Principal, Account Resume Sample
Hope Hyatt
535 Malachi Summit,
Houston,
TX
+1 (555) 318 7511
Work Experience
Principal Account Manager
05/2015
-
PRESENT
New York, NY
- Platform operations management by providing trending analysis of change service requests and daily, weekly, monthly review of platform statistics related to stability and capacity
- Ensure client satisfaction by providing successful client support and service delivery experience working to meet SLA’s and client expectations, develop action plan for addressing negative client feedback and reoccurrence of client issues
- Client commercial management by assisting with annual renewal quoting, revenue forecasting, SOW creation, change requests, and RFP responses, and working with finance and project support teams
- Timely and effective management of internal and external communications by organizing client operational status reviews, and working with relevant vendors and engagement stakeholders
- Client advocacy as the point of escalation for all Managed Services support related issues
- Effective management of client on-boarding
- Make outbound telephone calls to prospects or current customers and resellers to identify, manage and close sales opportunities
- Plan and prioritize sales activities and customer/prospect contact towards achieving/exceeding assigned sales targets
Principal Account Executive
08/2008
-
01/2015
New York, NY
- Manage product mix, according to agreed business aims
- Provide timely follow up, closure and tracking of all identified opportunities
- Provide regular business pipeline reports/forecasts for all business developed and closed
- Work closely with appropriate channel partners to develop & close new business opportunities
- Use customer and prospect contact activities tools and systems, and update relevant information including forecasts held in these systems
- Engage sales resources as required
- Attend training to develop relevant knowledge, techniques and skills as appropriate
- Elling business to business, 3 years of related experience in a high tech software company preferably within a two tier distribution environment
Senior Principal Account Director
07/2002
-
05/2008
San Francisco, CA
- Experience with Salesforce.com, Excel, PowerPoint, Word and Internal Information Tools
- Strong prospecting, phone and communication skills mandatory
- Strong skills in time management and organization
- Close business while achieving a high level of customer and partner satisfaction
- Develop a target reseller list in collaboration with Channel Marketing Manager to achieve forecast. Review channel results quarterly with Channel Marketing Manager and take steps to improve performance
- Conduct quarterly business planning sessions with Premium Providers. Monitor Channel Partner’s effectiveness in closing incremental and Forecpoint-passed business based on quarterly objectives they set
- Manage prospecting and sales activities in assigned territory. Identify and help close sales opportunities in the territory
- Lead sales presentations at reseller and end user locations
- With input from Inside Sales Representatives update and manage pipeline and prepare revenue forecasts
Education
Johnson & Wales University
1998 - 2002
Bachelor's Degree in Appropriate Discipline
Professional Skills
- Possess solid writing skills and strong verbal communication skills to work in a highly integrated team environment
- Outstanding organizational and interpersonal skills, able to handle multiple tasks simultaneously and prioritize accordingly
- Strong interpersonal and influencing skills with the courage and willingness to challenge the status quo to drive business objectives
- Excellent presentation skills (development and delivery)
- Excellent oral, written, presentation, and interpersonal skills
- Strong face-to-face presentation and facilitation skills
- Demonstrated skills in Pricing / Estimating, Contracts and Financial Planning and Management
How to write Principal, Account Resume
Principal, Account role is responsible for presentation, training, activities, interpersonal, commercial, english, leadership, planning, telecommunications, contracts.
To write great resume for principal, account job, your resume must include:
- Your contact information
- Work experience
- Education
- Skill listing
Contact Information For Principal, Account Resume
The section contact information is important in your principal, account resume. The recruiter has to be able to contact you ASAP if they like to offer you the job. This is why you need to provide your:
- First and last name
- Telephone number
Work Experience in Your Principal, Account Resume
The section work experience is an essential part of your principal, account resume. It’s the one thing the recruiter really cares about and pays the most attention to.
This section, however, is not just a list of your previous principal, account responsibilities. It's meant to present you as a wholesome candidate by showcasing your relevant accomplishments and should be tailored specifically to the particular principal, account position you're applying to.
The work experience section should be the detailed summary of your latest 3 or 4 positions.
Representative Principal, Account resume experience can include:
- Excellent presentation skills. Experience of designing and delivering training programs an advantage
- Strong sales presentation skills, has the ability to influence and impact an audience
- Strong verbal and written communications skills in English and German
- Executive communication skills, both written and oral/presentation
- Prior experience within the US DoD market and Defense industry
- Prior experience within the US DoD market, Defense industry and US Air Force
Education on a Principal, Account Resume
Make sure to make education a priority on your principal, account resume. If you’ve been working for a few years and have a few solid positions to show, put your education after your principal, account experience. For example, if you have a Ph.D in Neuroscience and a Master's in the same sphere, just list your Ph.D. Besides the doctorate, Master’s degrees go next, followed by Bachelor’s and finally, Associate’s degree.
Additional details to include:
- School you graduated from
- Major/ minor
- Year of graduation
- Location of school
These are the four additional pieces of information you should mention when listing your education on your resume.
Professional Skills in Principal, Account Resume
When listing skills on your principal, account resume, remember always to be honest about your level of ability. Include the Skills section after experience.
Present the most important skills in your resume, there's a list of typical principal, account skills:
- Strong communication skills (verbal, written, and presentation skills, 1:1 and 1:N)
- Prior business development experience in sales, account management or marketing
- Demonstrated skill in requirements gathering and cross-functional project management
- Proven experience in the use of computer-based support tools with an emphasis on Microsoft Office and planning tools
- Strong work ethic and demonstrated track record of retaining client revenue
- Participate in product/sales skills training as required
List of Typical Experience For a Principal, Account Resume
1
Experience For Principal Account Manager Resume
- Experience in leading proposal development in capturing $10M+ IDIQ contracts and associated Delivery Orders
- Monitors and creates reports that reflect Channel Partner’s effectiveness in closing passed business
- Excellent understanding and execution of formal sales training techniques, such as, Solution Selling
- Interfaces with the Channel Sales Team & Marketing on program implementation and training efforts
- Drive Individual sales in assigned territories, meeting and exceeding sales goals
- Comfortable working in a fast-paced, dynamic work environment with changing needs and requirements
- Fluent in negotiating complex agreements and communicating technical concepts and value propositions
2
Experience For Principal Account Executive Resume
- Maximize engagement with Bronto at as many levels possible,including executive, product, marketing, support, and strategy
- Maintain awareness of Bronto communications to customer base, including Strategy, Support, Product, Marketing
- Maximize engagement with Bronto at as many levels possible, including executive, product, marketing, support, and strategy
- Act as the PAM in addressing request from sponsors, ensuring proper internal assignment and timely response
- Ensure channel partners’ sale staff have required product and sales training on Amazon devices and accessories
3
Experience For Senior Principal Account Executive Resume
- Leverage existing relationships to position Neustar’s entire suite of products
- Intellectual curiosity, attention to detail, high energy, deliberate delivery, focused on winning and on client success
- Work closely with the Communication Solutions Product & Marketing teams to establish successful support and partner programs in support of Primary Account
- Work with the Smiths Group Government Affairs team to ensure proper funding is available for the account set in order to purchase Smiths Detection products
- All other aspects of the sales process, including
- Utilization, Sophistication, Engagement, Retention, Sending
4
Experience For Senior Principal Account Director Resume
- Support the Branch Chief SSAM and other Principal Account Managers (PAMs) in managing the portfolio of services assigned to SSAM
- Support the Chief SSAM in contributing to
- Coordinate with Inside Sales Representatives to produce lost sales/delayed sales reports
- Coordinate sales activities with other Field Sales reps and Regional Manager
- Develop relationships with key partners, distributors, resellers, VARs for the growth of our products within their markets. Pass business through to target Partners
- Manages a high volume and revenue Channel Pipeline to accurately forecast and deliver revenue commitments
- Works with the other Field Sales reps and Regional Manager to ensure smooth passage of business to the Channel
5
Experience For Principal, Account Executive Resume
- Experience: At least 2 years’ sales experience in security industry. Experience of vertical industry direct selling, familiar with Channel partners, explore new industry and territory with clear action plan, solution selling, healthy partner ecosystem. Strong business target orientation
- Participates in individual, group and department meetings in a manner that allows for the exchange of information
- Presents a professional image inside and outside of the organization
- Consistently meets commitments made to the company and associates
- Consistently meets or exceeds goals and financial performance targets
- Solicits input and feedback from inside and outside the organization on ways to continually improve
- Management of presentations, proposals and tenders
- Take ownership of the process to ensure successful closure of the opportunity
- Support the customer throughout the transition period and constantly look for future opportunities to expand across the account
6
Experience For Principal Account Manager, Jaipur Resume
- Proactively manage a base of existing accounts, supporting the day-to-day relationship with the customer, maintaining a thorough understanding of client’s business needs, issues, and priorities to assure a successful partnership and protect the revenue
- Manage assigned customers and budget base; pursue and secure business in line with the corporate and regional objectives
- Proactively manage a base of existing accounts, supporting the day-to-day relationship with the customer at the executive level, maintaining a thorough understanding of client’s business needs, issues, and priorities to assure a successful partnership and protect the revenue
- Develop strategic account plans and conduct Quarterly Business Reviews within top client accounts to ensure Neustar solutions are meeting the clients’ immediate and long-term requirements and needs
- Serve as the point of contact for the GSMA for general support items
- Utilize industry knowledge of the number portability ecosystem, including emerging technologies, portability, data suppliers and competitors to facilitate product direction
7
Experience For Principal, Account Resume
- Expand relationships within existing accounts and help uncover incremental revenue opportunities and additional ways to enable clients to get value out of licensed services, partnering with sales on any new business opportunities
- Nurture and enhance account relationships with assigned clients to support attainment of annual objectives and managing client churn
- Develop and maintain key executive client relationships
- Develop and execute Strategic Account/Territory plans
- Improve and drive product and services specific strategies and sales cycles
8
Experience For Principal Account Manager Resume
- Champion new ideas, initiate change, think “outside of the box,” and drive innovation
- Research and analyse competitive and industry trends (e.g. analyse sales statistics, prepare reports, study literature regarding new and existing services and monitor sales, prices and services of competitors) ; recommend appropriate measures
- This job would primarily encompass handling customers from office
- Support the business units organizations with accurate market, customer and competitive intelligence information
- Proactively manage a base of Strategic accounts, supporting the day-to-day relationship with the customer at the executive level to identify pipeline and strategic opportunities to meet and exceed bookings objectives
9
Experience For Principal Account Executive Resume
- Develop plans and strategies to grow business and achieve company’s sales goals
- Develop, manage, and expand key executive client relationships within accounts to position Neustar’s suite of services
- Define sales processes that drive desired outcomes and identify improvements where and when required to support the Primary Accounts
- Monitor customer earnings, strategy, market, and competitor activity and provide feedback to company leadership and other company functions
- Understand and effectively communicate Neustar’s value proposition, technology, processes, and partnerships as they relate to the growth of current and new revenue in the Primary Account
- Utilize industry knowledge and customer feedback to facilitate product direction
- Management and expansion of the account relationship. The manager shall create/expand relationships throughout the entire account set in order to fully understand the TSA’s passenger and cargo screening & response needs and develop solutions to meet those needs
- Build relationships with key TSA personnel and understand their specific areas of responsibility within the agency
10
Experience For Senior Principal Account Executive Resume
- Provide oversight, guidance and support to the any and all members of the Integrated Account Team (IAT) to make sure all aspects of the account are managed properly. Participate in internal and external program management reviews
- Participate/contribute to internal Sales meetings
- Apply CRM processes to ensure a systematic approach to the management of current and future customer relationships, including sales, marketing, customer service and technical support
- Serve as a key member of the US Federal Sales Team in helping to drive overall AWS market and technical strategy – contribute to strategies, program development, investments, channel development and other important efforts to make AWS the best fit for our customers’ needs
- Market Knowledge and relationships in the NY/NY/PA region
- Considered an expert in Government Aviation and demonstrates wide-ranging experience using professional concepts and company objectives to resolve complex issues in creative and effective ways
- Support the business units’ marketing organizations with accurate market, customer, and competitive information
- Provide ROM and or/FFP proposals to the Customer consistent with the assigned level of Delegation of Authority
- Identify Customers’ needs and new-client relationships
List of Typical Skills For a Principal, Account Resume
1
Skills For Principal Account Manager Resume
- Excellent project, program and portfolio management skills, with a knowledge and experience of contract and/or supplier management
- Excellent communication skills to articulate expectations, needs and direction to management, peers, partners and on a 1:1 basis
- Effective communication skills both written and verbal English and verbal in Tamil
- Proven leadership skills in performance development, as well as business development / market strategy
- Consultative selling skills and commercial acumen
- Help build structure, tools and processes that allow this team to grow and scale effectively
2
Skills For Principal Account Executive Resume
- Demonstrated Project Management experience, attained in a military, defence, or industry organization
- Demonstrated ability to negotiate skillfully in tough situations with internal and external stakeholders
- Prior recent experience with Air Combat Command, and/or WPAFB ISR SOF PEO, and/or USN PEO U&W programs, plans, CONOPS, and organizations
- Demonstrated track record working across a complex client environment to sell multiple solutions to multiple buyers delivering multiple value propositions
- Proven success selling to carriers in a highly challenging and dynamic environment
- Several years of technology related sales, business development, or sales engineering/consulting experience
- Technical operations management experience, preferably working with cloud or SaaS solutions and services
- Demonstrated understanding of analytical principles and processes
- Knowledge and experience involving the development or acquisition, implementation and sustainment of major Command and Control systems and/or programmes
3
Skills For Senior Principal Account Executive Resume
- Proven knowledge and understanding of Customer Relationship Management
- Passionate and hardworking with a hunger to grow as a professional and a strong individual contributor
- Experience managing complex sales campaigns
- Strong consultative approach and client relationship management capabilities
- Demonstrated ability to mentor or direct technical support teams
- Extensive and recent operational experience (at least 5 years) in the use of fielded CIS systems
- Extensive experience and network in the tourism/travel/leisure & business travel industries
4
Skills For Senior Principal Account Director Resume
- Open to change with experience of change management, innovation and transformation initiatives in a technology driven environment
- Solve problems, leveraging both existing, proven products and new services designed to disrupt existing markets
- Experience working internally across engineering, product and other technical teams
- Experience building and growing complex relationships with long sales cycles
- Experience dealing with the Defense Logistics Agency (DLA) and US Army
- Professional direct and indirect channels experience in highly technical complex change-mode selling environments
- Experience presenting to SVP and C-Level
- Experience in Sales, Account Management, Business Development or Partnerships ideally for a SaaS or Paas company
- Demonstrates impeccable sales acumen with passion and drive for success
5
Skills For Principal, Account Executive Resume
- Effective team player with ability to build and maintain positive relationships
- Digital ad sales experience as an individual contributor
- Ad sales experience
- Experience in managing large change initiatives and commitment to implement change sustainably
- Direct experience with the management of profit and loss (P&L) business in excess of $50M in revenue
- Multi-task, juggle many high priority activities at once, and respond in a timely manner
6
Skills For Principal Account Manager, Jaipur Resume
- BA or BS with 5+ years of Account Management experience
- Knowledge and experience with the Canadian Aerospace and Defense market
- IT Services delivery experience
- Demonstrated ability to balance among customer, quality, cost, delivery, and process metrics/goals
- BA or BS with 10+ years of Account Management experience
- Demonstrated track record of consistently surpassing quota, new business and overall revenue and/or profitability goals
- Proven ability to identify, open, navigate and close solution sales in excess of $1 million within the Hospitality, Hotel and/or Air Travel vertical markets
- At least ten years of relevant experience in the aerospace industry
- Demonstrable knowledge and experience of Service Management principles and execution in a similar organisation or environment
7
Skills For Principal, Account Resume
- Business Acumen & Strong understanding of CFS Operations
- Proven track record of Individual sales
- Professional sales executive experience in a highly technical and complex selling environment
- Proven success selling to carriers in the EMEA Region
- Strong understanding of the number portability ecosystem – data suppliers and customer across segments (e.g., operators, social network providers, hubs)
- Results driven, team player with strong sense of responsibility
- Unite internal teams for effective solutions development and delivery
- Excellent written and verbal communications kills
- Professional sales experience in the Communications sector
8
Skills For Principal Account Manager Resume
- Market experience and related relationships in NYC and/or CT
- Background and experience with overseeing and managing ISO 9001 systems and controls or similar quality metrics
- Experience in contracts requiring compliance with the Federal Information Security Management Act (FISMA)
- Background and direct experience with financial project management tools, reporting, and accounting systems such as Deltek Costpoint or similar
- Domain experience: Telcommunications Services, Managed Services Networks & IT, Digital Services Portfolio (OSS & BSS)
- Leadership or line management experience
9
Skills For Principal Account Executive Resume
- Outgoing self-starter with a long-term focus on making an impact within our rapidly growing company
- Arranging and conducting product demonstrations
- Understanding of the U.S Navy and/or U.S Air Force requirements process and DoD budget process
- Prospecting and identification of potential opportunities
- Participating in trade exhibitions/conferences and industry day meetings
10
Skills For Senior Principal Account Executive Resume
- Creating quotations for customers/prospects
- Contributing to major proposals for the account for which the manager is responsible
- Managing the Sales forecast for the account set
- Understanding of domain and the optical product set
- Prospecting and build new business, which typically accounts for 75% of the time spent in the role
- Transitioning prospects into active clients through a consultative and challenger sales approach
- Responsible for developing and maintaining detailed account plans and meeting with airlines regularly to understand their strategy, needs and objectives
- Become familiar with Datorama market positioning, backed by Salesforce Marketing Cloud
- Develop working partnerships with the Datorama Customer Success team supporting your customers
List of Typical Responsibilities For a Principal, Account Resume
1
Responsibilities For Principal Account Manager Resume
- Ten (10) or more years of Program Management and business development experience
- Extensive experience in selling services / products in service industries with intensive use of technology
- Proven ability to quickly understand and analyze complex technical requirements and business needs
- Experience in enterprise software sales or services
- Be part of the business unit management team to build high performing and efficient organisation following appropriate corporate governance standards
- Engage in Contract Discussions, Negotiating renewal terms
- Maintain Accurate Pipeline of existing opportunities
2
Responsibilities For Principal Account Executive Resume
- Execute Communication Plan with Accounts, including Welcome Series, CSPs, Success Plans and Executive Reviews as appropriate
- Pro-active team player who understands collaboration and sharing
- Responsible for orders capture
- Follow-up on post sales
- Plan sales calls and close sales
- Coordinate with other business units where applicable to maximize sales opportunities and customer satisfaction
- Errors in judgment or failure to achieve results would result in the expenditure of large amounts of company resources
- Networks with key contacts outside own area of expertise. Serves as a consultant to management and special external spokesperson for the organization on major matters pertaining to its policies, plans, and objectives
3
Responsibilities For Senior Principal Account Executive Resume
- US Citizenship with the ability to obtain and hold a Secret Clearance
- Financial Management experience with an attention to detail in the Management of Government Contracts, the preparation of Government Invoices and the Management of Government Financial records
- Work independently and under firm deadlines, prioritize workload and effectively interface with all departments involved in the financial approval process including Contracts, Subcontracts, Corporate Finance, and appropriate signature authority levels for review and approval
- Management and expansion of the account relationship. The manager shall create/expand relationships throughout the entire account set in order to fully understand the TSA’s cargo screening & response needs and develop solutions to meet those needs
- Maximize Retention and Annualized Contract Value of Customers
- Address Satisfaction Issues to Resolution
- Close and Provisions deals in Netsuite
- Suggest Upsell Opportunities such as Services opportunities, and Add-ons
- Message and Drive Attendance to the Bronto Customer Spotlight events
4
Responsibilities For Senior Principal Account Director Resume
- Is escalation point of contact for customer satisfaction issues
- Negotiate concessions where appropriate for customer satisfaction purposes, and with manager approval
- Drive Account Management Key Objectives within Accounts
- Suggest Internal initiatives to push forward
- Suggest Professional Services where necessary
- Maximize Key Performance Metrics
- Maintain high retention rates with customer base
- Minimize revenue decreases in contract value
5
Responsibilities For Principal, Account Executive Resume
- Maximize revenue growth in key accounts
- Lead the Pursuit Order Capture process
- Strategic Influence (Group Informatics functions to GIS and GIS to Group Informatics functions)
- Maximize Retention and Annualized Contract Value of Strategic Account
- Close and provision deals in Netsuite CRM
- Suggest Upsell Opportunities such as Services opportunities, and Addons
- Travel to customer/brand locations regularly to build relationships and present Customer success presentations and QBRs
6
Responsibilities For Principal Account Manager, Jaipur Resume
- Message and drive attendance to Bronto sponsored events and trade shows
- Act as the PAM during the start-up and initiation stages of SLAs and SSPs, coordinating the necessary stakeholders for the preparation of the formal NCI Agency offers
- Ensure that formal NCI Agency offers meet Agency’s quality standards and are in line with the expectations of sponsors, including quality acceptance criteria, scope and timelines of the formal NCI Agency offers
- Manage, Monitor, understand, and communicate to sponsors the progress on request processing, all through the project lifecycle
- Manage the portfolio with regard to its financial status (Planned versus Contracted and actual incomes), operational status (delivery of services and milestones), and forecast (future cooperation)
- Support the Chief SSAM in providing reporting material on the status of the portfolio, including for the development of the SLAs and SSPs, Monthly reports, quarterly Service Level Reviews and Annual report
7
Responsibilities For Principal, Account Resume
- Support the Chief SSAM in initiating, developing and maintaining business relationships with sponsors ensuring developments of coherent SLAs and SSPs
- Take proactive initiative in nurturing sponsor relationships and promote the NCI Agency’s capabilities across the different C4ISR domains
- Develop and implement Cooperation Models to foster smooth implementation of SLAs and SSPs with Customers
- Support the organisation of workshops and symposia and speak at appropriate venues on items of interest to the sponsors in the NATO context. Coordinate participation of other branches of the NCI Agency in these venues
- The role also includes optimization of the account’s performance and to enable seamless transition to operations
- Management of the Profit & Loss for the sales territory
- Support the business unit’s organizations with accurate market, customer and competitive intelligence information
- Sales responsibility for IP and Optical Transport portfolio with a key customer
- Manage the day to day operations and delivery of a large account - locally and internationally
8
Responsibilities For Principal Account Manager Resume
- Maximize customer relationships and loyalty
- Manage a successful team of three senior sales staff
- Optimise the account team’s performance and to enable seamless transition to operations
- Manage the sales and delivery aspects of the account
- Considered an expert in territory within the organization. Having wide-ranging experience, uses professional concepts and company objectives to resolve complex issues in creative and effective ways
9
Responsibilities For Principal Account Executive Resume
- Coach, mentor direct reports to build up a strong succession plan
- Support the business units’ marketing organizations with accurate market, customer and competitive information
- Work closely with other departments and other Container Business brands to ensure cost and market leadership and joint achievement of the business unit and group strategic objectives
- Ensure a market leading position in customer satisfaction and service delivery for assigned areas
- Identify and secure business to meet and exceed the revenue, volume and contribution margin targets set for the team
10
Responsibilities For Senior Principal Account Executive Resume
- Ensure the team has detailed, updated and accurate record of market conditions
- Identify, develop and improve commercial business processes, including systems and SOPs, for the assigned area which enable the business unit to be a market leader on service delivery and customer satisfaction
- Coordinate and assist with development of non-commercial business processes to ensure seamless transition between functions. This include coordination with external stakeholders
- Assist, as required, in all aspects of project implementation
- Commercial expertise - Ability to build and implement an integrated Account Development Plan. Track record of Account management including complex negotiations within very competitive environments
- Work in a dynamic, entrepreneurial organization, both in a team and in an independent environment
- This role requires onsite daily work in the Woodland Hills location
- Self-starter, individually motivated, confident and able to execute all aspects of sales cycle with collaborative guidance from internal resources
- Consistently meet and exceed sales revenue goals. (100%)
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