Michael Kerst
Account Executive
Ladera Ranch,CA
Summary
Results-driven Enterprise Account Executive with expertise in prospecting and strategic sales planning. Achieved significant revenue growth by exceeding quotas and building multi-million-dollar pipelines. Focused on enhancing customer loyalty through effective contract negotiations and impactful presentations.
Overview
22
22
years of professional experience
Work History
ACCOUNT EXECUTIVE, MEDIA & ENTERTAINMENT SOCAL
Qumulo Inc.
08.2023 - 12.2025
- Developed new business through prospecting, pitching, and contract negotiation, securing 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.
- Built long-term client relationships by delivering tailored advertising and media solutions.
- Coordinated with internal sales, marketing, and creative teams to execute campaigns that met client objectives.
- Analyzed customer data to develop targeted campaigns that increased customer loyalty and retention rates.
- Used excellent verbal skills to engage customers in conversation and effectively determine needs and requirements.
ACCOUNT EXECUTIVE, ENTERPRISE SOCAL
Panzura Inc.
09.2022 - 08.2023
- 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%.
- Generated multi-million dollar pipeline through strategic prospecting, executive-level selling, and partnering with key stakeholders.
- Established and nurtured strategic relationships with enterprise VARs (Trace3, WWT, Technologent, Ahead, CDW) and cloud partners, enhancing collaboration and market reach.
- Managed complex sales cycles from lead generation through contract negotiation to closing, ensuring alignment with client needs and organizational goals.
- Resolved customer complaints promptly and professionally while maintaining a positive attitude.
CLOUD SOLUTION ARCHITECT (ENTERPRISE & COMMERCIAL) SOCAL
Panzura Inc.
09.2021 - 08.2022
- Architected cloud and SaaS solutions for enterprise and commercial customers, addressing complex business requirements, and securing multiple multi-year contracts.
- Drove over 200% commercial revenue growth from Q4 2021 to Q3 2022 by delivering solution-led, value-based architectures.
- Supported strategic accounts, including Live Nation, Kofax, Kayne Capital, and Western Alliance Bank, through territory planning and technical account management, enhancing customer renewals and engagement.
- Mentored Commercial Account Executives and Cloud Solution Architects through structured onboarding and hands-on training, expediting ramp-up and boosting quota attainment.
ACCOUNT EXECUTIVE, SERVER SALES (WEST ENTERPRISE)
Dell Technologies
Irvine, USA
12.2020 - 09.2021
- Drove enterprise server sales across Southern California by utilizing value-based selling strategies and Salesforce CRM to align solutions with customer infrastructure needs.
- Managed and expanded strategic accounts, including Capital Group, Mazda, Mattel, Scripps Health, Ingram Micro, and First American, coordinating partners and channel resources to deliver customized server solutions.
- Exceeded sales targets by achieving 146% of quota (Q1-Q3) through targeted enterprise selling, and effective partner ecosystem engagement.
ADVISORY SYSTEMS ENGINEER (SPS TEAM)
Dell Technologies
Irvine, USA
07.2019 - 12.2020
- Recognized as a PowerStore Ambassador (U.S. West) for technical expertise and customer impact.
- Delivered customized storage solutions for major accounts, including Cedars-Sinai, Southern California Edison, Hyundai, Mazda, and Ingram Micro, which expanded regional market presence by enhancing client relationships.
- Supported enterprise sales of block storage, converged, and hyper-converged infrastructure solutions across the Southwest, partnering with sales teams to identify and manage opportunities in Salesforce.
- Mentored Inside Sales Systems Engineers on forecasting, value-based selling, and solution architecture, resulting in improved deal conversion rates through enhanced team capabilities.
MANAGER, SYSTEMS ENGINEERING (ENTERPRISE ACCOUNTS)
Dell Technologies
San Francisco, USA
10.2017 - 06.2019
- Achieved recognition as a Unity Speed Guru and VMAX Speed Guru for delivering technical leadership and driving performance excellence.
- Led and developed an 8-member systems engineering team for enterprise accounts, including Salesforce, Visa, Alphabet, eBay, and PG&E, which resulted in a 25% increase in customer satisfaction.
- 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%.
ADVISORY SYSTEMS ENGINEER (WEST ENTERPRISE)
Dell EMC
Irvine, USA
07.2014 - 10.2017
- Facilitated enterprise sales of block and all-flash storage solutions for West Enterprise accounts, including Disney, MGM, Capital Group, Kaiser Permanente, and SCE, employing consultative, value-based approaches.
- Secured multi-year contracts and expanded customer base through strategic account planning and engagement with executives.
- Earned XtremIO Ambassador (U.S. West) and President's Club recognition, ranking among the top 50 Systems Engineers worldwide.
SENIOR SYSTEMS ENGINEER (ENTERPRISE)
EMC Deutschland GmbH
Munich, Germany
01.2012 - 06.2014
- Drove revenue growth across global enterprise accounts, including Munich Re, Allianz, Swiss Re, and UniCredit, increasing portfolio revenue from $3M to $18M.
- Led technical evaluations as Flash Technologies Area Specialist, advising sales teams to enhance solution adoption across industries.
- Managed executive-level technical relationships, supporting cloud adoption and IT transformation initiatives.
SYSTEMS ENGINEER / TECHNICAL ACCOUNT MANAGER
NetApp Deutschland GmbH
Munich, Germany
12.2007 - 12.2011
- Advised customers on file and block storage solutions across competing platforms, influencing product roadmap priorities and enhancing new customer adoption.
- Sold enterprise storage solutions while managing sales pipeline with CRM tools, building trusted-advisor relationships that expanded client base and secured repeat business.
PROJECT MANAGER AND IT CONSULTANT
Computershare HV-Services AG
Munich, Germany
05.2005 - 11.2007
- Enhanced network and hardware infrastructure deployment, reducing setup time by 40%, and staffing costs by 80%.
- Developed strong customer relationships, facilitating sales of customized, high-value IT solutions.
- Planned and executed over 400 annual meetings for German stock companies, ensuring seamless operations.
- Coordinated executive events, delivering a white-glove customer experience.
SYSTEM- AND NETWORK ADMINISTRATOR / IT MANAGER
Vision Immobilienholding GmbH
Bad Wiessee, Germany
08.2003 - 05.2005
- Oversaw IT budget and reported to CEO, optimizing resource allocation and enhancing cost efficiency.
- Developed and documented IT policies and procedures for data security and compliance, streamlining operations and reducing costs.
- Coordinated with cross-functional teams to align technology initiatives with business objectives, ensuring strategic alignment.
- Worked closely with vendors to negotiate contracts and select appropriate products or services.
Education
BACHELOR - BUSINESS INFORMATIC
University of Duisburg-Essen
06.2002
Skills
- Customer relationship management (CRM)
- Business development and planning
- Territory management
- Strategic selling
- Strong presentation skills
- Relationship building and management
- Executive communication
- Consultative selling
- Strategic account management
- Account prospecting
- Data analysis and reporting
- Sales quota achievement
Languages
English
Full Professional
German
Native/ Bilingual
Quote
The glass is half full, not half empty. Be an optimist.
Michael Kerst
References
Gavin Simpson, Regional Sales Director, Qumulo, gsimpson@qumulo.com, 818-326-3343
Adam Provost, Senior Director, Cloud GTM, Qumulo, aprovost@qumulo.com, 603-325-2988
Timeline
ACCOUNT EXECUTIVE, MEDIA & ENTERTAINMENT SOCAL
Qumulo Inc.
08.2023 - 12.2025
ACCOUNT EXECUTIVE, ENTERPRISE SOCAL
Panzura Inc.
09.2022 - 08.2023
CLOUD SOLUTION ARCHITECT (ENTERPRISE & COMMERCIAL) SOCAL
Panzura Inc.
09.2021 - 08.2022
ACCOUNT EXECUTIVE, SERVER SALES (WEST ENTERPRISE)
Dell Technologies
12.2020 - 09.2021
ADVISORY SYSTEMS ENGINEER (SPS TEAM)
Dell Technologies
07.2019 - 12.2020
MANAGER, SYSTEMS ENGINEERING (ENTERPRISE ACCOUNTS)
Dell Technologies
10.2017 - 06.2019
ADVISORY SYSTEMS ENGINEER (WEST ENTERPRISE)
Dell EMC
07.2014 - 10.2017
SENIOR SYSTEMS ENGINEER (ENTERPRISE)
EMC Deutschland GmbH
01.2012 - 06.2014
SYSTEMS ENGINEER / TECHNICAL ACCOUNT MANAGER
NetApp Deutschland GmbH
12.2007 - 12.2011
PROJECT MANAGER AND IT CONSULTANT
Computershare HV-Services AG
05.2005 - 11.2007
SYSTEM- AND NETWORK ADMINISTRATOR / IT MANAGER
Vision Immobilienholding GmbH
08.2003 - 05.2005
BACHELOR - BUSINESS INFORMATIC
University of Duisburg-Essen