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Susan Roche
Account Executive at TECO Peoples Gas
Professional Background
Susan Roche is an accomplished and award-winning Sales Professional and Business Development Executive with over 20 years of extensive experience in enterprise solution and services sales. Known for her strong dedication to fostering meaningful relationships and driving sales success, Susan's career has been marked by her exceptional storytelling abilities, which facilitate her role as a trusted advisor for C-level executives and key decision-makers across various sectors, particularly in the high-tech industry.
Her professional tenure is adorned with remarkable achievements in both domestic and international markets, showcasing her ability to thrive in the competitive landscape of technology sales. With a fearless approach to fostering value-based conversations with prospects, she has consistently delivered compelling sales presentations that not only expand existing client bases but also convert new clients, effectively increasing market share for her employers.
Throughout her journey, Susan has drawn upon her expertise in global account and territory management, engaging with high-profile clients and partners across diverse geographical regions, including the U.S., Latin America, EMEA (Europe, the Middle East and Africa), and the APJ (Asia-Pacific Japan) regions. Her extensive experience has equipped her with the skills necessary to develop and negotiate successful partnerships that have stood the test of time in the fast-paced tech industry.
Education and Achievements
Susan Roche’s educational background includes a comprehensive study of Business Administration and Management at Salem State University. This foundation has proven invaluable as she ventured into her professional career, enabling her to apply theoretical knowledge effectively to real-world business challenges.
As a Sales Professional in Fortune 500 companies, Susan has built a successful track record with leading global firms such as OpenText, HP, IBM, and Xerox. Her tenure has included impactful roles that have furthered both her career and the strategic interests of the companies she has worked with. Her ability to engage key decision-makers ensures that she not only develops mutually rewarding partnerships but also leads her teams toward exceeding sales quotas and delivering millions in incremental sales revenue.
In the high-tech industry, Susan is renowned for her strong relationships with leading technology partners, including Adobe, Salesforce, DocuSign, SAP, and Cognizant. Her long-standing affiliations with these organizations have afforded her critical insights into technology expertise that encompasses a broad array of solutions and emerging trends, including Business Process Management (BPM), Software as a Service (SaaS), Cloud Computing, Artificial Intelligence (AI), Robotic Process Automation (RPA), and various e-Commerce solutions.
Achievements
One of Susan’s most significant accomplishments in her career revolves around her role as a revenue generator. Her assertive nature as a sales leader has played a critical role in transforming lagging territories, wherein she has consistently exceeded customer expectations. Her proactive strategies not only meet but often surpass sales targets, leading to substantial revenue growth for the organizations she represents.
From her early beginnings as a Senior Sales Executive at Xerox to her influential positions at OpenText and Appian Corporation, Susan has showcased her abilities to leverage strategic alliances. As the WW Alliance Sales Manager at OpenText, she managed global sales initiatives that have driven partnership and sales success on a worldwide scale. This role required not only an understanding of the market but also the ability to manage complex negotiations that result in fruitful outcomes for all parties involved.
Additionally, her experience at various companies as a Sales Manager and Executive illustrates her versatility and expertise in the tech world. For example, her work with HP as an Alliance Sales Manager involved extensive collaboration with Salesforce.com, which enriched her experience in cultivating tech industry relationships that are essential in today's business environment.
In conclusion, Susan Roche's 20-plus years in sales are marked not only by a slew of accolades and awards but by her strategic mindset, genuine approach, and unwavering commitment to excellence. Her ability to navigate the complexities of high-stakes negotiations and her passion for delivering high-quality service make her a standout professional in the field of business development. Whether through collaborative partnerships or innovative sales strategies, Susan continues to leave a lasting impact, making her a true asset in the fast-evolving technology landscape.
