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.
Enterprise Account Manager to some of Florida's largest hospital systems.
Responsible for Cloud Strategic Sales for South Eastern United States
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:
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
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
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
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
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
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
Account management
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