Kevin Schermerhorn
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Work experience
icims
Enterprise Account Executive

Client Acquisition Role -Target AccountsManaged the full lifecycle of sales from discovery to close
Conduct software demonstrations
Allocate resources ranging from tech calls to security calls, to legal calls, as well as deep
dive demonstrations, facility RFP, etc.
Lead onsite meetings
Contract negotiation
Drive net new CMRR
Quota Attainment:
2012 - 85% of quota
2013 - 101% of quota
2014 - 138% of quota
2015 - 117% of quota
2016 - 105% of quota
2017 - Q1 126% of quota


SMB Solution Client Consultant

Client acquisition role -Targeted accounts less than 1000 FTE
Managed the full lifecycle of sales from discovery to close
Conducted software demonstrations
Allocate resources such as tech calls, security calls, etc.
Led onsite meetings
Contract negotiation
Drove net new CMRR
Quota Attainment
2010 - 103% of quota
2011 - 130% of quota

Opportunity Consultant

Pipeline Development Role and territory Management
Achieved 135% of quota

SilkRoad Technology
Regional Sales Director

Managed the entire sales process for prospects in VT and NY
Built solid pipeline of over $1.5 million in less than three months

Vurv Technology
Manager

Managed sales strategies and increased individual rep productivity from 9.7 to 22
enterprise opportunities per quarter in 2007
Implemented key metrics which immediately increased prospecting activity by 40%
during QI 2007
Delivered 140% of quota during 2007 with only 50% of headcount
QI 2008 was on pace to deliver 135% of quota
Implemented inside sales dashboard and reported weekly metrics directly to Executive
Management

Inside Sales Representative

Utilized prospecting skills to help create awareness and uncover potential opportunities
for our new performance and compensation solutions, as well as qualify all inbound leads
in my territory
Attended trade shows as needed to generate leads for Vurv and our solutions.
Effectively used Salesforce.com CRM daily to capture all activities completed including;
cold calls, appointments set, opportunities created, mass mailers, as well as validated and
cleaned up data.
Consistently exceeded quarterly quota at or above 125% as it related to Enterprise
Opportunities

Schermerhorn Properties, Inc
Senior Sales Manager

Managed sales and client relationships generating over $4.6 million in annual revenues
by maintaining at least 95% occupancy of 600 town homes and apartments.
Generated sales to achieve 100% occupancy within the first 30 days and each month
thereafter.
Implement sales strategies to increase the number of qualified prospects and convert
prospect calls into in-person sates meetings.
Communicate effectively with clients to quickly resolve concerns and consistently
produce high volume of sales.
Train sales associates and provided ongoing coaching throughout the sales process.

America Online, Inc
Assistant General Manager

Managed sales strategies producing over $5 million in monthly sales revenue by
recruiting, training and supervising a sales team of 500 sales representatives and
managers.
Improved quality of annual sales by 40% between 2001 and 2002
Led national sales organization to sales rate of 59%, a full 6% above average for 2002
Managed analysis and evaluation of site performance to develop and implement new
sales strategies that regularly exceeded company targets.
Delivered presentations on AOL sales and business strategies to executives at AOL and
new partner Gateway.
Trained sales reps and managers in sales practices, company policies, and customer
service techniques
Supervised team of newly trained sales consultants in marketing and executing AOL
sales strategies to generate annual revenues of $2.5 million
Trained and led team to become the Top Ranked Sales Team out of 50 teams for six
consecutive months
Consistently exceeded sales targets by 5% throughout tenure.
Initiated analysis of client cancellation by logging hundreds of calls, examining common
factors for cancellation and creating new sales script with persuasive responses to the top
five reasons.
Increased sales from 45% to 53%, adding 1500 sales weekly, by implementing the new
script.
Achieved Assistant General Manager of the Year 2001-2002 and Reinventing Member

Services Leader
Sales Supervisor

Selected as Honorary Sales Team Leader for European Exchange in 2000

Education
State University of New York
Bachelors, Sociology