Michelle Coots

• Developed and implemented comprehensive strategies to improve operational processes and organizational efficiency.
• Recruited, trained, supervised, evaluated and mentored staff members.
• Identified opportunities for improvement in operational performance metrics.

Responsible for mainframe account management, developing executive-level relationships, and growing total software revenue and new product revenue within top-tier accounts in Federal and State Government areas.

• Developed and maintained relationships with key accounts to ensure customer satisfaction.
• Negotiated contracts with clients to maximize profitability.
• Analyzed client data and identified opportunities for growth.
• Developed strategies to increase revenue from existing accounts.

Senior Account Manager focused on overall account management, developing executive-level relationships, and growing total software and services revenue for four accounts within the TOLA region. Responsible for generating and managing pipeline development along with six solution strategists for various technologies within the organization, including API Management, Application Performance Management, DevOps for Mobile, Infrastructure Management, Project & Portfolio Management, Service Assurance, Service Management, and Workload Automation.

• Analyzed client data and identified opportunities for growth.
• Resolved customer complaints in a timely manner.
• Developed strategies to increase revenue from existing accounts.
• Negotiated contracts with clients to maximize profitability.

Lead the corporate, legal, and service provider sales teams, including inside sales teams ranging from Inside Sales Representatives, Mid-Market Account Managers, and Account Executives, to meet and exceed sales objectives for eDiscovery, Digital Forensics, Cyber Security, and Litigation Support solutions.

• Coordinate and escalate with Technical Account Managers, as well as Software Engineers, to deliver technical commitments to clients.
• Develop and execute strategic and tactical sales plans through the sales of software, services, outsourcing, SaaS, and/or a hybrid approach.
• Actively provide oversight and support of the entire sales process, including prospecting, senior-level presentations, opportunity management, price/contract negotiations, forecasting, and escalations.
• Manage and develop team, including recruiting, hiring, and training on AD solution selling process.
• Accomplishments at ACCESSDATA GROUP:
• FY2011 Quota, $22.8M, achieved 100% YOY growth.
• FY2012 Quota $20M, achieved 60% year-over-year growth.

• Strategized, negotiated, and closed large, complex transactions. Specialized in transaction structure to correlate with the interests identified by the customer using an array of order vehicles. Consulted domestically and internationally with sales organization, reinforcing responsible corporate governance.
• 102% of Quota, FY2008, 100% Club, and Star Award, Q3.
• 105% of Quota, FY 2007, and one-year Revenue Recognition Assignment.
• 100% Club, FY 2006.
• 2003% of Quota, FY 2005, 100% Club, Director's Award Q2, and Vice President's Award Q3.
• 184% of Quota, FY 2004, 100% Club, Salesperson of the Month June 2003, and Directors Award Q1 FY2004.