Susan Killen

Current

Inside Sales and Sales Operations at Intel

Past

CEO at Killen Consulting
Inside Sales Manager at TmaxSoft
Director of Inside Sales at WANdisco

Vice President Western Sales at Resolve T
Account Executive at Webgain
Account Executive at Opticom
Account Executive at Rational Software
Sales at Platinum Technology
Sales at Cabletron Systems

see less...

6 more...

Education

McGill University

Recommended

6 people have recommended Susan

Connections

141 connections

Industry

Computer Software

Websites

Susan Killen’s Summary

I have over 17 years of experience in software technology and during that time have held positions from Lead Generation to CEO. In my most recent capacity as a contract pipeline developer and sales operations for Intel, I fill the pipeline with new opportunities and help the sales team to be successful. I have implemented my own process for this. In my current post I have added over 13 new opportunities to the forecast in just over a month. At my last post, I increased success from .2% calls to demos to over 10%, contributing 50% of the total sales funnel through only direct marketing. I have also implemented a sales force automation package 3 times now and have succeeded in 100% adoption. Other aspects of my role included the creation business plans, best practices, voicemail and email scripts; direct calling, emailing and marketing the company worldwide.

Susan Killen’s Specialties:

Developing territories and filling pipeline. Qualifying and Closing Deals
Working in a team environment, managing resources to maximize profit.
Sales Operations including: mentoring and training sales people. SFA implementation, analytics and reporting
Executing direct or oem contracts, contracts negotiation, territory creation and management, building a repeatable and predictable revenue stream through ethical business practices.

Susan Killen’s Experience

Inside Sales and Sales Operations

Intel

(Public Company; INTC; Semiconductors industry)

March 2009 — Present (9 months)

Intel® SOA Expressway is a software-appliance designed to simplify, accelerate, and secure the Enterprise SOA architecture. It expedites SOA deployments by addressing common SOA bottlenecks – it accelerates, secures, integrates and routes XML, web services and legacy data in a single, easy to manage form factor.
In my capacity as Inside Sales, I fill pipeline by generating email and phone templates; following up and qualifying inbound leads; and by researching and characterizing target accounts for the field team. I also set up and maintain salesforce.com. From March to July I have added 35 new opportunities to the pipeline.
CEO

Killen Consulting

(Computer Software industry)

December 2003 — 2009 (6 years )

Killen Consulting helps clients with specific training, coaching and education as well as building and staffing inside sales teams. I work directly with Sales teams and reps. The focus of my expertise is on pipeline development, prospecting, qualifying, complex deal managment, oem agreements, contracts negotiation, time managment, business planning and creating and reaching goals. I have helped clients improve their processes and increase new sales by an average of 200%. Some of my customers include, Borland Software, First Reef, Resolve Technology, Wandisco and others.
Inside Sales Manager

TmaxSoft

(Computer Software industry)

April 2007 — January 2008 (10 months)

TmaxSoft provides a full range of advanced system optimization products to industry leaders throughout the world and has a wealth of experience in mainframe rehosting and SOA-based system redevelopment. TmaxSoft products and solutions provide IT integrity, reliability, cost reduction, and future potential.

With our advanced product base and depth of experience, TmaxSoft has worked closely with over 1,400 clients throughout the world, including many industry leaders, to provide system optimization products and advanced SOA-based enterprise solutions that revolutionize customer computing environments. TmaxSoft clients come from all sectors, including government, finance, manufacturing and telecommunications and our products and solutions are now used within the US, Korea, Japan and China.
Director of Inside Sales

WANdisco

(Privately Held; Computer Software industry)

2006 — 2007 (1 year )

Inside Sales Manager
I directly hired and managed a team of 4 reps responsible for a $3.5M quota while also driving direct revenue . Provided training and mentoring as well as created the handbook for the sales team and had the largest contribution to the pipeline. see recommendations under Killen Consulting
Vice President Western Sales

Resolve T

(Privately Held; Computer Software industry)

2005 — 2006 (1 year )

Managed the Western Territory reporting directly to the VP of Sales. Built new accounts and serviced existing accounts within the Western region of the United States. Doing everything from determining targets, to cold calling, onsite meetings, demonstrations, resource management and deal closing. Large deals from $500k-$1M.
Account Executive

Webgain

(Privately Held; Computer Software industry)

2000 — 2004 (4 years )

Number One rep at Webgain my first year. Created the OEM Western team and negotiated over $2m in contracts and the largest deal to date for Webgain. Targeted and pursued national and regional accounts to engage with OEM sales, consistently at 120% or more of quota
Account Executive

Opticom

(Privately Held; Management Consulting industry)

1999 — 2000 (1 year )

Developed a pipeline and closed business for a new network management software start up based in Andover. MA. Had a field rep and inside rep on my team and managed these and other resources. Averaged 7 meetings per week and one pipeline addition per week
Account Executive

Rational Software

(Public Company; RATL; Computer Software industry)

1996 — 1999 (3 years )

Number One team at Rational for 2 years, working with a team on the Boston Financial district. two largest deals for Rational to date with Fidelity and John Hancock.
Sales

Platinum Technology

(Public Company; PLAT; Computer Software industry)

1994 — 1996 (2 years )

Territory based sales for Forest and Trees business intelligence product line. developed accounts and managed existing customers to maximize revenue
Sales

Cabletron Systems

(Public Company; CS; Computer Networking industry)

1992 — 1995 (3 years )

developing leads and closing sales of computer hardware while working in a team of field rep, inside rep, systems engineer and lead generator