Anthony Rapciewicz
Canton
Summary
Accomplished Senior Account Executive with 13+ years of diverse Mid-Market and Enterprise sales experience, generating tens of millions in revenue. Able to excel in fast-paced, demanding sales environment with a track record of being a perennial Top Performer in both established Fortune 500 and Start-Up companies.
Overview
15
15
years of professional experience
Work History
SMB Digital Transformation Consultant
Self Employed
12.2022 - Current
- Utilized Twilio expertise to empower small businesses in enhancing customer engagement through third-party platforms, such as Five9, enabling, SMS, MMS, Chat and Email functionalities to optimize customer interactions
- Aspired to become an Independent Software Vendor (ISV), aiming to create tailored solutions that cater to the unique requirements of small businesses seeking to enhance customer engagement strategies
- Actively collaborated with small business clients to identify their specific needs and goals, tailoring solutions that leveraged third-party platforms to drive measurable improvements in their HR Tech Stack, Customer Experience, and visibility into their field operations.
- Stood up several different SaaS company partnerships to help drive an improved buying experience, leverage cost savings, and provide white glove implementations
Major Account Executive
Twilio Inc
06.2022 - 11.2022
- FY' 22 - 220%
- #1 Rep in division for ARR sold, my first quarter in new role, with $1.4million ARR sold on a $483k quota
- Produced over $5 million in self-generated pipeline, including two deals that were upwards of $1.3million each
- Coordinated 'Pod' style selling motion with 4 supporting 'Core' AEs, 1 SDR, and 8 product specialists
- Ran deal cycles for all 'Core' hand-off deals (exceeding $50k ARR) while independently generating 8x pipeline within the named account list
- Responsible for selling Twilio's Communication API Suite which included channels such as: SMS, MMS, Chat, Email, Voice, Video, MFA, IoT, and Contact Center Solutions (FLEX)
- Executed a multithreaded approach with all stakeholders involved (C-Suite, DevOps, 3rd party partners, and Twilio internal resources) throughout the evaluation process, SOW & ROI review, and implementation
- Recommended and mobilized Proof of Concept pilots, which established critical production dates and desired KPI's to move launches and iterations forward
Senior Account Executive
Twilio Inc
05.2021 - 06.2022
- FY' 22 - 220% FY' 21 - 163%
- Surpassed all quota targets FY'21 = 163% ($886K ARR), FY'22 = 220% ($2.28million ARR)
- Proactively generated pipeline and tackled all KPIs for net new logos while also growing and managing an existing set of accounts
- Consistently maintained a pipeline 8-10x ($3.5million+) of ARR quota on quarterly basis
- Led team meetings and regional trainings including strategies for engaging prospects, account planning, discovery, and compliance best practices
- Collaborated with Company Founders, C-Level Executives (CEO, CFO, CTO, CMO, etc.), and their DevOps teams in an effort to optimize their customer engagement strategies as it related to their applications
- Presented and shared relevant best practices regarding high-level architecture, API documentation, compliance, engagement strategies, and developing additional revenue streams
- Strategically aligned offerings with client road maps and identified optimal communication channels for reaching their customer base
Senior Account Executive
Samsara
01.2019 - 01.2021
- FY'19 - 133%, FY'20 125%
- Overachieved on sales target FY'19 133% ($498K ARR), FY'20 125% ($623K ARR), quota based on ACV, while selling 3-5 year contracts
- Actively prospected, sourced, and closed opportunities which consisted of all new logos while maintaining a self generated pipeline of 5X-6X quarterly quota
- Sold one of the company's largest Unpowered Asset deals to Twin Star Leasing for use on their intermodal trailers and containers
- Hired into role during launch of newly formed East Coast Office (Atlanta) to drive quick results, help develop office culture, and solidify sales processes
- Sold Samsara's IoT Platform that included both hardware and software platforms: Vehicle Gateways, Asset Gateways, AI Driven Dash Cams, Real-time GPS, Vehicle Diagnostics, Harsh Events, and other operational efficiency data
- Identified and built relationships with key stakeholders and C-Level executives while uncovering specific departmental needs, such as: visibility, operational efficiency, cost reduction, safety, and compliance
- Delivered tailored product demos, while also strategizing and executing custom pilots for 'Proof of Concept' victories
Major Accounts District Manager
ADP
01.2015 - 01.2018
- FY'16 - 133%, FY'17 - 115%
- Exceeded sales targets, FY'16 133% (665K) Qualified for Super Starts & Presidents Club, FY'17 115% (574K)
- Pioneered a hybrid role that used my unique skill set and success in Insurance Software to develop an untapped revenue stream in Major Accounts
- Sold ADP's all encompassing HR Software platform, Workforce Now
- Products included ATS, Payroll, HR, Talent Management, Data & Predictive Analytics, along with 401k and H&B options
- Developed relationships with C-Level and HR Executives of Enterprise Accounts while leading them through their HR Eco-System and uncovering potential profit leaks as it related to their P&L and HR Software Suite
- Successfully built pipeline through internal and external channel partners, such as Brokers, CPAs, HR Consultants, ADP Total Source, and trade shows
Senior Account Executive
ADP
01.2010 - 01.2015
- FY'12 - 119%, FY'13 - 174%, FY'14 -185%, FY'15 - 177%
- Qualified for Presidents Club and Board of Directors Award in FY'13, FY'14, and FY'15
- Recognized as a Top 3 producer in the company four years in a row
- Collaborated with internal and external channel partners to offer ADP's Workers Compensation specialty software for existing and new payroll clients
- Consulted small business owners concerning their Workers Compensation Policy needs and helped assess the impact across the organization as it pertained to cash flow
- Conducted weekly productivity reviews and monthly conference call updates with my channel partners to discuss DM performance, territory penetration, training needs, and current promotions
Education
BBA - Professional Sales
Kennesaw State University
Skills
- 4x Presidents Club Winner
- 4x Top 3 Rep
- 2x Super Start Winner
- Over $20 Million in Revenue Sold
- 11x Annual 100% Club
- ADP Leadership Certified
- Complex Deal Structuring
- Contract Negotiation
- C-Level Presence & Acumen
- Procurement & Legal Team Management
- Business Development
- Trusted Advisor & Consultant
- Complex Technical Sales
- Cross Functional Collaboration
Timeline
SMB Digital Transformation Consultant
Self Employed
12.2022 - Current
Major Account Executive
Twilio Inc
06.2022 - 11.2022
Senior Account Executive
Twilio Inc
05.2021 - 06.2022
Senior Account Executive
Samsara
01.2019 - 01.2021
Major Accounts District Manager
ADP
01.2015 - 01.2018
Senior Account Executive
ADP
01.2010 - 01.2015
BBA - Professional Sales
Kennesaw State University
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