Nolan Brewster
Denver
Summary
Enterprise account management professional with a strong focus on driving business growth and fostering client relationships. Adept at team collaboration and adapting to evolving business needs. Strong track record of meeting and exceeding organizational goals. Leveraging nearly 8 years strategic thinking and negotiation skills in account management to drive success.
Overview
11
11
years of professional experience
Work History
Enterprise Account Manager
Fastly
04.2022 - Current
- Managed a book of business totaling $8M in ARR. Including logos like X (formerly twitter), Barstool Sports, The Motley Fool and Pinterest.
- Full quota attainment for FY '22,'23,'24 and on track to be over quota for fiscal '25. (112% in FY '23, 120% in FY'24)
- Reduced customer turnover by 25% YOY in my node through customer engagement activities. Including, cadence calls, working sessions, professional service engagements and on-site meetings.
- Developed strategic account plans bi-yearly to identify growth opportunities and ensure we were consistently aligned with the customers business goals.
- Negotiated a minimum of 3% increase in customer renewals if sold at less than list pricing. Highlighting the value added throughout the year.
- Identified upsell opportunities through business reviews, working sessions and consultative selling activities.
- Worked closely cross functionally with direct sales, solution engineers, product, legal and business operations among others.
- Assisted in On-boarding new Account Managers as needed
Account Manager
simPro Software
12.2020 - 01.2022
- Managed 85 growth accounts in the $10K-$20K MRR range
- Reduced an extremely high churn book of business by nearly 50% in just a six month period.
- Increased total revenue of my accounts by $250K in FY'21.
- Identified potential upsell and cross-sell opportunities through business reviews and weekly touchpoints.
- Assisted in various activities outside of role responsibility like customer on-boarding, training new colleagues and performing direct sales activities like cold-calling.
Account Manager
Oracle | Netsuite
12.2018 - 10.2020
- Quota attainment FY '19,'20 (104%, 101%).
- 0% customer turnover rate during my tenure at NetSuite for my books of business. Saved multiple potential churns through identifying unaligned business goals and proactively finding fixes before a non-renewal. Generally also finding upsell opportunities in the process.
- Negotiated and executed all account subscription renewals. Communicating primarily with C-Suite level executives.
- Conducted annual and quarterly on-site business reviews to ensure full use of all licensing to prove ROI and ensure customer was getting full use of the platform.
- Ran the full sale cycle on all up-sells from discovery, demo, technical alignment to signatures.
- Worked cross-functionally with legal for contract language, deal desk and implementation team to oversee the sale to on-boarding of new customers.
Account Executive-Upmarket
ADP
09.2017 - 10.2018
- Executed full sales cycle from prospecting to close of deal.
- Established contact with prospective customers by cold calling to uncover new leads, following up on company generated leads Reviewed market analyses and understood complex business objectives to deliver the best solutions.
- Effectively and strategically leveraged relationships internally and externally to deliver excellent customer service
Business Development
SportsLabs
05.2014 - 08.2017
- Created and executed presentations given to university athletic directors to sell/up-sell schools on fan engagement applications and location-based services to help increase fan engagement, event attendance and increase schools revenue via sporting events Oversaw the project management for new application creation for new schools that were brought on, adhering to strict specifications and deadlines Played an integral role in closing multiple deals with Power five conference schools for $300K
- The University of Texas being the largest at $75K in annual spend
- A direct point of contact to assist and manage 18 of our 44 total schools
- Assisted with customer success activities.
Education
B.S. Corporate Communication -
University of Texas At Austin
Austin, TXSkills
- Account Management
- Strategic Planning and execution
- Full Sales Cycle Execution
- Operational leadership and management
- Contract Negotiation
- Customer Success
- ERP Management
- Project Management
Activities
- UT Football: 4-year lettermen/ Team Captain
- First Team Academic All Big 12 Selection
Timeline
Enterprise Account Manager
Fastly
04.2022 - Current
Account Manager
simPro Software
12.2020 - 01.2022
Account Manager
Oracle | Netsuite
12.2018 - 10.2020
Account Executive-Upmarket
ADP
09.2017 - 10.2018
Business Development
SportsLabs
05.2014 - 08.2017
B.S. Corporate Communication -
University of Texas At Austin