Maureen Massari
Tampa, FL
(813) 451-6544 /[email protected]
PROFESSIONAL PROFILE
Self-motivated and revenue driven sales executive and leader that thrives on maximizing the quality of the
customer experience. Experienced in diverse areas of strategic account management, enterprise sales, direct
sales, channel sales, prospecting, customer service and sales operations.
Distinguished career within high-growth technology organizations from start-ups to established market
leaders and revenue stream development in turnaround situations.
A deep and proven record of achieving impactful success across multiple technology verticals.
EnthusiasticOutgoingDedicated
15+ years sales/leadership experience
in all areas of sales principles,
processes and disciplines.
Solution
selling
opportunity
development, pipeline management,
forecasting
methodologies,
ROI
strategies, negotiation and closing
techniques.
Entrepreneurial spirit
Relationship management
Territory expansionnew customer
acquisition, retention and growth.
Team
developmentmentoring,
coaching,
resolving
conflicts,
improving morale and accountability.
Excellent communication, attention to
detail, organizational
and
time
management skills.
Customer service
Salesforce & MS Office proficient.
EXPERIENCE:
2016-2016
ReEmployAbility, Inc. Tampa, FL
Sales Manager: Led sales team selling return-to-work services in workers compensation industry.
2015-2016
Established new sales goals and incentive bonus plans to maximize OTE.
Created KPIs to measure teams progress and performance.
Managed team of Client Services Managers to provide excellent customer service to clients.
Motivated and managed team of multi-state Account Executives to maximize revenue generation.
Identified additional opportunities within key accounts.
Handled customer service issues to resolution.
Created opportunity pipeline to manage throughout sales process within CRM.
Forecasted business in the pipeline.
Established Business Development role dedicated to prospecting and lead qualification.
Attended industry conferences.
ICDLogic LLC Tampa, FL (start-up)
Business Development Executive: cloud-based clinical documentation tools.
Grew pipeline 20% quarter over quarter through various demand generation activities.
Conducted product demonstrations to potential clients.
Managed opportunities throughout the sales cycle and updated CRM accordingly.
Forecasted business in the pipeline.
Prospecting and lead qualification.
Attended industry conferences.
Maureen Massari, Page 2
2014-2015
Medisafe America LLC Tampa, FL
Inside Sales Manager: Led sales team selling capital equipment to healthcare market.
2010-2014
Greenway Health (formerly Sage Software) Tampa, FL
District Inside Sales Manager
Led sales team selling electronic medical record solutions.
2009-2010
Hired and motivated territory sales executives to maximize sales revenue.
Established sales territories.
Created lead development process.
Grew pipeline 25% within initial six months.
Increased sales 18% over prior fiscal year.
Forecasted annual, quarterly and monthly sales targets.
Established various sales teams for targeted market penetration.
Created KPIs to consistently measure teams progress and performance.
Coordinated with Sales Operations to update CRM to capture key data.
Worked with senior management to create incentive commission plans.
Created additional daily, weekly and monthly sales incentive rewards.
Created sales campaigns in conjunction with Marketing.
Established Inside Sales Support position to handle non-selling activities.
Resolved customer complaints and handled incoming issues.
Provided input to Product Management based on customer/market feedback.
Hired and led top performing team for new SaaS solution through various business development
activities resulting in pipeline growth of additional $300K within first six months.
Increased pipeline 25% YOY generating $14 million in products and services resulting in
exceeding annual quota by 15%.
Created new regional sales associate roles to cross-sell products which resulted in closing an
additional $600K in incremental revenue over six months.
Cultivated atmosphere of motivation, culture of excellence and employee empowerment to
improve team performance.
Created quarterly sales incentive programs.
Resolved customer complaints and issues.
Established new demand generation process in collaboration with Marketing.
Collaborated with key internal resources to enhance productivity-Sales Ops, Marketing,
Implementation and Delivery, Project Management, Product Management and Training.
Played a key role assisting Executive Management during merger transition.
Earned annual Presidents Club awards.
Financial Foundation GroupTampa, FL
Financial Consultant
Represented major financial firms selling life insurance and retirement products.
Assisted Director in establishing new office/team based out of Tampa.
Maureen Massari, Page 3
1999-2009
CA Technologies, Inc.
2005-2009, Inside Sales Channel Manager, Tampa, FL: Led sales team accounting for as much as
$50m in total contract value sales per year.
Worked strategically with Management to help create partner programs that would enable, reward
and compel resellers to recommend CA solutions.
Created joint business plans with C-level contacts to identify goals, strategies and activities
within partner accounts.
Grew average transaction size by 15% resulting in more than $3M in incremental revenue.
Increased annual number of generated pricing proposals by more than 10% by creating repeatable
lead generation activities within targeted accounts.
Promoted CAs enterprise management, server solutions and maintenance renewals through
strategic partners by creating joint sales and marketing initiatives.
Collaborated with internal resources to leverage existing relationships with end users to
strengthen channel partnerships.
Recruited new transacting partners.
Established new team of transactional license and maintenance renewal specialists.
Promoted numerous sales executives to various roles.
Resolved escalated customer complaints.
Earned multiple sales MVP awards.
1999-2005, Sales Executive, Long Island, NY
1985-1994
Exceeded sales goals in prospecting, strategic account management and revenue generation.
Led the revenue growth for $18M partner account by exceeding a 20% growth rate.
Developed joint partner business plans with C-level contacts.
Ranked in top 5% resulting in numerous promotions.
Resolved customer service issues.
Recognized as a trusted adviser by clients and peers.
ERI, Inc., Long Island, NY ($125m VAR start-up acquired by EDS in 1993)
National Account Manager: Key individual contributor and leader.
Identified clients needs and developed turnkey solutions for Fortune 500 companies by working
with key decision makers and collaborating with sales engineers, distribution and vendors such as
Motorola, Sun Microsystems, NCR, CISCO, AT&T, HP and Microsoft.
Hired and led sales team that grew sales to over $48 million in new total contract value in
hardware, software, services and leasing revenue resulting in 28% YOY growth.
Defined and deployed new processesSales, Customer Service and Sales Operations.
Key contributor to organizational growth from 10 to over 300 employees nationwide.
Achieved annual Presidents Club awards consistently.
EDUCATION:
B.S. Business Administration--New York Institute of Technology (1993, Old Westbury, NY)
Maureen Massari, Page 4
PROFESSIONAL TRAINING AND DEVELOPMENT:
Sandler Sales TrainingPresidents Club Workshop
Sales Performance International (SPI)Leadership Skill-building (1 day workshop)
SPISolution Selling (2 day workshop)
The Solution Selling Fieldbook by Keith M. Eades
To Sell Is Human by Daniel H. Pink
Customer Centric Selling by Michael T. Bosworth
Skillpath Seminars Coaching for Success
Skillpath Seminars Fundamentals of Successful Project Management
Dale Carnegie Leading Successfully
Dale Carnegie High Impact Presentations
Dale Carnegie Effective Communication and Human Relations (earned Highest Achiever award).
REFERENCES FURNISHED UPON REQUEST
