Jerson Sipanela

UK + Portugal + Spain (Assigned Territories)

UK - Main Territory Assigned

Account Management- Managed over 90 accounts

• Cultivated and maintained strong, long-term relationships with key clients, including direct engagement with C-Suite and Executive leadership with a focus in Mid-Market companies and worked with select Enterprise companies .
• Acted as the primary point of Account Manager for strategic accounts, ensuring client objectives were consistently understood, met, and exceeded.
• Developed and executed tailored strategic account plans to drive revenue growth and achieve or surpass sales targets.
• Proactively identified and pursued opportunities for upselling and cross-selling across the product and service portfolio - penetrated accounts deeper to expand our product portfolio within my assigned accounts.

Revenue Targets

• Achieve Sales Targets: Met and exceeded sales quotas and revenue goals set by the company 200K per quarter (Split across New Business and Renewals)

• Pipeline Management: developed constant opportunities across assigned accounts, have enough coverage to hit quota - 3x more on the pipeline than my official target. Eg: For every dollar of the target, having 3 dollars in the pipeline to achieve the target

• Ecosystem Sales- Worked with Media Agencies ; Planners; Advertisers to develop opportunities and highlight the value of Nielsen Media Research across our partners

Provided partners with documentation; support and enablement to make sure they could grow within the UK territory and supported their GTM strategy

Key Closed Deals

• 6- figure deal with one of the Top 4 consulting firms (amongst Deloitte; KPMG; EY; Accenture)
• $150k Research deal with two public institutions in the UK

Reporting

• Reporting: Maintained CRM- SFDC(Salesforce up-to-date) with opportunities in the correct stages and gave an accurate forecast for executive management to have good visibility
• Tools: SFDC; Salesloft ; Zoominfo; Google Workspace(sheets;slides ;docs); Zoom , Linkedin Sales Nav, Linkedin2Helper and more

Account Management - Managed over 300 SMB's Accounts

• Developed and maintained strong, long-term relationships with key clients and direct contact with the C-Suite & Executive Team
• Served as the primary point of contact, understanding and addressing client needs and objectives.
• Created and implemented strategic account plans to drive growth and meet sales targets.
• Identified opportunities for upselling and cross-selling products and services.
• Increased the Lifetime Value of customers and average business volume by 30%
• Brought accounts back to Life

Sales and Revenue Targets (Saas Sales)

• Achieve Sales Targets: Met and exceeded sales quotas and revenue goals set by the company. $50k - 100k TCV (Quarter )
• Pipeline Management: Focused on always 3x more on the pipeline than my official target. Eg: For every dollar of the target, having 3 dollars in the pipeline to achieve the target
• Ecosystem Sales- Onboarded on average 10 new partners from outbound activity(Linkedin; Coldcalls; Email Campaigns), per quarter and worked directly with partners: Independent Software vendors, Consultants, and distributors to highlight the use of Kontakt.io solutions to their end-customers, increasing sales volumes and verticals for Kontakt.io
• Negotiation and Pitches - Cross Selling & Upselling :Prepared and presented compelling proposals and sales pitches to potential and existing clients.
  Negotiated contracts and close deals to secure new business and renew existing contracts
• Reviewed product portfolio with customers to have them engage in new use cases

Project Management

• Coordinate Internal Resources:Work closely with internal teams (e.g., marketing, product development, customer support) to ensure the timely delivery of products and services.
  Manage project timelines, budgets, and deliverables to ensure client expectations are met.

Reporting

• Reporting: Maintained CRM- SFDC (Salesforce up-to-date) with opportunities in the correct stages and gave an accurate forecast for executive management to have good visibility
• Tools: Hubspot ; Slack ; Salesloft ; Google Workspace(sheets;slides ;docs); Zoom , Linkedin Sales Nav, Linkedin2Helper and more

Market Research

Market Research- Conducted market research to identify new opportunities and stay informed about industry trends, worked in both EMEA region and the US Market

• Lead Engagement/Account Mapping-Spearheaded inbound and outbound leads across the different verticals of the business and over-achieved quota reaching 180% in business qualified opportunities with a focus on two verticals: hospitals and Corporate Real Estate(US)
• Cross-Selling and Upselling -Made use of consultative selling techniques to run product demonstrations highlighting the value proposition of Kontakt.io solutions for different businesses and partners
• Ecosystem Sales- worked directly with partners : Independent Software vendors, Consultants, distributors to highlight the use of Kontakt.io solutions to their end-customers
• Generated business opportunities worth over $100k for entreprise account executives to close Saas model
• Sales Cycle and Pipeline -closed deals consisting of test kits for businesses valued at less than $1k and engaged in sales cycles lasting 6 to 12 months supporting Enterprise Account Executives
• Market Research- Conducted market research to identify new opportunities and stay informed about industry trends, worked in both EMEA region and the US Market
• Product Knowledge: had a strong focus on productive knowledge to elevate the pitch according to needs of different businesses
• Reporting: made use of salesforce(CRM) to track opportunities and hit targets and deliver over 2k sales activities (emails,calls,linkedin )- used salesloft,linkedin, zoominfo and more
• Established relationships with prospects and customers to promote product understanding and drive sales growth.

• Account Mapping- Established strong relationships with key clients and identifying opportunities for account growth.
• Market Research -Conducted market research to identify industry trends and potential sales opportunities.
• Outbound Campaigns-Made use of High -Efficient tools for outbound campaigns including : Apollo. io; Close.io ; LinkedIn Sales Navigator
• Collaborated with sales and marketing departments to support business objectives and client acquisition
• Created reports and targeted lists to present to upper management.
• Collaborated with sales and marketing departments to support client acquisition.

Focus around web applications for SMB's and Entreprise-level customers in the EMEA region

• Account Management -Developed and maintained positive customer relations and coordinated with the team members to properly handle requests and meet client's expectations leading to an increase the lifetime value of customers by 25%.
• Sales Methodologies and Sale Cycle Engagement - Elevated pitches to customers , based on customer region,news and needs -applied different sales methodologies(mainly BANT) with sales cycles of 30 days - delivered and increased conversion rated by 30%(Strong Follow-UP)
• Pipeline(Cross-selling and Upselling)

Delivered on a yearly quota of $60.000 (ARR) with average deal sizes ranging from $25-to-$200 for IoT Products

Negotiated terms and pricing to close deals with multiple up-selling and cross-selling techniques and had a strong focus on increasing revenue and profitability for the company

Reporting- made use of salesforce as main CRM to track customer interactions and manage pipeline

Product Knowledge and Market Trends- Deep understanding on the IoT products for value proposition offers in conversations with customers and followed market trends to adjust offerings to customer trends

• Devised and implemented processes and procedures to streamline operations.
• Proved successful working within tight deadlines and fast-paced atmosphere.

• Focused on a B2C (Business to Customer) market
• Engaged with prospects and made discovery questions to assess needs and budgets.
• Drove team revenue totals by bringing in top sales numbers.
• Sold IoT products and explained features and costs to help customers make educated buying decisions.
• Furnished customers with exemplary service, helping build lasting, lucrative partnerships.