Michelle Fleckner

Responsible for upselling, cross selling and net new customer acquisition with One Identity's IGA, IAM, CIAM, PAM and Enterprise Log Management solutions to Fortune 50 companies.

Utilize strategic solution approach to illustrate an enterprise security roadmap for on-premise, cloud and hybrid environments.

Increased pipeline activity through partner eco-system of resellers and implementation partners.

Utilized assessments and discoveries to encourage customers to upgrade to new solutions, add additional solutions to optimize their investment and migrate to cloud solutions

Created pipeline of 2.5 million for next 18 months
Achieved sales goals and service targets by cultivating and securing new customer relationships

Built relationships with customers and community to establish long-term business growth.

Achieved sales goals and service targets by cultivating and securing new customer relationships.

Utilized social selling skills to meet new prospective customers.

• Sales Quota Attainment
• Industries: Retail, Non-Profit, Hospitality, Manufacturing, Distribution, Fed/Gov, Automotive, Education
• Led IAM/CIAM discoveries and provide business case and benefits report of moving to One Identity/OneLogin Solution
• Developed IAM enterprise selling model that resulted in solution roadmaps, increased pipeline by 50% and strengthened our value proposition
• Developed IAM/CIAM customer intake form and evaluation process for existing and prospective customers
• Led and managed the first One Identity multiple solution concurrent PoC's
• Quarterbacked all OneLogin IAM/CIAM opportunities for One Identity enterprise and strategic accounts
• This includes; business intake, discoveries, demo's, opportunity qualifications, pricing for product and PSO, partner management, presentation and proposal development and solution value proposition
• Built rapport with customers and assessed needs to make product recommendations and upsell
• Created and implemented solution sales strategies and processes to improve value proposition and competitive position
• Developed solution matrix that mapped to each customers specific requirements and business drivers
• Led the strategic direction with solution architect and AE's for product demo's to insure demo's were authenticated to meet customers needs.

• Provides, SaaS, & ST ERP & Edge solutions
• Partner with Infor customers and Infor AE's to ensure maximum value from customer investments in Infor's enterprise applications
• Industries: Financial, Retail, Professional Services
• Work with existing and prospective Infor customers to identify Infor Cloud Transformation Consulting Services engagement opportunities throughout Mid Atlantic and Southeast US
• Focus primarily on retail and fashion industries along with financial, retail, services and professional services
• Lead teams to sell implementations, upgrades, managed services for SaaS, on-prem enterprise solutions: Financials, Workforce Management, HCM, Supply Management, Payroll, Warehouse Management, and PLM
• Conducted detailed Agility Discovery sessions to develop a solid business case and implementation road map that illustrates the value of solutions and assurance of project estimates
• Provide recommendations for optimal products to meet customer needs
• Worked closely with team members to deliver project requirements, develop solutions and meet deadlines
• Closed average size opportunity of $700,000 in implementation service engagements
• Solutions: CS Financials, CS HCM, d/EPM, Birst, IMS,XM, M3, EAM, WMS and WFM
• Annual Quota: 7.5 million 2019 50% quota fulfillment 2020 95% quota fulfillment 2021 85% quota fulfillment 2022 65% quote fulfillment at half year point.

• Platinum Group, iSolved Cloud SaaS MT HCM solution provider.

• LCR-Dixon - SAP transaction sales & use tax automation solutions
• Quota : 100 % of quota in 2015 ;110% of quota in 2016
• Industry Focus: Manufacturing, Financials, Retail, Distribution
• Developed simplified direct revenue model, enhanced existing indirect revenue model through channel partners, developed solution-based selling approach
• Developed multiple solution selling model that resulted, increased deal size by 60

• Codifyd provides Data Management -Digital Commerce services for B2B/B2C clients
• Industries: Manufacturing, Distribution, Retail 110% Quota attained: $1.8 million in revenue
• Responsible for growing Eastern region with net new Data Management -Digital Commerce opportunities
• MDM solutions: Stibo, Oracle MDM, Informatica, Hyler
• Identified customer online commerce revenue gaps and developed competitive online product positioning to support online product revenue goals
• Developed strategic selling model for new and existing customer sales pursuits
• Used consultative sales approach and that resulted in over $3 million of net new pipeline opportunity and $1.8 million in closed revenue
• Created an indirect revenue model from partners that resulted in 15% new revenue
• Consistently provided exceptional service and attention to customers and stakeholders.

• SYSTIME/KPIT provides global SAP, Oracle/JDE implementation support, global outsourcing support
• Industries: Manufacturing, Distribution, Retail
• Attained 100% Quota 2011 - 2013 with annual quota of 2,000,000 in revenue
• Provided enterprise ERP services to fortune 1000 companies
• Worked closely with team members to develop project estimations, solution & implementation road maps and meet revenue deadlines
• Improved regional revenue by leveraging multiple partner channels and sales strategies
• Solutions: Oracle, JDE, All Oracle MDM Solutions, OBIA, OBIEE, Fusion Middleware

• Authored and instructed custom coaching and consulting programs to C- Suite Level clients, professional sports team, business owners and managers with insightful coaching, consulting and educational programs
• Notable clients; Sara Lee, Carnival Cruise Lines, Royal Caribbean, Miami Dolphins, Miami Heat and Moosylvania
• Solutions: Leadership & Executive Development, Simplified Revenue Generation Strategic Planning; Sales Process Gap Analysis; Sales Operations Development & Management; Client Retention Strategies; Client Satisfaction Management; Customer Advisory Management; Organization Process & Workflow Development

• Provided web application security software for the following industries: distribution, finance, life sciences, chemical and oil and gas
• Achieved 100% of quota

• Provided payment and fraud detection SaaS software the following industries: retail, distribution, manufacturing, and media
• Achieved 150% of quota

• Managed team of 8 sales executive to support GCS SAP projects and to provide supplemental staffing support to SAP America projects throughout USA
• Achieved 150% of targeted quota

• Provided Oracle and SAP consulting services to Fortune 500 & 1000 customers
• Regularly achieved quota's throughout working history.