Michael Richardson
League City,TX
Summary
Performance-oriented Sales Leader offering exceptional record of achievement over 24-year career. Tenacious manager with strategic and analytical approach to solving problems, bringing in customers and accomplishing profit targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities.
Overview
21
21
years of professional experience
Work History
IT & Cyber Security Consultant
Independent IT & Cyber Security
Houston, TX
10.2023 - Current
- Cultivated and developed strategic partnerships to build assigned territory.
- Maximized coverage within defined regions to penetrate organizations to utilize products.
- Articulated value proposition to assigned territory partners to maintain and increase share of partner business.
- Developed solid working knowledge of products to understand benefits to potential customers.
- Skilled at working independently and collaboratively in a team environment.
- Self-motivated, with a strong sense of personal responsibility.
- Excellent communication skills, both verbal and written.
- Created cybersecurity best practice communications to educate staff against known threats and potential vectors of attack.
Territory Sales Manager Channel TOLA
Avaya Inc
07.2020 - 10.2022
- Cultivated and developed strategic partnerships to build assigned territory.
- Maximized coverage within defined regions to penetrate organizations to utilize products.
- Coordinated sales activities with partners and resellers to identify and close new business.
- Drove and delivered sales leads to convert into new business.
- Facilitated channel engagement to support territory sales goals.
- Built relationships with customers and community to establish long-term business growth.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
Cloud & Managed Service Sales
CDW
03.2017 - 07.2020
- Built strategic territory plan to generate and develop business opportunities for both greenfield and existing accounts.
- Managed contract negotiations along with core sales organization.
- Worked side-by-side with managers in identifying, driving, closing sales and serving client base.
- Provided technical expertise and recommendations to improve systems and processes, establish cost savings and increase productivity.
- Prospected new customers to generate sales leads and increased revenue from existing clients.
- Prepared and delivered samples and quotations to customers while providing technical expertise to convert prospects into sales.
Solution Sales Specialist Channel Mid West
Windstream Enterprise
04.2008 - 02.2017
- Presented technical presentations to clients to explain product features and benefits.
- Helped customers improve results by recommending changes focused on lowering costs, increasing production, or adding new functionality.
- Utilized creative problem-solving skills to overcome technical challenges in the sales process.
- Worked with customers and engineering team to determine equipment needs and system requirements.
- Delivered technical presentations matching audience level of expertise to explain products and services to customers.
- Gained extensive knowledge of products and services to provide best-in-class sales engineering solutions.
- Developed and implemented product marketing plans to reach target customers.
- Cultivated and maintained strong relationships with customers to ensure a positive customer experience.
Sales Executive
Applied Information Systems
St louis, MO
02.2003 - 02.2008
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Negotiated and closed profitable sales contracts with new and existing customers to increase loyalty and retention.
- Developed and presented valuable sales presentations to potential customers to highlight features and benefits of products.
- Developed sales strategy based on research of consumer buying trends and market conditions.
- Established and maintained positive relationships with vendors to determine product availability and quality.
- Utilized internal lead referral tools to solicit new business opportunities and contacts.
Skills
- Channel Development
- Business Acumen
- CRM Software Proficiency
- Sales Forecasting
- Relationship Building
- Territory Management
- Strategic Planning
- Analytical Thinking
- Product Knowledge
- Technical Expertise
- Team Leadership
- Negotiation
- Territory Growth
- New Business Development
Timeline
IT & Cyber Security Consultant
Independent IT & Cyber Security
10.2023 - Current
Territory Sales Manager Channel TOLA
Avaya Inc
07.2020 - 10.2022
Cloud & Managed Service Sales
CDW
03.2017 - 07.2020
Solution Sales Specialist Channel Mid West
Windstream Enterprise
04.2008 - 02.2017
Sales Executive
Applied Information Systems
02.2003 - 02.2008
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