Michael Isom
Atlanta,Georgia
Summary
Highly motivated and accomplished Business Development Manager with a track record of consistently delivering exceptional results in sales with emphasis on account management. I have extensive experience using business development initiatives to develop a client base, effectively account manage, and upsell within accounts. A proven leader and forward-thinking visionary whose primary objective is to identify, establish, and develop new business opportunities through networking, cold calling, and canvassing targeted verticals for unique solutions around data analytics, cloud computing and software. Self-motivated, with a strong sense of personal responsibility. Skilled at working independently and collaboratively in a team environment.
Overview
23
23
years of professional experience
Work History
Senior Enterprise Account Executive - Google
Accenture
07.2021 - Current
- Qualify leads from marketing campaigns as sales opportunities.
- Identify client needs and suggest appropriate product around available cloud solutions other products on GCP.
- Build long-term trusting relationships with clients with a focus on account retention.
- Set up meetings between prospective clients and Engineering teams when needed to discuss complex solutions.
- Maintained routine communication with clients to assess overall satisfaction, resolve any issues, and promote new offerings.
- Worked with marketing to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Attend events to meet with current and potential customers for networking purposes.
- Report to Director on weekly/monthly/quarterly sales results in order to identify areas of opportunity and alignment.
- Maintain over 100 customer contact activities per day via phone, email, LinkedIn, and etc
- Achieved 150% of target for the quarter, 3 out of 4 times in 2021. This included kpi's in pipeline revenue, margin and client satisfactory index
- Achieved sales goals and service targets by cultivating and securing new customer relationships
- Built relationships with customers and community to establish long-term business growth
- Collaborated with upper management to implement continuous improvements and exceed team goals
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning
- Demonstrated products with engineering team to show potential customers benefits and advantages to encourage opportunity wins.
- Managed accounts to retain existing relationships and grow share of business
Business Development Executive - IBM
Accenture
10.2018 - 06.2021
- Called on potential clients to introduce new DB2 Data Management console.
- Achieved KPI’s for max bonus monthly 90% of campaign tenure.
- Certifications of several IBM solutions with average scores in 95 percentile.
- Consistently among top revenue/pipeline generating with peers.
- Selected for multiple client sit-ins upon visits.
- Communicated directly with customers and partners to build strong business networks and relationships.
- Implemented creative sales training techniques for new and existing staff to increase revenue and overall success.
- Exceeded individual sales targets by 20% during position tenure, resulting in $3 million in net profit.
Partner Program Account Executive - Microsoft
Accenture
10.2016 - 10.2018
- Piloted Microsoft partner program that went from pilot to implementation.
- Trained several employees on functionality, vendor service and sales of the product offering
- Selected to attend and sit in with client at local vendor conference in Atlanta to discuss strategy and provide feedback on program offering.
- Collaborated with upper management to implement continuous improvements and exceed team goals.
Cloud Strategist - Microsoft Azure
Accenture
05.2014 - 10.2016
- Top “closed won” generating representative for an Elite Azure Enterprise Team
- Various certifications obtained for Microsoft Azure Cloud resources i.e MySQL and others
- Selected for multiple client sit-ins upon visits.
- Coordinated technology events and marketing activities to engage customer base.
- Demonstrated software technology to prospective customers in support of lead generation efforts.
- Trained and mentored 25 new personnel hired to fulfill various roles.
Regional Business Development Manager
World News Network NY
01.2008 - 01.2014
- Covering all aspects of the online/print advertising sales process this included lead generation, cold calling, networking, presentation, strategic planning, research, analyzing campaign analytics, maintain client rapport and renewing campaigns while oversight of ten account executives
- Responsible to Negotiate CPM, CPA, CPC and CP Arrow rates for mid to large companies worldwide
- Familiar with methods such as: content targeting, SEO, SEM, Geo-targeting, and other effective methods of online advertising
- Daily presentation to clients, in person and virtually
- Daily updating CRM tool for all reporting and activity monitoring (Salesforce)
- Voted Top Region for Business Development for two consecutive years 2010 & 2011
- Overall client retention rate of 74% during tenure which was the highest company wide
- Client Service Index of 90% during tenure.
Sales Manager
ChannelForce a, Market Source Inc
10.2004 - 01.2008
- Responsible for direct management of 4 Fortune 500 client campaigns (Kyocera, ViewSonic, Microsoft, HP)
- Oversaw all aspect of campaigns including direct management of over 20 individuals whose main focus were on areas such as sales, business development, support and service to client and resellers alike
- Provided weekly reports to vice president of company and client which included progress toward objective, program feedback, strategies and suggestions for program improvement
- Develop and implementation of new hire and ongoing employee training
- Created and executed project work plans and revised as appropriate to meet demands of clients
- Overall client revenue growth increase of 25% for assigned region year over year
- Increase call centers efficiency 20% by streamlining process for resellers and clients.
Area Manager
Enterprise Holding Formerly Enterprise Rent A Car
09.2000 - 09.2004
- Managed 8 locations in the Portland Metro area with responsibility to maintain Full profit and loss statements for all locations
- Hiring and training of new employees
- Improving sales and service systems via cold calling on new business and retainment of existing accounts
- Forecasting and Retention of all accounts and contract, lease negotiations for all area rental car locations
- Increased profit margins by 20%
- Achieved Top Award for market share growth in corporation
- Implementation and oversight of regions diversity team
- Selected for elite dinner a record of 13 consecutive times for individual sales as an account executive
- Corporate Achievement award for being in the top 10% of company in customer service index
- Open six new rental locations during tenure.
Education
Mississippi State University
Starkville, MS05.2000
Skills
- New Business Development
- Technical Sales (Data Analytics, Cloud Computing & Software)
- Account & Pipeline Management
- CRM Management (Salesforce, Dynamics, NetSuite)
- Patience & Perseverance
- Prospecting
- Effective communication, writing and presentation skills
- Consultative Sells
- Critical and Creative Thinking
- Territory Management
Affiliations
Urban League Young Professionals President 2008-2012
National Urban League Ex-Officio Board Member
Armed Forces Veteran - US ARMY
Timeline
Senior Enterprise Account Executive - Google
Accenture
07.2021 - Current
Business Development Executive - IBM
Accenture
10.2018 - 06.2021
Partner Program Account Executive - Microsoft
Accenture
10.2016 - 10.2018
Cloud Strategist - Microsoft Azure
Accenture
05.2014 - 10.2016
Regional Business Development Manager
World News Network NY
01.2008 - 01.2014
Sales Manager
ChannelForce a, Market Source Inc
10.2004 - 01.2008
Area Manager
Enterprise Holding Formerly Enterprise Rent A Car
09.2000 - 09.2004
Mississippi State University
Similar Profiles
Sajal BhardwajSajal Bhardwaj
People Advisor Analyst, HRBP at AccenturePeople Advisor Analyst, HRBP at Accenture
Prerana JadhavPrerana Jadhav
Software Development Senior Analyst at AccentureSoftware Development Senior Analyst at Accenture
Bhargava Satish BeheraBhargava Satish Behera
Package App Development Team Lead(Scrum Master) at AccenturePackage App Development Team Lead(Scrum Master) at Accenture
Ritika RaoRitika Rao
Media and Graphic Design Analyst at AccentureMedia and Graphic Design Analyst at Accenture
Russell GardnerRussell Gardner
Bagroom Attendant at Peachtree Golf ClubBagroom Attendant at Peachtree Golf Club