Summary
Overview
Work History
Education
Skills
Communityenrichment
Professional Highlights
Timeline
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VERONICA KIESEL

Philadelphia,PA

Summary

Charismatic business professional with over fourteen years business-to-business technology sales experience with Fortune 500 & 1000 Companies. Managed more than 500 business accounts, meeting and exceeding goals and objectives, as well as providing excellent customer satisfaction. Possess excellent interpersonal, communication, analytical, problem solving, and computer skills. Develops creative solutions with overall strategic insight. Proven history of establishing and developing strong partnerships with prospects and customers across all levels of a highly matrixed global organization. Works well independently as well as on a team. Proficient in Microsoft Office, Word, Excel, Outlook, and Power Point & G-Suite. Experienced sales professional with a successful history of driving sales and building client relationships. Proficient in identifying customer needs, providing tailored solutions, and closing deals effectively. Skilled in communication, negotiation, and problem-solving. Strong team player with a proactive approach and a dedication to achieving targets.

Overview

14
14
years of professional experience

Work History

Program Management Executive

IRON MOUNTAIN
07.2022 - Current
  • Manages a book of business with over 70 unique programs across all verticals
  • Responsible for managing program customers to ensure superior customer satisfaction and drive new business
  • Supports and manages the post-sales customer lifecycle
  • Facilitate program implementation, communicating updates effectively and addressing stakeholder concerns
  • Identify opportunities to optimize program processes, implement best practices, and drive continuous improvement within the program management function
  • Align program strategies with overall business goals, managing multiple projects simultaneously, and ensuring successful execution by collaborating with stakeholders, monitoring timelines, and performance metrics, while providing strategic direction and leadership to the teams
  • Develop and implement comprehensive program roadmaps, aligning initiatives with organizational strategy and success metrics
  • Build and maintain strong relationships with senior executives, key stakeholders across departments, and effectively communicating program progress and addressing concerns
  • Lead cross-functional teams, assigning tasks, managing resource allocation, fostering collaboration, and driving team performance
  • Proactively identify potential program risks, develop mitigation strategies, and monitor risk levels to minimize negative impacts
  • Establish robust program monitoring, track key metrics, analyze data, and report on program progress to senior leadership

Customer Success Manager

IRON MOUNTAIN
Royersford, PA
08.2020 - 07.2022
  • Key member of the Iron Mountain Enterprise Field Sales team for North America supporting all service lines
  • Accountable for the delivery of quality services and creating loyalty and retaining customers while creating revenue growth
  • Build and maintains customer relationships to understand the organizational business objectives and goals
  • Partner with key customer decision maker(s) to structure partnership(s) strategy as it relates to customer requirements (new sales opportunities, service level expectations, training of Iron Mountain solutions, Quarterly Business Review/Formal Business Review structure/timetable)
  • Responsible for identifying and creating opportunities which cover the full suite of Iron Mountain products and services engaging partner channels and sales support teams as necessary
  • Drives the sales process to completion, negotiate pricing, supporting the onboarding process as needed
  • Recognizes and facilitates resolution of any customer issues that are road blocks to client approval
  • Responsible for researching escalated service and billing issues to ensure all appropriate actions by other parties are being taken to resolve issues and ensure follow through until closure and complete customer approval
  • Facilitate coordination between Iron Mountain collections team and the customer's account payable teams in order to assure prompt and accurate payment for Iron Mountain services and solutions
  • Research of account status to prepare for contract negotiations
  • Responsible to assist in the Renewal and execute on the Renewal process when needed
  • Work through any RFP process by identifying gaps in current contract in place and understanding customer needs in order to successfully renew the contract

Senior Business Development, Data Management Medium Business

IRON MOUNTAIN
Collegeville, PA
02.2018 - 08.2020
  • Accountable for driving net new sales and revenue from prospective and existing customer accounts within assigned territory
  • Sells solutions through prospecting, networking and executing on account plans and marketing initiatives to increase Iron Mountain footprint within assigned accounts & territory resulting in revenue growth and quota attainment
  • Develops and implements strategies and business plans through understanding the clients business model, planning and decision making channels
  • Maintains a consistent 'pipeline' that enables meeting and exceeding quota attainment
  • Activities to support pipeline and account activity include, managing customer inquiries in timely detailed manner
  • Work to partner with the customer on net new opportunities and work through negotiated sales processes
  • Understand customer requirements in order to successfully negotiate the contract, partnering with other Iron Mountain departments as necessary
  • Negotiate pricing and SLA as appropriate
  • Make recommendations on appropriate pricing structure and contract requirements, communicate pricing programs, as well as lead and contribute to proposal responses process

Business Development, Data Management Federal Division

IRON MOUNTAIN
Collegeville, PA
04.2017 - 01.2018
  • Responsible for selling into named Iron Mountain customer base accounts in the Federal space
  • Manages the full sales cycle, which includes; prospecting, engagement, requirements gathering, solution design, creation of pricing, proposals and SOW, presentation, managing objections, follow up and close
  • Design and implement sales strategies to meet or exceed assigned sales goals
  • Uses insight and consultative selling techniques in order to better understand customers' needs and offer unique perspectives on their business which link back to Iron Mountain's solution portfolio
  • Research prospective organizations to identify the right stakeholders to engage
  • Independently and collaboratively strategize for solving deal-level challenges
  • Serving as a 'voice of the customer' to the Product Management and Product Marketing development teams

Customer Relationship Associate, Data Management

IRON MOUNTAIN
Royersford, PA
02.2013 - 03.2017
  • Managed a book of business of over 8 million dollars in annual revenue based in the New York City Metro territory comprised of predominantly Financial and Legal accounts
  • The primary purpose being to understand customer's organizational business goals, build and strengthen customer relationships and drive new business
  • Partners with key customer decision makers to structure business strategy as it relates to customer requirements
  • Ensures frequent communications and conducts interactive business reviews related to the customer's information management needs to guarantee superior customer satisfaction as well as uncover potential needs for appropriate Iron Mountain solutions
  • Responsible for identifying and creating opportunities which cover the full suite of Iron Mountain products and services engaging partner channels and sales support teams as necessary
  • Drives the sales process to completion, manages contract renewals, negotiate pricing, supporting the onboarding process as needed
  • Recognizes and facilitates resolution of any customer issues that are road blocks to client approval
  • Responsible for researching escalated service and billing issues to ensure all appropriate actions by other parties are being taken to resolve issues and ensure follow through until closure and complete customer approval
  • Facilitate account terminations including identifying reasons for closure, defining possible solutions to customer issues to lead to retention, negotiating account closure procedures and prices

Total Solutions Manager

BROADVIEW NETWORKS
King of Prussia, PA
09.2012 - 01.2013
  • Acquire new business as well as manage an existing account base of business customers using a solution orientated, consultative approach
  • Maintain and build rapport with senior C-level executives to formulate strong, long term business relationships built on trust and confidence to satisfy key buying criteria and close deals
  • Identified and qualified sales leads and attended customer premise visits to drive sales
  • Develop and maintain prospect pipeline targets to support forecasted objectives

Account Manager

VERIZON COMMUNICATIONS, INC.
Exton, PA
10.2010 - 08.2012
  • Telecommunications consultant and sales for small and medium sized businesses primarily located out of the Mid-Atlantic region with an annual telecom spend level of $15k - $100k
  • Built sales funnel to ensure revenue objectives are achieved
  • Utilized effective negotiation techniques and sought to apply them in most situations
  • Is focused on achieving mutually beneficial, 'win-win' results
  • Built strong relationships by focusing on quality customer care from point of contact to install date and beyond
  • In addition, managed the partnering activity of the account team including the Sales Engineer, Implementation Specialist, and Vendor Partners (Nortel, Alcatel and Cisco), to deliver the complete line of Verizon voice, data, and CPE products
  • February 2011-Exceeded Quota by 50%
  • September 2011-Regionally recognized at the VP level for exceptional work
  • Exceeded Quota by 78%
  • October 2011-Regionally recognized at the VP level for exceptional work
  • Exceeded Quota by 91%
  • December 2011- Exceeded Quota by 34%
  • Created a 'Best Practice' in collaboration with the director of the Northeast Mid-Atlantic Region of Verizon Business within my organization

Education

Bachelor - Political Science

University of Pittsburgh, School of Arts and Sciences
Pittsburgh, PA
08.2010

Skills

  • Stakeholder management
  • International business
  • Sustainability initiatives
  • Operations management
  • Revenue growth
  • Workflow management
  • Resource allocation

Communityenrichment

  • American Cancer Society 'Making Strides of Southeast PA Suburbs' (2017)
  • Women of Iron Mountain (2015-Present)
  • Member of AED/CPR team (2016-Present)
  • Cradles to Crayons (2013-2015)
  • Salvation Army 'Angel Tree' (2015-2016)
  • Iron Mountain PAC (2023-Present)
  • Thanksgiving Food Drive (2015-Present)

Professional Highlights

  • 2023 Sales year, finished 120% of quota
  • 2021 CMS of the Quarter for Q3
  • 2021 & 2022 CSM Council Team Representative
  • 2021 & 2022 Team Subject Matter Expert for Data Management Solutions
  • 5/2021 Closed $235K SITAD Data Center Decommissioning Project
  • 2018 Iron Elite
  • 2016 Chairman's Club
  • 2016 Sales year, finished 110.93% of quota
  • 2015 Sales year, finished at 129.2 of quota
  • 2014 Sales year, exceeded quota achievement
  • 2013 Sales year, exceeded quota achievement

Timeline

Program Management Executive

IRON MOUNTAIN
07.2022 - Current

Customer Success Manager

IRON MOUNTAIN
08.2020 - 07.2022

Senior Business Development, Data Management Medium Business

IRON MOUNTAIN
02.2018 - 08.2020

Business Development, Data Management Federal Division

IRON MOUNTAIN
04.2017 - 01.2018

Customer Relationship Associate, Data Management

IRON MOUNTAIN
02.2013 - 03.2017

Total Solutions Manager

BROADVIEW NETWORKS
09.2012 - 01.2013

Account Manager

VERIZON COMMUNICATIONS, INC.
10.2010 - 08.2012

Bachelor - Political Science

University of Pittsburgh, School of Arts and Sciences

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VERONICA KIESEL