Brian Mc Kenzie

Brian Mc Kenzie

Work History

Work History

Client Care Account Manager

Blackboard Connect Inc.
  • Contributed to the development of processes and procedures to efficiently serve K-12 clients
  • Proactively supported Account Director in all aspects of account management for various accounts, contributing to company-wide retention goals
  • Conducted onsite and online trainings on the system and headed development of new training materials
  • Provided periodic analysis to school district administrators and board members with usage recommendations for improving district-wide communications
Oct 2009 - Present

Director of Sales Enablement

Blackboard Inc..
  • Leading a newly formed team within Sales Operations with a laser focus on enabling sales to deliver the value  of Blackboard’s business
  • Implemented enterprise-wide Sales Enablement SaaS solution
  • Developed and tailored an Asset Strategy that is aligned with the sales objectives, sales methodology, and sales mentality for seven different platform teams to ensure relevant delivery of information
  • Created and maintain a strategic and tactical Governance Model with key stakeholders to keep information updated and applicable to selling conversations
  • Drive tribal knowledge initiatives so sellers have access to a wealth of resources and tacit knowledge
  • Analyze competitive information and deliver analysis in a manner that enables a sales rep to better position Blackboard products and overcome the competition 
  • Utilize our “intersecting” position as an added component for sales and organizational readiness as it relates to the Go-to-Market function
Nov 2006 - Apr 2008

Director of Client Care, Higher-Ed Accounts

Blackboard Connect Inc.
  • Played a key role in making unparalleled Client Care a product differentiator and selling point, helping to position The NTI Group as the notification service industry leader in preparation for the company’s acquisition by Blackboard Inc (bbbb)
  • Developed necessary implementation documentation, best practices and additional processes tailored to higher education
  • Supervised Account Managers and oversaw all aspects of account implementation, support and aftercare of clients in the Southeast region, which included the 3 largest accounts company-wide
  • Traveled extensively throughout the Southeast, Northeast, and Midwest region, meeting with existing and prospective clients to build and maintain relationships during onsite trainings, regional visits, and conferences
  • Responsible for retention of over 385 clients, achieving a 100% renewal rate in first year
  • Worked with RFP Director to write responses to RFPs issued by institutions seeking a notification system
Mar 2004 - Jan 2008

Director of Sales Operations

Blackboard Connect Inc.
  • Played a primary role in the development of the Sales Operation processes and procedures to forecast, report , and manage sales pipeline
  • Developed a sales training program for new hires as well as ongoing training for new products and services
  • Provided support in the deployment of companywide CRM
  • Developed and maintained territory analysis reports for sales reps to provide better visibility into each reps’ assigned territory
  • Provided ongoing pre-sales support to sales team across all verticals
  • Organized and led semi-annual sales meetings
  • Worked with marketing team to develop and update sales presentations and overall sales collateral
  • Led reseller relationship to offer Bb Connect’s products to untapped markets
Aug 2002 - Mar 2004

Account Manager

PACE LLC
  • Acted as liaison between sponsor and school administrator to facilitate and maximize benefits of sponsor relationship
  • Developed processes and procedures to manage sponsor accounts efficiently

Education

Education

Bachelor of Science

California State University Northridge

Skills

Skills

iMovie and FinalCut

SAVO System Administrator

Webex

Adobe Connect

Camtasia

Adobe Captivate

Adobe Photoshop

Salesforce Administration

Microsoft Office Applications