Michael Sulcer
Alpharetta,GA
Summary
Experienced Senior Business Development Executive with 9+ years of sales experience focused on delivering Healthcare IT Transformation Solutions to specialty medical practices with 50 to 1000+ employees. Skilled at generating net-new logo business opportunities through targeted account planning. Excellent at working with strategic channel partner community to develop new leads. Expert at generating face-to-face connections with executives at healthcare trade shows and networking events. Proficient at qualifying prospects using a professional sales process. Successful at creating long term relationships with C-Suite Executives and Practice Administrators to close new business opportunities. Specialist at building a strong network of 100+ healthcare C-level contacts. Continually staying current with the relevant healthcare information technology solutions like Managed IT Services, Cloud Services, Security & Compliance Solutions, and Business Communications solutions. Consistent at delivering value to prospects and clients becoming a Trusted Healthcare Technology Advisor.
Overview
12
12
years of professional experience
Work History
Senior Business Development Executive
Medicus IT
Alpharetta, United States
02.2022 - Current
- Responsible for managing complete sales cycle from start to finish. Closed 17 net-new deals in 2022 and one large deal with 1000+ users. Generated $120K in monthly MRR in 2022 which is $1.4M in annual revenue. Sales currently at 140% of quota.
- Performed client research and identified opportunities for account growth, account penetration and market expansion.
Client Consultant
VERIFILE
Atlanta, GA
10.2011 - 12.2013
- Initiated and closed sales for leading supplier of contractor screening and risk management programs
- Sold screening solutions to large and small contractors nationally through outbound cold calling efforts
- Defined vertical market, self generated leads, developed sales communications, and closed deals
- Consistently exceeded 300 cold and follow-up calls weekly, set high quality appointments with senior level executives and business owners
- Served as integral member of team that delivered new and renewal revenue of $20K per month in contractor services.
- Built relationships and created deeper network inside client organizations using consistent and proactive dialogue with multiple decision-makers
Major Account Executive
Copper Services
Atlanta, GA
01.2008 - 10.2011
- Solicited business for major provider of audio, video, and web collaboration software (SaaS)
- Responsible for helping mid-size companies understand value of collaboration software
- Developed strategic and tactical market analysis to attract new business in highly competitive market
- Managed customer accounts, built positive relationships with business leaders and grew account base within Southeast territory
- Worked closely with existing clients to understand new business challenges
- Managed over 200 regional accounts and up sold complementary collaboration services
- Grew account base by 147% with annual revenue value of $536K
- Key contributor of top line revenue, achieved over 120% of quota every year..
Regional Account Executive
Raindance Communications
Atlanta, GA
06.2003 - 12.2008
- Effectively sold collaboration software solutions for premier provider of audio, video, web conferencing services
- Identified appropriate business targets and secured high level appointments with Fortune 1000 companies
- Communicated with executive level management, created vision of how software solution could impact their business goals
- Executed strategic sales philosophy, which took into account organizational structures, specific business challenges, and overall goals of various departments within organization
- Achieved top sales honors with $870K in sales in FY 2004, exceeding gross profit objectives by 150%
- Gained President's Club membership for outstanding sales achievement in 2003, 2004, and 2005
- Grew base of accounts revenue from $2M to $2.9M in 2006
Education
Bachelor of Science - Sales and Sales Management
WESTERN GOVERNORS UNIVERSITY
Salt Lake City, UT05.2024
Bachelor of Arts - Psychology
ARIZONA STATE UNIVERSITY
Tempe, AZ05.1995
Associate of Arts - Business
CENTRAL ARIZONA COLLEGE
Coolidge, AZ01.1993
Skills
- Microsoft Office
- Salesforcecom CRM
- Sugar CRM
- Certified in Solution Selling
- Certified in Customer Centric Selling
- Market Research
- Strategic Planning
- Lead Generation
- Lead Qualification
- Prospecting and Cold Calling
- Sales Presentation
- Sales Quota Management
- Client Consultations
- Interdepartmental Collaboration
- Strategic Partnership
Timeline
Senior Business Development Executive
Medicus IT
02.2022 - Current
Client Consultant
VERIFILE
10.2011 - 12.2013
Major Account Executive
Copper Services
01.2008 - 10.2011
Regional Account Executive
Raindance Communications
06.2003 - 12.2008
Bachelor of Science - Sales and Sales Management
WESTERN GOVERNORS UNIVERSITY
Bachelor of Arts - Psychology
ARIZONA STATE UNIVERSITY
Associate of Arts - Business
CENTRAL ARIZONA COLLEGE
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