James Fleming

Managing a $1.4 million portfolio of 15 Key Accounts using Moodle LMS, serving as a trusted advisor to drive client success and business growth.

• Achieved a 100% renewal rate for Q4 2023 and Q1 2024, with an average 12% portfolio uplift through effective relationship management and value delivery.
• Leveraged data analytics and internal tools to monitor customer health and identify risk signals, implementing proactive measures to mitigate issues and enhance customer retention.
• Identified and capitalized on cross-sell and upsell opportunities by analyzing customer metrics and providing tailored solutions to meet evolving business needs.
• Engaged with key stakeholders, including Heads of Learning & Development, Change and Program Managers, and HR leaders, to drive product adoption and align solutions with organizational objectives.

Acting as the trusted point of contact for assigned customers, driving client success and expansion opportunities.

• Managed a portfolio of 100 accounts, fostering significant client adoption and driving cross-sell/upsell opportunities, leading to increased customer value.
• Surpassed Q4 targets by achieving 106% of a $900,000 USD annual target, and achieved 101% of target for Q1 2023 through strategic account management.
• Collaborated closely with existing clients to identify growth areas, leading to a 7% increase and expanding account value.
• Partnered effectively with, Product, Marketing, Sales Engineering, and Professional Service teams to deliver tailored solutions, ensuring customer satisfaction and product alignment.
• Leveraged internal tools and data analytics to monitor customer health and proactively address risk signals, ensuring issues were mitigated and resolved promptly.
• Client Personas: CMOs, Change and Program Managers, HR Directors, Heads of CX, Heads of Digital, and Heads of Video/Content.

Part of the newly established Global Team, serving as the sole Account Manager based in APAC, acting as the trusted point of contact for 60 assigned customers to drive renewals and customer success.

• Exceeded my annual target, achieving 116% against a target of $900,000 USD.
• Developed tailored account strategies that leveraged expansion opportunities, resulting in measurable revenue growth and deepened client relationships.
• Fostered strong connections with key decision-makers, driving a 9% increase in customer satisfaction (NPS) through personalized engagement and consultative service.
• Proactively utilized internal tools and data insights to monitor customer health and identify risk signals, resolving potential issues before escalation.
• Collaborated with clients to understand their skill development goals, implementing tailored learning paths and content strategies, resulting in enhanced learning outcomes and ROI.
• Effectively aligned with internal Product, Marketing, Professional Services, and Sales teams to ensure alignment and deliver a cohesive client experience, maintaining a consistent “one voice” approach.
• Remained up-to-date with industry trends, ensuring client solutions aligned with evolving market needs.
• Utilized a Consultative Solution Selling Approach (MEDDPICC) ensuring alignment with client objectives and driving long-term value.
• Client Personas: CIOs, CTOs, Change and Program Managers, CISOs, HR, Security, Cloud, Data, Engineering Managers, and Learning and Development.

Focused on driving pipeline growth and market penetration across ANZ’s Mid-Market segment

• 360 pipeline development and prospecting within targeted whitespace accounts in the Mid-Market space across ANZ.
• Exceeded sales quotas, achieving 102% of target in 2019 and 124% of target in 2020, against a $550,000 USD target each year, consistently driving strong revenue growth.
• Demonstrated creativity and strategic thinking by partnering with Marketing to expand Pluralsight’s reach in emerging markets, contributing to quota achievement during the initial peak of COVID-19.
• Played a pivotal role in building Pluralsight’s brand awareness in the Australian market as the first Mid-Market BDM in the region.
• Leveraged a variety of prospecting tools LinkedIn, LinkedIn Voice Messaging, Sales Navigator, Outreach, ZoomInfo, Gong to to generate high-quality leads and effectively engage decision-makers within target accounts.
• Established multi-level relationships within client organizations, expanding influence and increasing deal size by aligning Pluralsight's solutions with key business goals.
• Maintained a disciplined approach with 35 touchpoints daily, maintaining a 4x pipeline coverage to consistently meet sales targets.
• Actively mentored new BDRs, sharing best practices to drive team performance and optimize prospecting efforts.
• Targeted high-level decision-makers, including CTOs, CIOs, CSIOs, VPs of Engineering, Directors of Security, Big Data, and Global Learning & Development leaders, ensuring alignment of Pluralsight’s offerings with their strategic goals.

Managed a portfolio of accounts, balancing client retention and new business growth to drive revenue and customer success.

• Achieved a 97% renewal rate against a target of $600,000.
• 100% account management with a focus on driving retention and growth within a well-established client base.
• Identified upsell and cross-sell opportunities through proactive networking with existing clients, successfully expanding account value.
• Served as the Customer Success Manager for 120 accounts, providing ongoing training and support to ensure solution adoption and deepen client engagement.
• Led Quarterly Business Reviews and worked with clients on roadmaps to align solutions with their evolving needs while keeping them informed on future product releases.

Focused on driving new business growth, building key relationships, and maximizing revenue opportunities within the corporate travel sector.

• Exceeded annual new business target of $800,000, consistently identifying and capitalizing on high-value opportunities across a diverse client base.
• 360 pipeline development and prospecting within targeted whitespace accounts in the Mid-Market/SMB space across ANZ.
• Secured one of the largest new logos of 2018 within my first 4 months, landing a $250,000 contract and significantly contributing to company growth.
• Maintained accurate pipeline forecasting and ensured data integrity in Salesforce, providing clear visibility into sales progress and opportunities.
• Targeted key decision-makers, including CFOs, CEOs, Assistants to C-Suite, Heads of Travel, and HR, aligning Corporate Traveller’s solutions with their business needs to drive engagement and revenue growth.

Focused on driving client success, expanding business within existing accounts, and closing high-value deals.

• Achieved 100% renewal rate and an average 8% AAR increase, ensuring strong client retention and consistent revenue growth.
• Exceeded an annual target of $800,000 USD, closing key deals such as a $150,000 deal with Optus for exclusive EPL rights.
• Identified and leveraged cross-sell and upsell opportunities within assigned accounts, driving expansion and enhancing client value.
• Delivered engaging online product demos for both new and existing clients, effectively showcasing Getty Images' offerings and increasing product adoption.
• Cultivated multi-level relationships within client organizations, fostering trust and ensuring long-term strategic partnerships.
• Applied a Consultative Selling Approach to tailor solutions and meet client-specific needs, driving deeper engagement and satisfaction.
• Targeted key decision-makers, including CMOs, Marketing VPs, Graphic Designers, and Brand Teams, across both agencies and corporate clients to ensure alignment and maximize business opportunities.

• Achieved 135% of target in my 4th month, which resulted in me coming off probation early
• Achieved an average of 105% of target each month and then was promoted to Account Manager
• Handled all inbound request and proactively leveraged whitespace to create opportunities and new business