Abnormal AI

Mid-Market Account Executive, SLED

Darktrace

DESCRIPTION OF ROLE
- Oversee the West commercial sales team 
- Focused on improving the security postures of businesses within the SMB and SLED market using Darktrace's cyber AI platform

Director of SMB Sales - US West

ABOUT THE COMPANY
Darktrace is the world’s leading cyber AI company & creator of Autonomous Response technology. Our self-learning AI protects 6,000+ customers globally against sophisticated cyber threats that go unnoticed by traditional security perimeters such as ransomware, insider threat, and zero-day malware. Darktrace’s platform technology caters to the cloud, email, IoT, networks and industrial systems environments.

DESCRIPTION OF MY ROLE
- Oversee the entire sales cycle from prospecting to sale close focusing on the SMB markets. 
- Lead product demonstrations. 
- Conduct proof of concept trials specifically tailored to show how Darktrace solves the prospective client’s security initiatives and pain points. 
- Manage customer book of business.

Account Executive

Builder

ABOUT THE COMPANY
Builder.ai is a custom software development company helping people build their required software applications faster, easier, and at a less expensive rate than other development shops. With the help of our Builder Studio platform, users can now see real-time costs and development timelines for building the desired application. 

DESCRIPTION OF MY ROLE
• Managed the entire sales cycle from prospecting to closing.
• Presented demonstrations of Builder.ai's services through web demonstrations.
• Maintained a solid cadence of following up on accounts in pipeline with the end goal of closing them.

Procore Technologies

DESCRIPTION
• Directed technical software presentations and demos to help Procore’s US and global sales teams to increase sales, sell faster, and sell more easily. 
• Built the New Hire Tech Training program which involves training on the construction industry and demonstrating the Procore product.
• Evaluate and and implement new software technology. This involves: preparation of the software ready for rep use; creating team-by-team training plans; and coordination across different sales team across the country and globe.
• Designed and deployed POC plans during evaluation of new software for the sales team.

NOTABLE PROJECTS and ACHIEVEMENTS:
- Awarded the 2017 Sales Enablement Rep of the Year award for outstanding service to the Sales Department through tech demonstrating, training and support.
- Carried the evaluation and implemented Outreach.io for the entire Sales dept.
- Lead the evaluation and implemented Chorus.ai for the Account Executive team to record meetings
- Constructed new technology courses and videos built out in our LMS system called MindTickle.
- Collaborated and built the internal Procore References tool for Sales and CS usage
- Led the evaluation, creation and customization, and training of Highspot.
- Built and created the sales proposal and its automation in Salesforce through a integrated software called Nintex.
- Created the 1:1 Training Program to train low performing reps to utilize software to become efficient sellers.
- Steered the evaluation and implementation of Dooly.ai, a software which allows reps to take notes that directly syncs to Salesforce.

Sales Technology Specialist

• Exceeded 2016 sales pipeline generation goal above 100% to plan. Was awarded a certificate of recognition for surpassing expectations. 
• Directly sold into the subcontractors market specifically selling Procore to HVAC/mechanical, electrical, and plumbing businesses. 
• Strategically orchestrated a consistent and tactical outreach cadence to meet or surpass a monthly quota.
• Qualify prospect clients to determine if his/her company needs align with Procore's vision and product.
• Demonstrate prospects the value of construction technology to compete in their market.
• Senior leader of the Emerging Markets team responsible for training new hires on sales software and processes which helped new employees to quickly assimilate and become productive in a short amount of time.

Senior Business Development Representative

• Received the 2015 Assoc. BDR/ Data Researcher of the Year Award, while still an intern (and full-time student), for being a team player and surpassing expectations in pipeline and data generation for the Sales department.
• Hired as a part time employee while still a student at UCSB, juggling both school and work. 
• Compiled data from internet on construction businesses for Salesforce Entry
• Proposed and gained management acceptance of initiating Procore’s CurrentSet drawings tool sales campaign. The result was that prospective customers received an introduction to Procore through this free software tool.
• Granted full time employment after graduating college at UCSB for surpassing expectations in pipeline and data generation.

Associate Business Development Representative/ Data Research

UCSB Collaborate Student Support Center

•   Provided computer hardware, software, and printer training and assistance to students and instructors.
•   Conducted monthly software workshops to demonstrate Microsoft Suite and R Studio Programming.
•   Collaborated with supervisors and co-workers to create and maintain an efficient work environment for students and staff.

Technical Consultant

Arts for Humanity!

•Established a detailed LinkedIn page for company to increase professional connections within art community.
•Revitalized a new mission and vision statement that clearly and concisely detailed the organization's intentions to provide arts for all who seek it.
•Conducted research to find leads and expand connections with potential business partners and donors

Business & Marketing Intern

Passionate about cyber security, technology, and helping people understand the business value of software products. Additionally, I am a professional musician who leads a band and writes original music for the group, performing on weekends and after working hours.

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