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Summary

Self-motivated software Sales Professional with 4+ years selling SaaS in the HIT sector, specifically EHR/PM/RCM. I believe in a consultative sales approach, really listening upfront to what my clients hope to fix, accomplish, or avoid, and tailoring my entire sales process to be meaningful for each decision maker. I am experienced with a full sales cycle, and am not above prospecting to self-generate opportunities. I am interested in net-new and install base positions in software sales.

Experience
Account Manager | Small Groups
July 2018 to March 2019
Office Practicum Fort Washington, PA
  • Net-new sales of SaaS based EMR/PM/RCM into 1-2 provider pediatric practices in the northeast territory - 90% remote
  • Work SQLs from BDS team and self-generate opportunities 
  • Full sales cycle, discovery, demo, deep-dives, interoperability assessment (labs, HIEs, imm reg), quote, contract/negotiation, and implementation advancement
  • Responsible for 750k in ACV/year | avg. deal = 5k-30k
  • Fastest rep to product certify - completed 60 days after hire
  • Team trainer for new hires - demo certification, Salesforce orientation, and outbound calling guidelines (for BDS team)
  • SME and Project Owner for: Outreach.io (sales enablement plugin) and developed, implemented, and oversaw full SE and BDS adoption of new Practice Workflow Survey - updated process for pre-contracting data collection
Sales Executive | Remote
April 2016 to November 2016
athenahealth San Francisco, CA
  • Advised on cloud-based healthcare solutions for 1-6 provider practices of various specialties
  • Demoed new and existing clients on athenaOne - comprised of a network-enabled RCM/billing product, EMR, practice management and patient engagement tools.
  • Trained to advise on MACRA (MIPS/APM) and PQRS
  • Responsible for $325k/quarter
  • *Tenure ended November 2016 for medical care
Account Representative
January 2015 to February 2016
Practice Fusion San Francisco, CA
  • Closed 40-60 deals per month - 370k yearly quota; Avg deal size: $700/month, $9,000 per year of MRR
  • Upsold medical providers on partnered billing integration, Updox e-fax, after-hours support, labs/radiology ordering, and e-Rx
  • Managed 100+ leads daily using Netsuite CRM
Education
Bachelor of Science : Applied Psychology, 2012 Ithaca College Ithaca, NY, USA
Strategic Selling and Conceptual Selling : 2019 Miller Heiman Group Tampa, FL, United States
This resume is created in 7 minutes.
Professional Summary

Dedicated Business Management professional who thrives on prospect targeting. Knowledgeable in system analystics and integration, key account management and  financial services. Offers a successful career history comprising more than 4 years. Consistently exceed sales quotas by leading customer to action. Dependable, outgoing team player focused on driving organizational objectives through a commitment to client satisfaction, retention and helping organizations run efficiently.

Work History
Senior HRIS Analyst Feb 2018 - Aug 2018
Schiebel & Associates, LLC Atlanta, Georgia

Senior HRIS Analyst hired to lead design development, integration and implementation of a    as the lead analyst responsible for the integration of existing business systems with a new translate internal needs of brokers and external needs of clients' to creat one cohesive process. completely customizable clients' and their employees to enroll in group benefits. By applying multiple business systems along with the  for the integration of a system a user-friendly platform  cohesive platform  the development and implementation of a customized, hassle-free platform  group benefit enrollment platform designed  and launch a customized, user-friendly system strategically designed to change the way group benefit enrollment periods  a more cohesive and hassle-free process for , on boarding, payroll, ACA  process while also minimizing user errors benefit enrollment,  both broker and HR tasks open enrollement for benefits period.a new system designed to simplify clients'  group benefit enrollment process for their employees , oboarding, PTO,  to eliminate errors clients' experience during employee open enrollment periods.  provides a lot of functionality for administering online benefit enrollment/compliance on design development, and implement 

  • Conducted meetings with decision makers, including developing user procedures, guidelines and documentation. 
  • Trained HR Teams and employees on new processes and HR System functionality.
  • Directed onsite training for client companies to maximize system productivity, enforce compliance guidelines and conduct standard testings

Lead analyst responsible for the design and integration of a hassle-free platform  Employee Self Service

Executive Assistant Dec 2016 - Feb 2018
Seaside Pavers & Tile, LLC Saint Simons Island, GA

Executive Assistant (part-time) to the owner of Seaside Pavers & Tile, a small company specializing in custom outdoor living spaces and hardscape. 

  • Demonstrated very strong skills in Microsoft Office applications including MS Word, Excel, Powerpoint and Outlook. 
  • Managed Executive's Calendar (and email), including scheduling and and managing meetings.
  • Responsible for coordinating complex and frequently changing travel arrangements, managed travel expense reports and helped make and monitor department budgets.
  • Created expense reports, budgets and filing systems.
  • Conducted research to prepare, gather and proof briefing materials, agendas and decks for all executive-level meetings. 
  • Excelled at building positive relationships in a fast paced environment  and often supported high level staff with spreadsheet analysis, report reconciling and interpreting data. 
  • Require minimal supervision. 
Caregiver Nov 2016 - Jan 2018
Leave of Absence Saint Simons Island, GA
  • Provided care during a family member's illness.
  • Remained focused on completing compliance hours for Florida, while simultaneously preparing for the Georgia Life & Health exam.
Property Management Administrator Jun 2016 - Oct 2016
GW & Associates Lawrenceville, GA
  • Assisted three Property Managers with all administrative activities and client service issues for a total of 40 HOA communities.
  • Created weekly and monthly reports and presentations.
  • Managed the receptionist area, including greeting visitors and responding to telephone and in-person requests for information.
  • Drafted meeting agendas, supplied advance materials and executed follow-up for meetings and team conferences.
  • Served as central point of contact for all outside vendors and homeowners needing to discuss or gain access to a community.
Account Manager Oct 2015 - Apr 2016
Roswell, GA
  • Cultivated new book of business for the Phoenix, AZ territory through cold calling, database mining and market research.
  • Targeted new long-term business partner prospects and closed first five deals within 11 hours, in the Technical Services industry.
  • Identified strategic partnerships and gathered market information to gain a competitive advantage.
  • Consistently met corporate objective to carry out 200 cold or warm calls per day and gained 78 new clients in six months, increasing territory revenue by 50%.
  • Negotiated rates to cut costs and benefit corporate partnerships.
National Account Executive Oct 2014 - Dec 2015
Divots Sportswear Company Norcross, GA
  • Promoted from Executive Assistant to National Account Executive after two months.
  • Produced personal book of business through market research, cold calling, and referrals.
  • Selected seasonal merchandise from warehouse each quarter to create a visually appealing showroom inside the corporate headquarters, prompting many successful walk-in sales.
  • Chosen to attend the PGA Merchandise Show two years in a row.
  • Emphasized product features on analysis of customers' needs.
Financial Services Representative Dec 2013 - Oct 2014
MassMutual Financial Group Orlando, FL
  • Conducted market research for potential clients to pursue sales, and maintained friendly and professional client interactions to build rapport.
  • Assesed financial situations clients tell me about s client during a meeting and immediately began   to determine strategies for meeting clients' financial objectives.
  • Compiled coverage and rating information in an accessible format and presented account proposals to prospective clients efficiently.
  • Voluntarily attended corporate workshops once a month, focused on the many ways to maximize personal knowledge to gain more prospects and/or clients. 
  • Maintained friendly and professional customer interactions  
Technical Skills
  • Software testing
  • Employee training and development
  • Advanced clerical knowledge
  • Travel planning
  • Deadline driven
  • Internal communications
  • Customer and client relations
  • Teamwork and collaboration
  • Account reconciliation
  • Letter preparation
  • Consultative selling
  • Relationship building and management
  • Mentoring and coaching
  • Operations
  • Database management
  • Order processing
  • Interpersonal skills
  • Optimizing business processes
  • Vendor relations
  • Product knowledge
  • Staff management
  • Lead prospecting
  • Sales expertise
  • Territory management
  • Networking skills
  • Oral and written communication
  • Strategic planning
  • Financial reporting
  • Relationship management
  • Forecasting
  • Sales skills
  • Business planning
  • Understanding of financial planning
Education
Bachelor of Science: Business Administration 2013
University Of Central Florida Orlando, FL

Business Administration 

Member of: Alpha Delta Pi Sorority, 4ever Knights Alumni Association, O.S.S.M. (Out of State Student Mentor) Program.

This resume is created in 7 minutes.
Professional Summary

Seasoned sales professional with 20 years' experience in sales roles with a focus on Software and Cloud Solutions to the C-suite at global Enterprise F500, F1000, as well as Mid-Market organizations. Top Performer who is meticulous and excellent at juggling multiple tasks and working under pressure. Broad industry experience includes Public Sector, Technology, Healthcare, Gaming, Finance and Legal.

Skills
  • Cloud Industry expertise
  • Ambitious and competitive
  • Strong verbal communication
  • Powerful negotiator
  • Strategic long-term relationships with clients, partners, and colleagues
  • Selling to the C-suite
  • In-depth knowledge of Salesforce
  • Strategic account development
  • Remote & In Person Presentation
  • Persistent Yet Respectful      
Work History
Senior Account Executive, 02/2018 to Current
Veeam Software Davis, CA
  • Solution: Veeam Intelligent Data Management platform for on premise, cloud and hybrid deployments to accounts up to 20,000 employees. 
  •  Developed a new sales territory for Sacramento, Central Valley and Northern Nevada, up-selling and closing business to new and existing customers in the Commercial space.
  • Fostered, developed and leveraged internal teams (inside sales, marketing, and engineering) as well as: traditional VARs, Corporate Resellers (CDW & SHI), Major Nationals and Alliance partnerships in developing net-new business streams. Alliances include HPE, Pure, Cisco, Exagrid, NetApp, and Nutanix.
Sr. Strategic Account Executive, 01/2005 to 02/2018
Iron Mountain Davis, CA
  • Solutions: Cloud Storage, Cloud DR, Cloud Replication, Data Center Colo, ITAD  for  Enterprise Accounts in industries such as Finance, Technology, SLED, Legal and  Healthcare in the Western States.
  • Negotiated prices, terms of multi-year agreements with contract values of $1M+.
  • Track Record of closing largest Cloud multi-year and multi-service agreements.
  • Current customers include Apple, AMAT, Flex, Xilinx, Globalfoundries, Peak 10/ViaWest, Envision Healthcare, Core-Mark, Seagate, Nvidia, and Juniper.
  • Exceeded quota and awarded Chairman's Club multiple years.
Account Executive, 11/1999 to 07/2004
ea consulting Folsom, CA
  • The first account executive selling SAP Software, Implementation and Cloud Services to the SLED market.
  • Identified new opportunities and generating leads through heavy cold calling (50+ calls/ day), sales campaigns with telemarketing department, trade shows leading to new revenue with an average sales cycle of 9 months for contracts averaging $9M.
  • Managed full life cycle of the sale from responding to RFP's, presenting SAP software, implementation services &Cloud services, negotiating and finalizing contracts with CFO's and CIO's.
  • Developed strategic alliances with SAP, Siemens, IBM, Deloitte, BearingPoint (KPMG), Microsoft and Hewlett-Packard in order to leverage maximum market penetration.
  • Ranked #1 in Sales and exceeded quota multiple years.
Director of Sales & Marketing, 03/1999 to 11/1999
Paradux Concepts, Inc Davis, CA
  • The first and only sales representative responsible for selling and marketing of back-end Internet software development services and software applications for businesses and governmental agencies in the United States.
  • Doubled company annual revenue.
  • Identified opportunities and generating leads through heavy cold calling (60+ calls/ day), advertising, attending industry networking groups, seminars and trade shows leading to new revenue with a typical sales cycle of 60 days for contracts of $2,000-$100,000.
  • Presented products and services, addressing questions, negotiating price and consulting and analyzing essential business needs during customer sales calls to CEO's, CIO's, and VP's of Engineering.
Western Region Sales Associate, 03/1998 to 01/1999
H.T.E., Inc (SunGard) Fair Oaks, CA
  • Responsible for sales support for the Western United States territory while measured on a team quota.
  • Product offerings include enterprise-wide software applications designed for public-sector organizations running on the AS/400 and Windows NT platforms.
  • Achieved sales over 100% of region quota every quarter.
  • Presented products, addressed questions, negotiated price, overcame objections by consulting and analyzing essential business needs during customer sales calls.
  • Generated leads through seminars, trade shows and cold calling leading to new revenue with a typical sales cycle of 120 days for contracts between $30,000-$1,000,000.
Education
Bachelor of Arts: History University of California, Davis
This resume is created in 7 minutes.
Summary

Technology sales professional with 15+ yr  track record of selling IT solutions to channel partners, enterprise, and public sector customers in Western Canada. Uniquely experienced at identifying digital transformation projects by collaborating with channel partner, ISVs and OEMS and driving  territory revenue growth by accelerating technology adoption/evangelism at enterprise and public sector accounts. Well versed in recruiting and co-selling with channel partners, ISVs and OEMS through a complex sales cycle and winner of multiple president's club awards.

Skills
  • Partner co-sell strategy & tactics
  • Partner recruitment/onboarding
  • Business plan development
  • Platform evangelism adoption
  • Partner QBRs
  • Account Mapping 
  • MDF Execution

 

  • Sales pipeline management
  • Joint marketing plans
  • Executive alignment
  • Proof of Concept (POCs)
  • Partner certification  training
  • Complex sales cycle
  • CRM/Salesforce
Experience
Quest Software (formerly Dell Software) | Vancouver, BC Account Executive 03/2018 - Current

Responsible for recruiting and onboarding channel partner in W Canada for Quest's Data Protection and Endpoint systems management software solutions
• Executed onboarding and account mapping with Longview, PCM, Compugen, generating $500K in net new pipeline in Q3
• Exceeded sales certification training targets in Q3 leading to three partners moving from Registered to Silver Tier.  
•   Moved Compugen from Silver to Gold Tier by closing $250K deal in Q2.

Alianz Development | Vancouver, BC Director of Sales 01/2017 - 01/2018

Boutique professional services firm specializing in Microsoft Dynamics and Salesforce CRM and Power BI implementations

  • Responsible for growing revenue to public sector, enterprise and SMB customers
  • Increased pipeline from zero to six active projects within the first 6 months with projected revenue of $500K 
StorageCraft | Vancouver, BC Channel Account Manager 01/2014 - 10/2016
  • Responsible for growing Backup & DR SaaS license revenue through channel partners and managed service provider(MSP).Target opportunities to move Backup and DR to the cloud
  • Doubled new partner recruitment Y015 to YO16
  • Grew Backup and DR software license revenue from $900K to $1.1M Y015 to Y016
  • Increased cloud services revenue by 2x Y015 to Y016
Intel Corp | Vancouver, BC Channel Business Development Manager 09/2008 - 12/2013

Responsible for building relationships with Executives, ISVs, OEMs and channel partners to accelerate digital transformation through virtualization, consolidation and cloud computing based on Intel Architecture and ISV solutions   

  • Initiated partnerships with Microsoft, ISV and Dell to assist enterprise customers to develop mobile worker productivity. Resulting in the first large-scale tablet/mobile proof of concept in Retail, Healthcare and Insurance sectors in Western Canada. Use cases involved retail customer assistance, patient echarts and field claims adjusters. $5M in new revenue opportunities were create
  • Drove  Collaboration with Partners, OEMs and  ISVs to achieved High Performance Computing (HPC) wins with government-funded infrastructure program and film industry cloud accounts generating $5M in revenue over 3yrs
  • Grew annual revenue from $5M to $20M over a five-year period by working with Microsoft, OEMs and channel partners to demonstrate benefits of client refresh. Partners included Longivew, Compugen and Scalar  who purchased over 50ku desktops and mobile devices for  public sector accounts
  •  Collaborated with HP, Longview in Calgary to  aggressively target data center business in the Oil and Gas sector to grow Intel-based servers and win back market segment, increasing incremental revenue growth of $2M over 2 yrs 
Intel Corp | Vancouver, BC Channel Field Account manager 06/1998 - 09/2008

Responsible for recruiting and on boarding Intel's Premier Provider network .

  • Recruited and grew  Intel's Premier Provider networking in Western Canada from zero authorized partner to ten  generating  over $10M sales annually 
  • Targeted and grew new sales channel of on-line B2B and B2C website sites as as NCIX.com and Memoryexpress.com which resulted  $1M to $10M revenue growth over 3 yrs
  • Worked closely with marketing team to develop demand-creation campaigns to grow Intel's share of wallet
INTEL CORP | Vancouver, BC Channel Market Development Manager 07/1993 - 06/1998
  • Managed Intel's relationship with major Retailers and channel partners. Developed marketing plans to help grow Intel's OEM market segment share by leveraging Intel Inside funds and other market development funds(MDF)
Education and Training
City University of Seattle | Seattle, WA MBA in Financial Management 2004
Control Data Institute | Toronto, ON Diploma in Computer Operations
University of Western Ontario | London, ON Bachelor of Arts in Geography
Activities and Honors
  • Intel Top Achiever Awards (top 20% of sales force) - 2002, 2003,2004, 2005 
  • Grey Cup Winner, Edmonton Eskimos 1982, BC Lions, 1985
  •  Member BC Sports Hall of Fame  as part of the BC Lions 1985 Grey Cup team that was inducted
  • President - Vancouver United FC (BC's largest Soccer club), 2016 to present