Tracy Donovan Jones
Bellevue,KY
Summary
Results-driven Enterprise Account Executive with over 10 years of experience in the security and cybersecurity sectors. Proven track record in driving revenue growth and embracing new challenges. Committed to continuous learning and adaptability in a dynamic industry. Demonstrates strong resilience and the ability to maintain focus on goals in fast-paced, chaotic environments. Eager to leverage extensive experience and enthusiasm to contribute to innovative teams and explore new ventures.
Overview
11
11
years of professional experience
Work History
Founding Enterprise Account Executive
BlackCloak Inc
08.2020 - 01.2024
- Focused "hunter" of new business leveraging sales tools and industry research investing at least 80% of time with outreach and outbound marketing to develop top-of-funnel pipeline
- 46 Key Enterprise Account wins range from mid-sized business to Fortune 100 across all industries
- Consistently met or exceeded high-volume sales and revenue expectations each year with annual quota of $1m; Top revenue producer every year
- Targeted outreach, messaging and presentations effectively on all levels: Corporate Security, Board Members, Procurement, EAs, C-Suite members
- Travel to various industry-specific trade shows & conferences
- Control of sales process; prospect to implementation and nurture for customer success with 85% customer retention rate and upsell
- Provided advisory support in sales strategy, customer success, and marketing initiatives from inception of B2B division of company.
- Maintained focused with duties while pivoting when necessary to accommodate start-up environment
- Certified in Sales Methodologies: MEDDICC, MEDDPICC, & Sandler.
New Business Development/Enterprise Sales
NC4 Inc/Celerium
07.2014 - 08.2020
- National Sales team lead and trainer (October 2016 - March 2018) Key Enterprise Account wins span across international borders
- Knowledge of each product and its capabilities, SAAS solutions with ability to conduct product demonstrations and work with SE for more complex technical demos.
Director of New Business Development
RSW USA
01.2013 - 02.2014
- Senior-level account manager responsible for 5 Agencies
- Identified potential customers through multi-channel outreach, successfully establishing initial relationships with prospects
- By assessing their needs and aligning them with Agency’s offerings, qualified leads and scheduled meetings for further discussions
- Additionally, managed prospect pipeline to ensure effective follow-up and engagement with all potential clients.
- Prepared sales presentations for clients showing success and credibility of products.
Education
Bachelor of Arts - Communications
Northern Kentucky University
Highland Heights KentuckySkills
- Persistent & Energetic Prospecting: consistent in maintaining high outbound activity in taking a proactive approach to engaging potential clients
- Adaptability & Flexibility: self-starter with grit, which fuels my determination and resilience in pursuing goals Proven ability to adapt and overcome obstacles, learning from setbacks, fostering continuous improvement Whether facing new projects or complex problems, each task is approached with enthusiasm and commitment to success
- Authentic Relationship Building & Discovery: Building authentic relationships by genuinely understanding and empathizing with challenges that prospects face
- Lead prospecting
- New business opportunities
- Sales Presentations
- Contract Negotiation
- Sales Lifecycle Management
- CRM proficiency
- Pipeline Development
- Objection handling
- Brand positioning
Volunteer Experience
- Rotary Club of Covington (2010 – Present)
- CASA – Court Appointed Special Advocate
- ASIS Cincinnati Chapter – Women in Security, Chair (2016 - 2018)
Timeline
Founding Enterprise Account Executive
BlackCloak Inc
08.2020 - 01.2024
New Business Development/Enterprise Sales
NC4 Inc/Celerium
07.2014 - 08.2020
Director of New Business Development
RSW USA
01.2013 - 02.2014
Bachelor of Arts - Communications
Northern Kentucky University
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