Summary
Overview
Work History
Skills
Timeline
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Dan Scheffler

Enterprise Sales & Business Development Professional
Miami,FL

Summary

An accomplished, results-driven sales & marketing professional with 20+ years experience selling advanced technology to the enterprise & mid-market segments. Expertise in business development, negotiation, marketing strategy, partner development, and C-level consultative discussions. Proven track record of delivering customer satisfaction and exceeding quota.

Overview

19
19
years of professional experience

Work History

Enterprise Sales - Healthcare & Life Sciences

Google
Miami, FL
03.2020 - 10.2021

Enterprise Account Manager to some of Florida's largest hospital systems.

  • Created and executed on strategy for Google's entrance into the Healthcare & Life sciences market for 5 large hospital systems.
  • Built and grew executive relationships with new enterprise customers within various levels of the organization including C-suite, directors, and LOB owners.
  • Lead account strategy in generating and developing opportunities, working with cross-functional teams including marketing, product management, and solutions architects.
  • Onboarded several customers into Google's beta health initiatives including COVID dashboard programs, AI for Medical Imaging, tele-health/virtual care, data analytics & dash-boarding. Worked with a variety of "hybrid" healthcare solutions including consumer device integration.
  • Very familiar with healthcare regulatory standards including HIPAA, FHIR, HITECH, ACA, Cares, etc..

Senior Account Executive

Velocity Technology Solutions
Miami, FL
05.2019 - 03.2020

Responsible for Cloud Strategic Sales for South Eastern United States

  • Manage Strategic Sales Cycles and Negotiate Cloud Migration Proposals
  • Working with C-Level Executives at Enterprise and Mid Market Accounts to move critical workloads and applications to Public or Private Cloud
  • Providing End to End Managed Services to customers for their critical applications & ERP Systems in Public or Private Cloud
  • Providing functional & application Management Services for Mission Critical Applications
  • Worked with Oracle, AWS, SAP, Remini Street to provide managed services and support sales cycles for migrations to Public Cloud
  • Achieved 115% of sales goal @ 1.2M in sales and contract renewals.

Senior Account Manager - Enterprise Named Accounts

Amazon Web Services
Seattle, WA
04.2014 - 02.2018

Responsible for establishing C-level relationships, developing net new opportunities, and increasing the adoption of IaaS & PaaS solutions within the named account segment. Managed 20 accounts in Florida ('14-'15) & California ('16-'17). Exceeded quota and commitments.

HIGHLIGHTS:

  • Exceeded quota of 100M over four-year period
  • Solicited, managed, and facilitated migration of 4 different client data-centers comprising over 10k servers
  • Closed the largest enterprise deal in named segment (20M over 2 years)
  • Managed largest AWS Healthcare Managed Service Provider with 50%+ YoY growth
  • Speaker at over 10 AWS conferences with primary focus on competitive strategies
  • Never lost a competitive deal with established customer over 4 year period

Account Manager - Mid-market Territory

Amazon Web Services
Seattle, WA
12.2011 - 02.2014

Developed territory strategy to retire a quota of 55M (2013) including managing existing customers and net-new customer acquisition. Responsible for strategy, marketing efforts and territory performance. In-depth knowledge of Amazon Web Services platform and proven ability to articulate from both business and technical perspectives. Deeply involved with hiring and mentoring of other sales representatives conducting 56 interviews in second half of FY13.

HIGHLIGHTS

  • Directly managed top 20 billing accounts for Gulf States district representing 50% of all territory revenue
  • Converted seven medium size accounts billing less than 50k per month to XL accounts (billing more than 100k per month) through contract negotiation and customer commitments
  • Closed three of the largest Reserved Instance committed contract deals totaling 2.5M in revenue across entire mid-market segment encompassing over 80 account managers
  • Migrated 3rd largest worldwide casual gaming site to AWS displacing competitive co-lo facilities in Europe and America resulting in over 2M in net new revenue
  • Solicited business and on-boarded one of the largest ETF securities trading platform to AWS

Marketing Manager – Enterprise & Mid-Market 

Microsoft - Contract
Seattle, WA
04.2011 - 08.2011

Created US strategy for MDOP (Microsoft Desktop Optimization Pack) adoption with focus on existing customers and net new customers for Enterprise Agreements. Worked directly with marketing and sales team to craft messaging to be delivered Enterprise and Mid-Market segments. Created internal marketing message and instructional training for sales staff educating staff on benefits of MDOP as part of customer agreements.

Highlights

  • Increased adoption rate across over 500 EA agreements from 5% to 8% generating over 1.5M in net new revenue
  • Created training to address needs of both Enterprise and Mid-Market customer which became part of internal Microsoft sales curriculum
  • Led “call blitz” efforts for US HQ Sales with training, materials, and mentoring for 2 days across 40 inside sales representatives for 3000 phone calls. Developed as template for similar efforts with other MS marketing initiatives

Solution Specialist - Enterprise Named

Microsoft
Seattle, WA
11.2007 - 12.2010

Managed a portfolio of 300 accounts representing $38M in revenue for Microsoft Business Productivity software and services in the Mid-Atlantic district. Established relationships with C-level executives crafting a variety of solutions to meet customer specific business needs. Deep integration and development of partner eco-system to ensure deployment and maintenance of solutions. Coordinated with virtual team counterparts including field sales, field marketing managers and technical resources to ensure territory success. Deep understanding of Microsoft process, tools, culture and philosophy.

HIGHLIGHTS:

• Top performer team member achieving 122% attainment, #1 on team for SharePoint revenue & licenses sold. Exceeded goals three years in a row at 122%, 101% & 109% and achieving all scorecard metrics

• Quarterly Award winner showcasing both revenue and business management. Several awards for both revenue & licensing attainment goals.

• People Committee Lead for IW inside sales representing 12 people as management liaison for employee issues and sponsoring all moral events

• Won “Best Presenter” during IWSS shootout contest which included creation of a unique presentation covering multiple Information Worker technologies solving typical business problems

Sales & Marketing/Technical Architect

eHome Integration
Seattle, WA
09.2006 - 11.2007

Co-created strategy and vision of a home automation company servicing the needs of consumers and small businesses with consulting services & technology implementation. Technical Architect working with a variety of engineering tools to create holistic home automation approach to clients incorporating audio/video, lighting, shade control, and security technologies leveraging in-depth knowledge of Microsoft consumer platform technologies (Windows, WHS, XBOX, Phone) and their integration with partner offerings from companies such as LifeWare, mControl, Creston and many other home automation products.

Highlights:

• Sold, designed & implemented one of Seattle’s largest home automation systems covering 20,000 square feet including all facets of home automation (audio/video, comfort, security, access, communications) worth $150k in services

• Created the framework of the Microsoft Consumer Platform used as a model for successful implementing Microsoft technologies working with partner solutions

• Consulted on numerous smaller home projects throughout the Seattle area

Solution Specialist - State & Local Government

Microsoft
Seattle, WA
07.2002 - 09.2006

Consulted, demonstrated and sold Enterprise Project Management and data visualization solutions to LOB managers and executives in State & Local Government for entire US. Strategically managed and reported on sales pipeline by working collaboratively with account managers, field Sales and Partner community. Drove deployment of solutions and articulated value they bring in solving business problems.

Highlights

• Managed and exceeded a $60M sales quota over a 4 year period

• Created several unique customer campaigns including: “7 Habits of Highly Effective Project Managers” in conjunction with Steven Covey’s organization”, “Why Switch” campaign for State & Local Government resulting in over 4M in net new revenue for Microsoft and 1M in revenue for partners

• Co-authored the “CIO discussion framework” including original content and presentation materials training HQ Sales account managers how to properly evaluate customer’s needs & identify sales opportunities at the strategic level

• Designed & implemented “Knowledge Quest” training program for 40 employees substantially increasing awareness and understanding of Microsoft business productivity software and related server technologies

Account Manager - Education

Microsoft
Seattle, WA
05.2000 - 07.2002

Managed Southern California and Southwest districts encompassing over 1500 accounts covering Higher Education & K-12 markets. Developed and executed district account plan working with, and through partners, to scale to demands of territory. Demonstrated team leadership working with product & marketing teams facilitating quarterly training events for all HQ public account managers giving sales team the technical knowledge to be more effective with their accounts.

Highlights

• Exceeded revenue goal for both years at 103% and 109% with combined districts

• Developed marketing campaign with Large Account Resellers to convert over 30 Select licensing customers to annuity agreements securing additional 2M in future revenue

• Secured one of the nation’s largest School Agreement contracts with Maricopa County school district worth over 1M in annual revenue

Skills

Account management

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Timeline

Enterprise Sales - Healthcare & Life Sciences

Google
03.2020 - 10.2021

Senior Account Executive

Velocity Technology Solutions
05.2019 - 03.2020

Senior Account Manager - Enterprise Named Accounts

Amazon Web Services
04.2014 - 02.2018

Account Manager - Mid-market Territory

Amazon Web Services
12.2011 - 02.2014

Marketing Manager – Enterprise & Mid-Market 

Microsoft - Contract
04.2011 - 08.2011

Solution Specialist - Enterprise Named

Microsoft
11.2007 - 12.2010

Sales & Marketing/Technical Architect

eHome Integration
09.2006 - 11.2007

Solution Specialist - State & Local Government

Microsoft
07.2002 - 09.2006

Account Manager - Education

Microsoft
05.2000 - 07.2002
Dan SchefflerEnterprise Sales & Business Development Professional