Teachers College, Columbia University

Syracuse University

Guideline

VP Client Strategy and Partnerships

•	Leads and manages a team of three responsible for sales strategy, technical implementations, and the development of sales collateral.  
•	Owns the Technical Implementation and Proof of Value process, developing over 20 TV measurement learning agendas which lead to $5MM in sales in the Telco, Travel, Sports, Entertainment and Pharmaceutical industries over 18 months
•	Leveraged as a product expert across the sales team during the sales process connecting prospective customer needs and KPIs to iSpot product Capabilities
•	Own all cross-functional communication between the sales team and product, analytics and marketing teams

iSpot.tv

Director, Sales Solutions

•	Owned and managed all aspects of the customer relationship including onboarding and training clients on iSpot Saas platform, and contract negotiations for enterprise level clients such as American Express, Google, IBM, and TD Ameritrade
•	In 2017, achieved 100% of renewal goal and grew my overall book of business by 10%
•	Increased client contract values by 25% which equated to $1MM of incremental revenue in Q1 2018
•	Created individual onboarding plans and processes for new accounts specific to the customer’s KPIs for TV performance
•	Developed and cultivated customer relationships while seeking opportunities to showcase iSpot’s value propositions
•	Performed ROI and ROAS analyses for customers demonstrating the overall value of iSpot data.  Such analyses uncovered inefficiencies in the customer’s media buy valued at $1MM in 1H 2018
•	Served as a strategic internal resource for customer feedback, process implementation and product launches
•	Mentored junior team members in best practices around customer success

Director, Customer Success

•	Led team of Account Coordinators to spearhead client efforts for a $12MM client portfolio featuring Toyota, Time Warner Cable, ADT, Bank of America, and Vonage
•	Successfully on-boarded and grew several clients from trial contracts to permanent subscriptions with annual contracts valued between $100,000 and $1,000,000
•	Proved value of Marchex Search Analytics product by aiding clients in optimization efforts 
               One Client experienced a 50% reduction in costs and 43% increase in revenue as a result
               Time Warner Cable was able to reinvest $6,500 on their search campaigns on a daily basis, by 
               cutting underperforming campaigns 
•	Managed and grew media campaigns that generated thousands of leads for brands, consistently below CPA Goals

Marchex

Account Director

Sr Account Manager

•	Managed portfolio of campaigns to achieve performance targets by closely monitoring fluctuations in platform prices that affect campaign performance & delivery
•	Led post-sale client interaction to properly set expectations by working  with clients pre- and post-campaign launch to discern their desired use of the Taykey technology
•	Developed mid and end of campaign reporting that accurately reflects delivery against client expectations

Taykey

Sr Client Services Manager

•	Led client development efforts by managing day-to-day relationships, monitoring account performance, negotiating increased spend, and identifying opportunities for growth.
•	Consistently ranked as #1 Client Service Manager out of 8, frequently earning spot as sole Client Service Manager to exceed quarterly revenue quotas, upsell objectives, and account performance goals.
•	Regularly beat quarterly quota in account re-bookings, upsells and intra-client cross-sells.
•	Demonstrated Vizu’s high-ROI value with publishers, agencies and brands.

Vizu

Sr. Manager, Account Activation

• Routinely developed requirement documentation for product enhancements.
• Managed the methodology change for MegaView Search in response to the release of
Google’s Instant Searches.
• Leads effort to more accurately monitor display advertising in registered areas such as
Facebook.
• Hosted monthly meetings with major clients such as Microsoft and Google regarding their
search performance.
• Troubleshot concerns and challenges from client base regarding complex data
methodologies and product feature.

The Nielsen Company

Product Manager, AdRelevance

Acts as a liaison between client and sales team and regularly meets with sales representatives to communicate account status and devise strategies for growing and renewing accounts across a client base worth $6 million in annual revenue.  Trains over 80 clients, consisting of over 500 users, in the use of product and services ranging from Nielsen Online products including NetView, AdRelevance, @Plan and VideoCensus, effectively communicating their features and benefits.  Adept at troubleshooting concerns and challenges from client base regarding complex data methodologies and product features, including but not limited to evolving methodologies for all Nielsen Online measurement tools in 2009. Responsible for transferring client feedback to product for new product launches, including acting as the commercial member of the AdRelevance product launch committee in 2009.  Managed and improved use of saleforce.com for client service team, including the creation of a new training log platform to better measure training volume and performance.

Nielsen Online

Account Manager

Globally developed, maintained, and managed product training agendas for new employees.  Conducted training sessions for new hires in such areas as sales operations, lead processing, salesforce.com and other proprietary software.  Developed and maintained plans for ongoing training of new products and new processes. Liaised with counterparts at Experian and other business units to ensure all cross-sell, informational collateral, and other processes were up-to-date and communicated to Hitwise Staff.  Served as a liaison between the Global Sales Operations Manager and the five members of the US Sales Operations Team.  Organize webinars, online meetings, and product trainings for the sales, marketing, research, and product development teams using WebEx.

Hitwise

Training and Techinical Operations Manager

Client Support Managers (CSM’s) are often referred to as ‘the hub’ of the Hitwise sales organization. They are responsible for the timely management of all inbound enquiries to the Hitwise business. They are also responsible for the overall data quality of all sales records and product access detail.  Robust reporting and analytics for the Sales, Marketing and Finance departments is made possible by the efforts of our client support team.

Andy Gibs