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

Coastal Claims, LLC

Senior Public Adjuster

Best Buddies International

Board Member

Sterling Public Adjusters, LLC d/b/a Get Paid For Your Claim

A Public Insurance Adjuster is a licensed and bonded insurance professional who assists policyholders with the complicated insurance claim process when they suffer an insured loss. A Public Adjuster is the only Adjuster specifically licensed by the State of Florida to represent you, the Insured. The Public Adjuster's main responsibility is to protect you and your interests in claims against a loss with the Insurance Company. My inspection and consultation is free and there are no upfront costs. If I don't collect for you, I earn nothing.

Licensed Public Adjuster

DEX Imaging

Prospect for new business via telephone, cold-calling (door knocking), written correspondence and networking. Member of BNI Alliance Chapter and Chamber of Commerce of the Palm Beaches. Determine businesses’ needs through qualifying questions of staff members and gaining a deeper understanding of their document workflow. Propose recommended solutions to a variety of IT and C-level staff and close business. Determine implementation schedule, conduct operator/end-user training and manage the account after-the-sale. Conduct product and software demonstrations as needed, both virtual and hands-on (on-site and showroom-based).

Sales Director

Ricoh USA

Lead, motivate and counsel the sales team to meet or exceed budgeted sales revenue, gross profit, unit placement, expense and equipment contributions projections while maintaining teamwork and the highest level of customer service. Plan, coach, train, advise and review with individual sales representatives their progress in achieving individual and team revenue targets and assist them in their career planning, training and growth; recommend and facilitate appropriate development opportunities. Manage the SMART process through account planning sessions, integrated account review, annual customer strategy sessions, territory reviews and RAP sessions. Proactively build an internal and external pipeline of sales representative candidates.

Promoted to Branch Manager in January 2013 and took over all operations for Palm Beach County.  These include:

o	Ensure achievement of branch sales and profitability objectives.
o	Accurately forecast hardware, software and IT services revenue streams.
o	Attract, hire, train, develop, motivate and lead direct reports.
o	Coach and counsel employees on performance and provide recommendations to develop areas of concern.
o	Develop solid business relationships with new and existing customers.

Branch Manager

Lead, motivate and counsel the sales team to meet or exceed budgeted sales revenue, gross profit, unit placement, expense and equipment contributions projections while maintaining teamwork and the highest level of customer service. Plan, coach, train, advise and review with individual sales representatives their progress in achieving individual and team revenue targets and assist them in their career planning, training and growth; recommend and facilitate appropriate development opportunities. Manage the SMART process through account planning sessions, integrated account review, annual customer strategy sessions, territory reviews and RAP sessions. Proactively build an internal and external pipeline of sales representative candidates.

- Took over a major account team that was 23% of annual quota and ended that fiscal year at over 75%.  This same team finished the next fiscal year at 100% of equipment quota and 280% of enterprise services quota.  Three of six team members achieved the Million Dollar Club and two of them achieved Chairman’s Club.

- Top rep on Major Account team was named the FY12 Major Account Sales Rep of the year for the entire US.

Major Account Sales Manager

ProSource

Responsible for all commercial sales of MFP hardware, software and managed print services in the Greater Cincinnati area (including North and Central Kentucky and Southeast Indiana).  Had 2 Sales Managers report to me, each with 7 direct reports.  Also had 5 sales representatives report directly to me.  Commercial sales force consisted of 16 territory account managers and 3 named account managers.  Hire, train and mentor all new representatives.  Report directly to the Vice President of Sales.

General Manager of Sales

KONICA MINOLTA BUSINESS SOLUTIONS U.S.A., INC.

Drive sales of MFP hardware, software and managed print services solutions in Broward County. Lead team of 10 sales representatives ranging from geography-based reps to senior and vertical market reps in all activities within sales cycles.  Hire, train and mentor all new representatives.  Report directly to the Market Vice President.

Achieved #1 ranking of all managers in Boca Raton marketplace for Fiscal Year 2009.

Branch Sales Manager

Danka Office Imaging

Drive sales of MFP hardware, software and managed print services solutions in the South Florida marketplace. Directed team of 10-12 sales representatives in all activities within sales cycles, with full responsibility for P&L and monthly/quarterly quotas. Hired, trained and mentored all new representatives; reported directly to the Area VP of Sales. 

- Took operation from a negative net profit position to break-even in a 9-month period.
- Implemented successful Key Performance Indicator Program (KPI) to manage expectations and results.
- Held weekly training meetings covering sales/rapport-building skills, marketing strategies and product knowledge.
- Rode with reps during prospecting activities, sales/solutions presentations and closing appointments.
- Recruited sales candidates through cold-calling, ad placements and 3rd party referrals.
- Constantly and consistently motivated and mentored the sales staff to achieve their goals.
- Proactively managed the P&L with the Area VP to ensure our market’s success.

Managed portfolio of 100 client accounts, some of which with national presence and consistently prospected for new business. Met with C-level decision makers within client companies to assess organizational needs and deliver presentations for selling business solutions, including Software, Hardware and Managed Print Services.  Developed sales strategies to increase penetration into the legal marketplace, including round-table forums and technology showcases.  Assisted management throughout my tenure by being a mentor to several new sales representatives as well as to some seasoned representatives that wanted to ascend from a down-the-street sales role into major accounts.

- Achieved President’s Club/Circle of Excellence 8 out of the 8 years in this role.

- Earned series of awards and recognitions that included sales representative of the month and the year, locally, regionally and nationally.

Major Account Manager

Directed team of 7 sales representatives in all activities within sales cycles, with full responsibility for monthly/quarterly/annual quotas. Hired, trained, and mentored all new representatives; reported directly to the District Sales Manager. Maintained personal sales territory in addition to leadership role.

- Achieved no less than 150% of my personal sales quota while achieving over 100% of my team sales quota my entire time in this role.
- Earned President’s Club/Circle of Excellence both fiscal years in this role.
- Successfully managed 2 representatives that transitioned from account executive into major account sales roles.  
- Rode with reps during prospecting activities, sales/solutions presentations and closing appointments.
- Implemented weekly cold-call and telemarketing blitzes to penetrate specific geographical territories and vertical markets.
- Held weekly training classes covering both sales skills and solution/equipment knowledge (current and competitive).

Sales Manager

Marketed business machines to small-medium size businesses through cold-calling, telemarketing and attending networking events.  Conducted on-site and in-office product demonstrations to prospective clients.  Handled all aspects of post-sale customer training.

- Promoted from Marketing Rep to Senior Sales Rep after first 90 days at 250% of assigned quota.
- Achieved Canon Golden Eagle Maximum Point status in first year of eligibility.
- Achieved President’s Club/Circle of Excellence in first year of employment.

Account Executive

As public adjusters, we meet people in crisis and alleviate their property damage burdens without any upfront costs. The satisfaction of seeing the difference we make when we help a homeowner receive the largest possible settlement makes going to work every day a joy.

taplio

The Battle

Marco Montecchi

Dan Labow

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