Roberto Tenorio: Account Executive, Mid-Market West in San Francisco, CA

? Closed 10 new logos ranging from $59K to $347K generating $982K in revenue ? Managing a portfolio of 120 mid-market customers totaling $4.3M in current business, generating $463K by cross-selling products and services ? Leverage deep product knowledge of project and portfolio management software to execute effective demos to senior managers and C-level executives ? Oversee the entire sales process from lead generation through contract negotiation/execution to delivery handoff ? Trained in MEDDIC and Challenger sales methodology ? Orchestrate demos of Planview's agile products for the Mid-Market West Team ? Analytically and logically understand the internal workflow of customer accounts

? Registered with multiple clubs throughout Northern California to referee regulation games and tournaments at all age levels to ensure fair play and safety to all ? Resolved claims of rule infractions or complaints by participants and assess any necessary penalties, according to regulations ? Organized, independent worker with strong time management skills ? Provided clear verbal and physical communication with players and sport staff

Strategically managed a portfolio of over 180 mid-market customer accounts totaling $6.8M in current business ? Generated $735k within existing accounts securing 10.8% growth by cross-selling products and services ? Negotiated contracts and agreements with existing customers by creating proposals and credit packages due to the Planview acquisition ? Increased overall user adoption by 32% using software such as Totango to run customer health scores to understand the use of products, then proactively increasing adoption ? Developed trusted advisor relationships with customers to identify, quantify, and work toward digital transformation with decision makers ? Closed expansion opportunities in Spanish with Latin American customers

? Led the NA Team 7 of 9 quarters, averaging 112% of quarterly quota ? Implemented, developed and executed marketing strategies to generate new business worth over $3.3M in revenue ? Responsible for Latin American inquiries, conducted business in Spanish and worked closely with the Account Executive ? Created weekly reports on SFDC using insights from market and pipeline data to help penetrate accounts ? Maintained 75+ outbound and inbound activities per day via cold calling, emails and LinkedIn/Sales Navigator to achieve quota metrics ? Worked closely with Account Executive's and a set of customers to develop profitable growth plans and execute strategies

World's second largest outdoor bar, used strong communication skills to establish positive relationships with guests ensuring their return ? Objection management, customer behavior management ? Provided fast, friendly, professional service to all ? Accurately and quickly calculated checks, change and inventory ? Helped introduce and develop a new product (Michelada) to add to the POS System that was well received by customers and increased sales

? Managed a total of eight youth teams ages 4-14 and four coaches ? Developed technical and tactical abilities of individual players ? Planed, organized and conducted practice sessions and adjust coaching techniques based on the strengths and weaknesses of players ? Facilitated a healthy and safe environment for the players to improve skills, socialization and team responsibilities

? Maintained detailed knowledge of menu items and ingredients to drive sales ? Up-sold wines, liquors, and five course meals with professional appearance and mannerism ? Served a high volume of customers and parties simultaneously and was entrusted with important clients and large groups ? Served guests, prepared checks, and collected payments

? Provided advanced training in nutrition and weight management ? Consulted clients on proper nutrition, safe exercise habits and exercise programs