C. Michael Gonzales
Thornton,CO
Summary
Accomplished Sales Professional with 20 years of experience facilitating and sustaining customer relationships. Ace at devising targeted approaches to meet the needs of each client and attending to requests. Known for superior consultation skills and service to consistently exceed sales goals.
Overview
22
22
years of professional experience
Work History
Sr. Major Account Manager
Juniper Networks
10.2021 - Current
- Monitored client satisfaction and prioritized issue resolution for superior customer experiences.
- Determined revenue growth opportunities and enhanced service levels by closely monitoring developments in assigned accounts.
- Worked with channel and alliance partners on joint marketing and sales opportunities.
- Drove sales by developing multi-million dollar contract sales.
- Managed accounts to retain existing relationships and grow share of business.
- Built senior executive relationships at target accounts and aligned solutions to business needs.
Senior Account Manager
EXFO America
04.2016 - 10.2021
- Mentored junior account management professionals to develop skills and increase company revenue.
- Met and exceeded sales goals 4 of 6 years for Service Provider accounts by bringing in over 135% of goal on average.
- Educated clients on new products or services to increase customer engagement with brand.
- Evaluated client needs and developed tailored solutions to increase positive customer ratings.
- Recommended brand products to customers to encourage repeat purchases and foster customer loyalty.
Sales Director
Service Source International
01.2012 - 03.2016
- Hired, trained, and built a high-performing team of sales representatives.
- Utilized consumer trends to shape sales approaches.
- Drove a team of 6 Sales Managers, and 75 sales professionals to handle $150M+ in annual bookings.
- Updated products, service agreements and pricing to retain competitive advantage and generate new customers.
- Successfully achieved quarterly budgets: P&L, spiffs, training, business case, and headcount.
- Increased sales revenue, $22M, for SaaS and OEM companies: Heat Software, Polycom, Blue Coat, by 18% annually
Enterprise Sales Manager
Integra Telecom
02.2011 - 12.2012
- Developed profiles of marketplace and competition to improve prospecting.
- Recruited, trained, and mentored a salesforce of 10 sales professionals.
- Exceeded sales targets and revenue goals by 112%.
- Set goals and led team to exceed timeline achievement.
- Coached sales team in consultative sales approach, leading to increased revenues and market growth.
- Resolved problems with high-profile customers to maintain relationships and increase return customer base.
Carrier Sales Manager
Dash Carrier Services
04.2009 - 02.2011
- Built relationships with customers and community to establish long-term business growth.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Participation in shows that generated 30 closed sales for $1.5M monthly revenue
Enterprise Sales Manager
Lumen CenturyLink Qwest
11.2001 - 03.2009
- Developed profiles of marketplace and competition to improve prospecting.
- Recruited, trained and mentored salesforce of 9.
- Exceeded sales targets and revenue goals by 5 of 7 years.
- Led the sale of Qwest full product portfolio- Voice, Data, VOIP, WAN, Hosting, Ethernet, MPLS, CPE and other strategic Qwest offerings
- Accurate forecasting that drove sales plays to attain business monthly targets
Education
E-Commerce
University of Phoenix
Lone Tree, CO1998
Skills
- Strategic Planning
- Requirements Elicitation
- Price Schedules
- Issue Resolution
- Sales Forecasting
- Closing Techniques
- Wireless Telecommunications
- Account Management
- Client Base Retention
- Sales Quota Management
- Team Recruiting and Onboarding
- Sales Statistics Analysis
- Client Rapport-Building
Accomplishments
Challenger Sales Course - EXFO 2017
· Channel Development – Service Source L&D
· Coaching for Success – Service Source L&D
· Professional Sales Coaching – CenturyLink L&D
· Interview Mastery Training – Service Source L&D
· Miller Heiman Training Certification Blue Sheets and Green Sheets - CenturyLink L&D
· Behavioral Interview Certification, Qwest Leadership Certification - CenturyLink L&D
· CRM Proficiency – Salesforce, Microsoft dynamics, Netsuite, Oracle, Siebel
Timeline
Sr. Major Account Manager
Juniper Networks
10.2021 - Current
Senior Account Manager
EXFO America
04.2016 - 10.2021
Sales Director
Service Source International
01.2012 - 03.2016
Enterprise Sales Manager
Integra Telecom
02.2011 - 12.2012
Carrier Sales Manager
Dash Carrier Services
04.2009 - 02.2011
Enterprise Sales Manager
Lumen CenturyLink Qwest
11.2001 - 03.2009
E-Commerce
University of Phoenix