Zachary Dunlap
Columbus
Summary
Results-oriented professional in sales and renewals, adept at utilizing data analysis tools to inform strategic negotiations. Demonstrated success in achieving high revenue retention rates while collaborating effectively with stakeholders, ensuring alignment and satisfaction throughout the renewal process.
Overview
7
7
years of professional experience
Work History
Renewals Account Manager
Ultimate Kronos Group (UKG)
10.2021 - Current
- Secured $90M+ of recurring revenue by negotiating multi-year renewal contracts in FY25.
- Negotiated complex renewal agreements with multiple stakeholders, including C-suite executives, across SMB, Mid-Market, and Enterprise level accounts while maintaining the customer relationship
- Forecasted financial impacts of individual renewals relating to churn, uplift revenue, and customer annual recurring revenue with 99% accuracy
- Leveraged historical data from Salesforce, Power BI, Clari, and Gainsight with customer business insights to create targeted renewal proposals, ensuring alignment with metrics for uplift and revenue retention
- Overachieved KPIs for revenue retention and multi-year renewals in each fiscal year
- Collaborated with inside sales team to secure additional business with the customer base through upselling of services.
- Coordinated communication between customers and UKG resources to streamline procurement processes and address barriers to renewal
- Assisted terminating customers with offboarding options, including short-term extensions and read-only access options to minimize revenue churn
- Supported implementation of new revenue negotiation team by creating and documenting team processes, contributing to essential tool development, and collaborating with other UKG business units
- Assisted in interviewing and provided input into hiring decisions for prospective new members of the renewal team
- Operated as customers' primary contact for renewal of HCM SaaS Agreements in the United States and Canada
Renewals Account Manager
Quest Software
04.2020 - 10.2021
- Managed 100+ customers ranging from enterprise level to small business regarding renewing support and maintenance on 6 separate information management product lines
- Educated customers on efficient renewal options, generating additional revenue through multi-year renewal agreements and co-terming of customer assets
- Acted as a liaison between customers and the technical support team or outside sales team to ensure customer success through a resolution of license performance issues and additional licensing needs before renewal
- Navigated customer organizational infrastructure, communicating with end-users, C-Level executives, and procurement agents
- Presented performance reports and advised customers on strategies to improve their experience with Quest Software licenses
- Maintained accurate pipeline report and gap plan for business unit manager and regional director, supporting achievement of individual and team quarterly and yearly sales goals
- Trained and advised team members on tactics and strategies, enhancing team's ability to drive renewal revenue
- Led Information Management business unit and placed in the top 10% globally in forward maintenance bookings
Sales Account Manager
Reliant Staffing Solutions
04.2019 - 04.2020
- Delivered impactful sales presentations to diverse clients, from small businesses to Fortune 100 companies
- Drove sales growth and reduced time-to-contract by providing strategic solutions, tiered solution models, and volume business discounts
- Identified and engaged existing and potential clients through sourcing activities, cold calls, networking, and territory scouting across Ohio
- Conducted follow-up activities and maintained ongoing relationships with consultants, stakeholders, human resource managers, and executive directors
- Provided coaching to the client/consultants and conducted follow-up activities with the client/consultants to ensure two-way satisfaction and resolve various service issues
- Negotiated rates for contracts based on bill rate, job duties, market location, and project duration
- Supported continual implementation of solutions delivery to assure adherence to contracts and completion of client objectives
- Gathered requirements from hiring managers and client team members to understand expectations regarding defined needs, timeline, budget, etc., and mapped product solutions
- Collaborated with delivery team to define and enhance offerings and delivery models in a competitive landscape
- Reached most profitable sales associate within first 10 months
- Supported healthcare, IT, architecture, and engineering roles
Education
Bachelor of Science - Allied Health
Otterbein University
Westerville, OHSkills
- SaaS Contract Management
- Contract Negotiation
- Customer Success
- Sales
- Strategic Upselling
- Revenue Forecasting
- Customer Engagement
- Relationship Management
- Data Analysis
- Tableau
- Salesforce
- Power BI
- Gainsight
- Clari
- Information Management
- Organizational Strategy
- Multi-Level Communication
Timeline
Renewals Account Manager
Ultimate Kronos Group (UKG)
10.2021 - Current
Renewals Account Manager
Quest Software
04.2020 - 10.2021
Sales Account Manager
Reliant Staffing Solutions
04.2019 - 04.2020
Bachelor of Science - Allied Health
Otterbein University