Michelle McKennaSan Francisco, California, United States
Accomplished sales and business development leader leveraging broad experience to lead high-performing teams, using creativity, agility, and grit to drive outstanding outcomes. Consistently exceeding attainment expectations. Ability to think strategically while focusing on execution, leading global sales and solution teams across verticals, geographies, and cultures.

I am proud of my fast-track career path with four promotions in the last six years and consistent performance: 110% average annual attainment over the past 3 years.

I focus my passion and expertise in technology sales and business development to inspire and lead team members, creating a culture that brings out the best in people through trust, empowerment, accountability, and a customer-focused mindset.

Team members have described me as a hunter, an engaging leader, and a large deal pursuit master.

• Strategic account growth with a passion to win
• Cross-functional collaboration and CXO alignment
• Creating solution-focused teams and building win strategies for complex deals
• Cultivating strategic partnerships and engagement framework
• Developing and executing business plans, demand creation campaigns and GTM models
Global Account Director
Aug 2020 - Current
AI that turns business communications and context into actions and results
RVP, CX Partnerships
Selligent Marketing Cloud
Jul 2018 - Aug 2020
Leveraging 20+ years in Communications and Contact Centers to revolutionize Customer Experience. Building a CX GTM motion with new partner and new customer acquisition, using hunter mindset and consultative approach to identify, win, and grow our most strategic deals. Driving growth by creating a 360-degree view of the individual customer to deliver unique and personalized experiences.
Senior Director Business Development and Alliances
Jan 2017 - Jun 2018
Drive revenue growth through business development with strategic partnerships. Align Avaya and Partner leaders to formulate the vision, develop the strategy and execute a partner-friendly culture for Customer Experience. Establish and grow new alliances and supporting GTM motions for Digital Transformation.● Generated 57% growth YTD in existing and greenfield accounts through cross-functional internal alignment, focused campaigns and enhanced offerings, with a relentless focus on the customer.● Developed new partnerships and offerings, yielding $4M in incremental revenue and $14M funnel in 12 months.
Senior Director, Global Sales
Oct 2015 - Jan 2017
Promoted to Senior Director. Created and led a team of Global Account Managers and Engineers to exceed objectives, owning revenue growth for strategic global accounts and driving a culture of achievement with trusted advisor status. Recruited, trained and managed the global team tasked with rapid growth of House Accounts.● Grew funnel from $18M to $60M and 37% YoY Growth.● Won a high visibility new logo opportunity, creating a showcase account to promote the Private Cloud model.
Chief of Staff, Cloud and SP/SI Team
2014 - 2015
Handpicked by SVP of Cloud to lead sales, operations, and business development for alignment within Avaya plus Channel and SIs. Evangelized the value proposition of cloud to customers. Led a team of change agents, driving transformation within mainstream Avaya to grow cloud sales.● Developed and managed a Go to Market program with an SI Partner, achieving 20% growth in sell-thru and 32% growth in sell-to in 12 months.
Regional Sales Leader, Private Cloud
2013 - 2014
Responsible for client capture, business development and account management for Global Accounts. Built and managed a team that created and executed customized strategies to identify new business opportunities, accelerated revenue generation, promoted the full stack, and improved customer experience. Employed a consultative approach to quickly assess client objectives and uncover opportunities, utilizing an ecosystem of product experts and partners to develop comprehensive solutions. Served as a customer advocate to maintain a high level of end-user satisfaction and protect the mission-critical interests of the account and Avaya. ● President's award for the most strategic win, first SaaS offering.
Strategic Account Manager
1998 - 2013
Focused on driving new business revenue in a highly competitive territory and promoting revenue growth in Named Accounts. Conducted extensive territory and account planning to grow markets in key verticals, top regional accounts, and net new targets. Demonstrated "hunter" mentality and entrepreneurial sales leadership to propel direct and channel-focused projects. Recruited new Channel Partners to improve coverage model. ● Consistent performer: 146% average annual attainment 2006 - 2013.
San Diego State University
Bachelor's degree, Sales and Marketing, Sales and Marketing
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