001 & 2002.
Account Manager, Group Sales Manager
Verizon Communications
01.1999 - 01.2000
- 60 billion local telecom provider specializing in voice and data solutions
- Achieved 231% of assigned quota in 1999.
Education
Bachelor of Science - Business Administration, Marketing
New England College
Dale CarnegieCisco Certification - undefined
Skills
- Account Management
- Pipeline Development
- Sales Management
- Risk Mitigation
- Strategic Communication
- Salesforce CRM Experience
- Business Development
- Client Service Optimization
- Revenue Growth
- Client Engagement
- Client Relationship Management
- Customer Retention
Timeline
Client Success Manager
Avenu Insights & Analytics
01.2018 - Current
Vice President of Sales
CastleHill Managed Risk Solutions
01.2016 - 01.2018
Technical Field Account Manager
PCM
01.2014 - 01.2016
Senior Account Executive
EarthLink Business
01.2014 - 01.2014
Enterprise Account Manager
MoreDirect
01.2012 - 01.2014
Senior Named Account Manager
Hewlett-Packard
01.2011 - 01.2012
Senior Account Manager
FairPoint Communications
01.2007 - 01.2011
Channel Manager
Siemens Communications
01.2005 - 01.2007
Sales Engineer
Alcatel
01.2003 - 01.2005
Market Development Manager
WorldCom
01.2000 - 01.2003
Account Manager, Group Sales Manager
Verizon Communications
01.1999 - 01.2000
Bachelor of Science - Business Administration, Marketing
New England College
Dale CarnegieCisco Certification - undefined
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