Carlost

VP of Marketing

Carlost, Burlingame

Summary: Tenured technology sales executive seeking long-term career transition into client success.

Relationships Manager and/or Customer Success Manager

B.A. Communications, Bowling Green State University

HCM Account Executive — Paylocity, Indianapolis, IN (2017 – Current)
Account Executive — Terminus: Account-Based Marketing, Indianapolis, IN (2016 – 2017)
Channel Sales Manager, Enterprise — MOBI Wireless Management, Indianapolis, IN (2014 – 2016)
Mid-Market Sales Team Lead — MOBI Wireless Management, Indianapolis, IN (2014 – 2016)
Mobility Account Executive — MOBI Wireless Management, Indianapolis, IN (2010 – 2014)
Sr. Account Executive — Salesforce.com (formerly ExactTarget), Indianapolis, IN (2007 – 2010)
Premise Sales Account Executive — AT&T Advertising & Publishing, Toledo, OH and Detroit, MI (2005 – 2007)
Digital Media Sales Executive, Major Accounts — The Indianapolis Star Media Group, Indianapolis, IN (2009 – 2010)

Territory-based new business development, targeting organizations between 100 and 1,000 employees.
Conduct discovery meetings, execute software demos, partner with Solutions Consultant on opportunities with complexity, establish implementation timelines, collaborate with internal teams, and close business.
Responsible for daily prospecting and building strategic partnerships to establish a referral network.
Periodic account management for upsells and client success.

New business development role, conducting 7-10 weekly qualifying discovery meetings and software demos for prospects.
Delivered follow-up presentations of value and deeper-dive demos for larger buying groups when qualified.
Negotiated and executed close dates, terms, contract values, and implementation timelines.

Channel Sales Manager: Managed and guided all sales opportunities, enablement, and go-to-market strategies with one Global Strategic Partner (Hewlett-Packard Enterprise) and one Strategic Reseller (PC Connection).
Mid-Market Team Lead: Oversaw the growth, development, and daily management of the Mid-Market sales team.
Mobility Account Executive: Recruited to help launch a newly created Mid-Market Sales Team; served as first sales executive.

Executed inside and outside enterprise-level sales processes as an office-based Sr. Account Executive; presented on-site when deal size warranted. New business development role, executing multi-level discovery meetings, enterprise-level software demos, presentations of value, and on-site discovery workshops (when needed).
Executed and presented proposals, ROI analyses, and implementation timelines. Led internal team of Solutions Architects, Marketing colleagues, Deliverability experts, Executives, and Implementation Partners (when needed). Oversaw SOW and redline processes when requested, developed deal-closing documentation, and led new customer transition to Implementation and Customer Success Teams.

2015 – Closed the first four mid-market deals as part of the new Mid-Market Team; 150% to plan.
2015 – Promoted to Mid-Market Team Lead eight months into tenure.
2013 – 117% to annual plan; 2nd in Central Region. Promoted to Sr. Account Executive.
2012 – Closed first mobile deal in company history; 105% to plan.
2009 – Outstanding Digital Sales Executive of the Month. 112% to plan.
2008 – Outstanding Digital Sales Executive of the Month. 101% to plan.
2007 – Signed the only nationwide Yellowpages.com Internet program. 120% to total canvas plan.
2006 – Closed the largest advertiser upsell in the Metro West Division. 104% to total canvas plan.

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