Salesforce

Strategic MuleSoft Account Executive

Responsible for the strategy, execution and growth of a Global System Integrator (GSI). Serving customers as a trusted advisor to deliver innovative analytics solutions targeted to their unique challenges and business outcomes.

Demonstrated sales management by managing upwards of 56 Analytics AEs (globally) to create an account strategy to align on messaging, use cases, POVs, and increase international sales into a complex business.

Effective use of LinkedIn and social media marketing to create brand awareness for Tableau and Salesforce.

Global Account Director, Tableau Global Enterprise

Leveraged territory and key account management to developed the overall account strategy, including research, account plans, points of view, forecasting, and business value hypothesis for Fortune 1000 accounts in my assignment. Demonstrated cross-functional team leadership by managing upwards of 30 Salesforce personnel inside each account to collaborate and develop POVs to prove to C-Level and key stakeholders an understanding of their business and provide immediate value at the first meeting. Handled the entire B2B sales process.
Worked with executive stakeholders to solve their strategic initiatives and problems by leveraging Salesforce's full portfolio of value-driven CRM enterprise software cloud solutions: Sales, Service, Platform, Integration, Data, HR, Marketing, Analytics, and Professional Services.

Enterprise Account Executive (Travel, Transportation, Hospitality, and Logistics Vertical)

Developed the overall account strategy, including research, account plans, points of view, and business value hypothesis for Fortune 1000 accounts in my territory. Responsible for managing upwards of 30 Salesforce personnel inside each account team to collaborate on accounts and POVs to prove to C-Level and key stakeholders an understanding of their business and provide immediate value at the first meeting.  Handled the entire B2B sales process.
Worked with executive stakeholders to solve their strategic initiatives and problems by leveraging Salesforce's full portfolio of value-driven Customer Relationship Management (CRM) enterprise software cloud solutions: Sales, Service, Platform, Integration, Data, HR, Marketing, Analytics, and Professional Services.

Client Account Director

Ricoh USA, Inc.

I was in this role because of my customers and the relationships I build with them.  When meeting with customers, I listen to what issues they have while asking the questions that reveal the full landscape and scope of the problem because a complete picture allows us to provide a solution that could solve multiple problems that the customer may not understand one solution can solve.   By bringing my team’s insights, hindsights, and foresights into play, we can bring simplicity to their complexity.

To illustrate our approach, I learned one of my customers was having issues in their Accounts Payable (AP) department.  Through multiple meetings with the customer, we uncovered problems not only in AP, but also in HR with on-boarding and regulatory headaches they had when being audited.  My team brought to the table a solution that streamlined their AP processes, gave immediate access to documents for audits, and would simplify their on-boarding to create a better employee experience.  After the implementation, the customer was amazed at the time that was saved, the better experience their employees had, and the cost savings generated.  In addition, we were able to bring a Digital Transformation in two departments by taking manual paper processes and digitizing them.

In this role, I was accountable for managing and growing market share as a trusted, strategic partner for large accounts with 1,000-10,000+ employees and establishing the Ricoh brand in new accounts. I lead an integrated, collaborative team of experts and engineers to identify and recommend new technology solutions that are scalable and consistent across the enterprise.

✔ Surpassed 100% of quota every year.
✔ Recipient of the Circle of Excellence Award, FY09, FY17, FY18, and FY19, for attaining top 10% in the nation.

Account Manager Enterprise Sales

Selected to take over a challenging territory with the majority of accounts in jeopardy of being lost by the company. Managed accounts with 20-100+ locations around the United States. Rebuilt and solidified relationships with enterprise accounts and large national accounts while securing future revenue producing opportunities.

✔ Ranked #1 highest producing Major Account Executive 5 consecutive years, FY 2011, FY 2012, FY 2013, FY 2014, and FY 2015.
✔ Surpassed 100% of quota every year.
✔ Expanded multiple high-profile accounts which didn't have expansion plans for next 5+ years outside of Florida securing national purchasing agreements for equipment including the addition of other product offerings beyond our core portfolio.
✔ Grew share of wallet opportunities in multiple accounts that previously only considered Ricoh for one type of product.
✔ Recipient of Circle of Excellence Award, FY 2009 for attaining top 10% in the nation.

Major Account Executive

IKON Office Solutions

Promoted, sold and serviced business accounts in the South Florida territory including document management, workflow, equipment, MFPs, and stand-alone solutions for large accounts spending over $100K annually. Identified new customers, built and maintained relationships with existing customer base and focused on long-term customer development. Recognized customer needs, identified new opportunities and translated these into IKON solutions.

✔ Ranked #1 highest producer for Net New Revenue, FY 2008.
✔ Generated 25% of the total revenues for a 10-member team quota, FY 2008.
✔ Surpassed 100% of annual quota in FY 2007 and FY 2008 despite adverse market and economic conditions.				
✔ Closed an average of 5.6 deals per month compared to marketplace average of 1.7.
✔ Recognized as #1 AE in South Florida for FY 2007 and FY 2008.
✔ Circle of Excellence winner for FY 2007 and FY 2008 for attaining top 5% in the nation.
✔ Developed and maintained an opportunity through relationship building with a company who only purchased two machines and turned the account into the #3 revenue producing account in South Florida.

Senior Account Executive

Initially hired as an entry level Sales Representative in the Fort Lauderdale territory accountable for marketing the entire product line from basic Multi-function Printers (MFPs) to high-end production systems. Emphasis on prospecting for new business and developing new clients in the small business sized business market (20 employees or less).

✔ Recognized as the #1 Associate Account Executive in South Florida each quarter and for FY 2006.
✔ Ranked #2 Associate Account Executive in the Nation for FY 2006.
✔ Rookie of Quarter, Q1 FY 2006 attaining 307% to quota.
✔ Recognized as the #1 Ranked Top Associate Account Executive for Q2 FY 2006 attaining 207% to quota.
✔ Achieved quota every quarter of every year.
✔ Circle of Excellence Winner for 2006 for attaining top 5% ranking in the country.

Associate Account Executive  

Vector Marketing

Opened and oversaw day-to-day operations of a district office including recruiting, hiring, training, and mentoring a sales force of 250+ that led to a top performing office. Developed the office business plan and mission statement, conducted weekly sales meetings, and held fiscal accountability for sales materials, advertising, rent, administrative staff, and inventory. 

✔ Awarded Record Breaker Plaques at the District, Office and Personal Sales level during November 2000, becoming the only manager to have accomplished that all in one month during the company’s 56-year history. 
✔ Recognized in 2003 for breaking the all-time Florida sales record for an office during the Summer campaign generating sales approaching $1MM.
✔ Consistently ranked in the Top 3 in office productivity in the Division every campaign.
✔ Developed three sales associates to management positions within the organization. 
✔ Seasoned public speaking / speaker at company conferences and events in front of groups as large as 1000+. 
✔ Increased sales by 24% in 2003, increasing average order size and upsells.
✔ Designed the Home & Garden trade show sales script for the organization implemented company-wide. Increased sales at shows by an average of 750% per rep.

District Sales Manager

Responsible for direct sales of the Cutco product line through pre-set appointments with customers in South Florida. Personally responsible for the creation of the sales program used throughout the Nation at Home & Garden shows, boat shows, and other convention center venues. Effectively leveraged existing customers for lead generation to create a significant referral base of new leads. 

✔ Ranked the #1 representative in the Division out of 10,000 reps, Fall 1996, Spring 1997, Fall 1997, FY 1997, and Spring 1998.
✔ Ranked the #70 representative overall in the company’s 56-year history.
✔ Recognized as the #12 representative in the Southern Zone out of 35,000 reps, 1997.
✔ Personally sold over $301,000 in product sales year-to-date FY2005 through direct customer sales.
✔ Created and networked with a client base of over 1000 customers.
✔ Maintained a 90% closing rate and an average order of $350 (company averages were 50% closing and $200 average order).
✔ Awarded “President’s Club” 15 times out of 15 opportunities.
✔ Awarded “Academy of Champions” in 1997, “Inner Circle” in 2000 and 2001, and “Topper’s Club” in 1998 and 1999.
✔ Awarded the “Malik Cup” 9 times, finishing as one the Top 25 representatives in the country out of 100,000+ reps each time.

Sales Representative

Strategic Account Executive at MuleSoft, A Salesforce Company

𝗔𝘄𝗮𝗿𝗱-𝗪𝗶𝗻𝗻𝗶𝗻𝗴 𝗦𝗮𝗹𝗲𝘀 𝗣𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹 with 15+ years experience in technology sales with a focus on Enterprise consultative selling in addition to 7+ years as a People Leader in Sales.  I help companies grow revenue through my versatile business growth experience and a deep-rooted passion for analytical problem-solving with a proven track record of delivering $300 million+ in cumulative revenue generation through multi-year contracts, across multiple industries by focusing first on my clients’ success.

𝗦𝗼𝗺𝗲 𝗲𝘅𝗮𝗺𝗽𝗹𝗲𝘀 𝗼𝗳 𝗺𝘆 𝗿𝗲𝘀𝘂𝗹𝘁𝘀 𝗶𝗻𝗰𝗹𝘂𝗱𝗲:

๏ Created a POV following extensive research/discovery that resulted in a digital transformation of a client’s business across Sales, Service, Marketing, Integration, and Analytics with a multi-year contract and 400% ARR growth.
๏ Won new logo account against six competitors by understanding customer and their problems and then grew the account from $0 to over $50M in revenue.
๏ Surpassed quota 94% of my sales career
๏ Led, coached, and mentored 250+ sales executives resulting in the #1 Sales Office (out of 40).

Additionally, when not focused on helping my customers, you can find me doing the thing I consider the most important part of my life and my driving force to be the best version of myself…spending quality time being a husband to my wife of 13 years and a father to my two amazing kids ( 8yo boy & 6yo girl.) 

I get excited about opportunities where I am able to collaborate with a team in the enterprise technology space that involves strategic planning, executive relationships, and consultative selling.

𝗖𝗼𝗿𝗲 𝗖𝗼𝗺𝗽𝗲𝘁𝗲𝗻𝗰𝗶𝗲𝘀
Strategic Planning & Execution | Sales Strategy Development | Market Research | New Business Development Strategy | Enterprise & SaaS Sales | Platform as a Service (PaaS) | C-Level Communication & Negotiations | Executive Relationship Management | Go-To-Market Strategies | Consultative & Solution Selling | Sales Team Building, Development, & Mentoring | Account Management | Revenue Growth | Contract Negotiations | Client Retention | Artificial Intelligence (AI) | eCommerce | Customer Service | Digital Experience | Marketing Automation | Big Data | Digital Transformation | Data Analytics

Marco Montecchi

Author

As an accomplished Account Director within the automotive vertical, I specialize in driving customer success and sustainable growth through the strategic implementation of Salesforce's suite of products, including advanced AI and Data capabilities, alongside their best-in-class CRM solutions. Collaborating closely with my team, I am dedicated to exceeding goals and delivering exceptional value to our clients.

Key Responsibilities:

Customer Success Leadership: Lead cross-functional teams in delivering impactful CRM solutions that enhance customer satisfaction, retention, and loyalty.

Strategic Implementation: Develop and execute tailored strategies leveraging Salesforce products to achieve and surpass client objectives.

AI and Data Integration: Harness AI-driven insights and data analytics to optimize customer interactions and drive business outcomes.

Team Collaboration: Foster a collaborative environment, empowering team members to excel in their roles and deliver exceptional results.

Goal Achievement: Set ambitious goals and KPIs, continuously monitoring performance metrics to ensure targets are exceeded.

I am passionate about leveraging technology to drive tangible business outcomes and thrive on building strong client relationships based on trust and mutual success. With a deep understanding of Salesforce's capabilities and a commitment to innovation, I am dedicated to helping organizations achieve their growth objectives through scalable and effective CRM solutions.

Account Director 

SUSE

SUSE helps clients accelerate business transformation through the power of open source software.

These are exciting times at SUSE! A global leader in open source SDI (Software Defined Infrastructure), SUSE now deliver the industry’s most widely-adopted enterprise Kubernetes management platform through the acquisition of Rancher Labs. Come explore how our container and Kubernetes-as-a-Service strategy will accelerate time-to-value at your organization. 

NeuVector delivers Full Lifecycle Container Security with the only cloud-native, Kubernetes security platform providing end-to-end vulnerability management, automated CI/CD pipeline security, and complete run-time security including the industry’s only container firewall to protect your infrastructure from zero days and insider threats.

Equally exciting is SUSE has expanded our 20+ year of co-engineering with SAP. Through collaboration with SAP, SUSE have co-developed an SAP-specific version of our SUSE Enterprise Linux Server (SLES). The latest version of this 20-year partnership is the SDI of choice for SAP and their Clients. 

With SUSE and our Cloud Partners, you have full control to innovate everywhere—from the data center, to the cloud, to the edge and beyond. 

That's the power of SUSE. The power of Open Source.

Strategic Account Executive

JATO Dynamics-North America

Global Account Manager

JATO is a global data supplier providing automotive market intelligence products and services (SaaS) within the automotive vertical. Jato specializes in vehicle specifications, volumes, forecast, modelmix and incentives & rebates. 

JATO works with a wide range of global clients in the key sectors of OEMs, retailers, digital agencies, parts suppliers, leasing/rental companies, or online automotive web-buying portals. 

Data can be accessed through our Analytics Program for in-depth vehicle analysis; our North America API and UI for delivery of NA specifications, incentives and pricing all supported by cloud-based Microsoft Azure; and Analysis & Reporting, which provides custom global reporting based on vehicle or option trends, take-rates, segmentation or any combination to meet your client’s needs.  

Responsibilities:

I am responsible for sales & account management of the Midwest and Canada OEMs (GM, Ford and Kia Canada), as well as OEM parts suppliers.

•	Generating leads
•	Meeting or exceeding sales goals.
•	Negotiating all contracts with prospective clients
•	Helping determine pricing schedules for quotes, promotions, and negotiations
•	Preparing weekly and monthly reports
•	Giving sales presentations to a range of prospective clients.
•	Coordinating sales efforts with other departments
•	Understanding and promoting company products
•	Obtaining deposits and balance of payment from clients
•	Preparing and submitting sales contracts 
•	Visiting clients and potential clients to evaluate needs or promote products and services.
•	Maintaining client records
•	Answering client questions about credit terms, products, prices and availability.

2019 Achievements:

•	Exceed my sales & revenue goal 
•	Brought on two new customers
•	Upsold 70% of my retention customers
•	Renewed all my existing customers

Major Account Manager- Midwest

Ogury

Ogury is a mobile data platform that provides the most comprehensive view of mobile user behavior globally, and is the only platform offering a true picture of what people are doing on their smartphones – in-app and out. It's proprietary device-level data collection technology, integrated within 10,000+ apps, enables Ogury to build ultra-granular profiles on over 400 million individual mobile users across more than 120 countries. This collection of data enables some of the most precise mobile targeting and analytics on the market.

Sales Director

SheKnows Media

Sheknows Media is the largest women's lifestyle site in the US, with over 81 million unique a month. 

We are experts in branded content &  influencer marketing. 

Responsible for selling one of a kind content ideas for my auto clients in Detroit ( GM, Ford Motor Company, FCA) and west coast auto clients ( Mazda, Honda/Acura, Toyota/Lexus, Kia/Hyundai, Nissan/Infiniti).

Sr. Account Executive - Automotive Vertical

CBS Corporation

Responsible for growing market share for CBS Local Digital Media within the Detroit, Ohio and Pittsburgh markets. 
Provide exceptional client service to clients. 
Expert in custom content/native advertising.
Constantly prospecting for new business and opportunities

National Digital Account Executive

Edmunds.com

Responsibilites:
• Work directly with my advertising agency contacts who handle media planning and buying for their OEM clients in the metro Detroit area.
• Currently managing over $15 million in advertising dollars for my accounts.
• Work very closely with the agency and the client to address any questions related to their advertising they do on Edmunds.com
• Collaborate with internal Edmunds teams to come up with creative strategy targeting for campaigns
• Work very closely with my account manager to make sure all campaigns launch on schedule or address any issues prior to launch.
• Work the agencies creative team to inform them of creative requirements and deadlines
• Enter media buys into external and internal systems for tracking and billing purposes
• Address RFP’s from agency with advertising inventory that reflects the goal of the campaign
• Meet with agency and client monthly to address and items, and from those meetings create proposals and decks to meet the clients advertising needs
• Present to agency on new products, ideas and upcoming Edmunds site changes

Associate Account Director

OpenMarket

OpenMarket provides a comprehensive set of messaging, payment and emerging services to meet mobile business needs. 

Managed Mobile (SMS) campaigns from conception to launch.

Campaign Manager

BusinessWeek

Managed National Print & Online Advertising

Integrated Account Coordinator

Passionate about driving success in the automotive industry through strategic partnerships and sales excellence. With 20+ years of experience, I specialize in delivering innovative solutions that accelerate growth, drive revenue, and strengthen client relationships. 📈
Deeply passionate about building genuine, authentic partnerships/relationships with customers, colleagues, friends, family. It all starts with #hello

Key strengths:
✅ Strategic Sales: Transforming challenges into opportunities, I excel in crafting and executing data-driven strategies that consistently exceed targets.
✅ Industry Expertise: A deep understanding of the automotive sector, from OEMs to suppliers, enables me to provide tailored solutions that drive performance.
✅ Client-Centric Approach: Building lasting partnerships by understanding clients' unique needs and delivering results that matter.
✅ Team Leader: Inspiring teams to achieve exceptional results and drive customer satisfaction.

Say #hello and let’s connect to explore how I can contribute to your organization's success and drive results in the dynamic automotive landscape. 📊 

#Automotive #Sales #StrategicSelling #AccountDirector #BusinessDevelopment #ClientSuccess #PersonalDevelopment #GrowthMindset #TeamLead #TeamPlaye20

Alhan (Allie) Miller

A performance framework from Chris Bower, President/CEO of FCU/Endurance sparked this week’s newsletter.

It separates reaction from diagnosis — and that distinction matters.

👇

Account Director, Automotive @ Salesforce

What Performance Evaluation Reveals About Leadership Regulation Over the last few months, I’ve been writing about nervous system regulation, awareness

Open article: Performance Is a Signal — Not a Threat by Alhan (Allie) Miller • 3 min read

Global Executive Vision Leadership Council 

View group: Global Executive Vision Leadership Council 

The Elite Business Suite Group for every Industry in the World

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