Summary
Overview
Work History
Education
Timeline
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Michael Byrd

Reston,VA

Summary

Professional with strong expertise in client retention and contract renewals. Known for effective communication, problem-solving, and negotiation skills that drive customer satisfaction and business continuity. Strong focus on collaboration and adaptability, ensuring seamless alignment with shifting priorities and team goals. Proven ability to build relationships, manage accounts, and deliver impactful results.

Overview

8
8
years of professional experience

Work History

Federal Renewal Specialist

SolarWinds
11.2023 - Current
  • Implemented strategies to improve performance, accuracy, and quality.
  • Collaborated with various federal agencies, including the Department of Defense, U.S. Air Force, U.S. Navy, and U.S. Army, to ensure compliance with specific contract requirements and federal regulations during the renewal process.
  • Leveraged strong communication skills to build relationships with clients.
  • Coordinated with cross-functional teams on projects and initiatives.
  • Managed end-to-end renewal processes for federal accounts, ensuring compliance with government regulations and policies.
  • Collaborated with cross-functional teams to develop renewal strategies, maximizing customer retention and satisfaction.
  • Analyzed contract terms and pricing structures to provide optimal solutions for clients, fostering long-term relationships.
  • Coordinated with customers to gather necessary information and documentation for timely renewals, minimizing potential disruptions. - Maintained accurate records of all renewals in the CRM system, tracking progress and reporting on key metrics.
  • Provided exceptional customer service by addressing inquiries and resolving issues related to renewals and licensing.
  • Assisted in the development of marketing materials and presentations to effectively communicate renewal offerings and value propositions.
  • Participated in training sessions to stay updated on new products and services, enhancing knowledge to support customer needs effectively.

Territory Account Manager

Optiv Security
07.2022 - 10.2023
  • Maintain C-Level relationships with current customers
  • Built strong, collaborative, and productive relationships with technology partners and their respective sales personnel to both gain and share leads in support of building qualified pipeline and maximizing mutually beneficial sales opportunities
  • Effectively communicate Optiv's value proposition as it relates to security services and capabilities and technology expertise
  • Built and executed a Territory Plan to guide the intelligent pursuit of the top accounts in the DC, Maryland, Virginia, Florida Territory
  • Provided monthly reports on sales performance, forecasting future trends based on analysis of past performance
  • Monitored existing renewal business with validation of service contracts, auditing and management of all aspects of the renewable pipeline using Salesforce and Renewal Deadline Report
  • Created a comprehensive database of target prospects within assigned territory utilizing various marketing tools such as LinkedIn Sales Navigator
  • Reviewed existing contracts for accuracy and updated as needed prior to sending out for signature
  • Utilized Salesforce CRM to manage customer accounts, track renewal progress, and analyze trends
  • Negotiated favorable terms for long-term contracts with clients based on their needs and budget constraints

AI Cyber Security Account Executive

Darktrace
04.2021 - 07.2022
  • Scheduled meetings with high level enterprise executives to generate business and source leads to outside sales executives for further product demonstrations
  • Generate leads via research, outbound calling and email communication and LinkedIn Navigator
  • Communicating with clients and gathering information about any IT initiatives scoping environment, budgets, and timelines
  • Lead meetings with stakeholders to discuss clients' project goals, progress, and outcomes
  • Present and demonstrate Darktrace cyber threat defense solutions to CISOs and information security experts
  • Worked closely with Darktrace Subject Matter Experts, Technical Account Managers and Cyber Threat Analysts who support in performing proof of values (POV) to close deals

Federal Account Manager

Carahsoft
09.2019 - 04.2021
  • Managed Federal, State and Local Government campaigns to maximize sales potential
  • Managed campaigns for BlackBerry team selling mobile and endpoint security utilizing AI and Machine Learning technologies
  • Lead campaigns on BlackBerry's enterprise technology products
  • Managed sales campaigns for Federal, Civilian, and DOD agencies
  • Supervised 5 ISR team members, training and coaching on effective methods to be successful in their new role
  • Organized Campaigns for Technologies like Solarwinds UiPath and Blackberry
  • Lead forecasting meetings with sales team and partner vendors to obtain information on opportunities and potential prospects
  • Drafted phone scripts and email templates for campaigns
  • Generated leads, drove registration and qualified opportunities from marketing events and webinars
  • Maintained strong relationships with partners and customers to achieve win/win results towards goals
  • Attended Cyber Security trainings to better understand products and services

School Age Special Education Teacher

Fairfax County Public Schools
10.2016 - 09.2019
  • Worked in a neurodiversity environment which included children with Autism, Down and Asperger Syndrome
  • Attended conferences such as Circle of Support, a conference by The Arc
  • Maintained attendance accountability and classroom management
  • Assess students' skills and determine their educational needs
  • Adapt general lessons to meet students' needs
  • Develop Individualized Education Programs (IEPs) for each student
  • Plan activities that are specific to each student's abilities
  • Teach and mentor students as a class, in small groups, and one-on-one
  • Use of age and development curriculum and programs for students
  • Sent and received high volume daily emails communication with office and families

Education

Criminal Justice and Psychology Degree -

Virginia Commonwealth University
Richmond, VA
05.2018

Criminal Justice and Psychology Degree -

Old Dominion University
Norfolk, VA
01.2016

Timeline

Federal Renewal Specialist

SolarWinds
11.2023 - Current

Territory Account Manager

Optiv Security
07.2022 - 10.2023

AI Cyber Security Account Executive

Darktrace
04.2021 - 07.2022

Federal Account Manager

Carahsoft
09.2019 - 04.2021

School Age Special Education Teacher

Fairfax County Public Schools
10.2016 - 09.2019

Criminal Justice and Psychology Degree -

Old Dominion University

Criminal Justice and Psychology Degree -

Virginia Commonwealth University

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Michael Byrd