Michelle Carvalho-Coxum
Senior Sales Development Manager
San Jose,CA
Summary
Seasoned Senior Sales Development Leader looking for an ISR/SDR/BDR organization that is in its infancy stages, needs revamping, or an established team that is looking to sharpen their skillset. My strength is finding gaps and closing them. I observe what is currently happening and create a plan of attack/roadmap for success. I challenge innovation and help empower others to do the same! I develop a path to driving revenue quarter over quarter.
Over 15 years in Enterprise B2B Hi-Tech with a specialty in IT Security.
Some quick Stats:
- Doubled our Inside Sales Development team in 2 quarters
- Grew install base revenue by 30% each quarter
- Build and maintain a modern and digital approach to selling
- Maintain a solid pipeline for growth, while evolving new funnel management and sales automation tools in order to continue to generate unique strategies to prospect and sell to enterprise accounts
- Collaborate with executives to ensure content and messaging is aligned & consistent with branding
- Continue to build growth within the company’s Install Base Accounts each quarter and increased upsell and cross-sell
- Assist in defining the best practices and tools with senior executive staff
- Take sales to the next level by hiring talent, accountability, improvements and decision making
- Cross functional in Commercial and Federal markets
- Proven ability to foster successful relationships between senior executives and departments, implementing a marketing strategy to reach key decision makers
Overview
4
4
years of post-secondary education
19
19
years of professional experience
Work History
Senior Sales Development & Inside Sales Manager
Thales Group
San Jose, CA
03.2013 - 01.2021
- Grew from a team of 3 SDRs (previously known as Vormetric) that supported all Marketing leads and territories now:.
- 25 SDRs and ISRs in the AMERICAS including LATAM.
- 15 SDRs in EMEA (most in region or UK based).
- 10 SDRs in APAC (Hong Kong and Australia) within two years (based on Thales acquisition).
- 2019AMS grew pipeline by $35M+ and closed on $18M in revenue.
- In 2020 Americas had a $160M number (tied to the field sales team number) out of 9 AMS regions - 5 hit over 100%+ of quota, 2 hit at 80%+ and 2 came in lower ~60-70%.
- Had $36M in new business pipeline generated solely from the inside AMS SDR TEAM.
- Land major accounts within DoD, DOJ, IC, and Civilian Agencies to support Federal team.
Lead Generation Project Manager
Campbell, CA
01.2004 - 01.2013
- Hired and managed a team of 15 call center reps on various Enterprise B2B Software clients.
- Provided list development & Lead Gen/Sales Development services for companies like NetApp, Citrix, HP, Aruba, Vormetric, and more….
- Successful Direct Marketing, Lead Generation, Data Hygiene & Cleansing services to small and large tech companies within their CRM and Marketing Automation Platforms.
- Responsible for data hygiene services, email appending, and NCOA/CASS cert on marketing lists.
- Leveraged Salesforce.com for all Reporting Dashboards and team Lead, Contact, Account Views.
- Generated metrics reports outside of Salesforce.com to send to my clients on weekly basis.
- Was the primary interface for clients on weekly/monthly basis achieving goals and objectives for their project needs, including events and opportunity creation.
- Land and expand major accounts within Hi-Tech industry for marketing and sales purposes.
- Qualifying prospects to leads and setting up demos to send over to customer’s field teams.
- Writing formal proposals, quotes, and POs based on customer’s trust as an extension to their team.
- Closing business over the phone on behalf of our various clients.
Portfolio Manager
DCS, Inc
Lathrop, CA
01.2002 - 01.2004
- Managed specific US territory of federal government accounts that were in default.
- Skip traced accounts to find debtors to resolve past due federal loans.
- Made over 200 calls a day to reach debtors.
- Surpassed quota each month I was there and contributed to team bonus monthly.
Education
Bachelor’s Degree - Business Management
University of Phoenix Lathrop
01.2007 - 01.2009
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San Jose State
01.2004 - 01.2006
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Skills
CRM, Marketing and Sales Automation
Critical and Analytical thinking
Enterprise B2B Tech Sales
Salesforce Reporting Dashboard Metrics
Enterprise Sales Development
Coaching and Empowering Leaders
Retention strategies
Staff Training
Revenue Generation
Account development
Lead prospecting
Strategic Planning
Organization and Time management
Analytical skills
MS Office
Sales pipeline development
Sales Development
Sales documentation development
Sales team development
Sales funnel development
Sales strategy development
Creating sales strategies
Sales report analysis
Timeline
Senior Sales Development & Inside Sales Manager
Thales Group
03.2013 - 01.2021
Bachelor’s Degree - Business Management
University of Phoenix Lathrop
01.2007 - 01.2009
Lead Generation Project Manager
01.2004 - 01.2013
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San Jose State
01.2004 - 01.2006
Portfolio Manager
DCS, Inc
01.2002 - 01.2004