Leisa Rasmussen, MBA

LeisaRasmussen@TampaBay.rr.com

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Sales Account Management and Business Development Executive


Profile

Professional technology sales executive with over two decades of experience and proven record initiating client contacts and fostering critical relationships to successful closure and contract execution. Overriding focus on two primary objectives: generating sales opportunities and maximizing revenues. Direct involvement during all phases of contract fulfillment to ensure client satisfaction with contract deliverables and scope of work stipulations.  Highly-skilled and experienced in C-level consultative sales, complex sales, project management, large group presentations, technical training, and educational demonstrations.

Sales and Marketing Account Management Qualifications:

  • Excited by New Business Challenges
  • Exceptional Interpersonal Skills
  • Specialist in Securing New Business
  • Key Account Management and Retention
  • Private and Public Sector Industry Specialist
  • Competitive Market Research Analyst
  • Healthcare Management
  • Government: K-12 Education, Technology Solutions, Workforce and Economic Development Web Applications
  • Technology Sales: IAAS, PAAS, SAAS, IT, GPS, Data Center Services, COLO Cloud/Hosting, Managed Services, Telecom, and Telematics
  • C-level Consultative Sales Experience
  • Territory Management and Forecasting
  • Quota Accountability and Achievement
  • Strong Leadership Competence
  • Contract Negotiations to Close
  • RFP, RFI, RFQ Response Expert
  • Technical Client Presentations and Trainings
  • Industry Tradeshows, Conferences and Events
  • Project Management: Coordinate Operations to Meet Contract Terms and Completion
  • Large Account Management Experience
  • Seasoned and Experienced Road Warrior

Professional Experience

Website Consultants - Tampa, Florida          November 2013 -

Senior Project Management Consultant

Website Consultants is an International Web Technology company based in the USA that delivers online marketing solutions and technology consulting services worldwide.  In addition to providing customized Business Websites for firms of all sizes and industries, Website Consultants offers its clients strategic insights into online SEM and SEO marketing options specifically designed to increase top and bottom line revenues.  All clients are assigned a US account project manager who is the liaison with the development and online marketing teams to ensure ongoing customer service and satisfaction.

Managed and spearheaded multiple contract projects with key clients: overhauled email marketing drip campaigns to confirm active opt-in outcomes developed new email messaging and implemented ongoing compliance.

Additional projects included: formalizing Marketing Strategies both offline and online, executing the Marketing Plan for maximum reach, developing and producing YouTube video scripts, analyzing Google AdWords Campaigns to ensure maximum online advertising exposure while maintaining budget limits for consistent results and steady revenues. Coordinated all client projects, produced required deliverables and guaranteed a timely completion.

  • Demonstrated track record in Marketing Strategy both offline and online
  • Clear and persuasive communicator for both internal and external audiences
  • Influential in coordinating the efforts of a diverse team with multiple projects
  • Proven effectiveness in client meetings to determine needs and to provide solutions
  • Successful project manager for on-time and on-budget deliverables

365 Main - Data Service Centers - Tampa, Florida          March 2013 - November 2013

Account Director: Southeast USA, Central & South America

In November of 2012, the start-up firm of 365 Main purchased 16 data centers from Equinix in Tier 2 cities across the United States.  The data centers (all former Switch & Data facilities) offer colocation services: space, power, cooling, and security.  Company was sold in Q3 of 2013 to new investors, replacing original owners and resulting in complete reorganization.

Account Director with core responsibilities that demanded managing, maintaining and growing the current base of client accounts comprised of telecommunication firms including: CenturyLink, US South, Bright House, EarthLink, FiberLight, and FPL.  Additional key accounts included Syniverse Technologies, Spirit Airlines, Internap, and Host.net.  Maintained an annual quota of $2,700,000.

Primary new customer acquisition responsibilities included:

  • Understanding and analyzing local and regional competition in order to effectively compete and to ensure sales activities were strategically developed and properly formulated to optimize potential new account revenues
  • Building awareness of company's services and solutions to viable prospects within the region via substantial involvement in networking groups, local press releases and other institutional advertising avenues
  • Developing creative marketing and sales strategies to acquire new clients
  • Connecting with channel partners to grow additional revenues and sources of new shared opportunities
  • Providing in-depth data center tours, delivering client presentations and developing a "Lunch and Learn" series to create awareness and to foster industry relationships
  • Responding to the company's RFPs, RFIs and RFQs to ensure a professional, comprehensive and cohesive reply

As a result of the above new business development activities, new client interest grew substantially specifically demonstrated with new client presentations and data center tours generating requests for RFP responses, company proposals and price quotations.

Primary customer retention activities and initial directives after the purchase of the data centers included:

  • Initiating C-level discussions to uncover requirements for expansion of services: current and future planning needs
  • Contacting and meeting with clients to determine customer satisfaction and service levels
  • Reviewing all client inventories and services including space, power usage and kW demands
  • Assessing inventory accuracy: cost per kW vs cost per space
  • Updating all contractual and service level agreements
  • Negotiating client contracts on 365 Main paper for terms up to 60 months
  • Responding to all Requests for Proposals as well as additional service requests and coordinating the technical specifications from the internal engineer and operations teams

As a result of the above activities, all customers were proactively engaged, contracts secured, new services expanded, and additional revenues realized.  Furthermore, due to key relationship development within the current base of accounts, Q1 revenue projections for 2014 were forecasted to increase by 18%.


CenturyLink / Savvis CyberCenters - Tampa, Florida          June 2011 - February 2013

Strategic Account Manager

CenturyLink is a nationwide Fortune 200 Company and the third largest telecommunications firm in the United States.  CenturyLink/Savvis provides full-service IT network solutions and is a global leader in managed services, cloud computing and infrastructure for Enterprise-level businesses including over 30% of the top Fortune 100 firms.

Strategic Account Manager within CenturyLink's Enterprise Markets Group with responsibility and direct accountability for new business development, contract procurement, strategic market planning, sales presentations, and customer-specific IT team coordination to ensure project completion, ongoing customer satisfaction and customer retention.  Maintained an annual quota of $1,440,000.

  • Expert in Business Continuity and Disaster Recovery Solutions
  • Cultivated new C-level relationships at Fortune 500 companies
  • Worked with a base of accounts including: Chico's FAS, Sykes Enterprises, Bankers Insurance, Datel Design, Health Management Associates, Mosaic, Connectwise, eLogic Learning, ISC2, LightPort, McNichols, and Suncoast Schools FCU for ongoing growth and retention of services
  • Responsible for all customer activities and sales processes including: prospecting, presenting, closing, and contracting
  • Project managed and coordinated all phases of customer interaction with sales support, sales engineers and service managers to guarantee customer satisfaction
  • Oversaw after-sale activities of service delivery: installing, testing and finalizing to ensure customer acceptance of the enterprise IT solution
  • Accountable to retain customer base of Monthly Recurring Revenues
  • Generated new business to meet sales quota goals with targeted hunting and new business development activities

Conejo Associates - Wesley Chapel, Florida          February 2010 - Present

Licensed Real Estate Broker & Investor Partner

Conejo Associates (C.A.) is a fully integrated and internally managed privately-held real estate investment company that is organized as a real estate investment trust with headquarters in California.  C.A. acquires, renovates, leases, and manages single-family and multi-unit residential properties in select communities nationally.  C.A. currently operates primarily in four states: California, Florida, Arizona, and Nevada.  C.A.'s principal objective is to generate attractive risk-adjusted returns for equity partners over the long-term through rental revenue growth and capital appreciation.

  • Represent the C.A. REIT Florida Division in the acquisition and disposition of residential properties in Central Florida and, occasionally in other markets and MSAs within Florida
  • Prospect for and locate potential short to medium term investment opportunities suitable and consistent with the overall mission statement and investment parameters of C.A.'s Florida Division
  • Maintain and continue to develop a database of property owners and investors that generates a qualified and sustainable number of referrals that leads to year over year top and bottom-line revenue for C.A.'s Florida Division
  • Draft transaction forms including but not limited to letters of intent (LOI's), commission agreements, buyer representation agreements, broker agreements, referral agreements, listing agreements, and other related brokerage documents
  • Prospect for and negotiate exclusive listing agreements with property owners, landlords and other brokers (co-broker agreements)
  • Coordinate and meet with clients and prospects to successfully define the parameters, transaction terms and limitations surrounding a possible sale, listing and related agreements
  • Participate in contract negotiations and due diligence efforts in all facets of real property sales transactions

eSchool Solutions, Inc. - Orlando, Florida           2003 - 2010

National Account Manager

National sales executive with a well-established education technology firm specializing in mission-critical software solutions and value-added consulting services designed exclusively for K-12 Human Resource and Professional Development, Curriculum, and Technology.  Responsibility and direct accountability included new business development, purchase procurement, strategic planning, quota accountability, sales presentations, marketing, contracting, project management, and customer retention.  Maintained an annual quota of $750,000.

Results / Achievements:

  • Built designated sales territory from single product to multiple solutions including consulting services across district administration departments.
  • Developed new client relationships which resulted in business growth from 92 customers to 161 customers.
  • Ensured recurring revenue by managing and maintaining customer retention with key district leadership and personnel relationships.
  • Generated an average of 20% + revenue growth annually.

Responsibilities:

  • Initiating customer interest and building strong client relationships
  • Procuring and closing qualified customers
  • Executing and responding to customer proposals (RFPs)
  • Researching and analyzing key metrics to measure actual with desired outcomes
  • Managing large projects and coordinating cross department teams
  • Ensuring timely completion of project deliverables for complete client satisfaction
  • Developing and delivering onsite customer presentations and demonstrations
  • Developing and delivering Web-based customer trainings, presentations and discussions
  • Overseeing client trainings and designing of Train-the-Trainer programs
  • Producing and implementing marketing and PR initiatives
  • Ensuring continuous customer service, satisfaction and retention
  • Attending industry tradeshows and conferences for presentations, workshops and speaking engagements

ERISS Corporation - San Diego, California            1997 - 2002

Senior Regional Account Manager

Senior sales executive with an Internet company specializing in local job market surveys and Web-based software tools designed for employers, jobseekers, workforce, and economic development professionals. Responsibility and direct accountability included new business development, contract procurement, strategic market planning, territory management, sales presentations, marketing, contracting, and customer training.

Results / Achievements:

  • Grew new business sector from one account to 33 major accounts generating over $4.3 million in recurring revenues.
  • Sales production exceeded all other sales staff every year during my tenure.  For 3 of the 5 years, my annual sales production exceeded that of all other sales staff combined, with staff size ranging from 4 to 7 personnel.
  • Provided technology training of customer's staff (up to 100 individuals per contract) on deliverables and interactive Web applications.

Responsibilities:

  • Initiating customer interest and building customer relationships
  • Procuring and closing qualified customers
  • Executing and responding to customer proposals (RFPs)
  • Developing and delivering onsite customer presentations and demonstrations
  • Managing and overseeing all phases of the contract deliverables
  • Ensuring continuous customer service, satisfaction and retention
  • Attending industry tradeshows and conferences for presentations, workshops and speaking engagements

University of Warwick - Coventry, United Kingdom          1995 - 1997

International Master's in Business Administration (MBA) Degree Program - Full-Time Resident of England


San Marcos UCC Medical Group - San Marcos, California            1990 - 1995

Sales and Marketing Manager / Co-Owner

Managed multi-specialty medical group that included an emergency ambulatory care center (Urgent Care) with private practice and specialty physician offices.  Responsible for the strategic and operational management of the facility with 6 physicians and 19 support staff including recruitment, selection and training of all non-physician personnel.  Critical sales and marketing functions related to the development and execution of the marketing plan including direct solicitation, public speaking seminars, networking engagements, and client presentations to attract new corporate accounts to the Urgent Care Center.

Results / Achievements:

  • During my 5 year tenure as Sales and Marketing Manager, profits increased 55% on a 30% increase in revenues primarily from the addition of new commercial accounts relying upon the center to handle all employee related (work-comp) injuries and pre-employment screenings.
  • Sold firm in 1995 with 700% investment gain to owners.

Delphi Associates - San Diego, California            1986 - 1989

Sales and Marketing Consultant

Small business consulting firm targeted at struggling companies.  Typically, the firms involved were in dire financial condition due to prolonged mis-management.  Assisted business owners in the quest to properly assess their firm's strategic position, developed reorganization models and managed redirection to profitability

  • Responsible for generating, compiling and presenting sales and marketing research data to firms attempting to reverse protracted sales declines
  • Area of analysis and responsibility related to the client's sales and marketing strategic plan
  • Reviewed and developed business plans, sales and marketing plans including branding, public relations, promotion collateral, message, etc.
  • Worked as part of a team retained to provide a complete business consulting analysis

Education

M.B.A., International Master's Degree, Business Administration, Warwick Business School, University of Warwick,
Coventry, United Kingdom

B. S., Business Administration - Marketing, San Diego State University, San Diego, California


Professional Development

  • Miller Heiman Strategic Selling Compendium Course
  • Corporate Visions Power Messaging Training and Completion
  • Savvis Certified in Cloud Computing, Colocation and Data Center Services
  • Fleet Management Logistics: Telematics, GPS, eLogs, Hours of Service, IFTA, and DVIR
  • Google Adwords Marketing Specialist
  • Harvard Business School Online Sales and IT Courses
  • Project Management

Computer Skills

MS Word, Excel, PowerPoint, Outlook, Office 365, CRMs: SalesForce, Microsoft Dynamics, Netsuite, ACT, Goldmine
Internet Savvy: LinkedIn, SharePoint, Google Docs and Drive, Google AdWords, YouTube, VPNs, GoToMeeting, WebEx, Skype, Join.Me, Social Networks


Professional & Community Affiliations

  • Florida Licensed Real Estate Broker
  • Pasco County Community Development District Supervisor - Elected Position Term 2012-2016
  • Women In Technology International (WITI) Board Member: Membership Chair 2014
  • Suncoast Technology Forum (STF), Board Member: President 2014, Community Outreach Chair 2013
  • Tampa Bay Technology Forum (TBTF)
  • American Marketing Association (AMA), Past President and Board Member
  • SBA/SCORE Tampa Bay Chapter: Board Member and Sales & Marketing Instructor
  • Florida Excellence Malcolm Baldrige Awards Charter Member
  • National Association of Female Executives (NAFE)
  • National Association of Fleet Administrators (NAFA)
  • Internet Marketing Association
  • Laubach Literacy Council Volunteer - English Instructor

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