Laurie Laramie
Plainfield,IL
Summary
Dedicated sales professional with a history of meeting organizational goals utilizing sales processes. Skilled in working under pressure and adapting to new situations and challenges to best enhance the organizational brand.
Overview
21
21
years of professional experience
Work History
Director Content Sales - Strategic Accounts
Cornerstone OnDemand
07.2022 - Current
- Worked closely with executive leadership to guide operational strategy for $100M content business.
- Lead principal content consultant, specializing in selling learning content solutions to a strategic client base of 50 named accounts, including industry leaders like Amazon, Bank of America, PwC, Deloitte, Johnson & Johnson, CVS, and Dell, with deal sizes exceeding seven figures.
- Utilize deep industry knowledge and strategic insight to guide C-level executives in making informed decisions on solutions that align with critical business objectives such as reducing turnover, increasing employee engagement, closing skill gaps, developing leadership pipelines, and facilitating digital transformation.
- Demonstrate exceptional ability to understand and articulate complex solutions in a compelling manner, leading to sustained revenue growth and solidifying Cornerstone OnDemand's position as a leader in the industry.
- Collaborate closely with sales enablement teams to provide comprehensive education on product offerings, enhancing the broader field's understanding and capabilities in presenting solutions to clients.
- Work in partnership with the marketing department to refine and implement go-to-market strategies, focusing on identifying the ideal customer profile and crafting compelling messaging to target these segments effectively.
- Play a pivotal role in special projects aimed at driving organizational growth and innovation, including the revamp of the partnership model, which has enhanced collaboration and value creation with external stakeholders.
- Contribute to product development and packaging by working closely with the product team, offering insights into new functionalities that meet emerging market needs and customer demands.
Enterprise Account Executive
Modern Health
09.2021 - 06.2022
- Partner with VP and C-Level leaders from Enterprise (>5,000 eligible employees) to Jumbo (100,000+ eligible employees) companies and run the full sales cycle from qualification to close, including partnering closely with an SDR & broker partnerships team who focuses on prospecting into employers
- Work cross functionally with Proposal writers and subject matter experts to respond to employer RFP requests
- Deeply understand customer needs and map our solution to the challenges they are facing
- Serve as a trusted advisor to companies, helping to educate them on the mental health landscape - and inspiring them on the value of Modern Health’s new approach
- Work multiple 6 to 7 figure deals
- Work with and prioritize a large pipeline of opportunities in a highly strategic way
- Independently create and deliver customized presentations and proposals
- Partner closely with our Customer Success team to ensure a smooth handoff for all new customers
- Consistently look for ways to innovate on our sales process and product offering - and collaborate closely with our Product, Engineering, and Operations organizations
- Deliver accurate and dependable sales forecasts - and independently maintain sales pipeline with the goal of consistently attaining and exceeding targets
Senior Sales Executive – Enterprise Accounts
Cornerstone OnDemand
06.2017 - 09.2021
- Drive revenue by prospecting and building pipeline to acquire new content business while also expanding existing clients in the strategic and enterprise space
- Interact with senior executives in target accounts to build rapport, develop long-term relationships, and understand their key business/leadership development needs in order to create alignment to proposed solution
- Understand and work with each client’s unique business, performance, and cultural aspects to develop a point of view and provide thought leadership on how to effectively structure a solution to deliver business results
- Understand and articulate the value of content solutions and pricing models across a variety of providers, subscriptions, and solutions
- Develop and execute on a strategic plan for the territory and create reliable forecasts
- Partner with the overall sales organization to educate on the breadth and depth of our solutions, market trends, and competitive landscape
- Exceeded quota every year
- Presidents Club winner in 2019 with 180% attainment on a $4M quota
- Achieved 135% attainment in 2018 on a $3M quota, and 125% attainment in 2020 on a $6.6M quota
- Awarded Global MVP in 2019 for overall contribution to the company.
Enterprise Relationship Manager – LinkedIn Learning/ Lynda.com
LinkedIn
01.2016 - 06.2017
- Relationship management and account development for named enterprise book of accounts within Midwest territory
- Craft complex solutions for Fortune 500 companies to help them achieve their business performance goals by linking learning solutions to their unique business strategies, opportunities and challenges
- Developed long-term relationships with clients, based on establishing trust and a thorough understanding of clients and their businesses
- Carried a $1.5M quota for group of enterprise clients with combined spend of ~ $800K
- Consistently exceed quarterly quota attainment goals while maintaining forecasting accuracy above 90%
- Team subject matter expert for internal backend systems and processes.
Enterprise Account Executive – Talent Solutions
LinkedIn
07.2014 - 01.2016
- Responsible for driving new business revenue within a defined territory of 180 enterprise accounts
- Market LinkedIn’s Talent Solutions products to both mid and senior level executives within defined territory
- Proven record of building strong personal relationships with key stakeholders within target accounts
- Establish social media recruitment strategies by becoming a trusted advisor
- Market LinkedIn’s Talent Solutions products to both mid and senior level executives within defined territory
- Develop and execute on a strategic plan for defined territory, constantly prospecting to develop strong pipeline
- Led Account Executive new hire training program for 50 colleagues.
Enterprise Relationship Manager – Talent Solutions
LinkedIn
01.2013 - 07.2014
- Partnered with an established group of 70 enterprise clients to make them more productive and successful
- Proactively grew accounts by aligning LinkedIn’s Talent Solutions to customers strategic goals
- Consistently exceeded quarterly attainment goals by securing off cycle revenue from client base
- Established strong relationships with internal business partners to ensure that post sale implementation and delivery ran smoothly.
Customer Success Manager, Global Accounts – Talent Solutions
LinkedIn
09.2011 - 01.2013
- Partnered with global clients to ensure their success and high return on investment with LinkedIn Talent Solutions
- Partnered with the Global Account Managers to ensure our largest corporate customers are successful and maintain a high ROI through their use of all LinkedIn Talent Solutions products
- Assisted recruiting leaders with adoption of products and share best practices amongst their team through training and education
- Implemented LinkedIn Talent Solutions products while working with cross functional partners internally and externally.
Recruiting Consultant
Zurich North America
03.2010 - 09.2011
- Partner with line managers, BU senior leadership, HRBP’s, and subject matter experts to gain thorough understanding of hiring needs
- Develop and implement strategic recruitment plans leading to the successful placement of 110 professionals within first 12 months of employment
- Build and develop relationships with key customers to identify issues, assess current and future needs and develop appropriate strategies for commitment to common goals
- Achieve key metrics related to cost, quality, and customer satisfaction
- Led sourcing optimization project, analyzing ROI, channel yield, candidate quality, and cost of major vendors (Monster, CareerBuilder, Indeed, SimplyHired, Linkedin, etc)
- Results led to the development of a robust sourcing strategy and reallocation of budgetary dollars to the most effective resources
- Ensure operational effectiveness and cost efficiency of national and market specific staffing programs
- Partner and communicate with HR Partners & customers to develop staffing plans and processes to support business objectives and strategies
- Led team members in developing creative, alternative, low cost and highly effective sourcing methods
- Chaired a cross functional team developing a RFP and proposed selection of a new pre-employment assessment vendor.
Division Director
Robert Half International, Inc.
05.2007 - 07.2008
- Supervised all aspects of the branch direct hire divisional operation
- Mentored and managed a staff of 6 recruiters, regarding the day-to-day strategic business objectives and client strategies
- Successfully grew the Naperville direct hire expansion branch from a 2 person start up operation to a nationally recognized, top performing team consisting of 6 recruiting professionals
- Projected and budgeted revenue stream for a $2 million office
- Managed day-to-day operations of divisional functions and employees, including hiring, training and completing performance evaluations
- Developed and delivered new hire sales training programs
- Established policies and procedures to increase the effectiveness of Division’s recruiting and marketing efforts.
Recruiting Manager
Robert Half International, Inc.
08.2003 - 05.2007
- Individual contributor managing the full cycle recruitment and successful placement of 500 plus applicants
- Established new relationships within 5 large “target” businesses, resulting in an annual increase in sales of $250,000
- Negotiated rates, contract terms, and conditions with prospective clients
- Trained area business managers on behavioral, situational, and technical interviewing techniques.
Education
Southwestern Michigan College
Skills
- Account Acquisition
- Sales operations
- Product Knowledge
- Competitor Analysis
- Goal Setting and Achievement
- Territory Management
- Change Management
- Sales processes
- Analytical problem solver
- Empowers high-performing sales teams
- Sales strategy development
- Strategic account development
Professional Development
Zurich LEAN Yellow Belt Certification
Timeline
Director Content Sales - Strategic Accounts
Cornerstone OnDemand
07.2022 - Current
Enterprise Account Executive
Modern Health
09.2021 - 06.2022
Senior Sales Executive – Enterprise Accounts
Cornerstone OnDemand
06.2017 - 09.2021
Enterprise Relationship Manager – LinkedIn Learning/ Lynda.com
LinkedIn
01.2016 - 06.2017
Enterprise Account Executive – Talent Solutions
LinkedIn
07.2014 - 01.2016
Enterprise Relationship Manager – Talent Solutions
LinkedIn
01.2013 - 07.2014
Customer Success Manager, Global Accounts – Talent Solutions
LinkedIn
09.2011 - 01.2013
Recruiting Consultant
Zurich North America
03.2010 - 09.2011
Division Director
Robert Half International, Inc.
05.2007 - 07.2008
Recruiting Manager
Robert Half International, Inc.
08.2003 - 05.2007
Southwestern Michigan College
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