Heather Middleton
ROUND ROCK,TX
Summary
Field Software Account Executive at Dell Technologies with 5 years of leadership experience managing commercial teams of 12–32. Achieved an average sales quota of 145% over 8 years, demonstrating consistent performance. Proficient in solution selling within third-party software ecosystems, including production applications, cybersecurity, and cloud products. Proven ability to cultivate strong client relationships and develop scalable sales pipelines to address diverse customer needs.
Overview
35
35
years of professional experience
1
1
Certification
Work History
Field Software Account Executive
Dell Technologies
Round Rock, TX
08.2025 - Current
- Own field software territory Northern California; generate pipeline via targeted outreach, partner networking, and events.
- Lead discovery and needs analysis; develop business value mappings and case‑for‑change proposals; present and demonstrate solutions to showcase outcomes.
- Collaborate with Core teams and Sales Engineers to architect solutions; drive proposals, negotiate, and close while maintaining disciplined forecasting and pipeline hygiene.
- Engaged in regular follow-up communications to nurture leads and convert prospects into customers.
- Identified and pursued lead generation opportunities through networking and industry events.
- Maintained strong relationships with existing clients, ensuring satisfaction and repeat business.
- Delivered product demonstrations and presentations to showcase features and benefits to potential clients.
- Collaborated with cross-functional teams to design customized solutions for clients.
- Tracked and analyzed sales pipeline metrics to optimize forecasting and performance.
- Prepared compelling proposals that addressed client needs and highlighted value propositions.
- Facilitated contract negotiations, ensuring favorable terms for both clients and the organization.
Inside Sales Manager II
Dell Technologies
Round Rock, TX
11.2020 - 07.2025
- Managed inside Medium Business software cloud and security team during aggressive headcount expansion.
- Developed KPI-driven operating rhythms and coaching cadences to achieve over 20% year-over-year growth.
- Surpassed sales targets with an average team attainment of 141% over five years.
- Implemented sales strategies to enhance team effectiveness in a dynamic environment.
- Led weekly sales meetings to evaluate pipeline progress and resolve challenges.
- Trained new hires in inside sales best practices, improving onboarding efficiency.
- Created detailed sales reports to monitor performance metrics and inform strategic decisions.
- Collaborated with cross-functional teams to synchronize on sales initiatives and enhance customer engagement.
Inside Product Specialist (3rd‑Party Software)
Dell Technologies
Round Rock, Texas
12.2017 - 10.2020
- Managed approximately 300 ranging from MB, Tier 1 to Enterprise commercial accounts, achieving quota attainment of 148% over 14 quarters.
- Drove year-over-year growth rates of 103% in FY2019, 154% in FY2020, and 162% in FY2021.
- Achieved recognition as Adobe VIP “Top Seller” for 13 out of 14 quarters.
- Mentored interns and new hires to enhance team capabilities.
- Conducted cross-organizational career advancement sessions to promote professional development.
- Maintained accurate pipeline, next steps and notes to ensure effective account management, deal progression though sales cycle to win
Packaging Demand Planner
Organic Girl / Newstar Produce
Salinas, California
01.2015 - 06.2015
- Sustained packaging inventory levels in alignment with sales objectives; partnered across sales, marketing, customer service, and business management.
- Developed demand forecasts for a diverse range of organic products by analyzing historical sales data and market trends.
- Collaborated with cross-functional teams to align on inventory management strategies and ensure adequate stock levels.
Supply Chain Management Team Lead & Master Planner
Philips/NXP Semiconductors
San Jose, California
10.1998 - 03.2004
- Led high-performing team through mentorship, coaching, and performance management.
- Grew three product lines from $12 million to $600 million within six years.
- Implemented over 63 new designs into production, balancing supply across global sites.
- Drove SAP and i2 implementations by mapping current and future processes.
- Trained business lines on new systems, enhancing operational efficiency.
- Achieved company-wide 'Best in Class' award for logistics KPIs in 2000.
- Collaborated across engineering, marketing, finance, document control, and logistics functions.
Assistant Buyer & Procurement / Commercial Bidding Specialist
Philips/NXP Semiconductors
01.1998 - 01.1999
- Led bidding and contract negotiations for commercial building/maintenance; established vendor relationships and achieved cost reductions; managed plans, timelines, budgets, and POs.
Supervisor
Costco Wholesale
10.1990 - 11.1998
- Supervised up to 65 employees; hiring, scheduling, reviews, customer service; executed performance improvement plans.
Education
B.S. - Business Administration/Production & Operations
California State University, East Bay
Hayward, CA06-1999
Skills
- AI integration workflows
- Team leadership skills
- Results driven, documented success
- Networking and relationship building
- Sales strategy development
- Customer relationship management
- Data analysis techniques
- Solution selling expertise
- Cross-functional team and vendor collaboration
- Client presentations
- Performance tracking
- Problem-solving abilities
- Effective communication skills
- Training and mentoring capabilities
- Proposal development strategies
- KPI tracking systems
- Sales operations management
- Time management proficiency
- Risk mitigation strategies
- Employee motivation
- Employee coaching and mentorship
- Prospecting and pipeline generation
- Cold calling and email campaigns
- Consultative selling approaches
- Proposal preparation
- Sales strategies implementation
- Strategy implementation
- Relationship building and management
Certification
- Microsoft MCP (no expiration)
- Familiarity with MEDDICC/Challenger frameworks for opportunity qualification and progression
Tools And Systems
- Salesforce CRM
- Dell systems (DSA, Nexus, S&P Compass, Fusion, Yoda, Harmony,
- Microsoft Agreements
- ERP: SAP, i2
- Microsoft Office (Excel, Word, PowerPoint, Outlook)
Selected Achievements
- Built and scaled the MB Software Specialist team from inception; recruited and developed talent with little to no prior sales/software experience through structured training, mentorship, and role‑based enablement.
- Mentored early‑career hires into quota‑carrying performers; established pipeline hygiene standards and coaching cadences to drive consistency, stage progression, and forecast quality.
- Closed $10M+ software deals with Fortune 100 customers, combining solution selling with executive alignment and partner co‑sell motions.
- Expanded qualified pipeline by 3x+ while improving stage hygiene, coverage, and forecast accuracy through disciplined qualification and multi‑threaded deal strategies.
- Team Leader of the Quarter (7x) across 2021–2025, recognized for leadership, coaching impact, and operational rigor.
- Awards (direct contributor): Commercial Representative of the Year (FY2019, FY2020); Top Performer (x8); Leadership Award (x9); Significant Achiever; CSP Club Champion (2x); Adobe VIP “Top Seller” in 13 of 14 quarters.
Timeline
Field Software Account Executive
Dell Technologies
08.2025 - Current
Inside Sales Manager II
Dell Technologies
11.2020 - 07.2025
Inside Product Specialist (3rd‑Party Software)
Dell Technologies
12.2017 - 10.2020
Packaging Demand Planner
Organic Girl / Newstar Produce
01.2015 - 06.2015
Supply Chain Management Team Lead & Master Planner
Philips/NXP Semiconductors
10.1998 - 03.2004
Assistant Buyer & Procurement / Commercial Bidding Specialist
Philips/NXP Semiconductors
01.1998 - 01.1999
Supervisor
Costco Wholesale
10.1990 - 11.1998
B.S. - Business Administration/Production & Operations
California State University, East Bay