Michael T. Miller
Upper Arlington,OH
Summary
Dynamic sales leader with a proven track record of driving revenue growth and enhancing team performance through strategic market positioning and solution selling strategies. Expertise includes territory development, key client retention, and high-impact sales presentations, complemented by strong project management skills. Committed to fostering effective communication and organizational leadership while adapting to evolving market demands. Seeking a new opportunity that leverages these key skills and provides avenues for professional growth and advancement.
Overview
15
15
years of professional experience
1
1
Certification
Work History
Director of Sales - Strategic Named Accounts – US East, and Canada
Entrust, Corporation
05.2022 - Current
- Led initiatives to strengthen brand identity at Entrust by working with team to refine deal strategies and improve visibility into closing processes for key accounts.
- Led and developed a high-performing team to optimize management of strategic named accounts, contributing to $18 million ARR.
- Led weekly training and forecasting discussions to drive team performance. Managed one-on-one sessions with team members to enhance individual contributions. Collaborated with leadership teams to align deals and ensure accurate weekly forecasting.
- Led alignment efforts between internal and external stakeholders for all sales opportunities. Drove strategic initiatives within accounts in collaboration with respective teams.
- Enhanced efficiency in closing timelines to support operational goals through force management.
- Developed and executed comprehensive deal strategies to achieve targeted outcomes.
- Engaged with macro functional teams and senior leadership team to ensure alignment and transparency regarding intended outcomes.
- Developed and implemented weekly objectives to provide team with clear metrics and actionable steps for pipeline growth and deal closure.
- Highlighted Entrust Software's innovative approach to providing digital access and certificate solutions worldwide.
Senior Enterprise Account Executive, Central US
Entrust, Corporation
10.2018 - 01.2022
- Hired on to bring focus to an unattended territory and re-establish the Entrust brand to some of our largest, most neglected accounts as well as net new logo penetration/expansion.
- Grew existing accounts base by 25% or an additional $1.2M in topline revenue by adding a repeatable business process that includes monthly account reviews; individual account planning/execution; and executive sponsorship.
- Grew a formidable pipeline $9.8M.
- Closed FY 2022 (April 1, 2022 – March 31, 2023) at 120% of plan or 4.65M on a $3.68M quota President’s Club Award winner
- Closed FY 2020 (April 1, 2020 – March 31, 2021) at 102% of plan or $5.1M on a $5.0M quota.
- Closed FY 2021 (April 1, 2021 – January 2022) at 94% of plan or $3.875M on a $4.08M quota.
Senior Enterprise Account Executive, Columbus/Cincinnati, OH
Veeam Software, Columbus, OH
10.2017 - 10.2018
- Developed strategies to penetrate and grow enterprise accounts in the emerging Columbus and Cincinnati, OH markets for Veeam.
- Utilized long-standing connections to orchestrate impactful events and facilitate business closures.
- Designed and implemented five new logos since January 2018.
- Veeam Software is a global leader in data availability management solutions.
- Developed strategic account plans to drive revenue growth and enhance client relationships.
- Collaborated with product management teams to provide feedback on customer needs and feature requests.
Senior Workload Automation Account Executive, OH Valley
BMC Software, Columbus, OH
06.2016 - 10.2017
- Achieved brand revitalization for BMC in Ohio Valley through effective account management. Cultivated a robust sales pipeline that facilitated new logo acquisitions. Drove successful execution of strategic deals.
- Delivered results at 294% of fiscal year 2017 plan, demonstrating exceptional performance and commitment.
- Ranked among top two of twenty-four salespersons on Central US team.
- Achieved top sales performance as number one representative in Q4 FY 2017 among 24-member Central US sales team.
- Achieved title of Rookie of the Year at BMC North America for FY 2017, reflecting outstanding contributions to team success.
- Recognized as 2017 President’s Club Award winner, demonstrating commitment to excellence and leadership in sales.
- Promoted BMC's expertise in digital enterprise management and datacenter automation solutions on a global scale.
Senior Account Executive, OH Valley
Symantec/Veritas, Columbus, OH
06.2011 - 06.2016
- Achieved 223% of annual quota in 2015, generating $5.8 million in revenue. Supported team efforts as the top representative in the Great Lakes division by revenue and goal attainment. Contributed to ranking in the top 10% of sales representatives across the Americas. Participated in the 2015 Achievers Club.
- Drove $1.8 million in revenue by spearheading Great Lakes teams to successfully implement Q4 initiatives.
- Executed comprehensive business strategies to revitalize neglected accounts and enhance client engagement.
- Achieved recognition as Representative of the Quarter for Q4 2012, driving sales growth from $5.9 million to $7.8 million by year-end.
- Supported strategic initiatives within global account team focused on JPMorgan Chase client engagement.
- Achieved 101% of sales plan in 2011, generating $6.5 million in revenue.
- Symantec is a global leader in providing security, storage and systems management solutions
Education
Bachelor of Arts - History
Wittenberg University
Springfield, OH01-1994
Skills
- Sales training and leadership
- Revenue growth
- Sales funnel management
- Pipeline development
- Deal closing
- Sales team training
- Sales team motivation
- Sales coaching
- Sales process optimization
- Sales strategy development
- Revenue forecasting
Certification
Force Management Certified
Interests
Triathlon – 3-time Ironman distance finisher, Outdoor Enthusiast – snow skiing and boating, Upper Arlington High School Sports Volunteer Parent
Timeline
Director of Sales - Strategic Named Accounts – US East, and Canada
Entrust, Corporation
05.2022 - Current
Senior Enterprise Account Executive, Central US
Entrust, Corporation
10.2018 - 01.2022
Senior Enterprise Account Executive, Columbus/Cincinnati, OH
Veeam Software, Columbus, OH
10.2017 - 10.2018
Senior Workload Automation Account Executive, OH Valley
BMC Software, Columbus, OH
06.2016 - 10.2017
Senior Account Executive, OH Valley
Symantec/Veritas, Columbus, OH
06.2011 - 06.2016
Bachelor of Arts - History
Wittenberg University
Other Notable Experience
Data Domain/EMC
Presidents Club Award Winner at Cranel, EMC, Symantec, BMC, and Entrust; Rookie of the Year BMC
2023 Presidents Club Winner