Melanie Coy
Zionsville
Summary
Experienced with client relationship management, ensuring high levels of satisfaction and retention. Utilizes strategic planning to drive business growth and meet client needs. Track record of effective team collaboration and achieving targeted outcomes.
Overview
16
16
years of professional experience
1
1
Certification
Work History
Senior Account Executive
Green Irony
09.2024 - 01.2025
- $1.5M Pipeline created in 90 days
- $350,000 net net logo sales in 120 days
- Nurtured, built and measured strong relationships with Salesforce and MuleSoft Account Executives to be a choice partner
- Created compelling proposals that address client needs and demonstrate the value proposition
- Engage with potential clients to understand their needs and present tailored solutions
Global Enterprise Account Executive
MikMak
03.2024 - 08.2024
- 100% retention with expansion sales of $125K
- Own sales process from start to finish for your assigned portfolio of accounts (Colgate, Kellogg, Pernod Ricard, Frida, etc.) using the ValueSelling methodology framework
- Regularly ensure that MikMak solutions are aligned with customer objectives and delivering business impact
- Align our solutions to key priorities and KPI’s of C-Level executives to ultimately negotiate and close business
- Collaborate with Sales, Customer Success, Marketing and Product teams to communicate and help prioritize customer needs regarding features, service, support and collateral
- Leverage tools like Salesforce, Gong, Google Suite, Slack, and more
Strategic Relationship Manager
Ad Victoriam Solutions
02.2023 - 02.2024
- Cultivated and managed strategic client relationships, executed six figure renewals, engaging C-suite stakeholders, and negotiating CRM implementations and service engagements
- Achieved 185% of quota for 2023
- Orchestrated account plans and collaborated on strategic initiatives aligning with client objectives
- Demonstrated strong communication skills and leadership by serving as the primary point of contact for clients and fostering positive customer experiences
- 93% retention rate on Managed Services clients
Manager, Global Enablement
Salesforce.org
02.2022 - 01.2023
- Created, produced, facilitated and delivered a new hire enablement program from beginning to end, bridging the gap between onboarding and mastery with a CSAT of 4.7 out of 5
- Implemented an AE Taskforce with selected Account Executives chosen to give input and feedback into enablements programs acting as the voice of sales to drive more impactful learning
- Consulting to the broader Enablement and Onboarding teams to ensure our programming maximizes productivity for our sales people
- Delivered high quality and impactful experiences that drive engagement and learning; such as Pipeline Mastery Programs, Renewal Roundtables, Summer Camp (2 day immersive continuing education for sales)
- Built trust and credibility with program stakeholders and managed a productive partnership for success
- Created, monitored and reported metrics on all programs to measure productivity
- Continually improved and iterated each program by identifying areas of opportunity using an ongoing survey methodology and by providing continuous feedback and coaching to all session speakers
Account Executive, NGO Mid-Market
Salesforce.org
10.2019 - 02.2022
- 87% to quota in 2021 with a mix of new logos and client growth
- 3x spiff winner in 2021
- Responsible for growing nonprofit client relationships and the Salesforce product portfolio in their organization
- Prospecting into net new nonprofit logos while educating and nurturing these prospects
- Quarterbacking the sales cycle to ensure a seamless collaboration between solutions, partners, marketing, etc
- Building campaigns to align to our nonprofit’s goals and overall mission
- Trail Guide for a new hire with extra responsibilities as a manager transition takes place
- Was able to implement specific milestones with timelines
- All milestones and timelines met while providing him with strategy and coaching opportunities
Director, Client Development, Enterprise Accounts
Syndigo
08.2017 - 10.2019
- Held the #1 Sales Spot when exiting the organization in 2019
- Achieved 150% of quota by October of 2019 (sold a $1.3M deal with General Mills)
- Achieved 153% on growth quota in 2018 holding the #1 Sales Spot in the organization
- 95% retention in 2018 on $4M
- Leading Account Management efforts by providing value-based solutions for Ecommerce providers and key brands (L’Oréal, General Mills, Apple, etc.) seeking services and product content to be used within their Ecommerce, sales, shopper marketing, market research and advertising initiatives
- Responsible for a $5M book of business, managing and renewing Fortune 1000 and large enterprise clients
- Certified in the Value Selling methodology
- Create and implement strategies across my territory to grow and retain current clients
- Develop client success plans that outline KPIs, metrics for success, potential challenges, and recommendations
- Act as the ‘voice of the client’ between our different teams
Client Success Manager, SC Johnson
Quri
04.2017 - 07.2017
- Delivering the customer journey roadmap for onboarding clients and their program
- Manage all aspects of solution delivery including discovery, solution architecture, program management, training, survey development and insights mining
- Manage subscription clients of 1.3M to retain and grow the solution
- Developed a deep understanding of Quri’s product solutions and service offerings
- Leveraged proprietary data sources to deliver analytic insights to strategic customers
Account Manager, Midwest
Forrester Research
03.2014 - 04.2017
- Nurture, develop, retain, and grow the existing client base for emerging technology clients in the B2B space
- Achieved 106% quota in 2016
- Achieved 120% of quota in 2015
- Awarded Q1 Bonus in 2016 while achieving 110% of quota
- 95% retention rate on a 1.3M dollar book of business
- Project and data management for Total Economic Impact and Thought Leadership programs
- Align resources within Forrester to deliver impact and value
- Understand how value is measured and have a consistent plan to achieve company goals
- Organize and lead multiple regional events, analyst visits, and help create post-event workshops
National Account Director
RainKing Solutions
02.2013 - 10.2013
- Built, maintained and grew relationships with the Sales and Marketing departments of technology vendors by providing contextualized intelligence on their most likely buyers
- Grew accounts by at least 10% at time of renewal YOY by solution selling BI and CRM tool
- Met face to face with C-Level executives nationally to conduct business/value reviews and campaign planning
Account Executive
Bloomberg BNA
07.2012 - 12.2012
- Developed and conducted a solution-based sales presentation to prospective and existing Bloomberg BNA customers to sell the Bloomberg BNA product line
- Prospected for new clients and new referral sources
- Met monthly sales quota of 10K
Account Manager
Gartner
11.2008 - 07.2012
- Achieved MVP out of 130 people in the region Q4 of 2011 due to $160K of New Business and 100% retention on $250K of Renewable Business
- Earned Winner’s Circle, top sales honors for 2009 and 2010
- Grew my territory from 500K to 1M in 3 years by account expansion
- Bonus qualifier due to $40,000 of growth and 100% retention of at least $150K 3 consecutive quarters in a row of 2010
- Additionally, in Q2 of 2011
- Retained an average of 80% of $750,000 (average of 3 years) dollar territory
- Mentored 2 new hires to quota and to Winner’s Circle by coaching and helping them ramp quickly
- Responsible for maintaining and growing a quota of over $1,000,000 in revenue annually
Education
Community Health
Florida Gulf Coast University
Fort Myers, FLSkills
- Client relationship management
- Relationship building
- Team collaboration
- Sales quota achievement
Certification
- Value Selling Certification
Timeline
Senior Account Executive
Green Irony
09.2024 - 01.2025
Global Enterprise Account Executive
MikMak
03.2024 - 08.2024
Strategic Relationship Manager
Ad Victoriam Solutions
02.2023 - 02.2024
Manager, Global Enablement
Salesforce.org
02.2022 - 01.2023
Account Executive, NGO Mid-Market
Salesforce.org
10.2019 - 02.2022
Director, Client Development, Enterprise Accounts
Syndigo
08.2017 - 10.2019
Client Success Manager, SC Johnson
Quri
04.2017 - 07.2017
Account Manager, Midwest
Forrester Research
03.2014 - 04.2017
National Account Director
RainKing Solutions
02.2013 - 10.2013
Account Executive
Bloomberg BNA
07.2012 - 12.2012
Account Manager
Gartner
11.2008 - 07.2012
Community Health
Florida Gulf Coast University
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