Jenny M.

• Telephone and computer sales management of existing customers for a specific territory, with emphasis on total customer coverage, customer retention, and team achievement • Sell service and subscription renewals, and other services as appropriate to customer requirements • Investigate possibilities of add-on offerings • Understand Deltek offerings, be able to articulate their features and benefits, and provide appropriate solutions for a specific customer’s need • Conduct demo/training to customers • Conduct on-going account reviews to communicate best practices • Provide expertise on the Deltek solution and highlight key features and functionality allowing the customer to execute their objectives • Develop a trusted advisor relationship with customer such that all Deltek actions are closely aligned with the customer’s business goals and strategy • Drive usage and adoption of the Deltek Suite in a directive manner through; on-going usage reviews and account performance planning, engagement with multiple levels/teams within the customer organization, establishment of best practices and development of end-user outreach initiatives • Maintain knowledge of current products and pricing appropriate to closing sales • Utilize sales skills proficiently to optimize sales closures and minimize sales cycles • Provide regular reporting on account status, issues, forecasts, activity • Work with other departments, such as Sales, Services, Support, Business Operations, and Finance, in a professional and collaborative manner • Proactively monitor and report on customer usage and success to internal teams • Provide and offer solutions to critical problems for your customers issues and needs and apply those solutions to the Deltek Suite • Proficient in Microsoft Word, Excel, and Outlook and SalesForce.com

Responsibilities: • Act as primary point of contact for client relationships • Ownership and accountability for ensuring customer growth, customer satisfaction and contract renewals • Forecast and monitor daily, weekly and monthly annual sales performance. • Grow revenue from existing account base within assigned territory by building strong relationships with clients. • Protect and defend annual revenue, customer base, and subscriptions within defined assignment. • Keep accurate, detailed records of all sales activity in CRM • Responsible for managing the overall account relationship. Works with clients on contract renewals, unit add-ons, additional features and escalated Customer Care issues. • Efficiently manage time to focus on essential activities to ensure customer satisfaction, account renewal, and account growth. • Includes regular (weekly, monthly and quarterly) reviews with customers on results, insights and opportunities. • Provide accurate and timely reporting to meet both internal and customer requirements

• Responsible for all sales activities, from lead generation to closing deals in an assigned territory • Develops and implements agreed upon Business Development Plan which will meet both personal and business goals of expanding customer base in the targeted area • Works within the sales and support teams for the achievement of customer satisfaction, revenue generation and long-term account goals in line with company vision and values

Responsibilities: • Generate quotations for annual maintenance renewals • Generate Revenue reports from existing systems • Investigate contract queries and provide copies of documentation for the sales team • Liaise with other Customer Managers on the software maintenance cancellation process • Escalate issues to appropriate department and maintain ownership until issues are resolved • Identify, lead and pass larger scale opportunities to the field sales representative • Investigate and review customer information regarding volumes, status changes and services, with the Customer Managers. • Assist with forecasting account revenues • Maintain ongoing follow through and follow-up to Customer Manager’s team “Go-To” person •Maintain post-sales contact with clients in order to facilitate a positive and productive long-term relationship. •Communicate with customers with regard to any account problems. •Discuss customer concerns and suggestions. •Focus efforts on product feedback, enhancement, upgrades, and development. •Handle add-on sales for clients.

 Manages team’s over-all performance  Co-creates and executes developmental plans for subordinates.  Executes disciplinary action unto subordinates when necessary  Responsible for generating reports for HR and payroll purposes.  Communicate to agents all changes or updates in the campaign or any related company information.  Tasks to handle new hires during their first 3-5 weeks on board  Manages (in support of the immediate Mentoring program of outbound) the performance of CSR teams through a group mentors/mentees assigned to the division comprised of 30 agents  Assist a manager in sending weekly reports regarding division’s performance  Co-creates and executes developmental plans for subordinates.  Conceptualizes projects, team development with our division  Assists coaches from bottom teams in doing one-on-one training/coaching with low-performing agents.