Summary
Overview
Work History
Education
Skills
Awards
Accomplishments
Affiliations
Timeline
Generic

MICHAEL WELDON

Penn Laird,United States

Summary

Dynamic Sr. Enterprise Account Executive with Rosetta Stone, adept at driving engagement and developing strategic account plans. Proven track record in business development and consultative sales, successfully managing complex sales cycles and enhancing customer satisfaction. Skilled in CRM software and effective communication, consistently exceeding sales quotas and fostering strong client relationships.

Overview

26
26
years of professional experience

Work History

Sr. Enterprise Account Executive - US and Canada

Rosetta Stone
Harrisonburg, Virginia
01.2015 - Current
  • Cultivated relationships with key enterprise clients to drive engagement.
  • Developed strategic account plans aligned with client needs and goals.
  • Delivered product demonstrations and presentations showcasing solutions and benefits to clients, and potential clients.
  • Identified and capitalized on cross-sell opportunities across the enterprise portfolio of products and services.
  • Coordinated cross-functional teams to ensure seamless implementation of services.
  • Conducted market research to identify new business opportunities in various sectors.
  • Facilitated training sessions for clients on effective use of language solutions.
  • Managed contract negotiations ensuring alignment with company policies and client expectations.
  • Maintained accurate records of all sales activities using CRM software.
  • Generated detailed activity forecasts for senior leadership team review purposes.
  • Participated in weekly sales meetings with other account executives and managers.
  • Negotiated pricing contracts for large-scale deals with Fortune 500 companies.
  • Established key performance indicators to monitor progress against goals.
  • Researched industry trends, competitive landscape, and customer requirements to develop effective solutions that meet customer objectives.
  • Managed complex sales cycles, including prospecting, qualification, solution development, proposal creation, negotiation, and closure.
  • Assisted with training new employees on company systems and processes related to account management.

<ul> <li>Service and grow the current book of business while also establishing new accounts, comprised of federal government agencies in the United States and Canada.</li> <li>Interact with current clients and potential clients through onsite meetings, online meetings, phone, and email—as required to achieve desired results. Log and maintain all client correspondence and opportunity details (including pipeline reports) in the company CRM (Salesforce.com).</li> <li>Gain referral business through excellent customer service to current clients.</li> <li>Provide clients with the best possible language training solution based on the agency's unique needs, goals, and expectations.</li> <li>Attend and participate in trade shows to meet with existing and potential clients. Actively review sales training sessions through New Velocity.</li> <li>Co-created, developed, and enacted sales incentives for enterprise sales reps (E&E) to promote higher revenue throughout the enterprise team (Global Leadership Council, 2014).</li> <li>Co-created, developed, and enacted a new hire onboarding process and strategy for the Enterprise Sales Team (Global Leadership Council, 2015).</li> </ul>

Rosetta Stone Ltd
Harrisonburg, Virginia
01.2012 - 01.2015
  • Service and grow the current book of business while also establishing new accounts, comprised of federal government agencies in the United States and Canada.
  • Interact with current clients and potential clients through onsite meetings, online meetings, phone, and email—as required to achieve desired results. Log and maintain all client correspondence and opportunity details (including pipeline reports) in the company CRM (Salesforce.com).
  • Gain referral business through excellent customer service to current clients.
  • Provide clients with the best possible language training solution based on the agency's unique needs, goals, and expectations.
  • Attend and participate in trade shows to meet with existing and potential clients. Actively review sales training sessions through New Velocity.
  • Co-created, developed, and enacted sales incentives for enterprise sales reps (E&E) to promote higher revenue throughout the enterprise team (Global Leadership Council, 2014).
  • Co-created, developed, and enacted a new hire onboarding process and strategy for the Enterprise Sales Team (Global Leadership Council, 2015).

<ul> <li>Effectively managed the Corporate Inside Sales Team (10 reps) while maintaining sales quota responsibilities as the Federal Government Account Manager, including existing and new business in the United States and Canada.</li> <li>Conducted onsite pipeline meetings with each member of the Corporate Inside Sales Team (in Arlington, VA, and Harrisonburg, VA) while monitoring their progress toward monthly and quarterly sales quotas.</li> <li>Conducted onsite meetings with existing clients and new clients to discuss partnership opportunities with Rosetta Stone based on clients' unique language training needs, goals, and expectations.</li> <li>Interact with current clients and potential clients through onsite meetings, online meetings, phone, and email—as required to achieve desired results. Log and maintain all client correspondence and opportunity details (including pipeline reports) in the company CRM (Salesforce.com).</li> </ul>

Rosetta Stone Ltd
Harrisonburg, Virginia
01.2011 - 01.2012
  • Effectively managed the Corporate Inside Sales Team (10 reps) while maintaining sales quota responsibilities as the Federal Government Account Manager, including existing and new business in the United States and Canada.
  • Conducted onsite pipeline meetings with each member of the Corporate Inside Sales Team (in Arlington, VA, and Harrisonburg, VA) while monitoring their progress toward monthly and quarterly sales quotas.
  • Conducted onsite meetings with existing clients and new clients to discuss partnership opportunities with Rosetta Stone based on clients' unique language training needs, goals, and expectations.
  • Interact with current clients and potential clients through onsite meetings, online meetings, phone, and email—as required to achieve desired results. Log and maintain all client correspondence and opportunity details (including pipeline reports) in the company CRM (Salesforce.com).

<ul> <li>Successfully partnered and collaborated with two Field Territory Managers to support our efforts in meeting and exceeding the sales quota.</li> <li>Responsible for existing business and new business for federal government agencies in the United States and Canada.</li> <li>I am personally responsible for all existing business in the federal space, while supporting the new business efforts of the Field Territory Managers.</li> <li>Initial point of contact for all incoming government leads: identifying essential points of contact, business needs for language training, program initiative details, budget, purchase, and implementation timeline, etc.</li> <li>Interact with current clients and potential clients through online meetings, phone calls, and email, as required to achieve desired results.</li> <li>Log and maintain all client correspondence and opportunity details (including pipeline reports) in the company CRM (Salesforce.com).</li> </ul>

Rosetta Stone Ltd
Harrisonburg, Virginia
08.2007 - 01.2011
  • Successfully partnered and collaborated with two Field Territory Managers to support our efforts in meeting and exceeding the sales quota.
  • Responsible for existing business and new business for federal government agencies in the United States and Canada.
  • I am personally responsible for all existing business in the federal space, while supporting the new business efforts of the Field Territory Managers.
  • Initial point of contact for all incoming government leads: identifying essential points of contact, business needs for language training, program initiative details, budget, purchase, and implementation timeline, etc.
  • Interact with current clients and potential clients through online meetings, phone calls, and email, as required to achieve desired results.
  • Log and maintain all client correspondence and opportunity details (including pipeline reports) in the company CRM (Salesforce.com).

<ul> <li>Managed the assigned geographic territory to achieve the sales quota, working with public libraries in the United States and Canada.</li> <li>Renewed and expanded the existing book of business while developing and closing new business opportunities.</li> <li>Created and executed targeted marketing initiatives in order to generate new business.</li> <li>Attend and participate in industry trade shows (such as ALA and PLA, etc.) to meet with existing clients while capitalizing on networking opportunities to identify new business prospects.</li> <li>Interact with current clients and potential clients through onsite meetings, online meetings, phone, and email—as required to achieve desired results.</li> <li>Log and maintain all client correspondence and opportunity details (including pipeline reports) in the company CRM (Salesforce.com).</li> </ul>

Rosetta Stone Ltd
Harrisonburg, Virginia
04.2006 - 08.2007
  • Managed the assigned geographic territory to achieve the sales quota, working with public libraries in the United States and Canada.
  • Renewed and expanded the existing book of business while developing and closing new business opportunities.
  • Created and executed targeted marketing initiatives in order to generate new business.
  • Attend and participate in industry trade shows (such as ALA and PLA, etc.) to meet with existing clients while capitalizing on networking opportunities to identify new business prospects.
  • Interact with current clients and potential clients through onsite meetings, online meetings, phone, and email—as required to achieve desired results.
  • Log and maintain all client correspondence and opportunity details (including pipeline reports) in the company CRM (Salesforce.com).

<ul> <li>Responsible for servicing the top ten revenue accounts, including Fastenal's national accounts.</li> <li>Managed the client's inventory to ensure successful, ongoing business operations.</li> <li>Managed daily activities of the inside sales team while maintaining responsibilities as an outside sales representative.</li> <li>Assisted customers after normal business hours and on weekends to ensure their business did not come to a halt.</li> <li>Completed multiple manager and customer service trainings in the Fastenal School of Business, Winston-Salem, North Carolina.</li> <li>Attended industry trade shows to meet potential vendors and new or existing clients, identifying new partnership opportunities and new product offerings.</li> <li>Managed inventory for the entire Harrisonburg branch location for reporting purposes, and to prevent stock-outs.</li> <li>Interact with current clients and potential clients through onsite meetings, phone calls, and email, as required to achieve desired results.</li> <li>Log and maintain all client proposals in the company CRM (Fastenal Point of Sale).</li> </ul>

Fastenal
Harrisonburg, Virginia
01.2000 - 04.2006
  • Responsible for servicing the top ten revenue accounts, including Fastenal's national accounts.
  • Managed the client's inventory to ensure successful, ongoing business operations.
  • Managed daily activities of the inside sales team while maintaining responsibilities as an outside sales representative.
  • Assisted customers after normal business hours and on weekends to ensure their business did not come to a halt.
  • Completed multiple manager and customer service trainings in the Fastenal School of Business, Winston-Salem, North Carolina.
  • Attended industry trade shows to meet potential vendors and new or existing clients, identifying new partnership opportunities and new product offerings.
  • Managed inventory for the entire Harrisonburg branch location for reporting purposes, and to prevent stock-outs.
  • Interact with current clients and potential clients through onsite meetings, phone calls, and email, as required to achieve desired results.
  • Log and maintain all client proposals in the company CRM (Fastenal Point of Sale).

Education

Business Administration and Management -

Harrisonburg, Virginia
Harrisonburg, Virginia
01.1999

Advanced Studies Diploma -

Harrisonburg, Virginia
Harrisonburg, Virginia
01.1998

Skills

  • Consultative sales approach
  • Adaptability and flexibility
  • Client-focused strategies
  • Customer needs assessment
  • Creative problem solving
  • Business development
  • Customer satisfaction and relations
  • Account management
  • Consultative sales approach
  • Adaptability and flexibility
  • Client-focused strategies
  • Customer needs assessment
  • Creative problem solving
  • Business development
  • Customer satisfaction and relations
  • Account management

Awards

Rosetta Stone Circle of Excellence Award Winner (President's Club): 2006, 2007, 2008, 2009, 2014, 2016, Rosetta Stone Global Leadership Council (Future Leaders Development Team): 2014, 2015, Rosetta Stone Top Grading Interview Team (Identifying and Hiring Top Talent for Rosetta Stone's Inside Sales Team): 2008-2011

Accomplishments

  • Rosetta Stone Circle of Excellence Award Winner (President's Club): 2006, 2007, 2008, 2009, 2014, 2016
  • Rosetta Stone Global Leadership Council (Future Leaders Development Team): 2014, 2015
  • Rosetta Stone Top Grading Interview Team (Identifying / Hiring Top Talent for Inside Sales Team): 2008-2011

Affiliations

Head Coach of the Virginia Rebels 16u Travel Softball Team

  • help develop the softball skills of the players through practices and tournament games
  • manage / strategize each game in order to put the team in the best position to win
  • create the teams season scheduled for travel tournaments and in-season practices

Daily exercise to improve strength, endurance, and overall good health

  • HIIT, weightlifting, running (5k's), cardio

Support my children's high school sports events and travel events

  • softball, basketball, volleyball, running

Timeline

Sr. Enterprise Account Executive - US and Canada

Rosetta Stone
01.2015 - Current

<ul> <li>Service and grow the current book of business while also establishing new accounts, comprised of federal government agencies in the United States and Canada.</li> <li>Interact with current clients and potential clients through onsite meetings, online meetings, phone, and email—as required to achieve desired results. Log and maintain all client correspondence and opportunity details (including pipeline reports) in the company CRM (Salesforce.com).</li> <li>Gain referral business through excellent customer service to current clients.</li> <li>Provide clients with the best possible language training solution based on the agency's unique needs, goals, and expectations.</li> <li>Attend and participate in trade shows to meet with existing and potential clients. Actively review sales training sessions through New Velocity.</li> <li>Co-created, developed, and enacted sales incentives for enterprise sales reps (E&E) to promote higher revenue throughout the enterprise team (Global Leadership Council, 2014).</li> <li>Co-created, developed, and enacted a new hire onboarding process and strategy for the Enterprise Sales Team (Global Leadership Council, 2015).</li> </ul>

Rosetta Stone Ltd
01.2012 - 01.2015

<ul> <li>Effectively managed the Corporate Inside Sales Team (10 reps) while maintaining sales quota responsibilities as the Federal Government Account Manager, including existing and new business in the United States and Canada.</li> <li>Conducted onsite pipeline meetings with each member of the Corporate Inside Sales Team (in Arlington, VA, and Harrisonburg, VA) while monitoring their progress toward monthly and quarterly sales quotas.</li> <li>Conducted onsite meetings with existing clients and new clients to discuss partnership opportunities with Rosetta Stone based on clients' unique language training needs, goals, and expectations.</li> <li>Interact with current clients and potential clients through onsite meetings, online meetings, phone, and email—as required to achieve desired results. Log and maintain all client correspondence and opportunity details (including pipeline reports) in the company CRM (Salesforce.com).</li> </ul>

Rosetta Stone Ltd
01.2011 - 01.2012

<ul> <li>Successfully partnered and collaborated with two Field Territory Managers to support our efforts in meeting and exceeding the sales quota.</li> <li>Responsible for existing business and new business for federal government agencies in the United States and Canada.</li> <li>I am personally responsible for all existing business in the federal space, while supporting the new business efforts of the Field Territory Managers.</li> <li>Initial point of contact for all incoming government leads: identifying essential points of contact, business needs for language training, program initiative details, budget, purchase, and implementation timeline, etc.</li> <li>Interact with current clients and potential clients through online meetings, phone calls, and email, as required to achieve desired results.</li> <li>Log and maintain all client correspondence and opportunity details (including pipeline reports) in the company CRM (Salesforce.com).</li> </ul>

Rosetta Stone Ltd
08.2007 - 01.2011

<ul> <li>Managed the assigned geographic territory to achieve the sales quota, working with public libraries in the United States and Canada.</li> <li>Renewed and expanded the existing book of business while developing and closing new business opportunities.</li> <li>Created and executed targeted marketing initiatives in order to generate new business.</li> <li>Attend and participate in industry trade shows (such as ALA and PLA, etc.) to meet with existing clients while capitalizing on networking opportunities to identify new business prospects.</li> <li>Interact with current clients and potential clients through onsite meetings, online meetings, phone, and email—as required to achieve desired results.</li> <li>Log and maintain all client correspondence and opportunity details (including pipeline reports) in the company CRM (Salesforce.com).</li> </ul>

Rosetta Stone Ltd
04.2006 - 08.2007

<ul> <li>Responsible for servicing the top ten revenue accounts, including Fastenal's national accounts.</li> <li>Managed the client's inventory to ensure successful, ongoing business operations.</li> <li>Managed daily activities of the inside sales team while maintaining responsibilities as an outside sales representative.</li> <li>Assisted customers after normal business hours and on weekends to ensure their business did not come to a halt.</li> <li>Completed multiple manager and customer service trainings in the Fastenal School of Business, Winston-Salem, North Carolina.</li> <li>Attended industry trade shows to meet potential vendors and new or existing clients, identifying new partnership opportunities and new product offerings.</li> <li>Managed inventory for the entire Harrisonburg branch location for reporting purposes, and to prevent stock-outs.</li> <li>Interact with current clients and potential clients through onsite meetings, phone calls, and email, as required to achieve desired results.</li> <li>Log and maintain all client proposals in the company CRM (Fastenal Point of Sale).</li> </ul>

Fastenal
01.2000 - 04.2006

Business Administration and Management -

Harrisonburg, Virginia

Advanced Studies Diploma -

Harrisonburg, Virginia

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