Summary
Overview
Work History
Education
Skills
References
Timeline
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Walter Hawkins

Brooklyn

Summary

Dynamic Enterprise Account Executive with a proven track record at Emnify, achieving 117% year-over-year sales growth. Expert in consultative selling and relationship building, leveraging B2B software sales strategies to drive revenue. Skilled in pipeline development and project management, consistently delivering tailored solutions that meet client needs and enhance business outcomes.

Overview

11
11
years of professional experience

Work History

Enterprise Account Executive

Emnify
New York
04.2024 - Current
  • Proactively engaged with prospective and existing clients to offer tailored solutions, driving sales targets with data insights and customer success stories. Executed assertive cold calling and in-person prospecting strategies to expand client market share and secure face-to-face appointments. Utilized a consultative, value-based approach to navigate complex enterprise sales cycles and cultivate relationships with multiple decision-makers in various departments throughout enterprise organizations
  • Achieved 117% year-over-year sales growth in 2024 by expanding presence across asset tracking, POS systems, and SaaS solutions
  • Coordinated projects for forming alliances, enriching the technology portfolio
  • Collaborated with customer success and account management teams to identify expansion opportunities within current accounts, boosting revenue growth

Account Executive- Global Solutions, Asset Management, SaaS & Hardware Sales

T-Mobile
12.2021 - Current
  • Demonstrate command of various product sets, cold-call, and build trusted relationships with C-level decision makers at global corporations with revenues exceeding +$10B; recognized as a Trusted Advisor and Elite Club Member
  • Outperformed CRM and prospecting metrics quarter-over-quarter; kept detailed client notes with triggers for client-specific events, including FYE, annual budgeting, competitor products, and solutions identified to convert quickly
  • Led project and solutions sales planning for a dormant portfolio; developed an industry-specific pipeline plan, which lifted sales 45% year-over-year with penetration in asset tracking solutions, fleet management, and SaaS solutions
  • Exercise confidence in value-added strategies when negotiating with CTOs, CEOs, CIOs, and Chief Compliance Officers; tailor the pitch to fit unique motivators; maintain profitability, production, and revenue targets
  • Leverage various sales techniques to deepen relationships, build trust, and grow share of wallet; travel as required to attend networking and client meetings; host clients for lunch, golf, or other relevant industry events
  • Poached to facilitate the 'dynamic sales approach' for the entire regional team; recognized for an ability to maintain client engagement despite business constraints; maintained an appointment ratio of +60%, a convert-to-pipeline ratio of 42%, and a same-quarter close ratio of 27% virtually, telephonically, and in person
  • Introduce cross-functional partners as needed to increase SaaS, networking, and hardware sales; expertly leveraged the right partner for the right client with consideration for factors that might impede the sales process versus those that would enhance it
  • Manage the end-end multi-month sales cycles both internally and externally; facilitate calls with Legal, Engineering, Sales Support, and Tech Solutions teams
  • Research industry shifts and tailor solutions sales plans to reflect and anticipate unmet client needs; deliver fact-based industry insights and best practices during internal meetings; re-target prospects with engaging insights and solutions pitches

Sales Executive

Datto
04.2017 - 12.2021
  • Led the charge in developing resources and process management procedures designed to manage and scale a commercial portfolio of 50 clients ranging in monthly revenue from 50k- 200k
  • Developed, authored, and scaled an individualized onboarding and continuity plan for each client within the portfolio; each plan is tailored to identify the client's white space and deliver value-added propositions that meet ongoing and anticipated business objectives
  • Help trained 4 new hires and road-mapped a strategy for success; promoted to the Growth Team within 6 months of employment; generated over $2.4 million in revenue within the first 18 months; spearheaded numerous firm-wide strategy calls
  • Executed against the intricacies of the account management process with a focus on utilizing Account Landscaping, 'Buying Centres', and Account Mapping to identify key accounts
  • Oversaw and planned for the software lifecycle by conducting a risk-benefit analysis, understanding licensing requirements, delivering demand planning objectives, articulating value, and edging out the competition
  • Curated and led monthly marketing events, webinars, demos, and tradeshows that drive enhanced visibility into software spending, reporting capabilities, system functionality, and harvesting
  • Forecasted anticipated runoff and planned for account renewals; maintained a high renewal rate; created a seamless pathway from the renewal meeting to closing; addressed the 7 key areas of client satisfaction, including re-marketing, conducting a service assessment, disseminating additional resources, identifying opportunities for cross-functional collaboration, conducting a business process evaluation, and preparing for post renewal follow-up
  • Utilized brainstorming, assessment, negotiation, and consensus-building skills to generate buy-in and create trusted partnerships with all partners, such as Re-Sellers, Marketing Leaders, Solutions Engineers, Product Specialists, Finance Directors, and Vice Presidents
  • Stayed abreast of industry trends, insights, and transformations that could impact the scope and scale of the client's business model; drafted weekly briefings to proactively communicate findings and position our products in anticipation of their unmet concerns; proactively disseminated information across the organization to foster a homogeneous sales process

Account Executive

Superior Office Systems
05.2015 - 04.2017
  • Posses the acumen required to drive demand and build a pipeline for the implantation of Commercial Copiers; serviced the Mid-Atlantic territory in a Dual Sales role capacity
  • Delivered flawless execution of sales goals while operating within a limited and niche market; learned the specifications, benefits, risks, and functionality of a large commercial copier; positioned the copier specific to enterprise objectives and overcame various roadblocks to entry
  • Produced turnaround to a failing portfolio of clients; identified client trends, crafted a re-marketing plan, addressed service issues, and partnered cross-functionally with a Product Specialist to troubleshoot concerns
  • Utilized a door-to-door Cold-Calling strategy to generate new sales; exercised the ingenuity and creativity to create warm touchpoints with gatekeepers; secured return/call-back rate over of 90% within 3 months
  • Pioneered and performed all aspects of the sales cycle, including initial contact, identifying needs, leading demos, presenting proposals, generating secondary touchpoints, and ultimately closing the sale; onboarded 4 new clients monthly
  • Developed a territory strategy that identified opportunity markets and led tactical sales campaigns that drove demand for product placement; leveraged superior sales forecasting practices to identify, outline, and anticipate inflows and outflows within the sales cycles; scaled communication plans and integrated new techniques

Intern

Sports Bar Marketing Exchange
04.2014 - 04.2015
  • Provided consultative selling strategies and techniques to key stakeholders within the organization to deliver transformative influencer campaigns; contacted over 50 bars and restaurants daily to position the SportsTVGuide product; conducted pilot initiatives and grew production metrics 17% year-over-year

Education

Bachelor of Science - Business & Sports Management

St. John's University

Skills

  • B2B Software Sales
  • Consultative selling
  • Relationship building
  • Sales strategy
  • Digital SaaS
  • Business Intelligence Solutions
  • CRM
  • Sales Cycle Planning
  • Pipeline Development
  • Project Management
  • Business Change Management
  • Business Continuity Planning

References

References available upon request.

Timeline

Enterprise Account Executive

Emnify
04.2024 - Current

Account Executive- Global Solutions, Asset Management, SaaS & Hardware Sales

T-Mobile
12.2021 - Current

Sales Executive

Datto
04.2017 - 12.2021

Account Executive

Superior Office Systems
05.2015 - 04.2017

Intern

Sports Bar Marketing Exchange
04.2014 - 04.2015

Bachelor of Science - Business & Sports Management

St. John's University

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Walter Hawkins