Michael "Scott" Henry
Buford,USA
Summary
To be a part of a growing company where I can be a vital part of the sales success and contribute to the bottom line. Also to be surrounded by positive and uplifting people who have the attitude of success.
Results-driven professional known for high standards and commitment to achieving goals. Extensive experience in managing and growing client portfolios while ensuring optimal team collaboration. Recognized for adaptability and fostering positive, results-oriented environment. Proficient in strategic account management and client relations.
Overview
33
33
years of professional experience
Work History
Sr. Account Executive
OpenText
02.2016 - 04.2025
- Moved from the service industry into Software (on-prem, cloud and SaaS) sales. Focused on 25-30 fortune 500 accounts (1billion in revenue and higher). Average sale is around $400k. Worked with a team of professionals (pre-sales, legal, deal desk, rev rec, professional services and partners).
- Achievements:
- Maintained a $6m+ pipeline
- Made achievers club my 2nd year with the company by achieving 180% of quota
- 3rd year, during the pandemic, I achieved 60% of my quota
- Sold the first new product (decommissioning software) in our region
- Build $9m in my pipeline before the division shut down
- Responsibilities:
- Mandatory 4 face to face per week
- Responsible for 50 prospecting phone calls and 50 emails per week.
- Responsible for adding $500k in new pipeline per month
- Worked with a solution consultant for every deal
- Cold calling on my set 25 accounts focusing on EVP and above
Sr. Account Executive
Microdynamics Group
02.2016 - 09.2018
- Selling new business nationwide. Part of a group of 3 sales people, of which two of us are outside sales. Currently responsible for $700,000 a year quota
- Achievements:
- Immediate pipeline of $3m
- Two active deals within the first 90 days of returning to MDG
- Responsibilities:
- Cold calling on VP / C-Level executives
- Present solutions after performing due diligent type meetings
- Responsible for researching, creating own marketing materials and proposals
- Sold from remote site (the only one in the company who works remotely)
- Responsible for growing and maintaining existing accounts
Print Vendor Manager
CEDAR Document Technologies
10.2014 - 02.2016
- Managing multiple print vendors as it relates to the electronic document services provided by CEDAR.
- Achievements:
- Revived P/L reports for management
- Brought on new print vendor in record time in order to improve customer service
- Part of team that redesigned the work flow in dealing with multiple vendors in order to become printer agnostic.
- Implemented several accounts to the new print vendor
- Created “one book of record” for all of our print vendors. Put all of the print applications in a binder for easy reference
- Successfully cleaned up issues relating to all of the print vendors
- Responsibilities:
- Monthly P/L report to Senior Management
- Manage print vendor contracts (including pricing, proposals and RFP’s)
- Yearly print vendor audits
- Managed the day to day operations of the vendors
- Help with the implementation of new and existing accounts to different print vendor
- Analyze and recommend new processes in order to improve vendor relations
Sr. Account Executive
Microdynamics Group
01.2011 - 04.2014
- Selling new business nationwide. Part of a group of 3 sales people, of which two of us are outside sales. Currently responsible for $700,000 a year quota
- Achievements:
- Closed $500,000 worth of business in the first 6 months of employment
- Achieved quota 2 of the 3 years of employment.
- As of Q2, have already achieved quota for 2014
- Responsibilities:
- Cold calling on VP / C-Level executives
- Present solutions after performing due diligent type meetings
- Responsible for researching, creating own marketing materials and proposals
- Sold from remote site (the only one in the company who works remotely)
Sales Manager
SOURCECORP Statement Solutions
07.2009 - 12.2010
- Selling value added solution nationwide to fortune 1000 companies. Responsible for $500,000 in service revenue per year by cold calling, setting up demos and face to face meetings. Services ranges from print and mail to EIPP offerings.
- Achievements:
- Brought $3 million worth of business to SOURCECORP in the first year of employment
- Achieved the largest pipeline of all 6 reps (many of which have several years of tenure)
- Responsibilities:
- Cold calling on VP / C-Level executive
- Present solutions after performing due diligent type meetings
- No territory assigned but focused on telecommunication, manufacturing and utilities verticals
- Maintaining Salesforce.com activities / pipeline
- Creating my own RFP’s and presentations.
Sr. Account Executive
CSG Systems
09.2005 - 09.2008
- Selling of CSG Direct Services line of business. Focusing on the Print and Mail and Electronic Distribution of Critical Documents for fortune 1000 companies.
- Achievements:
- Achieved quota two out of the 3 years
- Helped the VP of Sales develop standards by utilizing my Excel and Word expertise to drive revenue.
- Responsibilities:
- Target new business of $20,000 / month minimum revenue
- Assigned territory of the Southern half of the United States
- Cold Call to E-Level executives
- Created my own RFP replies and presentation where needed
Business Development Director
The Relizon Company (Currently WorkflowOne)
03.2003 - 09.2005
- Complete Document Management Company focused on the outsourcing of Critical Document Processing and Delivery (Print/Mail and CRM management tool as it relates to the printing and mailing)
- Achievements:
- Achieved quota within the first six months of employment
- Achieved signing quota in 2004
- Help develop marketing literature for our organization
- Part of a group that increased revenue for our division by 50% from the previous 2 years
- Responsibilities:
- Assigned territory of Georgia, Tennessee, Alabama, Florida, South Carolina, Virginia, North Carolina, West Virginia, Mississippi, Louisiana, Texas, Oklahoma.
- Focused on cold calling into fortune 1000 companies at the E-Level positions
- Focused on working with 300 sales reps from another division and help coach them on the technology aspects of my division
- Responsible for creating proposals, RFP responses and managing the overall sales process
Sr. Account Executive
Regulus Integrated Solutions
04.1992 - 03.2003
- Started out as a shipping clerk right out of college and quickly was promoted to a client service representative. I then was promoted to sales where I performed a complete round trip solution for AR processing from Bill Printing and Mailing to Remittance Processing and payment resolution. Also focused on internal CRM services with an emphasis on Electronic Bill Presentment and Payment.
- Achievements:
- Achieved quota two of the four years employed as a sales representative
- Increased existing business revenue by 30%
- Grew the largest account by 40% before moving on to sales
- Successfully transferred from selling one product line (demand printing) to another product line (print and mail / eCRM solutions)
- Responsibilities:
- Cold calling into fortune 1000 companies
- Responsible for the complete sales cycle to close
- Work collaboratively with the other division within Regulus (lockbox processing)
Education
Business Administration
Georgia State University
Atlanta, GA01.1992
Basic Course - undefined
Dale Carnegie Atlanta
Sales Advantage - undefined
Dale Carnegie Atlanta
Cold Calling Seminar - undefined
Brian Tracy
Atlanta, GASpin Selling - undefined
Huthwaite, Inc.
Buyer – Focused Prospecting - undefined
Huthwaite, Inc.
SNAP Selling - undefined
Jill Konrath
Skills
- Client relationship management
- Relationship building
- Team collaboration
- Sales quota achievement
- Lead generation
- Account management
- Business development
- Pipeline management
- Key account management
- Strategic selling
- Creative thinking
- Relationship management
- Revenue generation
- Consultative sales
- Prospecting and networking
- Sales expertise
Timeline
Sr. Account Executive
OpenText
02.2016 - 04.2025
Sr. Account Executive
Microdynamics Group
02.2016 - 09.2018
Print Vendor Manager
CEDAR Document Technologies
10.2014 - 02.2016
Sr. Account Executive
Microdynamics Group
01.2011 - 04.2014
Sales Manager
SOURCECORP Statement Solutions
07.2009 - 12.2010
Sr. Account Executive
CSG Systems
09.2005 - 09.2008
Business Development Director
The Relizon Company (Currently WorkflowOne)
03.2003 - 09.2005
Sr. Account Executive
Regulus Integrated Solutions
04.1992 - 03.2003
Basic Course - undefined
Dale Carnegie Atlanta
Sales Advantage - undefined
Dale Carnegie Atlanta
Cold Calling Seminar - undefined
Brian Tracy
Spin Selling - undefined
Huthwaite, Inc.
Buyer – Focused Prospecting - undefined
Huthwaite, Inc.
SNAP Selling - undefined
Jill Konrath
Business Administration
Georgia State University
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