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Sales and account management leader

summary

Throughout my career I’ve helped people and organizations identify growth opportunities and execute strategies to capitalize on them. I frequently identify gaps between a group's goals and current actions, and am equally at home charting a better path forward, executing change initiatives, and developing people’s capacity to achieve more than they thought possible. I’ve found that colleagues and clients recognize authenticity and appreciate when we focus on helping them succeed.

Work experience

July 2015September 2017

Vice President, Partner Development

Cayan Holdings, LLC

Cayan is a payment technology company that provides a cloud-based payment gateway, eCommerce solutions, and merchant services. I was brought in to develop and lead the team responsible for channel sales through existing Independent Software Vendor (ISV) relationships. We grew gross margin to 109% of quota, and increased the lifetime value of partnerships by facilitating new product integrations that opened new cross selling opportunities. Beginning with a team of four that was both reactive and tactical, I developed the team into a professional sales-oriented group of seven, who managed relationships with 358 software providers including Oracle, Salesforce, and Microsoft. We were also responsible for ensuring that implementation, service and support issues were addressed when escalated by the partner, or the Cayan operations team, on behalf of our mutual customers. helped the company evolve by representing the partner channel leadership team in cross functional efforts including launching an online marketing portal; a proactive operational support team; a more robust product release process; EMV and TLS 1.0 technology migrations; and leveraging StandOut, a strengths based talent management program.

Sep 2010June 2015

Director of Client Management

Fiserv, Digital Solutions Group

Fiserv provides technology in the financial services industry, including innovations in payments, online banking, and mobile banking. I joined as an account executive and progressed to a management position in Q1 2013 where I led a team of seven account executives. My team's 32 clients generated $287M in annual revenue for payment services, licensed software, and SAAS solutions. My team was responsible for renewals, adoption and usage of purchased services, up selling, cross selling, and customer satisfaction. After a rebuilding year where we closed $16M in new business, we started 1H14 by closing $21M, which was more than any other team in our group. My team consistently delivered payments revenue growth of more than 100% of corporate expectations by renewing contracts with fewer discounts, and sometimes net increases. 

I expanded the team's capacity in several ways. First, I upgraded the team's talent by hiring five account executives in 15 months. I noticed that even our senior people mis-read the signs of a healthy negotiation process and the relative strengths of the parties' positions. I worked with Franklin Covey to provide a Win-Win Negotiation course for my team, plus others. My impact also extended beyond the team when I led the on boarding process for new hires and offsite strategy sessions. I participated in building a success profile and interview guide for account executives that was also leveraged by the client partner team (which was responsible for the c-level level relationships with our company's largest clients). I also led an initiative for our division president that engaged clients to leverage marketing best practices. 

Jul 2005Sep 2010

Senior Director, National Sales

Worldpay

Worldpay (formerly known as RBS Worldpay) is one of the world's leading payment companies, and had been one of my clients during my tenure at BellSouth. I joined their recently formed national sales group as a sales executive to expand a niche market for which the company owned proprietary payments software. In the first year I negotiated and signed six new referral partners. After a couple of years selling in the southeastern region, I was promoted to senior director. In that role I led strategy for growing the grocery and multi-lane retail business in the eastern United States and was responsible for prospecting and selling to companies of larger size and complexity. Consistently exceeding revenue goals, I was recognized at the InnerCircle sales achievement program in 2008 and 2009. I was considering a management role, but chose to come to Fiserv because I was intrigued by the opportunity to help clients achieve business goals by making better decisions regarding emerging payments (including person to person payments), and enterprise software. 

Sep 1997Jan 2008

National Account Manager

BellSouth Business

BellSouth is a telecommunications company that's now part of AT&T. I started as a segment marketing manager responsible for bundling services across business units to benefit clients in the education vertical. This was during the advent of internet access in primary and secondary schools, and we executed a go to market strategy that increased revenue from this segment by helping clients see the vision for what they could accomplish with our services, and provided tactical support for leveraging federal funds. I was directly responsible for executing the marketing communications and competitive assessment strategies, where I led a cross-functional initiative. I completed my MBA during this time, and was promoted to a sales role in national accounts in early 2001. There I consistently exceeded sales and revenue targets selling and renewing products such as enterprise class internet access, voice/data networks, voice/data hardware, managed services, mobile services, and co-located data centers. I managed clients of increasing complexity and size, including Macy's and Lynk Systems, which was acquired by the Royal Bank of Scotland and became RBS Worldpay. 

Nov 1994Aug 1997

Executive Director

Georgia Association of Partners in Education

The Georgia Association of Partners in Education is a membership association for Chambers of Commerce, businesses, and school districts. Not able to afford an executive director, the board hired me as membership coordinator right out of college. They promoted me to executive director within the first year because I took an entrepreneurial approach, re-established the strategic direction, and grew revenues by expanding program offerings. In addition to growing enough to hire a small staff, I represented our members state-wide and nationally, and provided training programs. These programs included a train-the-trainer format local advocacy program, and a service learning course for which teachers received continuing education credit. We collaborated with Georgia's largest companies and all levels of government to implement mentoring and advocacy programs, and ultimately hosted U.S. Secretary of Education, Richard Riley, as the keynote speaker for our annual membership conference. We received the Golden Hammer Award in recognition of effective public-private collaboration.

Education

2015

Executive Leadership Program

Babson College

Center for Women's Entrepreneurial Leadership

19982000

M.B.A

Kennesaw State University, Coles College of Business

Finance, management, marketing and accounting

19911994

B.A.

Marietta College

Political Science major, and McDonough Center for Leadership & Business Scholar. Graduated Cum Laude with College Honors. Member of Omicron Delta Kappa leadership honor society, and varsity tennis letterman