Will Nichols
Ashland,OR
Summary
Strategic Account Executive with proven success increasing sales and revenue through a consultative and audible-ready approach to GRC and ESG. Articulate communicator with exceptional negotiation skills. Known for understanding customer needs and delivering effective solutions.
Overview
14
14
years of professional experience
Work History
Account Executive
Diligent Corporation
04.2023 - Current
- Collaborate with customer success manager to identify risk and support client retention.
- Identify potential new customers by conducting industry trend research and competitive analysis.
- Develop strategic partnerships with existing C-suite clients to upsell target account revenue by 30%-50%.
- Utilize MEDDICC Qualification Framework and Command of the Message throughout the deal process.
- Independently manage full sales cycle from targeted outreach and pipeline generation to contract negotiation.
- Effectively forecast quarterly revenue bookings in comparison to quotas.
- Collaborate with client development representative and customer success manager to identify sales opportunities.
- Advise and consult clients on board and leadership meeting management, entity and subsidiary management, ESG reporting, and audit, risk, and compliance.
- Train and mentor assigned client development representative.
Senior Client Development Associate
DILIGENT CORP
New York, USA
12.2021 - 03.2023
- Top CDR for 2022 in Diligent's governance team in ARR closed won
- Top CDR for 2022 for pipe created
- Top CDR for 2022 for opportunities created (125 APSOs)
- Identifying and qualifying potential business opportunities through lead generation, prospecting, cold calling and emailing
- Building and maintaining a pipeline of potential clients by researching and identifying prospects and tracking them using CRM tools (Salesforce, Sales Navigator etc)
- Developing and nurturing relationships with existing and prospective clients, understanding their governance needs, and proposing solutions to address them
- Providing excellent customer service and support to clients, answering their questions and addressing their concerns
- Maintaining accurate records of sales activity, customer interactions, and deal progress in Salesforce
- Maintaining a high level of product and industry knowledge to be able to provide expert advice to clients and prospects
- Building relationships with key decision-makers and influencers in target organizations to facilitate sales.
Business Development Associate
REMEDY PARTNERS (Now Signify Health)
New York, USA
03.2018 - 12.2019
- Worked directly with VP, Regional sales to successfully recruit providers into BPCI-A program
- Part of a team of 3 which brought in over $300M in annual program size in 2019
- Made 50 touches a day at minimum (calls, email LinkedIn) during application/recruitment phase
- Personally made cold call which led to recruitment of Lee Health, our largest prospect
- Gave technology demos to executives at pitch meetings
- Managed typical sales activity monitoring, Salesforce etc
- Coordinated CMS requirements and legal documents internally
- Prepared PowerPoint presentations for pitch meetings
- Prepared financial breakdowns and presentations for contract negotiations
- Coordinated schedules for executive meetings.
Content Marketing Consultant
Weightwatchers.com
New York, USA
01.2010 - 01.2012
- Wrote and edited content for weightwatchers.com
- Worked full process of content development and management (writing, research, CMS management)
- Aligned content with overall marketing strategy
- Worked within tight deadlines
- Researched and wrote a deep dive into competing health and wellness programs for which I had to fully participate in each for several weeks
- Prepared a comparative analysis report of competing health and wellness programs, for which I fully participated in each for several weeks
- Wrote a series of travelogue articles about how to stay on 'the plan' while on vacation in several vacation destinations (best places to eat, exercise etc.)
Education
BA, Theatre Performance -
Fordham University
01.2009
Skills
- Experience working closely with C-level executives and cross-functional teams
- Adaptable and able to thrive in a changing and remote environment
- Sales expertise in MEDDICC, Command of the Message, and the Challenger Method
- Successful relationship management through consulting, renewing, and expanding client business
- Proficient in sales tools such as Salesforce, Outreach, and Gong
- Experience mentoring and training team members in sales methods
Personal Information
Nationality: USA and UK Dual Citizen
Timeline
Account Executive
Diligent Corporation
04.2023 - Current
Senior Client Development Associate
DILIGENT CORP
12.2021 - 03.2023
Business Development Associate
REMEDY PARTNERS (Now Signify Health)
03.2018 - 12.2019
Content Marketing Consultant
Weightwatchers.com
01.2010 - 01.2012
BA, Theatre Performance -
Fordham University