Kevin M McKale
Apex,United States
Summary
Sales leader with a proven record at Dell Technologies, achieving 55% year-over-year growth. Expertise in hardware solutions and complex negotiations. Recognized for building strong customer relationships and consistently exceeding sales quotas. Proficient in utilizing cloud collaboration tools to enhance team performance and meet strategic objectives.
Overview
34
34
years of professional experience
1
1
Certification
Work History
Category Director - WS, OEM, SC, AR/VR & Esports
Lenovo
Morrisville, NA
04.2022 - Current
- Lead a Team of talented product and business managers to assess TAM and set strategic product growth targets in North America.
- Set targets on an annual and quarterly basis to achieve Lenovo's goals for unit, revenue, and gross profit ambitions.
- Plan Resources needed for Sales and Product to meet customer's Use Case while adapting Quarterly Campaigns leveraging Marketing, Pricing and Promotion to meet or exceed goals
Regional Sales Director - Workforce Solutions Group (WSG)
Dell Technologies
02.2021 - 04.2022
- Lead a Team of 12 Senior Account Executives in the Enterprise space to solve how their customers transform their End Users Workforce Environment.
- Grew the Region 55% YoY in FY22 (February 2021 - January 2022).
- Promoted one IC and managed another out of the business, backfilling immediately.
- Managed Complex Contracts and Negotiations During Global Pandemic and Price Increases in Commodity based Industry.
Regional Sales Director - Client Solutions Group (CSG)
Dell Technologies
07.2016 - 01.2021
- Led a Team of 9-14 Sales Specialists focused on Dell's End-Point Solutions and Driving Market-share Growth across all Segments (save Federal).
- Record Growth and Success in positioning and building Dell's Customer Base.
- Hired eight Sales Specialist and managed three out of the business during extreme GROWTH (> 30% YoY).
- Customers ranged from SLED, K-12, HigherEd, Med. Biz and Large Enterprise.
Outside Sales Specialist - CSG
Dell Technologies
04.2013 - 06.2016
- 1 of 17 Founding Sales Specialists focused on selling End User Compute directly against competition - HP, Lenovo, Apple and Panasonic.
- Deep Dive SME on EUC Solutions from Dell and Competitive Landscape.
- Achieved between 103% - 218% and went to Club as OSS of the year.
Account Executive
Dell Technologies
Ashburn, VA
02.2008 - 04.2013
- Responsible for Dell's entire Portfolio of HW, SW and Services Offerings and managing the Team Members who were SMEs of their respective Solutions.
- Consistently exceeded Quota and KPIs.
- Repaired struggling customer relationships with high 'say, do' philosophy by listening first and acting immediately.
Account Executive
Sun Microsystems
Rockville, MD
03.2004 - 12.2007
- Successfully transitioned from Market Development Organization to Core Sales Organization quickly.
- Assigned Retention and Development as well as some Acquisition Customers.
- Consistently exceeded KPIs and Quotas.
Senior Account Executive
Strategic Technologies
01.2007 - 11.2007
- Company Overview: Value Added Reseller
- Account Acquisition, Management and Growth.
- Consistently Exceeded Quota.
- Brought First Managed Services Contract to Company - Allen Bates Technologies.
- Value Added Reseller
Market Development Manager
Sun Microsystems
Santa Clara, CA
01.2000 - 02.2004
- Worked with ISV community to develop their applications on Sun Solaris and built GTM Programs to jointly sell solutions.
- Consistently exceeded KPIs and Quotas.
- Managed complex relationships and contracts.
Director of North America Corporate Sales
grapeVINE Technologies, Inc.
Troy, MI
01.1996 - 01.2000
- Company Overview: Small SW Company (start-up) built Knowledge Management Solution for Collaboration within Workgroups or across Enterprise.
- Sold small quantity workgroup licenses on Lotus Notes Platform, while writing Quick Start Guide for NEW Netscape for Compass Server offering.
- Sold company's First-Ever Enterprise License Agreement to Chrysler Corporation in 1998.
- Helped 'engineer' the Sale of the company to Sun Microsystems/iPlanet Software Division in November of 1999.
- Small SW Company (start-up) built Knowledge Management Solution for Collaboration within Workgroups or across Enterprise.
Mortgage Loan Officer
Americor Mortgage (Broker)
Troy, MI
01.1994 - 01.1996
- Sold Mortgages to Residential Customers and Partnered with Coldwell Banker Realtors.
Special Assistant - Senator Michael J. Bouchard
Michigan State Senate
05.1991 - 01.1994
- Responsible for community outreach and name recognition programs as well as fundraising.
Education
BA - Political Science
Marquette University
Milwaukee, WI05.1991
Skills
- Hardware expertise: Dell, Panasonic, Apple, HP, Lenovo
- Software expertise: Salesforce, ServiceNow, Concur, Microsoft Office (Excel, PowerPoint, Word)
- Cloud and collaboration tools: Teams, Zoom, Azure
- Managed services solutions
Certification
ITIL Foundations Certified, Summer 2007
Accomplishments
- 100% Club - FY08 (and Every Year Since - 14)
- Team Leadership Award - 1H, FY11
- MVP - East Acquisition - EUC FY14, Q3
- Circle of Excellence - CSG OSS of the Year FY16
Hobbies and Interests
- Spending Time with my Wife & Son - Board & Card Games
- Reading
- Lego
- Travelling
- Assistant Football Coach
- Golf
Projects
Work from Home - Workstream, 03/01/20, 01/31/21, Chosen by my VP to build GTM Solutions for our Organization to focus upon to exceed our Sales Goals during the Global Pandemic. Social Selling, 02/01/19, 01/31/21, Chosen by my VP to learn how to leverage Social Media (LinkedIn, Twitter, Instagram, etc.) to build trust and relationships leading to business development and sales.
Languages
Full Professional Proficiency
Technical Skills
Dell, Panasonic, Apple, HP, Lenovo, SalesForce, ServiceNow, Concur, MS Office, Excel, PPT, Word, Teams, Zoom, Azure, Managed Services Solutions
References
References available upon request.
Timeline
Category Director - WS, OEM, SC, AR/VR & Esports
Lenovo
04.2022 - Current
Regional Sales Director - Workforce Solutions Group (WSG)
Dell Technologies
02.2021 - 04.2022
Regional Sales Director - Client Solutions Group (CSG)
Dell Technologies
07.2016 - 01.2021
Outside Sales Specialist - CSG
Dell Technologies
04.2013 - 06.2016
Account Executive
Dell Technologies
02.2008 - 04.2013
Senior Account Executive
Strategic Technologies
01.2007 - 11.2007
Account Executive
Sun Microsystems
03.2004 - 12.2007
Market Development Manager
Sun Microsystems
01.2000 - 02.2004
Director of North America Corporate Sales
grapeVINE Technologies, Inc.
01.1996 - 01.2000
Mortgage Loan Officer
Americor Mortgage (Broker)
01.1994 - 01.1996
Special Assistant - Senator Michael J. Bouchard
Michigan State Senate
05.1991 - 01.1994
BA - Political Science
Marquette University
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