Heather Holbrook-Cales
Union,KY
Summary
Performance oriented Sales Leader with over 18 years’ experience leading enterprise sales organizations. Focused on delivering results, holding the team accountable and delivering an exceptional record of achievement. Strong technical and business acumen, leading large projects with cutting edge solutions in highly competitive environments. Committed coach and mentor, helping many others advance their skills and careers along the way. Customer obsessed, always leading from the perspective of delivering value and earning trust. Passionate ID&E leader, consistently contributing to programs inside and outside the organization to aid in the advancement of the under-represented minorities.
Overview
17
17
years of professional experience
1
1
Certification
Work History
District Sales Leader (Ohio, Ky, In, Mich)
Amazon Web Services
07.2020 - Current
- Leads 12 AWS sellers focused on adoption and expansion of AWS Cloud services by working backwards from customers, focusing on their use cases, and recommending broad sets of solutions
- Creates annual go to market plan, setting vision and strategy for team
- Creates strong partner relationships with System Integrator and Software providers to further scale consumption
- Top US Segment District Manager in 2021 achieving 268% of plan
- Recognized as Deliver Results leader for 2022 by America’s Sales Org
- Establish goals and quotas based on growth projections
- Recognized for recruiting and training diverse teams and leading AWS Diversity Ambassadors Central team in 2021, 2022, and 2023.
- Targeted prospects in other territories through careful research of competitor products, services, and trends
Enterprise Account Executive
Amazon Web Services
08.2018 - 07.2020
- Closed $31M in volume contracts in 2019
- Delivered 128% to revenue plan
- Promoted growth and shaped future of emerging technology within assigned Enterprise account base
- Increased market penetration of AWS in key accounts by 62%
- Identified as high potential employee and nominated for Leadership Development Program
- Lead ID&E team for Midwest Central customer facing teams, delivering presentations to over 40 executives focused on driving equity in workforce.
- Collaborated with customers to learn business operations and capitalize on upselling and cross-selling opportunities
Sales Vice President
CBTS
10.2015 - 08.2018
- Responsible for Enterprise, Healthcare, and SLED segments
- Lead organization of 25 Enterprise Account Executives with overall responsibility of $350M annually
- Developed short and long-term sales strategies to gain market share, uncover new sales opportunities and increase revenue
- Responsibilities included forecast management, quota, and budgets
- Overachieved revenue plan by 111.5% in 2018
- Increased strategic cloud services sales 125 % y/y
- Negotiated multiple multi-million-dollar service contracts driving over $78M in revenue
- Presidents Club winner 2015-2018.
Sales Vice President-Healthcare Vertical
CBTS
01.2011 - 10.2015
- Selected to drive sales growth for key strategic account base of mid-west regional healthcare vertical with $80M annual revenue
- Crafted overall account sales strategies and coordinated activities of sales executives to achieve revenue goals
- Grew 80-million-dollar revenue base 4 % year over year
- Successfully re-negotiated new long-term contracts with top 7 strategic accounts, securing high profit revenue streams for next 5 years
- Increased new acquisition revenue attainment 15% year over year
- Presidents Club Winner 2013-2015.
Director of Data Center Sales
Cyrus One
01.2009 - 01.2010
- Selected by executive leaders to spearhead sales efforts in direct sales capacity for high-growth data center space
- Responsible for rapidly growing customer base and deploying additional infrastructure within region
- Closed multiple multi-million-dollar deals throughout year equating to $50m run rate for growing data center business
- Maintained control of all planning, budgeting, and expense priorities to optimize growth and profitability
- Cultivate relationships with C-level executives creating business plans and ROI's to outsource critical infrastructure in their organizations.
Sales Director Major Markets
Cincinnati Bell
01.2008 - 01.2010
- Charged with growing and retaining $35 million customer base, consisting of approximately 500 commercial businesses in greater Cincinnati region
- Managed 12 direct reports consisting of both acquisition and retention resources to optimize sales of complex voice, data, wireless, IT consulting, security and data center services
- Increased year-over-year sales revenues by 5%
- Identified as high-potential performer and was assigned C-level mentor based on exceptional sales performance and leadership; helped four of 12 direct reports earn promotions into management
- Consistently exceeded 100% of sales quotas, earning countless “Quota Club” and monthly sales awards.
Sales Manager
Cincinnati Bell
01.2007 - 01.2008
- Developed and implemented strategies for growing business, optimizing revenues, and increasing profits for 1,000 customer account bases, representing $30 million in annual sales
- Lead team of nine account managers and one retention specialist
- Grew year-over-year sales by 4% during national recession, maximizing service satisfaction and generating referral and repeat business that contributed to continued sales growth
- Reduced staffing churn by 60% and customer churn by 6% by transforming culture within sales territory and providing team with tools and incentives to succeed.
- Handled customer relations issues, enabling quick resolution, and client satisfaction
Education
Bachelor of Arts - Communications
Eastern Kentucky University
Richmond, KY01.1997
Skills
- Business Development and Planning
- Recruiting and Retaining Top Talent
- Delivering Operational Excellence
- Accurate and Detailed Pipeline Management
- Coaching and Development
Certification
- AWS Cloud Practitioner
- Inclusion Ambassador
Timeline
District Sales Leader (Ohio, Ky, In, Mich)
Amazon Web Services
07.2020 - Current
Enterprise Account Executive
Amazon Web Services
08.2018 - 07.2020
Sales Vice President
CBTS
10.2015 - 08.2018
Sales Vice President-Healthcare Vertical
CBTS
01.2011 - 10.2015
Director of Data Center Sales
Cyrus One
01.2009 - 01.2010
Sales Director Major Markets
Cincinnati Bell
01.2008 - 01.2010
Sales Manager
Cincinnati Bell
01.2007 - 01.2008
Bachelor of Arts - Communications
Eastern Kentucky University
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