Western Washington University

Senior Solutions Consultant at Acrolinx

Portland, Oregon, United States

- Collaborate with Global Sales Directors, Account Executives, and Customer Success Managers to identify prospect/customer’s business goals and align to Acrolinx solutions.
-  Help prospects and customers articulate the value of Acrolinx solutions, develop business cases and calculate ROI.
-  Deliver relevant and impactful product demonstrations that impress the value of Acrolinx solutions in relation to customer’s goals, initiatives, and challenges; relevant to multiple personas across the Enterprise (Marketing, Customer Experience, Product, Globalization).
-  Extensive experience increasing conversion, deal size, and quality of opportunities by implementing value selling methodology; Command of the Message + MEDDPICC proficient.

Acrolinx

Senior Solutions Consultant

- Led team of Customer Success Managers, focused on account retention and growth across Opal’s Enterprise accounts.
-  Drove strategic growth by surfacing key customer business objectives and proactively developed account strategies; resulting in 30% average growth year over year.
-  Worked cross-functionally with Sales, Product, Marketing and other key functional areas to manage the product lifecycle; including, gathering customer insights, authoring strategic data-driven product plans, collaborated on product marketing and enablement materials, analyzed post-release performance data.
-  Deployed growth-oriented GTM strategy and execution of new product features and services to key customer stakeholders and user base (stakeholder and user communications).
Contributed to professional services offerings; led commercialization of new services focused on relevancy to customers and competitive differentiation.
-  Created ‘Red Account’ process to elevate at-risk accounts and identify opportunities for executive support, reduced churn rate of red accounts by 15% in two years.

Opal (Software)

Team Manager, Enterprise Accounts

- Established and maintained effective long-term working relationships with customers as day-to-day contact.
-  Responsible for Customer Experience from pre-sales to renewal and expansion; including: pre-sales deal support, implementation, optimization and supporting the Customer Success journey.
-  Responsible for facilitating proof-of-concept exercises for prospects and driving initial value
-  Able to identity and articulate themes from customer data.
-  Successfully conducted clear and concise presentations directly to customers, including senior stakeholders and C-level executives.
-  Conducted consultative discovery sessions with prospects and existing customers to identify new, expansion, and integration opportunities.
-  Responsible for running proof-of-concepts for prospects and realizing initial value.

Customer Success Manager

- Developed and executed marketing plan, engaging strategic target audiences; including: SEO, landing page copy, A/B testing, email marketing, webinars, and more
-  Produced case studies, white papers, one-pagers and other marketing materials to move prospects through the sales funnel
-  Lead content creation efforts on <a href="http://swanislandnetworks.com">swanislandnetworks.com</a>
-  Dabbled in UI and UX design

Swan Island Networks

Marketing Manager

Supported team managing institutional investor portfolio representing $1 billion in equity undermanagement for a Low Income Housing Tax Credit (LIHTC) syndication firm, including management of fund closings, ongoing portfolio performance and special projects.

Mary Artz