Ben Schwarz
Littleton
Summary
Proven, dynamic sales leader with expertise in territory management, client acquisition, and relationship selling. Secured over $75M in contracts by establishing trusted relationships with C-suite executives and negotiating strategic agreements.
Overview
27
27
years of professional experience
2
2
Certifications
Work History
Regional Sales Manager
Cognizant
Remote
01.2019 - Current
- Developed and implemented comprehensive territory plans to maximize client acquisition
- Cultivated strategic opportunities with higher education institutions across extensive territory
- Implemented thorough strategies for complex sales cycles to guarantee opportunity advancement and closure
- Established trusted relationships with C-suite executives to drive collaboration through sales cycles
- Directed and organized internal capture team
- Facilitated successful agreements aligning with clients' and Cognizant's business objectives
- Secured over $65M in closed business
Enterprise Account Executive
Relias
Remote
12.2016 - 01.2019
- Established foundation as charter member of new population healthcare analytics sales organization
- Directed establishment of new sales team structure, training programs, policies, and procedures
- Led outbound sales initiatives to drive new analytics solution sales
- Showcased Relias Analytics at regional and national events
- Facilitated strategic meetings and demonstrations with senior leaders in healthcare and government organizations
Strategic Account Executive
Blackboard
Remote
05.2010 - 12.2016
- Cultivated strategic client relationships within territory housing Blackboard's largest clients
- Secured 100% contract renewal rate with all strategic clients
- Regularly surpassed sales quotas; recognized multiple times as Blackboard Circle of Excellence winner
- Identified, developed, and secured large, complex technology and services opportunities
- Collaborated with strategic university client to deliver enterprise technology and services partnership, reversing declining enrollments and achieving highest enrollment total in 41 years
- Collaborated with innovative university to evaluate market needs and deliver industry-leading competency-based education toolset, resulting in program enrollments more than doubling within one year
Account Executive
Pearson
Denver
07.2006 - 05.2010
- Cultivated strategic client relationships for higher education and K-12 clients
- Secured 100% contract renewal rate across top 10 clients
- Attained President’s Club distinction for exceptional sales performance
- Successfully completed Holden International sales training program Power Base Selling
- Secured long-term, high-value contracts aligning with Pearson eCollege and client business objectives
- Cultivated robust relationships with executive leadership at each client within territory
Course Services Manager
Ecollege
Denver
02.2000 - 06.2006
- Led team of over 20 Course Designers and Developers
- Directed financial operations and business workflows for department
- Orchestrated and directed activities essential for achieving company revenue goals
- Designed and launched comprehensive training and professional development program for department team members
- Established and executed formal resource allocation process and controls
- Supported sales efforts for existing and prospective clients
- Developed and launched innovative product offerings
Course Development Coordinator
Ecollege
Denver
08.1998 - 02.2000
- Designed and crafted engaging online courses and content
- Oversaw complex online course and content design and development projects
- Partnered with instructors to convert course content from face-to-face delivery to online format
- Facilitated instructor and administrator training sessions at higher education institutions nationwide
- Served as primary academic operational contact for eCollege’s largest clients
- Directed implementation team for Knowledge Access e-learning initiative in Dubai, United Arab Emirates
Education
Bachelor of Science - Business Administration
Regis University
Denver, CO05-2007
Some College (No Degree) - Communications
University of Arizona
Tucson, AZSkills
- Territory management
- Client acquisition
- Sales strategy development
- Product and service sales
- Complex sales processes
- Relationship selling
- C-suite engagement
- Contract negotiation
- Business development and planning
Accomplishments
Cognizant $20 Million Club
Affiliations
Volunteer - Coach, I9 Sports and NFL Flag Football
Certification
Miller-Heiman Large Account Management Process (LAMP) Certificate
Timeline
Regional Sales Manager
Cognizant
01.2019 - Current
Enterprise Account Executive
Relias
12.2016 - 01.2019
Strategic Account Executive
Blackboard
05.2010 - 12.2016
Account Executive
Pearson
07.2006 - 05.2010
Course Services Manager
Ecollege
02.2000 - 06.2006
Course Development Coordinator
Ecollege
08.1998 - 02.2000
Bachelor of Science - Business Administration
Regis University
Some College (No Degree) - Communications
University of Arizona