Michael Strand
Technology software sales
Los Angeles Area,CA
Summary
ENTERPRISE ACCOUNT EXECUTIVE Over 20 years of Sr. Enterprise Sales, Solution Selling, and Client Relationship experience Results-driven professional with a solid background in technology, security, and networking sales. Proven track record of exceeding sales targets and driving revenue growth through effective client relationship management and solution selling. Expertise in articulating complex technical concepts in a clear and concise manner to diverse audiences. Strong understanding of market trends and customer needs, with the ability to identify opportunities and develop tailored solutions to meet client requirements. Skilled in building and nurturing strategic partnerships, negotiating contracts, and managing key accounts. Exceptional interpersonal and communication skills, enabling successful collaboration with cross-functional teams. Committed to delivering exceptional customer service and fostering long-term business relationships.
Overview
19
19
years of professional experience
Work History
Enterprise Account Executive
DDI
04.2022 - Current
- EfficientIP–, - DNS, DHCP, IPAM-Securing Networks – West Coast/Rockie Mtns/Mountain States
- Secure and dynamic IP communication between users and apps/services
- We achieve this by Securing DNS services for protecting users, apps and data and ensuring service continuity and Zero Trust, via smart automation, API plugins, cross-platform visibility and policy control from a single pane of glass
- Currently managing Enterprise/strategic accounts (7500 employees and up) for 13 states
- Building territory plan, account plan and mapping accounts with partners, pipeline generation plans for all customers
- Driving relationships in all Business units
- Responsible for driving customer success, current and new, partners/training and revenue from all aspects including joint product development with partners cross-functional collaboration and sales strategies
- Managing the success and driving white space accounts along with continued engagements at current accounts with upsell and cross sell from product to platform
- Working with internal teams to ensure productive communication and teamwork to build growth and support
- Driving company initiatives and removing operational complexity for customers.
Regional Sales mgr
Cloud
11.2021 - 05.2022
Zscaler
San Jose
- Helping customers transform IT and Security, reimagining cybersecurity for a world without boundaries
- Cloud-first, hybrid workforce needs to be secure and have a zero-trust foundation to move business forward
- Managed Enterprise accounts
- Building account / pipeline generation plans for all customers
- Driving relationships in all Business units
- Build strong C level relationships to drive strong partnerships
- Responsible for the overall success of the customers, partners/training and revenue from all aspects including joint product development with partners cross-functional collaboration and sales strategies
- Managing the growth of white space accounts Along with driving success at current accounts with upsell and cross sell from product to platform
- Strategically working with internal teams to ensure productive communication and teamwork to build growth and support
- Driving transformation initiatives and removing operational complexity for customers.
API Security Specialist
App, Citrix Systems, Networking & Security
Santa Clara
11.2004 - 04.2021
- Short Term assignment to help with customer growth at strategic account
- Driving strategic relationship fundamentals such as product/cloud development, contract negotiations, reseller activity, support, product, and services growth, and everything else to ensure a healthy and productive client experience
- Developed account plans including go-to-market strategies, lead generation plans, sales training goals, etc.
Prisma Cloud Sales Specialist
Palo Alto Networks
Santa Clara
04.2019 - 04.2021
- Helping customers with securing their public cloud environments
- Securing with Cloud security, container security, serverless, micro-segmentation, IAM, visibility, and compliance
- Managed Major/strategic accounts
- Developing an account plan for driving additional sales with cross-selling and upsell
- Developing C level relationships and driving opportunities within other Business units
- Responsible for the overall success of the partnerships/training and revenue from all aspects including joint product development with partners cross-functional collaboration and sales strategies
- Driving strategic relationship fundamentals such as product/cloud development, contract negotiations, reseller activity, support, product, and services growth, and everything else to ensure a healthy and productive client experience
- Managing the growth of white space accounts
- Strategically working with internal teams to ensure productive communication and teamwork to build growth and support
- Developed and executed account plans including go-to-market strategies, lead generation plans, sales training goals, etc.
Sr. Account Executive/Enterprise Relationship Manager
Citrix
Santa Clara, CA
01.2014 - 01.2019
- Leading the transition to software-defining the workplace, Networking, Security, SDWAN, WAF, mobility mgmt, and SaaS
- Managed Citrix’s largest account, across several divisions, generating annual sales of $35M to $70M
- Developed C level relationships
- Worked with developers and engineers to improve service quality and to help design cloud strategic initiatives
- Developed an account plan along with an org chart to help grow the account, year over year
- Managed strategic accounts, such as Apple, Netsuite, Shutterfly, Coupon, Dropbox, Virgin, Tri Counties Bank
- Consistently exceeded sales goals with quotas ranging from $10M to $70M annually
- Lead business relationships with Citrix clients in technology areas of Networking, Cloud, Saas, Security, and SDWAN
- Drove strategic relationship fundamentals such as product/cloud development, contract negotiations, reseller activity, support, product, and services growth, and everything else to ensure a healthy and productive client experience
- Awarded every year in the Americas, 100%+ achievement producer in the West Region.
Global Sales Executive/Business Dev Manager
Citrix
Santa Clara, CA
01.2012 - 01.2014
- Leading the transition to software-defining the workplace, uniting virtualization, mobility management, networking, and SaaS solutions to enable new ways for businesses and people to work better
- Drove $14M sales growth for XenMobile from 2012 to 2014 from $6M to $20M
- Responsible for identifying synergies and revenue opportunities worldwide and driving the creation of joint solutions with global strategic partners
- Developed and executed account plans including Go to Market strategies, lead generation plans, sales training goals, etc
- Responsible for the overall success of the partnerships/training and revenue from all aspects including joint product development with partners cross-functional collaboration and sales strategies.
Account Executive
SGI
Fremont, CA
01.2009 - 01.2012
global leader
- In Server Technology, power, Data Center Build outs, HPC, storage, design
Sr. Systems Engineer / Sales Associate
Rackable/SGI
Fremont, CA
01.2007 - 01.2009
- Industry Leader in Server Power, Density, and back-to-back server design with a range of products based on world-leading technology.
Education
Certificate of Completion - Climate Control Technology
Sequoia Institute
Computer Network Technology Certificate, Computer Science, Business Administration Skill Path: Project Management & Advanced Communications Certifications: Microsoft Certified Systems Administrator (MCSA) Microsoft Certified Professional (MCP) Windows Server 2003 Linux Certified A+ Certified Networking + Certified Citrix Certified Sales Professional AWS practitioner certified - Linux - undefined
Las Positas College, Academy
Skills
- Forecast Preparation
- Business Development and Planning
- Strategic Selling
- Sales Quota Achievement
- Account Management
- Pipeline Management
- Network, Security, SASE,SAAS
- CyberSecurity, Cloud
- Zero Trust
- Automation and Remediation
- Product Knowledge
- Goals and Performance
- Customer Relationships
- Key Account Management
- Cloud Hosting
- Prospecting and Cold Calling
- Budget Development
- Customer Presentations
- Strong Presentation Skills
Work Preference
Work Type
Full TimeWork Location
HybridRemoteImportant To Me
Company CultureWork-life balanceCareer advancementHealthcare benefitsPaid time off401k matchStock Options / Equity / Profit SharingPersonal development programsFlexible work hoursTeam Building / Company RetreatsWork from home optionTimeline
Enterprise Account Executive
DDI
04.2022 - Current
Regional Sales mgr
Cloud
11.2021 - 05.2022
Prisma Cloud Sales Specialist
Palo Alto Networks
04.2019 - 04.2021
Sr. Account Executive/Enterprise Relationship Manager
Citrix
01.2014 - 01.2019
Global Sales Executive/Business Dev Manager
Citrix
01.2012 - 01.2014
Account Executive
SGI
01.2009 - 01.2012
Sr. Systems Engineer / Sales Associate
Rackable/SGI
01.2007 - 01.2009
API Security Specialist
App, Citrix Systems, Networking & Security
11.2004 - 04.2021
Zscaler
global leader
Certificate of Completion - Climate Control Technology
Sequoia Institute
Computer Network Technology Certificate, Computer Science, Business Administration Skill Path: Project Management & Advanced Communications Certifications: Microsoft Certified Systems Administrator (MCSA) Microsoft Certified Professional (MCP) Windows Server 2003 Linux Certified A+ Certified Networking + Certified Citrix Certified Sales Professional AWS practitioner certified - Linux - undefined
Las Positas College, Academy
Similar Profiles
Tiffany RuthTiffany Ruth
Delivery Driver at DDIDelivery Driver at DDI
Brenda WatersBrenda Waters
Order Coordinator at DDIOrder Coordinator at DDI
Karen MatthewsKaren Matthews
Spark Delivery Driver at DDISpark Delivery Driver at DDI
Ricky CastilloRicky Castillo
Park Personal at DDIPark Personal at DDI
Ezequiel CuevasEzequiel Cuevas
UI / React JS Developer at UCM-Hummingbird RoboticsUI / React JS Developer at UCM-Hummingbird Robotics