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Tess Scott

Tess Scott

Summary

I am a highly experienced media, SaaS tech & data/insights industry professional with excellent client management skills and strong commercial and financial acumen. With over 17 years experience in Media, Insights & data/Market Research & SaaS. I have formed strong client & agency relationships through the years and generated high levels of revenue across a range of product offerings both new business and existing. I am a very passionate and diligent person who works hard & likes to be hands on in all I do. I am very organised and efficient as customer care is key to me. I am very much a team player and like to make sure I communicate correctly to all teams involved when selling in a proposition.

Overview

17
17
years of professional experience

Work history

Enterprise Account Director

Connex One
Manchester
03.2024 - 09.2024
  • Selling our omni-channel cloud-based communication & CX platform for all contact centres
  • Selling our Athena Ai solution to upsell to some existing clients but mostly new business
  • Prospecting new clients through existing contacts and LinkedIn Sales Navigator lists created in different industries
  • Develop and cultivate relationships at the highest levels mostly CXO and Director
  • Putting together quality proposals from demonstrations and follow up emails.
  • Booking follow up meetings to close the deal
  • Working on deals ranging from 15 users to 5k users
  • Weekly meetings with the BDE’s to see what new verticals we can target and try and develop new leads.

Sales Co-Ordinator

JCDecaux
London
08.2007 - 09.2008
  • Handled inbound queries by phone, email and in person.
  • Responded to customer inquiries and resolved issues promptly to maintain client satisfaction.
  • Coordinated sales activities with effective communication between sales teams and clients.
  • Processed purchases and sales orders promptly.

Account Director

Blinkx Media
05.2014 - 07.2014

UK Sales Manager

Tribal Fusion
07.2008 - 08.2012
  • Selling a network that combines technology, audience data & publishing partnerships to deliver high performing display campaigns across one of the fastest growing networks at present.
  • Selling various high impact solutions across multiple divisions of the Exponential Group, including Firefly Video, Tribal Fusion Network, AppSnack a new In-app mobile offering.
  • Solely responsible for building relationships and growing the Tribal Fusion name across Aegis resulting in a 214% increase in revenue in 2011.
  • Presenting yearly overviews and new strategies once Aegis partnership contract was signed with Group Associate Directors to build a yearly plan across all clients.
  • Introducing the newly developed Exponential Insights product, DeepDive, to both agencies and clients to analyse their current buying strategy, to improve performance and identify their target audience to generate sales.
  • Presenting to agency teams from Account Director level to Planner Buyers on PCA (post campaign analysis) and discuss recommendations.
  • Selling our Insights and data solutions to both agencies & clients direct
  • 50% existing business & 50% new business
  • Providing high levels of quality and service towards digital agencies and clients.
  • Putting together quality proposals in answer to briefs or pro-actively researching and consolidating information on what the client’s next move may be for potential new business.

Senior Sales Software Manager

CloudCall
12.2019 - 12.2021
  • Selling & demoing our unique telephony product with all CRMs we have an integration implemented with, including Salesforce, Bullhorn, Vincere, Tracker, Access Group, Mercury XRM, Zoho CRM, Voyager, Durrell & Eclipse
  • Selling our full suite of features within each individual partnership integration including; call recording, notes, click to dial, in-consent calls, supervisor panel, advanced reporting and more
  • Working with our partnerships team on a regular basis to bring in partner referral leads across all CRMs
  • Prospecting new clients through existing contacts and LinkedIn Sales Navigator lists created in different industries
  • Demoing to key decision makers and new business’ on a daily basis how and why our platform will bring new revenue and new opportunities
  • Key industries focusing on Recruitment, Market Research, Finance, Medical, Education, Automotive, Charities, Coaching and Retail
  • Develop and cultivate relationships at the highest levels mostly CXO and Director
  • Putting together quality proposals from demonstrations and arranging follow up meetings to close the deal
  • Working on SMB & Enterprise deals ranging from 1-150 users
  • Attending virtual recruitment events to build lead list and generate more revenue
  • Working with marketing on webinars with our partners and presenting new topics to clients both existing and new
  • Working with Microsoft teams when demoing to clients and including or current partnership with Microsoft
  • 90% new business and 10% referrals and prospecting
  • Closing 14 deals within a month
  • Working with account managers to make sure the relationship is strong and client receiving the best service
  • £40k target every month
  • Close deals within a week for under 50 users, others within the month.

Key Enterprise Account Executive Majors Team

NICE LTD
01.2023 - 05.2024
  • Selling our on - premise & cloud-based communication & CX platform by empowering organisations to make smarter decisions based on advanced analytics of structured and unstructured data
  • Offering our full product suite ranging from our contact centre solution to our digital self-service, omnichannel solutions, fraud prevention, WFM & EEM, NPM, enlighten XO, quality management and much more
  • Working closely with each department such as our VRS, WFM, Enlighten Digital, Data & Analytics, Cloud, On Prem team, Pre Sales, Sales Engineering & more
  • Converting accounts from on premises to the cloud
  • Working with our channel & partner team on a regular basis to bring in partner referral leads across our portfolio
  • Develop and cultivate relationships at the highest levels mostly CXO, Directors, Marketing, IT Departments, Operations, Digital, Fraud and more
  • Building account plans and strategy documents to discuss with the client on how our products will benefit them and what it can bring to their business
  • Offering Benefit and Value sheets to show top ROI being achieved by investing
  • Growing existing accounts and introducing new products to each client
  • Regular cadence with clients and internal team members through set meetings each week, reviews and QBR’s
  • Regular cadence with my manager, forecast calls, pipeline generation, 1-2-1 & AOB every Monday
  • Constant communication with the main champion to inform of new updates next steps and strategy
  • Working on Enterprise deals ranging from 5000k - 20,000k plus users in a business
  • Attending multiple events F2F or video to build a lead list and generate more revenue
  • Growing existing accounts with new business brought in by myself either through users or new locations.

Enterprise Account Executive

Dialpad
London
01.2022 - 12.2023
  • Selling our cloud-based communication platform that delivers high-quality calling, video, & chat from a single application
  • Powerful Ai technology is embedded in every interaction allowing you to gain more data, insights, and analytics from every call & meeting that happens internally or externally
  • Offering our full product suite ranging from our UCaas & Contact Centre solution to our Ai Agent Assist, Digital Self Service, Omnichannel and Ai Sales products, a full tech stack solution
  • Working with our channel team on a regular basis to bring in partner referral leads across our portfolio (Telarus, Nvoy, Avant, T&T & Spectrum) including our new partnership with Google and building relationships with the sales team
  • Working with external WFM partners such as Playvox & Calabrio (attending an event in March with all Calabrio client contacts including Webhelp, Nationwide and may more)
  • Prospecting new clients through existing contacts and black book of contacts through the years and LinkedIn Sales Navigator lists created in different industries
  • Key industries focusing on Recruitment, Market Research, Finance, Medical, Education, Automotive, Charities, Coaching and Retail, Government and Utilities
  • Converting accounts from on premises to the cloud
  • Develop and cultivate relationships at the highest levels mostly CXO, Directors, Marketing, IT Departments and Operations
  • Building account plans and strategy documents to discuss with the client on how our product will benefit them and what it can bring to their business through longevity rather than quick wins
  • Putting together quality proposals from demonstrations and arranging follow up meetings to close the deal
  • Constant communication with the main champion to inform of new updates next steps and strategy
  • Working on Enterprise deals ranging from 1000k - 10,000k plus users in a business
  • Attending Gartner, CCExpo & CCW events to build a lead list and generate more revenue
  • Working with marketing on webinars with our partners and presenting new topics to clients both existing and new
  • 90% new business and 10% referrals and prospecting
  • Growing existing accounts with new business brought in by myself either through users or new locations
  • Target: $1.2 million currently on 17% of target for this year
  • Clients include British Gas & Buy it Direct and a current pipeline of over $4.8 million.

Head of Media

Vitesse Media
03.2017 - 11.2019
  • Heading up a team of sales professionals focusing on three key verticals, Investment, SME & Technology
  • Weekly sales meeting covering important areas such as forecasting, revenue, competitor review, new business, International and client direct accounts
  • Changing process’ in order to make each team within the company work more efficiently & together as a company
  • Working with head of finance on a daily basis to resolve previous financial issues and keeping a clear idea on numbers for all senior staff and the board of directors.
  • Working withrial Director & Head of Data to look at new content being produced and what new campaigns are being pitched for week by week, look at how the data can be sold to increase campaign activity
  • As well as managing a team I was selling both digital & the digital magazine for Information Age to a number of B2B agencies, affiliate agencies and clients direct
  • Working with trading desks through programmatic buying and help set up our PMP’s with the head of programmatic
  • Selling our advertising suite of products ranging from editorial, advertorial Webinars, lead generation, branded content & events such as Tech leader Awards, Women in Tech etc
  • Selling our Insights and data solutions to both agencies & clients direct
  • Primarily selling Information Age our Technology site speaking to all SaaS & technology clients
  • Providing high levels of quality service towards agencies and clients direct, including PCR & good customer service
  • 50% of my time was working on new business through contacts and cold calling
  • 50% of my time was working on existing business and growing that business
  • Putting together quality proposals in answer to briefs ranging from our video, display and social opportunities, including mock ups, designed by myself.
  • Working on partnership briefs from £20k - £500k
  • Working with heads of trading, partnerships & strategy to sign partnerships across programmatic, brand and performance
  • Strong agency relationships across a range of agencies, PR, marketing, creative & media agencies
  • Black Book of key client direct contacts both B2C & B2B
  • Individual target £500k overall team target £1.4million.

Account Director

Evolve Media
06.2014 - 03.2017
  • Selling our network & O&O sites, TotallyHer & Crave Online, Total Beauty, The Fashion Spot & Mumtastic.
  • Selling our Luxury & affluent division of the business to multiple agencies called Martini Media.
  • Selling all of our products from Video, display, Mobile & Tablet, blogger outreach, editorial, social & programmatic (RTB & PMP)
  • Working with trading desks through programmatic buying and help set up our PMP’s with the head of programmatic and teams in Canada.
  • Selling our advertising suite of products ranging from editorial, bloggers and content specific led pieces, high impact formats and arranging events to co-inside with any digital activity we are running for a client.
  • Providing high levels of quality and service towards digital agencies and clients, including PCR & good customer service throughout the campaign.
  • Putting together quality proposals in answer to briefs ranging from our Video, display and social opportunities, including mock ups, designed by myself and our creative team.
  • 40% new business & 60% existing which grew tremendously.
  • Selling our Insights and data solutions to both agencies & clients direct
  • Working on large briefs ranging from £100-350k
  • Working with Heads of Trading to sign partnerships across programmatic and Brand.
  • Entertaining agencies at high levels to continue building relationships.
  • Mentoring members of the team and working with the heads of departments to grow the business.
  • Strong agency relationships across a range of agencies, main agencies being Zenith, Starcom, Blue 449, Havas, Cream, Target Media, Mediacom (Universal team), MGOMD, MEC, UM Manchester, Mediacom, M&C Saatchi.
  • Target was £800k 1st years which I exceeded
  • Target was £1.4k 2nd year which I hit

Business Development Manager SaaS Platform

Microsoft Head Office
Reading, Berkshire
06.2012 - 05.2014
  • Introducing & selling the Windows 8 platform as well as building digital strategies with developers & content partners to produce Windows 8 applications, resulting in revenue for both customers/partners & Microsoft
  • Head up Ads in Apps sales through our direct team, so work closely with A&O to come up with new digital strategies for FY14 and build a constant pipeline of primary advertisers
  • Working with the CPE (Customer Partnership Experience team) for all of DPE (Development Platform Evangelism around 60-70 people)
  • Selling our Insights and data solutions to both agencies & clients direct
  • 30% existing business & 70% new business
  • Organise, design and technical workshops in our MTC with clients directly to give recommendations on how an application can look, feel and provide maximum ROI to their company just by focusing on the design and the key functionalities of their application
  • Providing high levels of quality and service towards digital & design agencies and clients
  • Main design/ development & marketing agencies I work with are Matmi, Tag Games, Sequence, Mediator, Matchbox, Future Platforms etc main Clients are Ticketmaster, Twickets, Alton Towers, Chessington, Merlin.

Education

BA (Hons) Retail Marketing -

University Of Brighton

A-Level - undefined

Charters School - Sixth Form

GCSE - undefined

Marist Convent Senior School

Skills

  • Sales techniques
  • Relationship Management
  • Retail marketing
  • Business development
  • Account management
  • Training and Development
  • Territory management
  • High-value project management
  • Competitor analysis
  • Financial management
  • Salesforce CRM
  • High-value contracts negotiation
  • Strategic partner relationships
  • High-volume portfolio growth
  • Business opportunity tracking
  • Key client targeting
  • Winning new business
  • Account growth strategy
  • Pipeline development
  • Contract and agreement negotiation

Custom

  • Hockey (Berkshire county Hockey Player, South of England Player, Sports leadership award)
  • Gym – General fitness, Yoga
  • Working with Special needs children
  • Charity work
  • Reading
  • Socialising
  • Networking
  • Cooking

Timeline

Enterprise Account Director

Connex One
03.2024 - 09.2024

Key Enterprise Account Executive Majors Team

NICE LTD
01.2023 - 05.2024

Enterprise Account Executive

Dialpad
01.2022 - 12.2023

Senior Sales Software Manager

CloudCall
12.2019 - 12.2021

Head of Media

Vitesse Media
03.2017 - 11.2019

Account Director

Evolve Media
06.2014 - 03.2017

Account Director

Blinkx Media
05.2014 - 07.2014

Business Development Manager SaaS Platform

Microsoft Head Office
06.2012 - 05.2014

UK Sales Manager

Tribal Fusion
07.2008 - 08.2012

Sales Co-Ordinator

JCDecaux
08.2007 - 09.2008

A-Level - undefined

Charters School - Sixth Form

GCSE - undefined

Marist Convent Senior School

BA (Hons) Retail Marketing -

University Of Brighton

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Tess Scott