Michael Kulzer

• Responsible for 12 Key Enterprise Accounts
• FY22 - 133%
• Sold $1.6m ($1.2m quota)
• Responsible for $500k in renewals, zero churn
• 1st $1,000,000 Adopt deal in Pendo company history: Red Hat: $1.2m ACV / $3.7m TCV
• New logos: NBCUniversal, Goldman Sachs, Altice/a4 Media, McKinsey & Co., NewsCorp (Realtor.com)
• FY22 President's Club: Trex Award Winner
• Performed daily outreach, created new pipeline, structured deal pricing and quotes
• Accurate monthly/quarterly/annual forecasting
• Command of the Message sales training
• MEDDPICC sales methodology
• Pendo Demo Certification

• Responsible for selling AIOps to Enterprise accounts
• FY21 - New Logos: Verizon $300k/$900k, Organon $300k/900k
• FY21 Renewals: Credit Suisse $1.8m, American Express $816k
• FY20 Renewals: Verizon Media (Yahoo!) $300/$900k, Comcast $100k/$300k
• FY19 - New logo: EY $1.4m / $4.2m
• Responsible for all aspects of driving new sales and performing renewals including: prospecting, lead-gen, working with local partners, creating and driving local corporate marketing events.
• Planned, coordinated and performed User Group Meetings with local partner community for clients & prospects in NYC/D.C.

Responsible for GTM strategy covering Enterprise accounts in 11 states and sourcing new channel partners.

• FY17 Staples: $100/$300k - 1st company to buy without performing a PoV
• FY17 Renewal: Endurance International - $650k
• Recruited TCS as a Global Partner
• Worked with local software vendors for lead exchange and to perform joint marketing events.
• Recruited Senior Director Product Marketing & Director of SEs
• Managed Northeast SDRs for outreach + lead generation activities
• Daily prospecting, accurate monthly/quarterly forecasting, sales presentations, adding pipeline.
• Provided product input to evolve platform to scale for Enterprise customers

• Softential was platinum level IBM VAR- acquired by Cyient in 2015.
• Responsible for sourcing and closing new revenue by positioning best-of-breed EMS software suite: IBM/Netcool, ServiceNow, BMC, Edge Technologies. This complex solution was sold in conjunction with a fixed-cost Professional Services implementation.
• Responsible for all aspects of developing and managing Northeast sales territory: daily prospecting, email outreach, local marketing events, fostering ongoing vendor partnerships for lead generation recruiting new channel partners, pricing proposal and deal structure, forecasting and pipeline management.
• FY10-16 100%+ / $3.5m quota
• Top Performer FY10-16
• Frontier Communications - $6m - largest single transaction in company history

New Logos: ADP, Alliance Bernstein, Altice USA (Cablevision, Lightpath, EIT), BJ's Wholesale Club, Coty Inc., DOITT/City of New York, Frontier Communications, Johnson & Johnson, Lightower, Union Bank, NYPD, OpenText, PVH, SunGard, Tiffany & Co., Time Warner Cable, WorldPay (Vantiv)

• Silicon Valley start-up, Vontu, acquired by Symantec for 11x earnings.
• Responsible for selling Data Loss Prevention SaaS platform to Enterprise accounts in New York City / New Jersey
• Daily prospecting and presentations to prospects, accurate pipeline forecasting, creating and driving local marketing events
• Closed 1st deal within Transportation vertical - JetBlue Airlines

IBM acquired MicroMuse/Netcool in 2005. Responsible to source and close new software revenue across 50 Enterprise accounts.

• FY06 - 130% - IBM
• FY05 – 139% - IBM
• FY04 – 150% - MicroMuse
• FY03 – 122% - MicroMuse

Solutions: Netcool for Event Management & Network Monitoring/Business Service Management/Capacity & Performance Management/CMDB

Clients: AIG, Barclays Capital, Bloomberg, Cablevision, CBS Broadcasting, ConEd, Dow Jones, IMS Health, Rockefeller Group Telecom, SunGard, Time Warner Cable, Thomson-Reuters, DoITT/City of New York

Responsible for sourcing and closing new software revenue in Enterprise accounts in Philadelphia and NYC. Developed partner and vendor relationships to generate new opportunities.

• FY03, 149%
• FY02, 121%

Clients: AIG, AXA Financial, Alliance-Bernstein, Bank of New York, Fiserv, SEI Investments, Vanguard

Responsible for hiring, training and managing team of (6) FSRs

• FY00 sold $4.5 Million, 240% of quota
• FY00 Top Performer, Gross Profit, $2.1 Million
• FY98-00 - Presidents Club Award Winner
• Delivered quarterly sales revenue forecast for a publicly traded company (VRSO)
• Player/Coach: Responsible for new customer acquisition/market penetration and individual performance
• Managed Southeast Region's daily sales activities
• Developed strategic partnerships with software vendors salesforce to generate new opportunities
• Created strategic direction with Verso technical Directors to establish best-practices architecture and offering.
• Successful start-up experience. Employee 4 of Windward Technology Group - this VAR and professional Services company was created, built and sold to Verso Technologies in less than a year.
• Commission-only compensation plan

Solutions: Event & Network Management, Service Desk, CRM, Capacity & Performance Management

Software: Micromuse/Netcool, BMC/Patrol, Remedy, Veritas/ NerveCenter, CiscoWorks, HP-Openview/NNM, Concord-eHealth, Infovista

New Logos: e*Trade, Mrs. Smith's Bakeries, TSYS, Carrier Transicold, C-Core.net, Gemini Networks, CAT Technology

Responsibilities include generating and closing new database and tools software sales to Enterprise Accounts.

• FY97 Elected by peers as Team Leader & Group Mentor
• FY97 140% Quota Achievement
• FY97 $2.8 million sold / $2.5 quota
• FY96 Awarded Central Area Top Performer
• FY96 Central Region: highest revenue tools sales + number of New Accounts
• FY96 Club Excellence Qualification – Presidents Club
• Averaged 450 outbound calls per week

Responsible for generating and closing new payroll service on a weekly quota basis through aggressive daily telemarketing, cold-calling and foot canvasing. Developed relationships with 9 competing local banks for lead generation.

• FY95 Bay Area Salesperson of the Month: October, November, January
• FY95 Presidents Club Achieved: 120% of quota
• Ranked Top 5% in Western Division out of 300 District Managers
• FY94 Bay Area Salesperson of the Month: October, November, December
• FY94 Presidents Club Achievement: 139% of quota