Trent Herman
San Jose,CA
Summary
Strategic Account Executive with proven success increasing sales and revenue through developing loyal account relationships. Articulate communicator with exceptional negotiation skills. Known for understanding customer needs and delivering effective solutions.
Overview
6
6
years of professional experience
Work History
Sr. Enterprise Account Executive
NTT DATA Services (formerly Apisero)
San Jose, CA
02.2023 - Current
- Onboarded during Q1 and quickly exceeded expectations in Q2, attaining 134% of quota.
- 106% quota achievement in Q3.
- 101% quota achievement in Q4.
- Sold complex implementation engagements with Mulesoft, SFDC Sales Cloud, Service Cloud, Experience Cloud, Marketing Cloud, and Tableau. As well as OEM Software Deals for Mulesoft & Salesforce Products.
- Generated 1.9M in ACV with non MuleSoft related SFDC cloud engagements.
- Generated pipeline through Channel, Rolodex, and Cold outbound prospecting. Maintained at least 4X Pipeline coverage.
- Manage the full sales cycle, from pre-sales through close, and closely oversee customer engagement to identify upsell and cross-sell opportunities.
- Collaborate with customers to understand their challenges in implementing complex software solutions and identify pain points in current processes and tech stacks and leveraging that pain to sell on value.
- Responsible for driving day-to-day sales activities in the High Tech vertical for Strategic and Enterprise customers at Apisero, a Systems Integrator and IT Professional services firm. Now Acquired by NTT Data
- Strategically sell digital transformation efforts like cloud migration, ERP modernization, Data warehousing/Data lake construction, and API experience portals.
- Leveraged CRM (Salesforce) To accurately track, manage, and forecast pipeline and leverage data to improve sales effectiveness and continuously improve strategy.
- Define strategic success criteria for proof of concept and engagement deliverables to demonstrate value to key stakeholders.
- Tell compelling stories in collaboration with cross functional teams like Pre-sales engineering and business value teams to help key stakeholders see value in our product/service.
- Manage complex buying groups with CXO, VP, and Director-level stakeholders, maintaining strong relationships with key partners to accelerate deal cycles.
- Top Revenue Rep by performance out of 25 reps in FY23.
- Internally consulted on GTM improvements and strategy as well as mentor new reps on GTM motion and sales methodologies.
- Promoted to Sr. Sales Executive after just six months with the organization.
- Sold additional cross tower deals involving Oracle, Snowflake, Cisco, Nuance, Genesys, and Databricks.
Account Executive
Digibee
Des Moines, IA
01.2022 - 01.2023
- Developed deep technical knowledge and crafted a Go-to-Market (GTM) strategy for Digibee's iPaaS offering in the North American Market.
- Q2: Closed $78,000 in net new ARR
- Q3: Closed $134,000 in net new ARR
- Q4: Closed 225,000 in net new ARR
- Generated $3.7 million in net new pipeline. Through cold emailing and calling campaigns.
- Responsible for generating my own pipeline through cold outreach.
- Conducted successful appointments, discovery calls, value focused demos, and POV exercises with C-level stakeholders at enterprise organizations across several verticals.
- Efficiently navigating complex buying groups using multithreading to progress deals and identify key stakeholders, including the economic buyer.
- Sold a highly technical Integration Platform as a Service (iPaaS) solution.
- Attained comprehensive understanding of a wide range of technical concepts encompassing APIs, Data Integration, Data Warehousing/Data Lakes, GCP,GKE , ERP systems and CI/CD.
Business Development Representative
Digibee
Des Moines, Iowa
11.2021 - 01.2022
- Generated 1.1M in ARR pipeline (65K ACV)
- Built the Outbound Strategy as the first BDR on the North American GTM Team.
- Conducted thorough research on target accounts and prospects within our Ideal Customer Profile (ICP) to identify their potential needs.
- Drove engagement with potential clients through a multi-faceted approach encompassing cold emailing, making introductory phone calls, connecting on LinkedIn platforms, and attending industry events.
- Developed an Target Account Plan based on past product wins that was focused heavily on ABM and custom outreach to gain interest in product discovery and demos.
- Worked along side product marketing to develop battle cards against competitors based on information gathered through outreach.
- Ran discovery calls to pre-qualify opportunities due to limited Account Executive bandwidth.
- Quickly promoted to Account Executive due to early success and ability to articulate our products value to the business and technical stakeholders.
Mortgage Consultant (Secondary Market SME)
Wells Fargo
Des Moines, IA
03.2019 - 11.2021
- Six month SME position for our Secondary Market Execution Team. Responsibilities included negotiating loan portfolio prices with secondary market investors.
- Generated sales through direct transactions with private servicing companies and government investors like Freddie Mac and Fannie Mae.
- Consistently hit quota and unit funding goals on a monthly/quarterly basis.
- 8X Platinum Member (top 10% of Sales Reps)
- 2X Diamond Member. (3 consecutive quarters as a platinum award winner)
- Top 10% for best balanced employee (Closed Won, Quality Assurance, and Post Sale CSAT)
- Presidents Club Selection 2020 and 2021
Education
Bachelor of Arts - Business Administration
Augustana University
Sioux Falls, SD05-2018
Skills
- SaaS and Enterprise Software Sales
- Solution selling
- CRM proficiency
- Upselling strategies
- Contract Negotiations
- Pipeline Generation
- Technical Proficiency
- Relationship Selling
- MEDDPIC, Challenger, SPICED Trained
- Value Selling
Timeline
Sr. Enterprise Account Executive
NTT DATA Services (formerly Apisero)
02.2023 - Current
Account Executive
Digibee
01.2022 - 01.2023
Business Development Representative
Digibee
11.2021 - 01.2022
Mortgage Consultant (Secondary Market SME)
Wells Fargo
03.2019 - 11.2021
Bachelor of Arts - Business Administration
Augustana University
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