Michelle LeCornu

I am currently looking to build my Inside Sales Representative experience with an organized, well-tailored, team-oriented company.  I am an outstanding renewals account manager with proven results and recognized success in account management within the software industry. I have excellent communication and negotiation/closing skills. I am self-motivated and able to successfully work with a wide range of individuals both within the customer accounts and within all company levels. I possess excellent critical thinking skills and perform my ability to work persuasively while demonstrating confidence, resilience and the highest standards of integrity & credibility. I am committed to the success of your company and to give world class customer experience.

Enterprise Renewal Account Manager -  Boomi, LP  6/2022 – 12/2022  (Laidoff)

• Responsible with product auditing processing renewal quotes in a timely manner.
• Ability to deal with a highly transactional work environment.
• Responsible for keep accurate hygiene with Salesforce.
• Cross selling/upselling and quoting multi-year upsell. 
• Provide accurate 90 day rolling forecasts for your assigned renewal region through accurate maintenance of renewal opportunities.
• Forecast quarterly sales and achievement (exceeding) the forecast amount.
• Understanding of customer license purchase and renewal history.
• Achieve revenue and on time retention targets on monthly, quarterly, annual basis.
• Develop a deep view of customer requirements and objectives and define a strategy to drive renewals to on-time closure.
• Execute all phases renewal lifecycle to include notifying customers of renewal, building quotes, and closing renewals opportunities for Enterprise and SMB accounts.
• Actively manage renewals pipeline with forecast accuracy– weekly/monthly/quarterly.
• Analyze customer renewal data to determine retention and uplift strategy.
• Project manage the renewal experience in close partnership with assigned Customer Success Manager and Account Executive to provide a seamless customer experience.

Renewals Specialist, Chanje    05/20 – 05/2022  -  Startup  (Furloughed due to Covid)

• Responsible for renewal engagements with Partners, Distributors and direct customers.   
• Responsible service renewal contracts/quotes, negotiate and execute renewal contracts (in partnership with legal.)
• Achieve revenue and on time retention targets on monthly, quarterly, annual basis.
• Develop a deep view of customer requirements and objectives and define a strategy to drive renewals to on-time closure.
• Execute all phases renewal lifecycle to include notifying customers of renewal, building quotes, and closing renewals opportunities for Enterprise and SMB accounts.
• Engage customers and align customer’s goals with product solutions within 90-120 days of expiration.
• Achieve Revenue and On-Time Retention targets on monthly, quarterly, and annual basis.
• Actively manage renewals pipeline with forecast accuracy– weekly/monthly/quarterly.
• Analyze customer renewal data to determine retention and uplift strategy.
• Manage a high volume of customer engagements simultaneously with proactive, outbound call focus.
• Coordinate the involvement of cross functional teams in potential upsell and cross-sell opportunities.
• Maintain timely and accurate information within Salesforce.
• Met or exceed defined monthly and exceed quarterly renewal sales quota.

Inside Sales Representative , Drobo, Inc. SV, CA    3/17 – 4/20 (Furloughed due to Covid) 

• Own sales cycle from discovery to close on all new inbound sales enquiries with companies under 5000 employees.  Selling Intelligent Automation into private sectors by managing complex sales campaigns from introduction to closure.
• Develop new sales opportunities in existing customers with 3 or less digital workers through outbound prospecting.
• Conduct technical / consultative selling via video/phone.
• Selling both directly and engaging closely with alliance and channel partners, to develop new business.
• Understand the makeup of potential prospects and identify the key decision-makers.
• Actively ‘hunt’ new logo sales in whitespace accounts with under 5000 employees
• Develop territory business plan and frequently update according to key industries, markets, and customers with ability to adapt to changing market conditions.
• Present new solutions or benefits of increasing current license amount to customers in a way that addresses their needs; use selling techniques to advance the sales cycle; leverages points of agreement to gain buy-in and commitment for moving forward.
• Prioritize daily activities, meet goals and timelines, and utilize exceptional time management skills.
• Utilize Salesforce.com to track activity and update lead, account, and opportunity information, as well as sales pipeline accurately and effectively with a focus on winning business.
• Understand and communicate the value of doing business with Blue Prism.
• Help train ISR methodology to recently promoted SDR/ADRs.
• Work with existing sales process and collateral and help develop the materials to suit specific and local markets.
• Self-generate new pipeline. Forecast quarterly reports into Salesforce.

Business Development Representative, Advantel Networks, SJ, CA (acquired by ConvergeOne) 02/16 – 8/16  

• Responsible for articulating advanced product features and benefits of solutions. 
• Performed pre-sales and opportunities on existing customer base. 
• Provide information to customers on product and services features and benefits.
• Prepare forecasts of sales, maintenance renewal, upsell, cross sell bookings.
• Uncover and qualify product upsell, cross-sell opportunities for additional licenses.
• Strong listening skills, working w/customers to drive sales, renewals and ensuring retention rate.
• Upgrade existing customer base to sell product and premium service packages.
• Responsible for lead generation locking down meetings for Regional Sales Managers.
• Identify customers who would benefit from new sales, upsell or expansion and work with account teams to execute on those opportunities.  Team player mentality with the ability to work independently toward ambitious goals.
• Prepare for and lead negotiations, prepare proposals, and execute complete order process - maximizing customer relationships, and dollar value..
• Meet or exceed defined monthly lead qualification, exceed quarterly quota for TQL leads.
• Teamed with direct sales organization to proactively identify renewal sales development opportunities.
• Managed renewal opportunities, responsible for existing customers for upsell, cross sell.
• Obtain a clear understanding and adherence to sales process and policies.
• Proactively follow up with customers, making outbound calls, promote brand recognition.
• Understanding of customer license purchase and renewal history.
• Responsible for providing accurate decision maker, buying process, budget and timeframe.
• Manage accurate customer data records within Salesforce.com. 
• Strategically work with reseller partners and field sales for up-sell/cross-sell opportunties.
• Work closely Divide and Conquer with Account Manager to identify initiatives and penetrate existing accounts.

Inside Sales Representative, MicroChem, SC, CA  02/13 – 02/16  (Santa Clara Campus Closed)

• Prepared quotes for renewal/Up sell/Cross sell opportunities. Performed customer advocacy follow-up.
• Prepare renewal quotes for maintenance contracts within 90 -120 days prior to expiration.
• Hybrid role to meet or exceed defined monthly, quarterly and annual renewal sales quota.
• Teamed with direct sales organization to proactively close direct and channel renewal opportunities.
• Managed renewal opportunities for upsell, cross sell, coterms & increase support levels and products.
• Obtain a clear understanding and adherence to sales process and policies.
• Secure appropriate quote and order information, per company business processes.
• Understanding of customer license purchase and renewal history.
• Assist with qualifying the decision maker, renewal process, budget and timeframe.
• Deliver validated renewal quotes to customers 60-90 days in advance of expiration.
• Ensure accuracy of CRM data and tracking renewal stage for accurate forecasting activity.
• Perform all duties in an ethical & professional manner.
• Maintain professional internal and external relationships.
• Highly effective communications skills proven by operative interaction with management, team members, Channel and Direct Users.

Business Development Representative, GIGAMON, INC., Santa Clara, CA    01/13 – 12/13 

• Responsible and driven to obtain new customers quickly and effectively.
• Motivated to generate and increase sales while delivering top-notch customer service. 
• Set appointments & TQL lockdown meetings for account executives. 
• Highly effective communications skills proven by operative interaction with management, team members, Channel and Direct Users.
• Responsible to generate Sales Development leads. Secure quotes for net new & existing customer.
• Outstanding capacity to establish rapport and build critical relationships Geo-Teamed with direct sales organization to proactively close new business and upsell, cross sell opportunities 
• Assisted with customer renewal engagement and ensure quote in hand, process renewal orders.
  
  Additional sales experience available upon request.
  
   

Heald College - San Jose, CA
Degree:   MBA 
Graduated:  June 1970-1975