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

RevUp Sales LLC

I help organizations launch and accelerate their sales motion through...
- Customer-centric sales playbooks
- Sales enablement and operations "Jump-Starts"
- New onboarding programs
- Training, coaching, and development
- Fractional sales leadership

I help sellers win more deals by expanding their skills...
- To uncover critical information from buyers
- To use that information to better position their product or service
- To develop their own practice environment for continuous improvement, and
- To finally have fun again in sales!

Founder, CXO, Sales Growth Consultant

The Enablement Squad

Mentor

Gartner

Collaborating with sales leaders around the world to share ideas and insights.

Peer Ambassador

A Sales Growth Company

Sales teams are facing low conversion rates, long sales cycles, weak pipeline, and declining sales prices. The reason is...

Buyers have changed the way they buy. However, sellers have not changed the way they sell. Sellers are too focused on product/service features. They need new skills to help them link features to high level business problems. The business problems buyers really care about fixing, right now. Sales teams need help building stronger business cases to get the customer to 'Yes'. 

The Evolution of Sales Is Here! The answer to these challenges is Gap Selling! 

- No Gap, No Sale
- 1 of 5 certified trainers in the world

Gap Selling Certified Training Partner

Billfire

Accelerating the invoice-to-cash process for businesses that sell on credit

- Identified product market fit for a new product being sold in multiple industries to companies of all sizes
- Built the entire sales process from the ground up
- Wrote sales material, call scripts, and objection handling guides 
- Developed marketing campaigns/content, created marketing automation in Hubspot, produced thought-leadership videos 
- Hired SDRs, AEs, and a Sales Manager
- Dissected each step of the sales process from cold call to close to identify ways to improve in each step.
- Created and conducted training and support for the sales team
- Built an industry-leading ROI analysis using Gap Selling techniques
- Created 2 partner channels and signed 4 strategic partnerships
- Built sales projections, sales goals, and variable compensation plans

VP of Sales

Senior Director, Sales

AgilityInsights

- One of two reps hired to start an outbound sales initiative, targeting Directors, VPs, and the C-level in large organizations
- 105% attainment on a  quota of $1mil in 2019
- Introduced sales automation and created persona-based sequences
- Wrote sales content and assisted the BDR with using automation

Hudl

- In collaboration with the VP of Sales, Director of Revenue Ops, and Sales Managers, jumpstarted the sales enablement function to support a team of 175 global sales reps.
- Formalize a new rep onboarding program to reduce ramp by 50%
- Created a training and certification program to help reps with professional development
- Maximized sales activity and workflow efficiency by implementing Outreach 
- Worked alongside marketing for campaigns and new product launches 
- Grew the Sales Enablement team from 2 to 6, globally
- Worked with sales management to hire new reps

Sales Enablement Manager

•	Led a team of ten (10) sales reps and a sales manager to drive new revenue
•	Team attainment of 121% to goal in 2017
•	Team attainment of 127% to goal in 2016
•	Collaborate with marketing and product departments to strategize and implement enhancements and  campaigns to identify and qualify leads
•	Interviewed and hired 24 new sales reps in 2017, nearly 75% increase in sales team headcount
•	Introduced and implemented territory planning by product and market share goals in 2017
•	Introduced and implemented territory management goals and tips to effectively manage territories with active sales activity tracking in 2017

Sales Manager

Morningstar

•	143% to net goal (new and renewal) in 2014
•	103% to net goal (new and renewal) in 2013; Team Player Award Q2 2013
•	Manage over 30 client relationships including broker-dealers, asset management firms, banks, and insurance companies

Vice President, Global Business Development

• 195% new business achievement versus goal in Q1 2013
• Manage 15 key relationships for Morningstar’s institutional software group (Jan. 2013-Mar. 2013)

Vice President, Institutional Software

•	120%  accomplishment versus goal in 2012 (as of 9/30/2012)
•	Top sales director in 2012 (as of 9/30/2012) among a team of 17 regional sales directors 
•	35% net new business growth in 2011
•	Retain more than $1.4 million in revenue of  renewal business
•	Manage over 100 company relationships which include investment managers, institutional consultants, plan sponsors, and banks

Sales Director, Institutional Software

•	Generated several qualified, new business leads with potential new revenue of $100K. 
•	Focused on helping clients increase their knowledge of Morningstar Direct and EnCorr to help them reduce costs on other software programs 
•	Managed over 300 user relationships to ensure their needs are met timely and efficiently
•	Managed prospective client trial accounts to covert them to full-time users; successfully converted 12 new accounts in 12 months

Client Solutions Consultant

•	Created performance data team  in Shenzhen, China to support 24-hour data monitoring and streamline daily processes
•	Traveled to Shenzhen to train employees on our daily processes and new initiatives
•	Oversaw a team of 8 data analysts, set goals for the team and individual analysts, and conducted employee reviews
•	Coordinated deadlines, projects, and correspondence with various teams at Morningstar for the integration of Tenfore Systems Limited (purchased in December 2008) in order to cut costs up to $300K per year
•	Initiated the monthly return reconciliation (MRR) process, now being used internationally and across different investment types


• Certified Six Sigma Green Belt

Project Manager/Team Lead

Data Analyst

Equity Analyst Intern

Sales today is a lot different than it was just a few years ago. What worked 5-10 years ago doesn't work anymore. 

To be successful today, and into the future, organizations and sales teams need to be able to adapt to ever-changing buyer preferences. Buyers have access to endless amounts of information at their fingertips. The time sellers get to engage with buyers continues to shrink, making this time with buyers more precious than ever. 

Sales training doesn't work. Everyone learns (and improves) in their own unique way. Typical sales training is usually full of concepts, ideas, and perfect scenarios.  

I recognize that no buyer/seller scenario is going to be perfect. Instead, sellers and organizations, need a sales system to operate the best they can in an unpredictable environment. 

That’s why I’ve chosen a different approach. I focus on helping sellers, teams, and organizations create the right sales practice environment (the drills) that prepares sellers for the unpredictable situation of prospect interactions (the game). 

I help organizations and individuals create sales systems that adapt over time to foster an environment of continuous improvement. This includes full go-to-market sales playbooks, sales enablement and RevOps "Jump-Starts", and sales skills development.

taplio

The Battle

Marco Montecchi

Tony Wiedenski

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