Senior Sales resume example

• Directed the Salesforce Customer 360 account strategy for five UK financial-services groups; delivered £2.64m in new and expansion bookings against a £2.40m FY2025 quota (110%), with finance validating credited orders and excluding pass-through services.
• Reset account planning after two stalled transformations: mapped adoption, renewal risk and sponsor authority before proposing an upsell; retained £3.10m of a £3.20m opening ACV cohort and added £460k in expansion during FY2025, tracked separately.
• Ran customer discovery with c-suite decision makers, architecture leads and risk committees; challenged value hypotheses against branch-service workload and a costed migration plan, securing three executive-approved business cases without promising untested AI savings.
• Led a nine-month end-to-end sales process spanning procurement, security review and commercial negotiation; team selling with Salesforce specialists and two implementation partners closed a £980k platform agreement with acceptance criteria attached to the statement of work.
• Redesigned territory identification around insurer distribution models and banking change budgets; coached three AEs on whitespace prospecting, generating six sales-accepted opportunities from a 28-account focus list across two quarters.
• Established a customer communication cadence linking each value proposition to an owner, baseline and approval gate; quarterly sponsor reviews exposed two adoption risks early and kept both accounts on their agreed renewal and rollout plans.
• Kept Salesforce opportunity stages tied to confirmed buyer actions, mapped decision-makers and procurement dates, and separated committed revenue from deals lacking a verified next step.
• Owned account-planning follow-ups using Salesforce opportunity notes, resolving gaps between customer discovery, the value proposition and the agreed buying process.
• Built a team-selling handoff using customer-confirmed success criteria, enabling the solution specialist to demonstrate the agreed use case without repeating discovery.

• Led Dynamics 365 Sales and Customer Service proposals for regional banks in FY2019, bringing branch operations and information-security owners into discovery before pricing; won five of 12 qualified pursuits, including a six-business-unit rollout with phased acceptance gates.
• Negotiated strategic alliances with two delivery partners for regulated-cloud migrations, documenting subcontractor access, escalation paths and commercial boundaries; both partners adopted the joint review checklist and closed six pre-contract delivery risks before customer signature.

• Developed Oracle Sales Cloud opportunities with commercial-lending and insurance teams in FY2015; mapped incumbent systems and renewal windows across 46 accounts, generating 15 sales-accepted opportunities from 23 completed discovery meetings.

• Established a customer satisfaction review across five financial-services groups, combining sponsor feedback with adoption and unresolved support trends; resolved seven of nine agreed recovery actions before renewal discussions while keeping survey comments separate from booked revenue.
• Introduced an executive deal-review standard that required buyer confirmation, partner dependencies and a signed next step before forecast promotion; three account teams adopted it and removed four unsupported commit entries from the next quarterly forecast.
• Owned the simulated account review using a structured discovery rubric, resolved contradictory buying assumptions and completed a proposal with explicit customer success criteria.

Relevant coursework: Financial accounting, statistics, operations management, organizational behavior

• Published an independent sales case note using fictional account evidence, explaining qualification decisions, unanswered objections and the difference between a forecast and a customer commitment.