Sales Executive
Nov 2000 - Feb 2002
Pittsburgh, PA
- Sales:
- Sold Saas solutions to high-level executives and front-line managers, increasing adoption of our web-based, business-to-business, electronic invoice presentment and payment (EIPP) services.
- Scoped, researched, cold-called, and established relationships with senior executives at Fortune 500 companies, successfully navigating an 18-month sales cycle for PNC-Perot’s high-tech joint venture.
- Delivered persuasive presentations of BillingZone’s B2B electronic invoice presentment and payment (EIPP) service, effectively engaging both C-suite executives and operational managers.
- Analyzed business processes, inefficiencies, and system requirements across multiple departments at prospective clients, providing actionable insights and documentation to support software development and business initiatives.
- Business Development:
- Conducted in-depth research on healthcare, transportation, and insurance trading networks, delivering key insights to inform sales strategy and decision-making.
- Pioneered entry into the entertainment industry as a new market by demonstrating profitability potential with leaders like Sony, Universal, and BMG, while defining their specific product needs and interests.
- Sales Support:
- Developed pre-call briefs for the CEO and leadership team, collaborating with business development staff and external analysts (Yankee Group and Jupiter Research) to craft data-driven sales strategies and compelling business cases.
- Designed and implemented sales enablement tools, delivering training and ongoing support to enhance sales and business development team effectiveness.
