Heidi Fournier Kelly

Inquirer
DISC Type : dc

Strategic Customer Success Manager at Varicent

Toronto, Ontario, Canada

Overview

Heidi Fournier Kelly is a Sr. Customer Success Manager at Varicent, specializing in high-tech strategic relationships. With a background from Concordia University, she combines customer focus with technical acumen to manage complex sales cycles and enterprise accounts. Colleagues describe her as a dedicated, passionate, and trusted advisor.

Personality Overview

ROI Conscious

Judgemental

Hard To Convince

They respond well to confident salespeople.  They can be nudged to make faster decisions by offering what they value. They don’t always try to control the conversation but neither do they like yielding it fully.

Topics They Care About

Customer Success
Her entire career focuses on customer success, driving engagement, adoption, and managing sensitive C-level relationships to ensure stable partnerships.
Strategic Account Growth
She has a proven record of exceeding ARR growth targets by 120% and maintaining renewal rates above 90% for a multi-million dollar book of business.
Sales Performance Management
She is a thought leader in the Sales Performance Management (SPM) space, managing global accounts for SPM suites at both IBM and Varicent.

Media Appearances

Varicent - Customer Success Team. Featured in The Org

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Top 10 Spring Summit Snapshot. Featured in Varicent Blog

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Work History

1-2020
Strategic Customer Success Manager at Varicent
10-2013 - 12-2019
Senior Customer Success Manager - SPM/ICM part of Watson Financial at IBM (formerly Varicent Software)
4-2011 - 10-2013
Senior Client Executive at Varicent (acquired by IBM)
10-2006 - 4-2010
Senior Solution Architect - Sales at Infor (formerly Workbrain)
7-2005 - 10-2006
Project Manager at Workbrain (acquired by Infor)

Education

Bachelor of Science - BS from Concordia University
Honours from Information Technology Institute (ITI)

More Information

Social Presence :

Prographics :

Exp : 24 Location : Toronto, Ontario, Canada Job Level : Middle Designation : Strategic Customer Success Manager at Varicent
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Insights For Selling To Heidi

During A Call Or A Meeting

DO's

  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Stress on the business value that your product offers
  • Highlight the competitive differentiation of your product

DONT's

  • Avoid repeating yourself or making generalizations
  • Don’t try to be an alpha salesperson, give them equal space
  • Don't try too hard to get friendly, let it happen with time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Heidi is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Heidi

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Heidi move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Heidi take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Heidi

Personality Compatibility


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