Salesforce, Pipedrive, Zoho, Dynamics 365, Insightly
MICHAEL LEONARD, MBA
VP, National Sales Manager
Las Vegas,NV
Summary
Experienced and collaborative sales and marketing professional with a strategic mindset and a successful track record spanning 20+ years.
Demonstrated expertise in driving new business growth across consumer and commercial technology business models (Smart Home/IoT/Connected Technologies). Adept at closing deals and achieving high-volume sales within enterprise accounts. Skilled in delivering impactful presentations to C-Suite executives and key decision makers, effectively showcasing solutions to drive business outcomes. Proven ability to establish and nurture profitable partnerships.
Overview
18
18
years of professional experience
6
6
years of post-secondary education
6
6
Certificates
2
2
Languages
Work History
VP of Sales
GHA Technologies
Scottsdale, AZ
07.2023 - Current
- VP and National Sales Manager for the #1 Employee-Owned Value-Added Reseller in America
- Awards have included #1 Microsoft Western Region VAR, #1 fastest growing company in Arizona, #69 on the CRN Solution
Provider 500, #15 2018 CRN Fast Growth 150 List - Enhance business relationships with vendors and partners such as Cisco, Samsung, LG, Dell, and Microsoft to grow
business in multiple vertical markets
Sr. Marketing Director - Cybersecurity Partners
Zones | Remote
Auburn, WA
03.2022 - 07.2023
- Responsible for driving market growth, revenue targets, joint market development funds (MDF), and other funding investments with Zones cybersecurity partners
- Assist in translating complex partner technology and architectures into business-relevant solutions, collateral, and marketing initiatives that will have a measurable impact on Zones, its partners, and its customers
- Curate product positioning and messaging for our security partners through informed user research, market insights, and product knowledge
- Collaborative player, leading cross-functional teams throughout the organization
- Excelled in crafting compelling messaging, content, and campaigns to accelerate partner YOY revenue growth
- H1 2022 - at 154% to Revenue Goals and 172% to MDF Goals, H2 2022 145% to Revenue Goals and 234% to MDF Goals
- Added 6 new/emerging partners to annual marketing programs: Verkada, Malwarebytes, ESET, SonicWall, BitDefender, and Fortinet
- Planned, managed, and executed joint marketing programs with over 16 partners in cybersecurity space
- Created detailed ROMI PowerPoint presentations to partners using data from HubSpot, Power BI, MS Dynamics CRM
- Provided messaging, value proposition for partner’s products and solutions as they fit into Zones’ GTM campaigns.
Channel Director – Multifamily Sales
Frontier Communications
Long Beach, CA
03.2020 - 02.2022
- Building and managing key national partner relationships to expand the reach and penetration of Frontier's FiberOptic Internet services within MDU segment.
- Drove performance and results for assigned National Partners operating within portfolio of multifamily communities that range in size from individual several-hundred unit properties to large multi-site portfolios over 10,000 units.
- Design and execute tactics to improve quality sales performance from assigned mature national partner accounts
- Design and execute tactics to ramp assigned emerging national partner accounts to optimize productivity
- Actively identify and onboard new Multifamily partnership opportunities
- Recurring assessment of full-funnel metrics/Key Performance Indicators to ensure optimal performance
- Assessed, clarified and validated partner needs to nurture relationships and achieve success.
Sr Strategic Account Manager
Best Buy for Business
Richfield, MN
04.2014 - 04.2020
- Cultivated consultative relationships with an account base of 50 clients (F500/1000 companies) to develop account plans
that drove the execution of strategic business goals. - Served as the point of contact throughout the sales cycle to ensure client satisfaction and facilitate project delivery.
- Leveraged a consultative sales approach to support a $500M to $1B expansion with the Hospitality, Casino, and Premium
Incentive (promotion-based) clients - Achieved multiple quarters as the #1 sales performer and top 10 performer 3 years in a row
- Ranked #1 in Customer Satisfaction (NPS - Net Promoter Score) in Best Buy's commercial sales division
- Shattered $5 million dollar sales quotas (FY21 – 247%/ FY22 – 137%) by executing prospecting plans and analyzing market
factors. - Created a new revenue stream vertical by developing a long-term relationship as a secondary supplier.
- Utilized Microsoft Dynamics 365 CRM and ZoomInfo to manage the pipeline of activity from prospect to close. •
- Partnered with Pre-Sales Engineers, Project Management, and Commercial Geek Squad Services to coordinate installations.
Key Account Sales Manager
H&H Enterprises
Las Vegas, NV
01.2011 - 01.2014
- Managing Key Accounts for Promotional Products distribution company in PPAI and ASI industry Designed incentive promos for Coke, Pepsi, Blackberry, MGM Grand, Caesar's Entertainment, Bacardi, Budweiser, Insomniac Events, iHeartRadio, and more
- Delivered YOY growth from $2M-$4M in annual sales revenue on $1.5M quota.
Regional Sales Manager
AT&T
Orange County And San Diego, CA
01.2008 - 01.2011
- Exceeded targets by building, directing, and motivating high-performing field sales teams in Orange County and San Diego of 50-60 sales reps
- Trained sales associates in product specifications, sales incentives and selling techniques, significantly increasing customer retention ratings
- Maintained employee relationships by developing career progression roadmaps and promoting individual growth.
- Collaborated with senior executives to evaluate performance in regional area and develop strategies to expand revenue generation.
Sales Team Leader
Verizon
Rancho Cucamonga, CA
01.2007 - 01.2008
- B2C direct sales of cutting-edge fiber optic HSI and TV products
- Built strong team of 100+ sales agents by recruiting and developing top sales talent.
- Set ambitious sales goals and motivated strong performance to keep team growing effectively.
- Led regular team meetings to keep sales personnel motivated with tips, techniques and product information.
Business Account Executive
Cbeyond
Irvine, CA
01.2006 - 01.2007
- Presenting SMB communications packages including T-1 data, voice, and business applications
- Appointment setting and presentation to business owners and C-Level executives
- Facilitated sales of advanced business solutions such as IT managed services, DNS hosting, mobility products and apps, automated off-site/cloud data backup, networking, cybersecurity (firewall and anti-virus), e-Fax, DID systems, and more.
- Mastered and constantly improved sales prospecting, follow-up and upsell processes.
- Engaged in daily cold calls in-person and via telephone and followed up with small business prospects monthly to verify pipeline sufficiency.
- Developed in-depth knowledge of each client's business through research and regular on-site meetings.
Education
MBA - Information Systems Management
Keller Graduate School
Chicago 05.2016 - 07.2018
Bachelor of Science - Business Administration/Marketing
University of Phoenix
03.2013 - 07.2015
Skills
Channel Partner Management
Certification
Google Education Sales Trainer
Software
MS Office (Excel, Word, PowerPoint, Access)
Teams, Zoom, WebEx, and Google Meet
HubSpot, Mailchimp, HQ Data, Lead411, UpLead
LinkedIn Sales Navigator
ZoomInfo, Insideview, TechTarget
SalesRabbit, SalesLoft, Outreach
Google Workspace Suite (Meet, Chat, Drive, Docs, Sheets)
Training
The Challenger Methodology Training (Sales, Marketing, Coaching, Customer Understanding, and Negotiation)
Science of Selling Training by David Hoffeld
IMPACT Selling Seminar, Professional Sales Training by The Brooks Group
Timeline
VP of Sales
GHA Technologies
07.2023 - Current
Sr. Marketing Director - Cybersecurity Partners
Zones | Remote
03.2022 - 07.2023
Certified Professional Sales Leader (CPSL) from NASP
11-2021
Certified Professional Sales Person (CPSP) from NASP
05-2020
Channel Director – Multifamily Sales
Frontier Communications
03.2020 - 02.2022
Samsung KNOX MDM Certified
02-2019
Dell Premiere Partner Certified
06-2018
Apple Certified Sales Trainer
03-2018
Google Education Sales Trainer
07-2016
MBA - Information Systems Management
Keller Graduate School
05.2016 - 07.2018
Sr Strategic Account Manager
Best Buy for Business
04.2014 - 04.2020
Bachelor of Science - Business Administration/Marketing
University of Phoenix
03.2013 - 07.2015
Key Account Sales Manager
H&H Enterprises
01.2011 - 01.2014
Regional Sales Manager
AT&T
01.2008 - 01.2011
Sales Team Leader
Verizon
01.2007 - 01.2008
Business Account Executive
Cbeyond
01.2006 - 01.2007
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