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Mackenzie Maloney

Enterprise Sales and Customer Success Leader

Summary

Proven track record of hitting and exceeding goals  throughout 10 years of Enterprise Sales and Customer Success experience. Managed mobility and applications for five of AT&T's top clients with over $65 million in annual revenue.  Built and lead a  Customer Success team for a growing SaaS organization.  Developing strategic partnerships with large shippers   to help them realize supply chain efficiencies through technology.  Skilled in building and leading cross-functional teams, effective communication, and developing strategic client or partner relationships.  Adaptive and very comfortable working in an ambiguous or dynamic work environment.  I never back down from a difficult question, topic or client and avoid making assumptions.

Work History

Key Account Director

Convoy, inc
jan 2018present

Convoy's mission is to transport the world with endless capacity and zero waste.  Therefore, a vast marketplace that benefits both shippers and carriers is required.  As a Key Account Director, I help shippers realize the available benefits.  I effectively manage the planning, strategy and overall relationship with three of Convoy's top clients.  I engage daily with the clients I support, the operational teams involved as well as  internal and external leadership.

  • Growing and developing the fastest growing shipper in Convoy history
  • Leverage data driven insights to find efficiencies for my   clients 
  • Coordinate and lead monthly, quarterly and executive briefings 
  • Partner internally with cross-functional teams to responsibly grow my accounts - to ensure accelerated revenue growth combined with shipper satisfaction 
  • Realized 38% month-over-month revenue growth from March to April
  • Lead a team of Account Managers, Account Coordinators and other internal resources to support my accounts

Vice President - Customer Excellence

OpenPeak, inc
Jan 2015Jan 2016

As Vice President of Customer Excellence, I  led a team of two project managers and two technical engineers to directly support OpenPeak's clients.  Internally, I engaged daily with our executive team, development, quality assurance, product, marketing, support and sales teams.  In addition, I interacted with customers and OpenPeak's partners daily.  My role focused on assuring the feedback we received from customers and partners was prioritized and tackled by our internal teams in a timely fashion to help build the best software possible. 

  • Led calls three times a week with all facets of the business - including our CEO, President, COO, EVP of Sales, Head of Product and Leads of Development
  • Responsible for growing our "licenses in use" count 
  • Led the Customer Excellence program with a team of four
  • Tackled issues head on and provided a clear path to resolution
  • Coordinated installation, rollout and ongoing support 

Director - Customer Excellence

OpenPeak, Inc
Jul 2014Dec 2014

As the Director of Customer Excellence, I was responsible for customer rollouts of AT&T Toggle, one of OpenPeak's solutions.  My responsibility was to partner with AT&T sellers, OpenPeak sellers and clients to make Toggle rollouts successful.

  • Positioned the value of AT&T Toggle with clients and AT&T sellers
  • Managed weekly updates on progress to our Vice President of Sales and President
  • Worked closely with development, quality assurance and product to gain significant knowledge of the SaaS space
  • Coordinated weekly calls and project planning with clients 
  • Was able to quickly adapt and thrive in a shift from a large company to a smaller company
  • Built out plans and added team members to grow the Customer Excellence team
  • Successfully positioned the value of the Customer Excellence team to close multiple deals - leading to unprecedented license growth at OpenPeak.

Strategic Account Manager - Mobility

AT&T, Inc.
Jan 2009Jul 2014

As a part of the Signature Client Group, I managed all aspects of mobility for five customers in AT&T's top segment - a portfolio totaling $65 million in annual revenue.  Through working with these customers, I was able to gain a better understanding of the retail, wholesale, financial and property management industries.  I was also able to manage everything from day-to-day relationship building, complex contract negotiation and solution selling.

  • Built strong, trusted relationships both internally and with customers
  • Partnered with teammates to demonstrate the full value of AT&T
  • Quickly adapted as the mobile market made a significant shift to mobile applications - far exceeding goals in this area
  • Achieved 243% against mobility application sales targets in 2013
  • Achieved 101% against 2012 and 2013 Total Billed Revenue targets

National Vice Chair - Midwest

oxyGEN
Jun 2011Mar 2013

oxyGEN is a 501c3 Employee Resource Group through AT&T targeted to promote and support Young Professionals within AT&T.   I was part of a small group that saw this gap in AT&T's Employee Resource Group landscape and we formed oxyGEN.  After formation I took on the role of Vice Chair - Midwest.

  • Planned and launch oxyGEN, AT&T's 11th Employee Resource Group
  • Led the six Midwest chapters to  Attract, Develop and Retain AT&T Young Professionals
  • Grew oxyGEN to over 7,000 members and 24 national chapters - in the first year
  • Partnered with AT&T leadership to support and promote oxyGEN

Corporate Account Executive - Premier Client Group

AT&T, Inc.
Dec 2007Dec 2008

The move to this role enabled me to become more customer focused with a smaller set of clients - 15 accounts.  I learned the value of relationship building and selling.  The fine balance of keeping the customer satisfied but also meeting business objectives was always a focus.  

  • Obtained a vast amount of mobility knowledge through training and personal experience
  • Effectively managed my portion of the region
  • Achieved 137% against targets
  • Mentored fellow College Hire graduates as they entered the field

Corporate Account Executive - Small Business 

Cingular Wireless
Jun 2006Nov 2007

The first six months in this position included an intense sales training program in Atlanta, Georgia.  Following the training program, I was placed in Chicago, Illinois as a Corporate Account Executive with approximately 1,200 customers - both existing and potential clients.

  • Maintained a monthly quota responsibility and managed customer accounts
  • Achieved 120% against targets
  • Contracted an average of two new customers a month
  • Learned the importance of solution selling
  • Immersed in the mobile space of new technologies, software and solutions
  • Successfully graduated from the College Hire Sales Center in November 2006

Professional Accomplishments

  • Completed DePaul University's Project Management Certification Program - 2015
  • AT&T "High Potential" Nominee - 2012, 2013 and 2014
  • oxyGEN Fundraising Committee - Distribution Lead (Scholarship) - 2014
  • oxyGEN Board of Directors - 2013
  • AT&T Achievers Club Winner - 2012 and 2013
  • AT&T Breakfast of Champions Participant - September 2012
  • AT&T "Best Pitch" Regional Winner - September 2012
  • Completed AT&T's "Leading with Distinction" Series - 2010, 2012 and 2013
  • AT&T Business Sales Leadership Development Summit Nominee - 2010 

Skills

leadership

Ability to communicate the vision I have and work with a group to achieve that vision.

Dedication

I am extremely focused on what I need to accomplish and  completing the goal at hand.

Partnering

Able to work well with others, internally and externally, to accomplish a common goal

strong written and Presentation skills

Strong history of successful executive summaries - internally and to high profile customers.  I am comfortable presenting virtually and in person.

Education

Project Management Certification

Depaul University
Sep 2014Mar 2015

Completed Project Management Core Concepts I and II.  

Bachelor of Science

Ball State University
Aug 2002May 2006

Major - Business Administration

Minor - Chemistry

GPA - 3.4 

Dean's List - Five Semesters