Michele Bianco

• Drive key business objectives and pipeline growth for the Americas sales segments through various marketing programs, campaigns
• Partner with sales VPs and their direct leadership teams on business reviews and planning of strategic campaigns focused on meeting pipeline and booking goals, growing engagement across c-level titles and decision makers, in alignment with sales priorities.
• design and lead a complete unified funnel strategy that best supports business priorities
• lead, develop & champion a team of field marketers
• Deep analysis and understanding of business segment and reporting of campiagn pipeline for effectiveness and results
• Formulating prospecting program plan
• ADD BIG STAT WITH RESULTS
• ADD BIG STAT WITH RESULTS
• Supervised and directed Field Marketing team & Sales Prospecting program teams and teams to keep projects on-track and tasks prioritized.

• From August 2010 through January 2011 was in the position as Field Sales Manager for the New York City – Lower Borough Territory.
• Primarily responsible for all sales activities including: prospecting, cold calling, account profiling, pipeline creation, large account closing, and lead disbursement to channel.
• Managed sales lifecycle to ensure compliance with client requirements including: discovery, planning, proof-of-concept, justification, and delivery of product to market.
• Working closely with all Partners – Platinum, Gold & Silver on prospecting and account mapping. Engaging closely on all opportunities.
• Collaborating with Field Sales Managers and Pre-Sales Engineers on solution validation and account management.
• Developed and maintained relationships with cross-functional departments within Citrix including: Customer Service, Channel Operations, Field Readiness, Legal, Finance, Marketing and ISV Partner Relationship Managers.
• Consistently exceeded revenue goals and targets.

w Primarily responsible for all channel management related activities worldwide.

w Initiated and implemented lead management process for worldwide team, managing all campaigns and creating metrics to track success.

w Developed North American go to market strategies with Microsoft Partner Account Managers.

• Worked with Focus Partners on creating demand generation campaigns, driving revenue.
• Grew Canadian revenue 50% through events and marketing campaigns driven through “focus partners” in 2009.
• Represented Citrix/XenApp Fundamentals at nationwide trade shows.
• First point of contact for Xenapp Fundamentals product to all departments within Citrix.
• Through an alternative route to market, recruited and developed over 30 open channel partners per month to resell XenApp Fundamentals, ultimately driving revenue.

• Worked closely with Enterprise Relationship Managers and Inside Enterprise Managers to create sales pipeline and get onsite appointments.
• Generated quotes for Enterprise Customers.
• Lead and CAR reporting
• Analytical research conducted on both current and prospective customers to provide account knowledge and data for Enterprise Relationship Managers. This included account mapping and planning with the ERM’s.

· Supported high level firm Partners on all aspects of the business.

· Coordinated and attended sales meetings.

· Developed content for partners.

· Special projects, as needed.

· Hosted weekly lunch and learns for prospective and current clients.

· All branch reporting.