MICHAEL R. SORENSON
Stillwater,MN
Summary
Sr. Account Executive with 15+ years of experience selling IT security software and services. environments. Results-oriented achiever with proven ability to exceed targets and drive success through building trust and expanding customer relationships.
Overview
25
25
years of professional experience
Work History
Information Security Advisor
IT Audit Labs
04.2024 - 12.2024
- Established and implemented business development strategies focused on SLED and channel partners.
- Creating new opportunities providing IT Security Services including Risk Assessments, Compliance Audits, Pentests, Staff Aumentation, and vCISO leadership.
- Selling, supporting, upselling to new logos and current customer base.
- Collaborating with Marketing for promoting company brand and IT Security podcast.
- Communicating with cross-functional teams to successfully implement secure system architectures based on best practices.
Sr. Product Sales Specialist, BigFix
HCLTech (previously IBM BigFix acquired in July2019)
11.2018 - 05.2023
- Selling Endpoint Management and Security Platform
- Secured several million-dollar renewals including upsell with large Financial, Healthcare, and Legal organizations
- Continually met and exceeded annual renewal revenue with96% retainment
- Hit quarterly commitments by increasing annual new revenue sales by14%,15%, and22% year over year through cross-selling and new logos
- Achieved110% and105% quota in2020 and2021, respectively
- Developed relations with channel partners and sold90% of new sales and renewals in coordination with partner network
- Increased knowledge and skillset of IT Security issues and solutions which produced faster sales cycles, lead to a more efficient selling process, and improved customer ROIs
IT Security Sales Representative
Ivanti
03.2015 - 01.2018
- Unified IT Management Software Solutions
- New business sales and cross-selling solutions to organizations in the Midwest region
- Generated multiple leads and sales from numerous IT Security Conferences each month
- Worked closely with Partners such as CDW and Insight to generate new business
- Regional Sales Manager
- Selling Patch Management, Application Control and Device Control solutions to small, medium, and enterprise commercial organizations
- Sales of $1.32 million in2016 achieving101% of quota
- Multiple $100k+ sales to large banking and healthcare organizations
Eastern Regional Sales Manager
GolWix
07.2013 - 03.2015
- Cloud Hosting Services for Infor and Microsoft ERP solutions
- Assisted in the development of a new Partner and Incentive Program
- Creating new partnership agreements with the channel leading to increased pipeline and new customers
- Combining cold-calling and email to set up new appointments to prospects and partners
- Developing new leads and relationships at Microsoft and Infor conferences
Territory Account Executive, Mid-Atlantic Region
VMware (previously Shavlik acquired May2011)
07.2007 - 01.2012
- IT Security Software
- IT security software sales including patch management and compliance solutions
- Prospected and cold-called to develop new business in multiple industries
- Several $100k plus sales to large organizations and federal systems integrators
- Increased territory sales by250% in two years
- Outside sales experience including Tech-Security Conferences and onsite customer meetings in the Mid-Atlantic region
- President’s Club Award
Senior Account Executive
Black Box Resale Services
01.2000 - 06.2007
- New, Remanufactured, and Repair Services of Telecommunications Equipment from Avaya, Cisco Systems, Executone, Nortel, Plantronics, Polycom, and Spectralink
- Sold new and refurbished telephone equipment, phone systems, repair services, software upgrades, and VoIP solutions
- Built strong relationships with customers resulting in hundreds of customer referrals
- Awarded several large GSA Federal contracts partnering with companies including Black Box Network Services, Nortel, Plantronics, and Spectralink
- Consistent leader in new business and total margin, $843K margin in2003
- Four years President’s Club Member
Education
Bachelor of Arts - Business
St. Johns University
Collegeville, MNSkills
- Results Driven
- Customer Relationship Management
- Negotiation
- Customer Retention
- Prospecting
- Communication
- Forecasting
- Professionalism
- Closing
- Team collaboration
- CRM
- Relationship building
Timeline
Information Security Advisor
IT Audit Labs
04.2024 - 12.2024
Sr. Product Sales Specialist, BigFix
HCLTech (previously IBM BigFix acquired in July2019)
11.2018 - 05.2023
IT Security Sales Representative
Ivanti
03.2015 - 01.2018
Eastern Regional Sales Manager
GolWix
07.2013 - 03.2015
Territory Account Executive, Mid-Atlantic Region
VMware (previously Shavlik acquired May2011)
07.2007 - 01.2012
Senior Account Executive
Black Box Resale Services
01.2000 - 06.2007
Bachelor of Arts - Business
St. Johns University
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