Laura Tannourji

I see myself as a passionate advocate for those I represent and in business that’s - the Client and my Organization. On the client side I advocate for continuous improvements in technology that deliver add’l value, improved efficiencies, and elevated user experience for all. For the Organization, I am passionate about leveraging industry leading platform solutions to drive digital transformation, for an improved user experience, with measurable results. Success for the client often results in success for the team in delivering on organizational expectations, contributions to future enhancements, a reference-able client, resulting in increased revenue.  Success to me is delivering for the client and delivering for my organization.
 

With 20+ years of experience collaborating with team members in developing and implementing enterprise software solutions, I specialize in solving client issues, defining value, challenging the status quo and delivering measurable results. I have been fortunate to have amazing mentors and throughout my career been trained in various sales methodologies, including: SPIN, MEDDIC, Challenger Sales, Solution Selling and Sandler. My approach focuses on understanding the clients business, their use case/requirements, Decision making process, Decision makers (Contract Signee) vs. Champion(s), initiating Legal Review as early as appropriate, Negotiate, Deliver final Project Plan proposal, Negotiate and close. Responsibility for retaining & expanding existing Enterprise client spend, It’s important to appreciate the importance of team collaboration across the board. Post sales follow through with the Professional Services team for successful implementation and knowledge transfer from Prof Svcs and Sales teams to Customer Service teams to deliver an elevated level of service.  

I thrive and enjoy the process of acquiring new business, turning complex challenges into innovative solutions that empower organizations to achieve their goals

Experience
April 2021 – March 2024 Overview: DocuSign, Inc.provides cloud-based electronic signature solutions in the United States & internationally. Its
DocuSign
cloud based electronic signature platform helps companies and individuals securely collect information, automate data
workflows and sign anything, from any device. The firm automates manual, paper based processes allowing users to
manage all aspects of documented business transactions including Identity Management, authentication, digital signature,
forms & data collection, collaboration, workflow automation and storage. The DocuSign platform enables businesses of
all sizes to digitally prepare, sign, act on, and manage agreements. DocuSign serves mortgage, non-profit, government,
real estate, insurance, technology and healthcare industries worldwide.
Quota: 1M Average Deal Size: 250K. Deal Terms: 1- 3 yrs Largest Deal: 2.2M
Enterprise Account Executive – Health & Life Sciences Vertical
• Strategic Client Management:
➔ Successfully managed and cultivated relationships with prestigious healthcare institutions
including Cedars-Sinai, Children's Hospital Los Angeles, City of Hope, Texas Children’s
Hospital, & St. Jude Children’s Hospital.
• Revenue Growth and Target Achievement:
➔ Exceeded sales targets consistently by driving adoption and expansion of DocuSign solutions
across the client portfolio.
➔ Implemented strategic account plans resulting in a notable increase in revenue from key accounts.
• Solution Positioning & Presentations:
➔ Effectively communicated and demonstrated how DocuSign’s solutions align with the digital
transformation needs of healthcare organizations.
➔ Conducted compelling presentations tailored to each clients specific challenges, Showcasing the
value proposition and benefits of DocuSign’s platform.
• Cross Functional Collaboration:
➔ Collaborated closely with internal teams, including marketing, customer success and product
development, to ensure seamless delivery of services and address client requirements promptly.
➔ Facilitated ongoing communication between clients and internal stakeholders to drive successful
implementation and utilization of DocuSign solutions.
• Pipeline Management & Forecasting:
➔ Managed a robust sales pipeline, consistently updating CRM tools to track sales activities and
opportunities.
➔ Provided accurate and timely sales forecasts, contributing to the overall success of the Health &
Life Sciences vertical.
• Industry Expertise:
➔ Maintained up-to-date knowledge of healthcare industry trends, compliance standards, and
regulatory changes, ensuring alignment with client needs and DocuSign's product offerings.
Trackunit
August 2019 – March 2020 Overview: Trackunit is the premier provider of Telematics and Asset Management in the Heavy Construction and
Heavy Equipment Rental Industry. Trackunit’s IoT services collect and analyze machine data in real-time to deliver
actionable, proactive and predictive information, empowering customers with data-driven foresight to meet the challenges
and demands of leading businesses world-wide. Collaborating with multiple industry OEM partners such as Wacker
Neuson, Skyjack, Manitou and Niftylift enable data feeds to be accessed and analyzed for deeper insights provided from a
single, advanced and vendor-neutral platform.
Quota: 1MK Average Deal Size: 200K. Deal Terms: 1- 3 yrs Largest Deal: 16M
Enterprise Sales Manager –
• Highly Experienced: 20+ years of proven success in SaaS/IoT sales with an emphasis on new business
initiatives focused on strategic accounts in S. Calif., AZ, NV & NM.
• Proficient in managing multiple projects and direct sales in complex selling cycles with Fortune 100/500
companies.
• Skilled in hunting/prospecting, account planning, account management, revenue management, customer
research, account expansion, account retention and contract negotiations.
• Thorough, disciplined and productive: Application oriented, technically competent, excellent team leader
with effective communications skills and talent in developing long term partnerships by quickly
establishing trust, as an advisor and team player.
• Specialties:
o Cellular, Satellite, and multi-band communications telematics
o Vehicle/Asset tracking, M2M, and logistics management.
o Mobile applications and field service applications
o Effective communication skills/collaboration with team, vetting out challenges, developing
solutions using existing and cutting-edge technology and presenting solutions to Senior Level
Management
May 2013 – July 2019 Verizon Connect (Telogis Inc.)
Overview: Verizon Connect is the premium provider of Enterprise Mobile Resource Management & IoT to enterprises
across the globe. Verizon Connects’ scalable, Software as a Service (SaaS) platform helps enterprises, business owners to
optimize business operations and manage their global workforce effectively through GPS location technology. Verizon
Connect is dedicated to enhancing the value of our customer’s business through intelligent integration of location
technology, information and services.
Quota: 1.2M Average Deal Size: 200K. Deal Terms: 1- 3 yrs Largest Deal: 2M
Enterprise Account Executive –
• Sales Strategy & Execution: Experienced, self-directed technology sales leader with a proven track
record achieving revenue targets (Presidents Club 2014, 2015, 2016)
● Develop and conduct on-site/on-line presentations to C level executives
● Disciplined use of CRM to track all activity, contacts, sales process, forecast
• Sales Methodology: (Solution Selling/Challenger Sales) Technical background & Consultative selling
have contributed to my success in delivering complex customer solutions to Fortune 500 organizations,
across multiple vertical markets
• Strategic Account Management/Customer Acquisition & Retention: Effectively establish strong
professional relationships as a trusted advisor, and personal commitment to an exceptional customer
experience, with realized/ongoing value for the organization
• Networking: Skilled in creating and nourishing relationships to build list of prospects to contact for new
business and to provide additional value
Sept 2011 – April 2013 Airclic Inc.
Overview: Airclic is a proven leader in electronic Proof of Delivery / Enterprise mobility, enabling more than $165
billion in business transactions yearly. Its cloud-based software, which automates and streamlines formerly paper-based
processes, is used by more than 300 businesses worldwide to transform the accuracy, efficiency, and competitiveness of
their supply chain and logistics operations
Sr. Account Executive – Western Regional Manager
• Disciplined hunter with a focus in understanding client pain/requirements, tying to an ROI with
measurable value to the organization
• Established partnerships with Motorola, Intermec, Honeywell, regional System Integrators such as BCS,
NOVA Mobility, Quest Solutions
• Clients include: Unified Grocers, LA Specialty Produce, Fuji Food Products, Brinks, Fox Transportation,
Waste Mgmt, Knight Transportation, Kent Landsberg, Clinical Labs, Alaska Airlines
• Exceptional at building relationships for long term business opportunities
Jan 2011 – Sept 2011 ASG Inc.
Overview: ASG provides global 5000 businesses with world class professional services and software solutions for
Metadata, Applications, Operations, Content, Performance, Security and Infrastructure Mgmt.
Account Executive – Southern California Territory Manager
• Responsible for managing named accounts and discovery of new opportunities for ASG products
• Key Accounts: Cathay Bank, Farmers Insurance, PacificCare, Kaiser Permanente, Parsons, Securitas
2007 – Dec 2010 Overview: XATA Corp.
XATA is a leader in Fleet Optimization. XATA provides Electronic On-Board Computers & Business
Intelligence to assist companies in optimizing their fleet operations through compliance, safety, and efficiency.
Regional Account Manager – West Coast & Western Canada
• Emphasis in Prospecting/Qualifying/Closing New Accounts - Closed the largest number of new accounts in 2009
• Successfully transitioned existing accounts to Web hosted environment producing new term contracts and
increased revenue
• Accurate in forecasting and meeting deadlines
• Presentations to C-Level executives both on-site and on-line to convey XATA‘s value proposition and
differentiation
• Diligent in use of CRM solutions to document the sales process and steps to close opportunities
2005 – Aug 2007 AccuRev Inc.
Overview: AccuRev is a leader in software development optimization. Offering a unique stream based architecture to
the SCM space. AccuRev aims to tackle industry leading SCM tools and replace them with superior technology for
today’s business needs.
Regional Account Manager – West Coast & Western Canada
• Increased revenue in the territory in 2006 by 70% from 2005
• Solid Focus in Prospecting/Qualifying/Closing New Accounts
• Manage and leverage existing accounts into larger targeted opportunities with companies including, Sony
Entertainment, SanDisk, Alaska Airlines, Avaya, McAfee Security, Palm Inc., and Salesforce.com
2004 – 2005 Levi, Ray & Shoup Inc.
Overview: LRS, a global leader in innovative output management tools since 1981. LRS developed the first software
application enabling the MVS mainframe to distribute output to printers outside the data center. Today they provide
industry leading software to capture documents from multiple platforms, managing them, and delivering them to diverse
network destinations.
Field Sales Rep – Pacific Northwest/Western Canada
• 100% of quota attained in first quarter and 125% of quota upon departure
• Acquired new business through collaboration with existing partners such as Xerox, IBM Global Services,
Siemens, OCS, SAP & PeopleSoft
• Responsible for conveying the value proposition in consolidating all Output Mgmt through a centralized
solution, integrating all platforms with the Enterprise, through both on-site and on-line business/technical
presentations
1998 – 2004 Borland Software Corp.
Overview: Borland is the global leader in platform independent solutions for Software Delivery Optimization (SDO).
SDO is the transformation of software development into a managed business process that aligns the people, process and
technology required to maximize the business value of software.
Senior Account Manager
• Consistently achieved 100% of 2.7M dollar quota, exceeding quarterly/annual goals
• Quota attainment recognition awards and incremental bonuses received quarter on quarter
• Conducted sales presentations at client sites and via web to C-Level executives at Fortune 1000
companies including: Nordstrom, Hyperion, T-Mobile, Hollywood Video, Sears, The Chicago Tribune,
Kohl’s, Abbot Labs, CNA Insurance
• Qualified and assisted Global 1000 companies define their needs to tools within their Application
Development Life Cycle, including IDe’s, AP servers(Deployment), Requirements, UML Modeling
(Design), Testing & Configuration Management
• Developed strong understanding of Solution Selling techniques having completed company sponsored
course curriculum
1994 – 1998 California Software Products Inc.
Overview: Experts in legacy extension, EAI solutions and business intelligence. Helping global enterprises migrate
legacy applications to Windows, Unix & Linux. CSPI enables valuable corporate data to be available to employees,
business partners & customers.
Senior Account Executive/Director of Sales
• Executed outside territory sales plan from development to close, and was #1 sales rep in 1997 & 1998.
• Managed Major domestic accounts, in addition to Int’l IBM Business Partners, dealing in various vertical
RPG applications for the AS/400 and System 36, deploying on a Windows platform
• Established new South American Distributor/reseller market
Education 1988 – 1990 California State University Fullerton
Business Administration
Language Speak, Read & Write Spanish fluently

Education 1988 – 1990 California State University Fullerton
Business Administration