Sales Strategist Service Delivery
Resume:
MICHAEL FAY
Woodstock, GA 30188
Cell: 678-***-**** Email: ad5uob@r.postjobfree.com
linkedin.com/pub/Michael-Fay/24/2a3/119
Sales Strategist and Business Leader
Seeking an opportunity to help your team
As a seasoned sales strategist, I bring a results-oriented approach to driving business growth across diverse industries. Here’s what sets me apart:
Holistic Solutions Delivery: Proficient in overseeing end-to-end solutions and service delivery within business product portfolios. Whether in SLED, Federal, Commercial, or Enterprise sectors, I ensure seamless execution. Team Builder: Adept at assembling high-performing sales teams. I foster collaboration, inspire excellence, and drive collective success.
Strategic Vision: My leadership extends beyond day-to-day operations. I develop impactful account, business, and sales strategies that maximize profit and enhance competitiveness. Revenue Growth: I thrive on spearheading market expansion. By creating innovative sales solutions, I elevate revenues and capture market share.
Brand Ambassador: I communicate brand identity effectively, ensuring consistency and resonance with clients and stakeholders.
Go-to-Market Expertise: From concept to execution, I lead go-to-market strategies that propel organizations forward.
If you seek a tenacious leader who combines technical acumen with strategic vision, let’s connect. Together, we’ll drive success and exceed expectations.
Technology Sales Mgmt.
Channel Development
Key Account Management
New Business Development
Consultative Sales Mgmt.
Enterprise Solutions
Territory Management
C-Level Executive Relations
Revenue & Profit Growth
Strategic Business Planning
Client Needs Assessment
Team Building/Management
PROFESSIONAL EXPERIENCE
Testlink Services Cincinnati, Ohio August 2023 – Present TestLink Services is a world leading independent ATM and ATM parts supply and repair expert. In business for over 30 years, we service hundreds of ATM support organizations across the world, and have a proven history of helping our customers do better business by significantly reducing the costs of ATM ownership. We take pride in being able to help our customers lower the cost of their ATMs throughout their entire lifecycle, from purchasing, installing, maintaining and operation, to repair, engineer training, removal, storage and end of life decommissioning. As an independent provider, we are able to provide managed ATM services for all the major OEMs (NCR, Wincor and Diebold) without bias and without the need to compromise on quality.
Sales Manager/ Sales
Manage International Sales Team
Manage Team Sales expectation
Mange monthly quotas and Teams expectations to goals
Oversees client projects and nurtures relationships with clients.
Plans projects and coordinates various teams
Contribute to and responsible for revenue growth and achieving quarterly quota attainment
Experience running the full sales cycle, from the demonstration pitch to closing of business
Experience in full cycle sales role and a track record of achieving targets in a lead-generation role
Collaborate across all major internal functional areas (sales engineering, marketing, sales and alliances) as well as external partners and customers
Research, identify and generate new business opportunities
Pitch concepts and summarize results during multiple client meetings
Create account strategies, leading projects from conception to final execution Michael Fay Page 2 of 5
Meet deadlines and project budgets
Maintain relationships and serve as point of contact and liaison for customers
Provides staff augmentation for data center and environment Scicom Infrastructure Atlanta, Georgia December 2022 – July 2023 Scicom Infrastructure Services is an industry leading technology consulting and services organization. Scicom’s singular focus is to deliver high quality, reliable and cost-effective technology solutions to support our client’s business objectives. Our emphasis and focus on execution and quality is evidenced by our adherence to industry best practice standards when delivering any services engagement. Account Director
Oversees client projects and nurtures relationships with clients.
Plans projects and coordinates various teams
Contribute to and responsible for revenue growth and achieving quarterly quota attainment
Build relationships with VP & C-Suite prospects in order to methodically qualify, build, and manage an accurate sales funnel and pipeline
Experience running the full sales cycle, from the demonstration pitch to closing of business
Experience in full cycle SaaS sales role and a track record of achieving targets in a lead-generation role
Collaborate across all major internal functional areas (sales engineering, marketing, sales and alliances) as well as external partners and customers
Research, identify and generate new business opportunities
Pitch concepts and summarize results during multiple client meetings
Create account strategies, leading projects from conception to final execution
Meet deadlines and project budgets
Maintain relationships and serve as point of contact and liaison for customers
Provides staff augmentation for data center and environment
Grow accounts through cross-sell/up-sell methods and identifying net new opportunities as well as through organic growth of strong client relationships.
Manage all financial aspects of accounts and have ultimate responsibility for profitability at both the project and account level.
The ability to build and deliver presentations to your customers
Collaborate with the entire team to deliver superior customer satisfaction
Selling and monitoring APM software for tracking performance of company’s environment BCM One New York, New York March 2022- December 2022 BCM One is a leading provider of NextGen Communications and Managed Services to IT leaders and channel resellers nationwide. Serving over 18,000 customers and 3,000+ channel resellers, BCM One offers UCaaS, SIP Trunking, Managed SIP, Microsoft Teams, Managed SD-WAN, Managed Connectivity, Microsoft Professional Services, Technology Expense Management and Network Monitoring and Management. BCM One prides itself on its long-standing client relationships backed by our mission statement, “To Provide a World-Class Experience with Every Human Interaction.” BCM One’s family of brands include: SIP.US, SIPTRUNK, nexVortex and SkySwitch.
Territory/Channel Manager:
Recruit and develop channel partner relationships within my territory to meet monthly sales goals.
Create and implement business development and demand generation plans with target profile business partners to drive revenue growth
Develop and implement quarterly and yearly business reviews with the partners.
Coordinate and lead sales and technical enablement training with the partners to drive sales opportunities.
Michael Fay Page 3 of 5
Represent our client as the client-facing sales lead when opportunities arise within the channel partner base.
Collaborate cross-functionally across business unit teams to support the overall growth of the partner channel program.
Effectively communicate programs, and product launches across partners to maximize the impact of key initiatives and collaboration.
Increase brand awareness and demand through targeted local sales & marketing campaigns along with the partner community.
Support and maintain the overall partner relationship as the lead channel sales representation in my region across the sales journey and beyond.
Stone Door Group Nashville, TN 2021-2022
Stone Door Group is a solutions integrator that partners with enterprises of all sizes to accelerate transformation to modern hybrid cloud. We provide fully integrated software, consulting, and training support to close the DevOps skills gap required to launch your new cloud initiatives. Our passion is implementing the most modern, transformative technologies and enabling your team to be successful with them.
SLED ACCOUNT EXECUTIVE
Manage all aspects of solution sales for Red Hat products and account management via the defining and execution of an account sales plans to meet and exceed all established sales goals through prospecting, qualifying, managing and closing sales opportunities within the State and Local Government sector.
Analyze regional market dynamics in an effort to maximize existing successes and to create new sales growth opportunities.
Train/educate team on significant industry factors including competitive products, regulations, trends, customer needs and pricing, while supporting customer quotation and proposal efforts.
Prepare forecasts, territory/industry management, and growth plans, establish and report on metrics to measure team performance, and identify/resolve identified areas of weakness.
Serve as a primary point of contact to large and small SLED Organizations, while ensuring sales plans align with and support corporate revenue goals.
Work with IBM DPE for project with needs for Red Hat resources
Prospecting net new accounts and existing Red Hat accounts to expand Red Hat footprint.
Strike mapping to grow SDG services and Red Hat software in SLED accounts Veeam Software Alpharetta, GA 2012 - 2020
A leading information technology company developing backup, disaster recovery and virtualization management software for VMware and Hyper-V virtual environments. INSIDE SLED SALES MANAGER (2019-2020)
Manage all aspects of solution sales and account management via the defining and execution of inside and account sales plans to meet and exceed all established sales goals through prospecting, qualifying, managing, and closing sales opportunities within the State and Local Government sector. Led the interviewing, selection/hiring, training and performance of team staff and managers in collaboration with internal recruitment, training, and HR teams.
Analyze regional market dynamics in an effort to maximize existing successes and to create new sales growth opportunities.
Train/educate team on significant industry factors including competitive products, regulations, trends, customer needs and pricing, while supporting customer quotation and proposal efforts.
Prepare forecasts, territory/industry management, and growth plans, establish and report on metrics to measure team performance, and identify/resolve identified areas of weakness.
Serve and a primary point of contact to large business commercial clients, while ensuring sales plans align with and support corporate revenue goals.
SENIOR HYBRID SLED SALES REPRESENTATIVE (2015-2018) Managed and led the sourcing, development and oversight of partner relationships in state and local government, with a focus on territory and account planning, sales growth, revenue/profit growth and Michael Fay Page 4 of 5
account management. Developed, built and maintained sales pipeline, engaged accounts to identify opportunities, and negotiated/closed multiple deals directly in collaboration with partners.
Partnered with team members to ensure alignment and integration of sales and channel strategies, projects and programs for successful implementation and execution.
Consistently exceeded revenue targets, while managing/tracking all customer, sales and transaction data in Salesforce; developed/managed new accounts via aggressive prospecting/networking.
Built and maintaining strong business relationships with senior level executives and channel partners, while proactively supporting and expanding relationship within client base. INSIDE SALES/INSIDE CHANNEL MANAGER, Silver Partners (2012-2015) Managed and oversaw the development and servicing of a multi-state sales territory that included MN, IA, AR, OK, KS, and MO, to include the coordination of all sales activities with partners, consultants, distributors, and resellers to identify and close new business, while leading responsibility for all territory channel sales in partnership with resellers/distributors.
Developed strategic marketing and sales plans to increase sales and meet business goals.
Created and delivered partner presentations; implemented follow-up on web and lead generation lists and conducted daily cold calling to potential end users to discuss product options.
Recognized as the company’s 4th highest producing salesperson; achieved over 120% of quota and generating $1.6M in revenue; achieved club level for achieving and surpassing sales quotas. ACG Alpharetta, GA 2010 - 2012
Industry leader providing comprehensive ATM and branch equipment solutions to financial institutions, ATM deployment companies, service and maintenance companies, and ATM parts brokers across the globe. ACCOUNT MANAGER
Managed and drove all aspects of sales, new business development and account management for an international sales territory consisting of Asia, the Middle East, Australia, New Zealand, and United States. Strategically built and maintained a pipeline of active prospects and targeted new business revenue within international account territory.
Proactively identified and pursued opportunities gained from new leads and current customers; engaged with customers to analyze needs, recommend solutions, and drive the sale of all products/services.
Prepared sales plans and forecasts, monitored/tracked sales plan to ensure quotas were consistently met/exceeded, and served as a liaison to ensure customer needs were met and issues were resolved.
Strategically lead the up selling of products and services to add additional lines of business.
Worked cohesively with production on scheduling and delivery to ensure customer satisfaction; partnered with the quality department on issues effecting performance or customer satisfaction.
Recognized as a Top Sales Performer; met/exceeded sales goals in the first year and achieved club level for consistently achieving/surpassing sales quotas.
Work with team to build presentations for C Level financial companies Michael Fay Page 5 of 5
Leader Tech Inc. Tampa, FL 2008 - 2010
A leading manufacturer of EMI shielding products for circuit boards, electronic enclosures and interconnect cables. ACCOUNT MANAGER
Managed the building and servicing of new and existing accounts in a territory consisting of Southeastern, Midwestern and Southwest States. Addressed customer requests for quotes, to include pricing and delivery, while leading the redesign of the inside sales position to focus on product knowledge, increased cold calling, and dealing more directly with the customer.
Helped redefine and enhance new product sales processes and change orders.
Led the re-establishment of business with previous customers via sales calls and emails; followed up on potential new business leads and referrals.
Processed and delivered daily quotes to new and existing customers; handed and resolved product and pricing disputes; communicate daily updates with outside sales and representatives.
Partnered with engineering on EMI/RFI problem solutions and with design team on new shields.
Recognized as the top insides salesperson for acquiring new business and consistently exceeding both monthly and quarterly sales goals.
Foresight Technologies St. Petersburg, FL 2004 - 2008 A leading engineering and manufacturing firm providing value-engineered solutions to the world leaders in defense, semiconductor, biotech/pharmaceutical, solar cell manufacturing and more. INSIDE SALES MANAGER
Managed and drove all aspects of inside sales, to include the oversight and administration of a 5 member inside sales team. Established new business through daily cold calls, referral and inquiry follow-up, and industry connections, researched product availability and provided pricing and delivery quotes to customers.
EDUCATION
BACHELOR OF ARTS ~ BUSINESS MANAGEMENT, Psychology (1998) University of Tampa, FL
ASSOCIATE OF ARTS ~ BUSINESS MANAGEMENT, Computer Science (1996) Massasoit Community College, Brockton, MA
Software & Tools: Microsoft Office Suite, Salesforce, Data.com, Goldmine, Constant Contact, social media sites, LinkedIn and numerous proprietary software applications
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