2021 Alumni of the Year Award - Finalist Information - Ashley Harding - memoryBlue

2021 Alumni of the Year Award
    Finalist Information – Ashley Harding

Ashley Harding
Enterprise Account Manager,
Google Cloud
memoryBlue Exit Year: 2016

Opening Highlights:
Ashley’s success included the following key metrics:
   Hit 214% of net new business quota in 2020
   Closed eight figures worth of TCV last year
   Breaking into green field accounts in major enterprise space ($1B+
    revenue)

Ashley Harding
Finalist Application -- Q & A

#1: Explain why you deserve to be memoryBlue's 2021 Alumni of the Year. Expand
on information from your initial application (where possible).
   This past year was a tough year for many sellers and it was my first year managing an
    entire territory for Google Cloud. Instead of letting a tough situation defeat me, I
    welcomed the challenge and hit 215% of my net new business quota, closing eight figures
    ($XX Million) in total contract value in a predominately greenfield territory.
   I was able to demonstrate Google Cloud’s value to several digital native companies and
    create go to market strategies that increased customers’ top line revenue. I developed
    close and trusting relationships with the C-Suite executives in my territory and leveraged
    these relationships to close several multi year commitments.
   Despite being the youngest person on my team, I was seen as a team leader and valued
    for my thought leadership. I created and led business development events that not only
    positively impacted my number but other sellers as well.
   I was recognized for my hard work and achievements through a promotion to Google
    Cloud’s Enterprise team. I believe my efforts this year are deserving of this honor and I
    would love to show other young women and underrepresented minority groups that it is
    possible to be successful in sales.

Ashley Harding
Finalist Application -- Q & A

#2: What is one thing you do that differentiates you from other sales
professionals?
   I think one thing that differentiates me from other sellers is my tenacity. I am aggressive in
    my pursuits of deals and I never give up. Every no I hear is just another opportunity for me
    to hear a yes. I explore all ways that Google Cloud can potentially support my customers
    and I fight for what is best for them.
   I also am tenacious within my internal organization. I fight back on internal pressures in
    order to get my customers to partner with us. I ensure that my customers feel that our
    relationship is a true partnership and I have their best interests at heart.

Ashley Harding
Finalist Application -- Q & A

#3: What key things did you do to develop professionally in 2020?
   In 2020, I focused on developing technical acumen to support my sales capabilities. I
    attended several technical workshops and virtual meetups to increase my knowledge of
    the cloud infrastructure space such as Kubernetes, Data Analytics, Machine Learning,
    Data Warehousing, and Compute Resources. I feel that I should be knowledgeable about
    the products I sell and be able to speak the customers' language.
   In order to increase my sales acumen, I met frequently with sales leadership at Google to
    discuss best practices and deal strategy.

Ashley Harding
Finalist Application -- Q & A

#4: How are you serving as an ambassador for memoryBlue?
   I frequently meet with current memoryBlue employees to discuss their career
    development and share what it is like to work at Google. I discuss all of the benefits of
    internal transfers within memoryBlue such as working in direct sales and why that was
    beneficial to my career.
   I’ve also taken techniques I learned at memoryBlue and incorporated them in creating
    the account development representative program at GCP. I helped create a rigorous
    course to train ADRs to prospect for Google Cloud using methods similar to those used at
    memoryBlue (Ganesh, Sandler, and Costigan). memoryBlue created the seller I am today,
    my success is their success.

Ashley Harding
Finalist Application -- Q & A

#5: What one piece of advice would you give to someone that is brand new to
sales?
   My biggest piece of advice for someone brand new to sales is to have grit. When the going gets
    tough the tough get going.
   Sales is not a walk in the park, but those who stick with it and try their hardest and push through
    will be successful in the end.
   Everyone only has 24 hours in a day, those who make the most of it will get the farthest. If all else
    fails, just smile and dial!

Ashley Harding
Finalist Application -- Q & A

#6: Give an example of how you exhibited mentorship or leadership in 2020.
   In 2020, I formally mentored 4 people, 3 within Google and 1 outside of the company.

   For each of my mentees, we created a career plan, outlining their immediate and long term career
    goals and a plan to achieve those goals. I was able to work with one of my mentees to get a full time
    role at Google by helping with resume creation, technical education, and sales acumen.

   Each of my mentees look to me as a career adviser and also as a friend, we have developed close
    relationships and I really enjoy supporting them and helping them grow in their careers.

Ashley Harding
Finalist Application -- Q & A

#7: Share a specific example of how you exhibited HUSTLE in 2020.
   2020 was definitely the year for HUSTLE. COVID not only impacted our business but also how we
    sell and communicate with our customers. When the pandemic hit, I knew I would have to act
    fast and create virtual events to engage with customers and create GCP awareness in a
    predominantly greenfield territory.
   I created a series of Youtube podcasts with two customer engineers where we discussed how
    companies could leverage our technology to help them through the current pandemic and the
    future. I was able to recruit thought leaders in the Cloud space to guest star in the series. This
    series was well attended by current and prospective customers and led to several opportunities.
    One of our episodes was viewed over 2000 times!
   https://www.youtube.com/watch?v=cBN93iJKfWs&t=3s

Ashley Harding
Finalist Reference: Nese Demirdag
Relationship: Direct Manager (Google Cloud)

Ashley Harding is a top performer and has overachieved her number every year in Google
Cloud.
Ashley's personal approach to customer focus helps to create an environment where teams
are empowered to put clients first. She coaches others on relevant work and shares it broadly
across the team.
She seeks opportunities to participate in initiatives that support the wider organization and
involve participants at all levels.
In 2020, Ashley led a series of podcasts for the entire East region collaborating with subject
matter experts inside and outside the organization. Ashley is a role model to others in
recognizing others and celebrating success!