TRACY L. MORRIS

Responsible for the overall account P&L and for growing the portfolio of accounts. This includes expanding relationships, contract renewals, building pipeline opportunities, and closing incremental and ad-hoc business centered on digital transformation and next generation technology (i.e., HCM/FIN, cloud, optimizations, and enhancements) within existing and new accounts.

• Develop and execute territory and account plans to grow the relationship footprint and create new opportunities to best position our offerings in the client's landscape by conducting market and industry research.
• Leverage marketing channels and sales strategies to develop pipeline and increase profitability.
• Built and strengthened relationships with new and existing accounts to drive revenue growth.
• Manage a complex sales cycle end-to-end by creating and negotiating sales quotes, responding to RFIs/RFPs, executing Master Services and Non-Disclosure Agreements, and roll-out and manage the Statement of Work (SOW) process to close.
• Partner with and onboard our customers post-sale to drive adoption and ensure customer satisfaction, growth, and retention and responsible for establishing the client relationship at all levels; allowing the customer to realize value as quickly as possible.
• Conduct integrated sales presentations to illustrate value of product or service and tailor call-to-action.
• Collaborate with internal teams to develop account strategy to close opportunities.
• Attend networking and partner events to build relationships and identify sales opportunities.

I acted as the trusted and strategic advisor leading the way to educate my customers on our suite of professional services technology and value-based services that will enhance efficiencies, profitability, and revenue in their organization.

• Created and prioritized strategic target account lists within a defined territory and/or vertical; understanding target customers business roadmap for future goals, buying personas, respond to RFQs (Request for Quotes), develop proposals, and accurately articulate our value proposition to C-Suite level executives, Executive Sponsors and key stakeholders allowing me to exceed by quota by 187%.
• Focused on selling and engaging at the C-Level within my account base, multi-threading, and ensuring a positive customer experience that fosters long-term engagement and retention resulting in a renewal retention rate of 96.4%.
• Identified expansion opportunities, upsold customers, and helped drive renewals, contract negotiations, and opportunities for recurring revenue resulting in a 22% YOY increase.
• Executed initiatives to enable the customer to achieve their objectives through collaboration with our firm.
• Maintained key internal and external partnerships with Sales, Delivery, Onboarding, Solution Architects, Consulting Services, Resource Management, and our alliance partners help deliver exceptional customer experiences.

I was responsible for engaging with existing clients and prospects to ensure appropriate coverage of their needs and recommend additional solutions.

• Sourced and qualified new opportunities, led an effective sales process, performed needs assessments and sales presentations to close new business bringing in over $1.3M in revenue while managing multiple high-profile accounts.
• Established a trusted relationship with each assigned customer base and drove maximum value of our products and services through scheduled adoption touchpoints.
• Knew and understood my client's business intimately and be an effective spokesperson for the client representing their point of view and concerns.
• Understood customer needs and objectives; ensuring the customer is utilizing and benefiting from the full extent of our solutions, across all products to which they subscribe to improve customer relationship and retention.
• Executed a customer-focused strategy that will lead to greater retention of current customer contracts, higher revenue per customer and customer satisfaction resulting in achieving 118% to quota.
• Developed and implemented successful sales strategies to drive growth and exceed revenue targets by securing 7 new accounts.
• Formulated well-defined action plan to prioritize potential clients and achieve and exceed objectives.

Demonstrated success as an Account Executive/Account Manager in the Small to Mid-Market space by prospecting and developing new opportunities and retaining and expanding existing client relationships for the purpose of increasing the company's market share.

• Developed rapport and evaluated the decision maker's Human Capital Management (HCM), Payroll, Retirement and Benefits needs resulting in a 21% YOY growth.
• Uncovered needs and pain points, determining which products are appropriate and valuable to the client as well as referred business to internal partners to increase client spend with Paychex.
• Leveraged a Go-to-Market sales strategy to identify customers' needs and present the solution to key stakeholders and decision makers to increase revenue and market share resulting in $425K in revenue.
• Built relationships with insurance carriers, brokers, and CPAs to enhance my referral network to increase sales.
• Prospecting for new clients and new referral sources utilizing the telephone, direct mail, seminars, current client visits, or other local marketing programs.
• Presented talks to human resources professionals and C-level executives about available services and benefits of different plans.

As an Account Executive; I demonstrated the value proposition of all of the Monster products to my account base. Also responsible for understanding prospects recruiting challenges and help them understand how Monster’s unique solutions can help them overcome the pain points in order to achieve their business objectives.

President's Club Recipient: 2009, 2011, 2012, 2014