Summary
Overview
Work History
Education
Skills
Additional Information
Timeline
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MICHAEL HOTRUM

Pittsburgh,PA

Summary

Results-oriented strategic account executive with a strong focus on developing and maintaining relationships with clients. Excels in understanding client needs and objectives, driving sales, and prioritizing exceptional customer service for utmost client satisfaction. Dedication to resolving any issues that may arise, coupled with commitment to achieving optimal results.

Overview

13
13
years of professional experience

Work History

Business Development Consultant

College Bound Academy
01.2018 - Current
  • Secured high-profile contracts through effective relationship management and persuasive negotiation skills.
  • Optimized proposal development process, resulting in higher success rates in securing new contracts.
  • Increased client base by implementing strategic business development initiatives and fostering long-lasting partnerships.

Strategic Account Executive

Insightsoftware.com
12.2022 - 10.2023
  • Secured contracts totaling $1.25M in first 6 months
  • Coordinated with marketing teams to create customized campaigns that resonated with target audiences.
  • Achieved a significant 50% boost in business outcomes through successful conversion of discussions into tangible value realization.
  • Prioritized sales targets, resulting in a 150% increase quarterly

Senior Enterprise Account Executive

Sitecore
08.2021 - 10.2022
  • Contracted $800K in net new business revenue
  • Managed client experience strategies in the Mid Atlantic Territory
  • Increased sales growth by presenting tailored solutions to high-level decision-makers at target companies.

Enterprise Account Executive

Anaplan
01.2019 - 08.2021
  • 1.2M of net-new contracts at NetJets, Lubrizol and GoJo
  • Engaged with clients identifying and addressing areas of business for digital transformations
  • Delivered presentations to executives and managed client development
  • Prioritized value-based selling methods and tools to sales processes

Application Sales Manager - Customer Experience

Oracle
03.2012 - 04.2018
  • Top 5% in President’s Club Excellence recognition, highlighting exceptional performance and consistent delivery of outstanding results
  • Executed leadership management opportunities throughout, strategically aiming for revenue goals
  • Formulated account plans for all accounts.


Education

Bachelor of Science - Business Administration

Slippery Rock University of Pennsylvania
Slippery Rock, PA

Skills

  • Revenue Generation
  • Enterprise SaaS
  • New Logo Acquisition Specialist
  • Digital Transformation
  • MEDDICC
  • Full Sales Cycle Specialist
  • Value-based selling
  • Contract Negotiation
  • Pipeline Management
  • Proficiency in Salesforce CRM
  • Stakeholder Management
  • ZoomInfo, Sales Navigator, 6sense, Notion

Additional Information

Further Work Experience Available Upon Request

Timeline

Strategic Account Executive

Insightsoftware.com
12.2022 - 10.2023

Senior Enterprise Account Executive

Sitecore
08.2021 - 10.2022

Enterprise Account Executive

Anaplan
01.2019 - 08.2021

Business Development Consultant

College Bound Academy
01.2018 - Current

Application Sales Manager - Customer Experience

Oracle
03.2012 - 04.2018

Bachelor of Science - Business Administration

Slippery Rock University of Pennsylvania

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MICHAEL HOTRUM