Job Search Status
Open to workDesired start date: Immediately
Desired Job Title
Senior Enterprise Account ExecutiveWork Type
Full TimeLocation Preference
RemoteHybridOn-SiteLocation: Los Angeles, CAIrvine, CASan Diego, CA
Open to relocation: Yes
Open To Work
Michael Kerst
Account Executive
Ladera Ranch,CA
Work Preference
Summary
Results-driven Enterprise Account Executive, known for high productivity and efficient task completion. Specialize in prospecting, client relationship management, strategic sales planning, and market analysis. Excel in communication, negotiation, and problem-solving to achieve client satisfaction and business goals.
Expertise in selling cloud, SaaS, and infrastructure solutions, consistently exceeding quotas, and generating multi-million-dollar pipelines.
Overview
22
22
years of professional experience
Work History
ACCOUNT EXECUTIVE, MEDIA & ENTERTAINMENT SOCAL
Qumulo Inc.
09.2023 - 01.2026
- Analyzed customer data to develop targeted campaigns that increased customer loyalty and retention rates.
- Built long-term client relationships by delivering tailored advertising and media solutions.
- Collaborated with internal sales, marketing, and creative teams to execute campaigns effectively.
- Drove new business development through prospecting, pitching, and contract negotiation, resulting in 2 to 4 new logos per quarter (Hallmark Media, Fox Entertainment, and Netflix Studios).
- Met and exceeded revenue targets through pipeline management and upselling opportunities.
- Used excellent verbal skills to engage customers in conversation and effectively determine needs and requirements.
ACCOUNT EXECUTIVE, ENTERPRISE SOCAL
Panzura Inc.
10.2022 - 09.2023
- Generated over $1.5M in enterprise pipeline through strategic prospecting, executive-level selling, and partner-led engagements.
- Built and scaled the Southern California enterprise sales territory for Panzura's Global File System and SaaS platform, driving market entry and pipeline growth.
- Established and managed strategic relationships with enterprise VARs (Trace3, WWT, Technologent, Ahead, CDW), and cloud partners, including AWS, GCP, and Wasabi.
- Managed complex sales cycles from lead generation to contract negotiation.
- Resolved customer complaints promptly and professionally while maintaining a positive attitude.
- Exceeded sales targets by 75% within the first six months, earning Rookie of the Year (2022), and authored a prospecting playbook adopted company-wide, increasing new logo wins by 50%.
CLOUD SOLUTION ARCHITECT (ENTERPRISE & COMMERCIAL) SOCAL
Panzura Inc.
10.2021 - 09.2022
- Drove 457% commercial revenue growth from Q4 2021 to Q3 2022 by delivering solution-led, value-based architectures.
- Architected cloud and SaaS solutions for enterprise and commercial customers, addressing complex business requirements, and securing multiple multi-year contracts.
- Mentored Commercial Account Executives and Cloud Solution Architects through structured onboarding and hands-on training, accelerating ramp-up, and increasing quota attainment.
- Supported strategic accounts, including Live Nation, Kofax, Kayne Capital, and Western Alliance Bank, through territory planning and technical account management, improving renewals and customer engagement.
ACCOUNT EXECUTIVE, SERVER SALES (WEST ENTERPRISE)
Dell Technologies
Irvine, USA
01.2021 - 10.2021
- Exceeded sales targets by achieving 146% of quota (Q1-Q3) through targeted enterprise selling, and effective partner ecosystem engagement.
- Drove enterprise server sales across Southern California by applying value-based selling strategies and leveraging Salesforce CRM to align solutions with customer infrastructure requirements.
- Managed and expanded strategic accounts, including Capital Group, Mazda, Mattel, Scripps Health, Ingram Micro, and First American, coordinating partners and channel resources to deliver tailored server solutions.
ADVISORY SYSTEMS ENGINEER (SPS TEAM)
Dell Technologies
Irvine, USA
08.2019 - 01.2021
- Recognized as a PowerStore Ambassador (U.S. West) for technical expertise and customer impact.
- Mentored Inside Sales Systems Engineers on forecasting, value-based selling, and solution architecture, improving deal conversion rates.
- Delivered customized storage solutions for major accounts, including Cedars-Sinai, Southern California Edison, Hyundai, Mazda, and Ingram Micro, expanding regional market presence.
- Supported enterprise sales of block storage, converged, and hyper-converged infrastructure solutions across the Southwest, partnering with sales teams, and managing opportunities in Salesforce.
MANAGER, SYSTEMS ENGINEERING (ENTERPRISE ACCOUNTS)
Dell Technologies
San Francisco, USA
11.2017 - 07.2019
- Recognized as a Unity Speed Guru and VMAX Speed Guru for technical leadership and performance excellence.
- Built and scaled a high-performing SE organization by hiring and coaching senior engineers, increasing new-logo win rates by 30%.
- Owned enterprise pipeline and forecasting using MEDPIC and Salesforce, improving forecast accuracy to 96%, and reducing escalation resolution time by 20%.
- Led and developed an 8-member Systems Engineering team supporting enterprise accounts, including Salesforce, Visa, Alphabet, eBay, and PG&E, increasing customer satisfaction by 25%.
ADVISORY SYSTEMS ENGINEER (WEST ENTERPRISE)
Dell EMC
Irvine, USA
08.2014 - 11.2017
- Drove multi-year contracts and customer expansion through strategic account planning and executive-level engagement.
- Earned XtremIO Ambassador (U.S. West) and President's Club recognition, ranking among the top 50 Systems Engineers worldwide.
- Supported enterprise sales of block and all-flash storage solutions for West Enterprise accounts, including Disney, MGM, Capital Group, Kaiser Permanente, and SCE, using consultative, value-based approaches.
SENIOR SYSTEMS ENGINEER (ENTERPRISE)
EMC Deutschland GmbH
Munich, Germany
02.2012 - 07.2014
- Owned executive-level technical relationships, and supported early cloud adoption and IT transformation initiatives.
- Served as Flash Technologies Area Specialist, leading technical evaluations, and advising sales teams to accelerate solution adoption across industries.
- Drove revenue growth across global enterprise accounts, including Munich Re, Allianz, Swiss Re, and UniCredit, increasing portfolio revenue from $3M to $18M.
SYSTEMS ENGINEER / TECHNICAL ACCOUNT MANAGER
NetApp Deutschland GmbH
Munich, Germany
01.2008 - 01.2012
- Advised customers on file and block storage solutions across competing platforms, influencing product roadmap priorities, and increasing new customer adoption.
- Sold enterprise storage solutions and managed the sales pipeline using CRM tools, building trusted-advisor relationships that expanded the client base and drove repeat business.
PROJECT MANAGER AND IT CONSULTANT
Computershare HV-Services AG
Munich, Germany
06.2005 - 12.2007
- Built strong customer relationships and sold customized, high-value IT solutions.
- Planned and executed over 400 annual meetings for German stock companies, ensuring seamless operations.
- Served as the primary coordinator for executives during events, delivering a white-glove customer experience.
- Enhanced network and hardware infrastructure deployment, reducing setup time by 40%, and staffing costs by 80%.
SYSTEM- AND NETWORK ADMINISTRATOR / IT MANAGER
Vision Immobilienholding GmbH
Bad Wiessee, Germany
09.2003 - 06.2005
- Oversaw the IT budget and reported directly to the CEO, optimizing resource allocation and cost efficiency.
- Coordinated with cross-functional teams to align technology initiatives with business goals.
- Developed, implemented, and documented IT policies and procedures for data security and compliance, increasing efficiency and saving costs.
- Worked closely with vendors to negotiate contracts and select appropriate products or services.
Education
BACHELOR - BUSINESS INFORMATIC
University of Duisburg-Essen
Essen, Germany06.2002
Skills
Business development and planning
Strong presentation skills
Sales quota achievement
Territory management
Strategic account management
Relationship building and management
Consultative selling
Enterprise infrastructure
Executive communication
Account prospecting
Data analysis and reporting
Team leadership
References
Gavin Simpson, RSD Qumulo, gsimpson@qumulo.com, 818-326-3343
Adam Provost, Senior Director Cloud, GTM, aprovost@qumulo.com, 603-325-2988
Languages
English
Full Professional
German
Native/ Bilingual
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Quote
The glass is half full, not half empty. Be an optimist.
Michael Kerst
Timeline
ACCOUNT EXECUTIVE, MEDIA & ENTERTAINMENT SOCAL
Qumulo Inc.
09.2023 - 01.2026
ACCOUNT EXECUTIVE, ENTERPRISE SOCAL
Panzura Inc.
10.2022 - 09.2023
CLOUD SOLUTION ARCHITECT (ENTERPRISE & COMMERCIAL) SOCAL
Panzura Inc.
10.2021 - 09.2022
ACCOUNT EXECUTIVE, SERVER SALES (WEST ENTERPRISE)
Dell Technologies
01.2021 - 10.2021
ADVISORY SYSTEMS ENGINEER (SPS TEAM)
Dell Technologies
08.2019 - 01.2021
MANAGER, SYSTEMS ENGINEERING (ENTERPRISE ACCOUNTS)
Dell Technologies
11.2017 - 07.2019
ADVISORY SYSTEMS ENGINEER (WEST ENTERPRISE)
Dell EMC
08.2014 - 11.2017
SENIOR SYSTEMS ENGINEER (ENTERPRISE)
EMC Deutschland GmbH
02.2012 - 07.2014
SYSTEMS ENGINEER / TECHNICAL ACCOUNT MANAGER
NetApp Deutschland GmbH
01.2008 - 01.2012
PROJECT MANAGER AND IT CONSULTANT
Computershare HV-Services AG
06.2005 - 12.2007
SYSTEM- AND NETWORK ADMINISTRATOR / IT MANAGER
Vision Immobilienholding GmbH
09.2003 - 06.2005
BACHELOR - BUSINESS INFORMATIC
University of Duisburg-Essen