Stefan Flores

Serves as leader on Business Impact Analytics team to grow, support, and educate new mid-market and enterprise logos in business intelligence SaaS solutions and advanced reporting analytics. Responsible for logo quota expiration as well as full-cycle sales process and strategy implementation with automated reporting solutions, data connectivity and multi-source integration. • Personally developed Sales Playbook for new Business Impact Analytics (BIA) team for implementation of sales process, procedure, best practices, documentation, and future sales team hires • Managed full sales cycle – hunting, prospecting, and evangelizing suite of products through consultative approach • Worked cross functionally across multiple business units such as partner network, engineering, client success, sales operations, developers, and C-suite to position agreements, presentations, and client engagements • Attended quarterly trade shows and conferences to expand reach and message of end-to-end supply chain and financial reporting analytics • Successfully negotiated SOW’s, legal agreements, RFQ’s, and MSA’s at C-Suite level • Created new avenues of lead generation through professional industry associations by presenting ROI and business case to TransImpact Executive Leadership Team, such as the North Carolina Manufacturers Alliance

Directly responsible for the growth and cultivation of brand new expansion market in Charlotte, NC through brand and market research, trade shows, outside sales process and careful management of network partners to drive new logo acquisition. • Managed full cycle of consultative sales process for small to mid-size businesses in Charlotte • Averaged 3 meetings set per week with business leaders in assigned territory • Attended and lead trade shows and conferences, nurturing new relationships while following company sales process on consultative sales directly leading to ~$150k in annual recurring revenue • Leveraged multiple professional networking groups and strategic partnerships to create system of targeted and valuable connections, increasing territory footprint and company awareness in Charlotte • Developed company policy guidelines into employee manual for objection handling and redirection • Utilized long and short-term consultative strategies to target and convert new logo acquisitions

Top 5 Commercial Account Manager 2018, 2019: Year over Year Growth Consistently achieved overall sales target, profit dollars, product margin dollars, and YoY percentage territory growth on a monthly, quarterly, and yearly basis while directing professional customer sales and professional relations to national and regional accounts throughout the Carolinas. Key national clientele contributed to a 7% growth in owned territory business portfolio. Negotiated agreements between national retailers and professional customers through short and long term strategies, working closely with professional sales partners, and identified and met needs of professional customer by presenting products, services, and ideas in a positive manner to P/L. • Principle representative for professional accounts in support, product category growth, and professional relations for national partners and ~150 businesses representing $8MM portfolio • Increased professional business and YoY comp by 7% market growth with specific focus on regional and new accounts • Lead monthly product training for national accounts by partnering with professional retailers and product vendors • Prospected new business through short- and long-term strategies to maximize market growth • Worked cross-functionally with Retail Operations Team to execute commercial sales program model across assigned territory • Worked with national partners to communicate market trends and changes in industry to cultivate and encourage professional growth, trust, and relationships through delivery of Quarterly Market Presentations

Top 10 Account Executive, SMB: Q1, Q2, Q3 2017 Top 10 Account Executive, SMB: Q2, Q3, Q4 2016 Directly managed existing and new accounts for growth, upsell, support, and maintenance to maximize referrals and profits while generating new business, with the coordination of product initiatives, retailers, and marketing. Drove business awareness in unified communications as a service (UCaaS) to establish a consultative approach to immediately discover and navigate pain points, drivers, and objections to build trust and deliver world class solutions. • Drove business through relationship building and consultative sales management to increase market penetration and profit • Worked cross functionally with internal and external partners to deliver products and services efficiently, according to predetermined customer dates and timelines • Successfully managed 20+ targeted accounts, while staying up to date with business forecasts to generate new business and maximize market potential, utilizing ROI and financial analysis to influence accounts to make thought-out, well informed business decisions • Identified and executed opportunities in relationship sales methodology to increase volume, penetration, and sales opportunities while decreasing churn

Top 10 Citrix ShareFile Account Executive: Q1 2016 Top 10 Citrix ShareFile Account Executive: Q2, Q3, Q4 2015 Served as key leader in growth to support daily, quarterly, and long term targeted sales goals in the Real Estate Vertical, including Re/Max, Berkshire Hathaway, NAI Global, Sotheby’s International, the National Association of Residential Property Managers, and the North Carolina Association of Realtors. Senior Account Executive • Grew the National Association of Realtors account from headquarters to 37 locations in the mainland United States through trust and relationship management • Trained and developed the eight static lead generation representatives in the Real Estate Vertical • Developed, attended, and lead trade shows focused on enterprise associations and commercial entities to generate business relationships. • Identified new business opportunities in the Title Insurance and Mortgage industries, increasing vertical growth by 47% in first quarter of action, expanding the team and creating new markets. • Assumed responsibility for closing opportunities created by lead generation representatives • Performed 8-10 web demonstrations and video conferences per day • Created a strict follow up and calendaring process for other closers on the team to follow Account Executive • Promoted to Account Executive after 1 month in Lead Qualification Team • Expired 160% of quota for months spent as Senior Closer Lead Qualification Team • Promoted within 3 months to build new Lead Qualification Team (LQT), responsible for qualifying and closing inbound trials • Developed and cultivated best practices for new members of the LQT team • Expired over 240% of LQT quota Lead Generation, Sales Development • Cold Called 150+ leads per day to qualify prospects and schedule online web demonstrations for prospects to be closed by Senior Account Executives • Expired ~140% of quarterly quota

The most difficult and rewarding job of all... successfully sell, cultivate, and build the idea of mathematics to hordes of 12 year olds