Business Development Manager

Brandon P. Shimp

*******.*****@*****.*** 540-***-**** Reston VA 20194

1

SKILLS

• Strategic Planning & Account

Development

• Business Development & Prospecting

• Value & Solution Selling

• Extensive Personal Network

• Internally Resourceful

• Active listening & Can-do Attitude

WORK EXPERIENCE

Connex One - Remote

Enterprise Account Executive July 2022 – May 2023

• 100% Quota Achievement Q4 2022, Top producing AE 2022

• Drove and managed the entire sales process from prospecting to deal closure.

• Targeted greenfield accounts and closed 5 new customers.

• Successfully transitioned GTM strategy from month-to-month to annual contracts.

• Generated leads and prospects using relationship-building activities to build pipeline.

• Managed and trained 2 BDR’s, crafted outreach strategy and messaging to land new meetings.

• Analyzed clients’ business needs to strategically build business cases and position complex solutions through value-based selling.

• Delivered compelling sales presentations and use cases to influence executive-level decision makers, addressed objections and aligned value proposition with their business strategy.

• Collaborated with Pre-Sales Engineers to strategize, map accounts and execute team sales. NICE Systems - Remote

Account Executive - Solutions Sales July 2020 - February 2022

• Closed $3.2M+ in sales of complex solutions for large enterprise clients.

• Engaged in prospecting and relationship-building activities to build pipeline and drive business with both new and existing clients.

• Collaborated with Pre-Sales Engineers to strategize, map accounts and close deals.

• Analyzed clients’ business needs to strategically position complex solutions through value-based selling, business case definition, ROI analysis and data.

• Delivered compelling demonstrations and use cases to influence executive-level decision- makers, addressed objections and aligned value proposition with their business strategy.

• Partnered with the LOBs in shaping the GTM, marketing materials, product roadmaps and industry artifacts.

• Owned and managed the entire sales process from prospecting to deal closure. Verint - Remote

Solutions Sales Consultant – Intelligent Self-Service Group June 2019 – March 2020

• Executed customer/prospect discovery sessions, executive meetings, business case creation

(including ROI) strategy sessions, roadmap workshops and review meetings with customers.

• Facilitated customer discovery discussions to understand and document business requirements and design requirements necessary for the formulation of optimal solutions.

• Delivered compelling customer demonstrations to showcase the capabilities of the solutions and areas of greatest value and ROI based on specific customer requirements and needs.

• Responsible for Solution Design on key accounts as a technical resource. 2

• Orchestrated complex proposal and quote reviews for technical accuracy and provide Solutions Design Group approval.

• Established and built relationships with consultants, end users and partners by serving as the technical liaison for pre-sales to post-sales.

• Followed industry technology trends through self-study, formal training and shared the knowledge with Verint internal colleagues and appropriate external audiences. Genesys - Chantilly, VA

Customer Success Manager June 2013 – May 2019

• 100+% Quota Achievement 2014, 2015, 2016, 2017, 2018, 2019

• Presidents Club Winner 2016

• Presidents Club Nominee 2015 & 2014

• Managed 15 Strategic & Named Accounts utilizing the Genesys Cloud IVR and Contact Center solutions and serving as a trusted advisor to drive adoption and expand.

• Provided tailored demonstrations of contact center and business intelligence solutions direct with customer and decision makers.

• Uncovered upsell and cross sell opportunities within territory.

• Gathered requirements for new projects/initiatives and assisted in the writing of SOWs.

• Identified application improvements and enhancements that drive revenue, solve business problems for customers, and increase ROI.

• Forecasted quarterly and annual revenue on a weekly basis through Gainsight and SFDC.

• Bi-Annual and Quarterly Business Review presentations at the executive level. GTSI - Chantilly VA

Partner Program Manager December 2009 – November 2012

• Managed Partner Front and Back-end Registration/Incentive programs for as part of the Partner Management team in support of GTSI's profitability and sales efforts.

• Cultivated relationships with partners to ensure “first to market” advantage.

• Generated pipeline and forecasted revenue.

• Maximized pricing discounts by understanding, negotiating and planning compliance at the highest program level.

• Managed business cycle with partners, distributors and sales in processing and applied approved special pricing to customer quotes for bid. ADDITIONAL EXPERIENCE

Business Development Representative, Rates are Hot 2009 EDUCATION AND CERTIFICATION

James Madison University - Harrisonburg, VA - B.B.A. 2008 Major: Finance

Minor: Human Resource Development

CSE - Cisco Sales Expert

NASP - NetApp Accredited Sales Professional

HP ASP - Enterprise Solutions Accredited Sales Professional CCS – Customer Centric Selling

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