ENTERPRISE SALES / CUSTOMER SUCCESS MANAGER

Actively sell cloud services to enterprise customers, embarking on the role in enterprise sales with SoftLayer Technologies in 2009, and remaining in the same type of position after a purchase by IBM in 2013. 

Support an average of 25 customers while promoting growth, and building strong, trusted and influential relationships.

Provide strategic leadership and daily guidance for the delivery of IBM cloud services, managing all facets of customer retention, driving issues to resolution, and defining and executing account plans.

Prepare and deliver monthly and quarterly business reviews with customers focusing on value and partnership growth strategy while developing and maintaining effective communication at various levels, including operations and executive.

Serve as a liaison between customers and IBM cloud products, sales, accounting and finance to resolve client concerns.

Actively partner with sales staff to renew customer contracts, and create upsell and cross-sell opportunities.

Prepare quotes, negotiate offers and process orders, increase awareness of current and new products/services, and assist in developing new service ideas and sales strategies. 

Develop a strong understanding of IBM cloud products, customer use cases, and specific values to each customer under management while analyzing operational processes, escalation procedures, training/hiring needs, and service value.

Leverage internal IBM processes and protocols to resolve critical escalation issues and serve as the chief customer advocate.

Identify and secure new sales opportunities of products and services, ensuring renewal of maintenance/subscription contracts to generate continued and additional revenue.

SoftLayer, an IBM Company

Enterprise Sales / Customer Success Manager

Actively partnered with clients through a strategic and consultative sales approach to comprehend business needs and pain points, establishing priorities to deliver value-added business solutions.

Assisted sales staff to ensure client product installation success and usage, managing over 100 accounts with revenue exceeding $1MM.

Consistently exceeded targeted monthly goals, providing expertise in commercial/sales negotiation tactics and strategic management, and prospecting via social media, cold calling, live chat and onsite customer visits.

Engaged in regular communication with customers to ensure complete satisfaction.

Prepared quotes, negotiated offers and processed orders.

The Planet / Softlayer

Key Account Sales Representative

Led outside sales revenue of internet access and hosting, selling and developing account management strategy for NTT/Verio’s largest customer, and growing new account acquisition by 65%, and overall revenues by 47%.

Managed sales activities and reporting, and sold and managed a large educational base of clients, including HISD, Rice University, and Baylor School of Medicine. 

Recognized as the Top Sales Producer for two years, attaining over 200% of quota six years in a row, and opened the Houston office, engaging in all hiring and training of new sales associates for Houston, Florida and Atlanta.

Verio

Market Manager / Senior Account Executive

Sold dialup and ISDN internet access for a large regional ISP acquired by Verio, accounted for over 27% of the entire company’s revenue, led new account acquisition each year, and attained 150% over quota yearly.

Onramp Technologies/Verio

Senior Account Manager

Converted 65 failed savings and loan’s into one system platform, and managed the help desk for staff, training on new hardware and software.

Kevin Smith