Melanie Morgan
Canton
Summary
Results-driven professional offering 20+years experience and success in overachieving sales targets. Accomplished in performing detailed needs analysis, building robust pipelines and expanding revenue within accounts. Focused on providing best-in-class service and creating relationships that lead to long-term growth. Experienced in managing internal and external resources for large scale projects to exceed client expectations.
Overview
24
24
years of professional experience
Work History
Senior Account Executive
Agreement Express Inc.
Vancouver
03.2017 - 02.2018
- Identified and qualified new opportunities, developed sales strategies to increase revenue in existing accounts, created solution architect diagrams, performed software demonstrations, and led pricing and negotiation discussions.
- Increased revenue by 100% within an existing account through persistent discovery and use case development across multiple lines of business. Annual revenue increase valued at $400,000 per year.
- Elevated customer satisfaction in key account from 40% to 90% within 5 months; implemented global consolidation of reporting, weekly status updates, swift resolution of customer issues, internal resource allocation and thorough client updates.
National Account Manager
West Unified Communications Services (formerly InterCall)
Canton
03.2014 - 03.2017
- Developed sales strategies and provided leadership for solution design, pricing, business cases, analysis/P&L, RFP\'s and for all customer engagement, proposal development, internal/external presentations, and contract negotiations.
- Expanded the acquisition of new business which included growing and developing accounts such as Lenovo, Cox Automotive, KLX Inc., The Coca-Cola Company, and Newell Brands.
- Developed and executed a sales strategy to grow the video conferencing business within a top 20 account by over 200% increasing revenue to over $600,000 per year.
- Increased Web streaming revenue within top 20 account by consistently developing value-added use cases across multiple lines of business to attain over 150% growth.
Senior Account Manager
Interactive Solutions Inc
Memphis
10.2012 - 09.2013
- Orchestrated market development efforts including new business sales, enhanced vendor relationships, key account management, and market penetration initiatives to deliver strategies aligned with customer needs, and industry trends.
- Directed the daily management and growth of account revenue, post launch.
Global Account Manager
British Telecom
Duluth
06.2003 - 09.2012
- Delivered consistent sales results with an unwavering commitment to customer satisfaction by providing premier service. Forged strong relationships with clients, partners, and internal resources at all levels to understand and meet the unique requirements of the customer.
- Sold 1 million dollar deal for web conferencing within 5 months of assuming account management role and was awarded the Sales Excellence award.
- Delivered on-site support for Global audio, web, and video conference meetings to C-level executive teams with participation of 500+ meeting attendees.
- Grew revenue from an existing account with a run rate of $55,000 per month by securing and closing a global audio, web, and video contract with multi-year term valued at over $3 million per year.
- Developed and executed a sales strategy to grow the Web conferencing business by over 200% within The Coca-Cola Company and was awarded the Sales Excellence award.
- Led weekly meetings with client telecommunications staff of 20+ across all geographies to address the state of the account, client requirements, existing projects and future enhancements in service.
Sales Professional
Genesys Conferencing/Vialog/Call Points
Montgomery
07.1994 - 05.2002
- Managed sales cycle from lead generation and client assessment through proposal preparation and presentation to contract negotiations, project scheduling, product/service delivery and follow-up.
- Responsible for closing company\'s largest audio conferencing contract at the time to the retail giant, The Limited. Valued at $4 million per year revenue
- Expanded the acquisition of new business in the SME and Fortune 1000 space which included growing and developing major accounts such as Chase Manhattan Bank, Kimberly Clark, Scientific Atlanta, Atlanta Gas & Light and Aon PLC.
- Initiated the creation and execution of a standardized implementation plan to onboard new customers globally.
- Consistently achieved annual quota earning President\'s Club status.
Education
Bachelor of Arts - Speech Communication and Rhetoric
Troy University
Troy, Alabama1993
Skills
- Client assessment and analysis
- Territory growth
- C-Level presentations
- Sales cycle management
- Strong verbal communication
- Account management
- Cross-functional team leadership
- Global business development
- Highly organized
- Strategic partnerships
Timeline
Senior Account Executive
Agreement Express Inc.
03.2017 - 02.2018
National Account Manager
West Unified Communications Services (formerly InterCall)
03.2014 - 03.2017
Senior Account Manager
Interactive Solutions Inc
10.2012 - 09.2013
Global Account Manager
British Telecom
06.2003 - 09.2012
Sales Professional
Genesys Conferencing/Vialog/Call Points
07.1994 - 05.2002
Bachelor of Arts - Speech Communication and Rhetoric
Troy University
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