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

Naval Surface Warfare Center Panama City Division

-Large Scale Agile Program Delivery
-Strategic Mindset, driving clarity and process through facilitation and communication
-Lead Operational Executions and drive organizational goals and values
-Program Management 
-NIST Cybersecurity Framework
-Risk Management & Assessment
-DoD Acquisitions
-Change Management, Technical Publication, Job Aids 
-Technical Sales and Account Management
- Stakeholder Collaboration, cross collaboration multiple internal stakeholders, Software Engineering, DeVOPS, Finance, Product Managers
-Independent Operation; Accountability, Creativity, Influence to Navigate Challenges and drive project success
-Power BI, Power Automate, M365 Applications, Dashboards for T&E (Test & Evaluation) of DoD AI applications to increase logistical and software lifecycle monitoring capabilities by 80%
-Software Development Lifecycle management, Business Development, and OEM proposals to meet Program Executive Office Requirement
-Lean Process; Value Stream Mapping, KanBan, and Work in Progress Management / Development

Technical Program Manager

United States Department of Defense

- Collaboration and Strategic Implementation of Largest HRIS (Human Resource Integration System) within the DoD to date (IPPS-a)
- Crafted Storylines for Executive Storytelling based off Audience and environment
- Master of Ceremony for preparing Speaker Engagements
- Led, Challenged in Organizational and Operational Challenges 
- Managed Weekly Status and Collaboration calls with C-Suite executives to maintain Organizational Vision and update Achievements and or Concerns
- Collaboration with Regional Leadership harmonizing multi-site priorities and goals
- Championed Workforce Development Solutions to modernize and create people first objectives
- Implemented Power BI Solutions and Dashboard to provide tools and understandings of Organizational Metrics and drive a sense of urgency and success
- Oversaw, influenced, and educated HR Policies, to include but not limited to; Leave, Maternal, Incentive, Diversity, EEO, and Administrative Compliance Policies
- Strategic Communicator and Negotiator understanding intricacies between individual values and organizational goals
- Oversaw Performance Management process for 1800+ employees remotely dispersed
- Initiated a Volunteer Learning and Development Module for Monthly learning objectives that increased HR awareness, policies and Company Incentive Programs
- Strong Analytical, Problem Solving Skills
- Passionate about Workforce and Leadership Development

Senior Human Resources Manager

Army National Guard

- 10+ years in Customer Relationship Management, KPI, Pipeline Management, Territory and Account Rep Data Analytics, and Customer Interactions
-10 + years in Cross Functional Collaboration and working in environments that leverage Agile principals 
- Built, and Coached others on Customer, Partner and Internal Stakeholder engagement through collaborative strategy and models increasing organizational Metrics 15%
- Expanded Customer and Partnership Relationships beyond Unified Support Contracts, focusing on Strategic and future growth opportunities for the Company
- Created open ended conversations for stakeholders and customers to prioritize expectations and management of agreed solutions and account priorities
- Predictive and Agile Methodologies to leverage management, processes and tools to improve customer satisfaction metrics by 25%
-Championed Continuous Learning & Development Programs and opportunities to increase sales cycles that included training in MEDDPICC, Sandler, Spin, Challenger and Consultative techniques
-10+ years in quota carrying, Account Management and Technology and Business Sales

Regional Account Manager

• Outperformed peers by achieving the highest sales across 10 states and territories, leading the #1 team in contractual production in Alabama. Oversaw a vast territory of 68 zip codes, effectively managing a team of 13 Sales Representatives covering over 2,100 miles to drive exceptional results

• Led and developed a team of 8 Field Recruiters, who previously achieved 93% of target goals in the previous evaluation period. Implemented innovative performance enhancement strategies, addressing areas of improvement and system enhancements, which boosted productivity to an impressive 150% of the assigned objectives within a single year

• Increased area contracts annually by 27% within first year and continued a 10% increase in territorial contracts each year; 4 years later that team continues to lead the state in KPI Metric and accession goals

• Excelled beyond 18 competing sales teams within a 10-state region, securing the top position in Write Rate per Sales Representative. This achievement was a result of meticulous monitoring of key performance indicators such as sales conversion rates, customer engagement levels, and revenue growth ensuring consistent team alignment with strategic sales objectives

• Facilitated comprehensive monthly sales briefings with Regional Directors and the Chief Operating Officer, focusing on critical sales metrics such as market penetration, customer acquisition costs, and average deal size. These sessions were instrumental in aligning sales strategies with corporate goals and driving sustained revenue growth

Regional Sales Manager

• Crafted and executed HR strategies in sync with CEO’s vision, driving measurable enhancements in company-wide performance indicators across a staff base of 652 employees

• Leveraged Lean Six Sigma principles to conduct a thorough analysis and optimization of direct and administrative processes, resulting in a dramatic decrease in report delinquency rates from 12% to 4.9% and exemplifying a commitment to continuous process improvement

• Elevated organizational performance by strategically allocating resources across five regional offices, which significantly enhanced support levels and improved key performance metrics

• Spearheaded the development and execution of comprehensive employee advancement initiatives, resulting in notable career progression opportunities and bolstering organizational support

Human Resources Manager

20th Special Forces Group (Airborne) - Army National Guard

• Oversaw information security protocols as a manager, leading a distributed team of 56 professionals across 8 distinct regions, achieving a 99% Service Level Agreement (SLA) compliance even in challenging and austere environments

• Strategically assessed and counseled C-Suite Executives on optimal and contingency strategies to guarantee uninterrupted communication channels

• Oversaw and safeguarded assets valued at $1.7 million, encompassing both classified and unclassified communication devices and servers across various regions, maintaining an impeccable zero-loss record

• Strategically crafted and executed Security and Enterprise Architecture, aligning with organizational objectives to fortify the integrity of systems, networks, and databases across the region

Information Technology Manager

• Top 5 Full Cycle Recruiter 5 years in a row, exceeding quota by 60% year after year; increasing Market Share to 32% against company standard of 24%

• Conducted comprehensive territory and organizational analysis to identify recruitment needs; crafted detailed job descriptions and implemented strategic initiatives, resulting in a 30% increase in recruitment through the effective use of performance KPIs and metrics

• Efficiently screened candidates and conducted comprehensive interviews, playing a pivotal role in facilitating successful contractual negotiations that also aligned with company values and goals ensuring a progressive culture was established

Full Cycle Recruiter

Results driven leader with 22 years of experience in leading teams, projects, and digital transformation for Federal and local government markets. Certified Agile Practitioner and Scrum Master, with keen knowledge in Workforce Management and Process Improvements to include Kanban and SAFe. 

Generalist in PowerBI, Dashboard Configurations, AI Development, LLM, Zero Trust, Knowledge Management and ITIL Foundations, Software Lifecycle, Government Development Lifecycle, JIRA, Confluence, Story Telling, Market & Territory Analysis, Technology Integration, SaaS Engineering & Design planning development, Sales Strategies and Implementation including MEDDPICC, Challenger and SPIN
 
Results Achiever in Project Management, Change Management, Risk Management and Mitigation, Cross Functional Collaboration, Facilitation, Customer Engagement, Process Improvement, Extraordinary Communication Skills, Stakeholder Engagement, Research & Development, Passionate Mentor and love for people and their successes, Campaign Execution, KPI Analytics

Current TS/SCI  (CE: Aug 2024)

taplio

The Battle

Marco Montecchi

Jeremy Benton, PMP, ITIL

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