MICHAEL R. FRANSCHMAN

** ****** *****, *********, *******, Canada, L4J-9A6

Home: 905-***-**** Cell: 647-***-**** E-mail: abo0vd@r.postjobfree.com

Objective: To obtain employment as a Senior Account Executive/Manager or Client Relationship

Manager.

Professional Summary: A seasoned sales executive and client relations professional with more

than 10+ years of experience and growth within a single organization. Possessing a consistent record

of strong results promoting and selling enterprise wide software and solutions f rom IT to C-Level

management across North America. A passionate sales professional with the ability to identify and

solve urgent business problems f or customers while being able to communicate the business value

and return on investment f or the software and solutions delivered. An enthusiastic, hard working,

committed professional who thrives on customer engagement, providing prompt customer and client

relations who is always striving to exceed the customers expectations.

Professional Highlights & Achievements:

Ranked #1 in overall software & solution sales in 8 out of the last 10 years.

Exceeded individual quota ranging from $1.0M to $1.6M in 8 out of the last 10 years.

Directly responsible for the acquisition, retention and management of 90+ clients and 20+ partner

accounts across North America.

Proven ability to up-sell into the existing customer base in the range of $100K to $500K in 8 out of

the last 10 years.

Successfully maintained a maintenance revenue annuity stream to a 98.5%+ level in 8 out of the

last 10 years.

Recently defined, created and implemented a targeted sales campaign f or a new Mobile solution

that generated $500K in new sales in less than 120 days.

Led, motivated and mentored a team of 3 Sales Account Executives and 1 Inside Sales Associate

f or 4+ years.

10+ years experience in Server & Web Based GIS, Business Intelligence (BI/KPI Dash Boarding),

Business Analytics (Reporting), Mobile, and Asset Management/Asset Maintenance software and

solutions.

10+ years experience selling enterprise wide software and solutions to the Public (Provincial &

Local Government), Utility, Economic Development and Property Management/Assessment

sectors.

Expertise and Knowledge Areas:

Account Executive/Account Management (15+ years)

Client Relations & Client Management (15+ years)

Presentations & Demonstrations (15+ years)

Lead Generation, Qualification and Pipeline Management (15+ years)

Product Evangelist (15+ years)

Business Development (10+ years)

Technical Sales (10+ years)

Negotiation, Contractual & License Agreements (10+ years)

Technical Demonstrations (10+ years)

Public Sector Experience (Provincial & Local Government) (10+ years)

Channel/Partner Management (8+ years)

Bid Management - RFPs/RFIs/RFQs (8+ years)

Marketing (Tradeshows, Brochures, Seminars, W ebinars, etc.) (8+ years)

Trade Show Planning & Management (8+ years)

Utility & Economic Development Sector Experience (6+ years)

Enterprise Solution Selling (4+ years)

Sales Team Motivation & Management (4+ years)

Direct Customer Technical Support & Training (4+ years)

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Professional Experience

Orion Technology Inc. a Division of Rolta Canada Ltd. March 2008 March 2012

(Markham, ON)

http://www.rolta.com

Senior Account Executive & Client Relations Manager, North America

Led the expansion of the Geospatial Fusion enterprise software & solution offerings across North

America with a f ocus on the Energy, Property Assessment, Economic Development and Public Sector

verticals. Provided the tactical focus to grow top line revenue, preserve the annuity of maintenance

revenue while adding new depth to customer and client relations.

Achievement Highlights:

Exceeded individual quota ranging from $1.3M to $1.6M in 2008, 2009, 2010 and 2011.

Ranked #1 in Geospatial Fusion solution sales in 2008, 2009, 2010 and 2011.

Directly responsible for the management of 90+ clients and 20+ partner accounts across North

America.

Proven ability to up-sell into the existing customer base ranging from $300K to $500K in 2008,

2009, 2010 and 2011 to cover pipeline gaps and achieve quarterly targets.

Maintained a maintenance revenue annuity stream to a 98.5% level for 4 consecutive years.

Responsible for the direct acquisition of 27+ new customer accounts and 8+ new partner

accounts f rom 2008 to 2012.

Recently defined, created and implemented a targeted sales campaign f or a new Mobile solution

that generated $500K in new sales in less than 120 days.

W orked closely with and m otivated development, professional services and technical support

staff to deliver exceptional results.

Ensured the timely delivery and successful implementation of products and services through

constant communications with the development, implementations and technical support teams.

Proven success in navigating complex customer requirements on both business and technical

levels to provide viable options that move new opportunities forward to closed-won outcomes.

W ell-organized with exceptional oral and written communication skills that can easily adapt to an

ever changing IT/solutions driven environment.

Championed complex bid negotiations (RFP, RFQ and RFI), contractual issues, final quotations

and invoices.

Orion Technology Inc. Sept 2004 - Feb 2008

(Markham, ON)

http://www.oriongis.com

Sales Manager, North America

Managed and motivated a team of (4) sales professionals to exceed their annual quota s selling a suite of

software products and solutions throughout the Canadian & U.S. markets. Maintained a consistent record

of top line revenue contributing to the successfully acquisition of Orion Technologies Inc. by an

International company (Rolta India Ltd BSE: ROLTA).

Achievement Highlights:

Exceeded individual quota ranging from $1.0M to $1.3M in 2004, 2005, 2006 and 2007.

Ranked #1 Sales Executive in 2004, 2005, 2006 and 2007.

Proven ability to up-sell into the existing customer base in the range of $100K to $300K in 2004,

2005, 2006 and 2007.

Responsible for the direct acquisition, retention and client management for 52+ new customer

accounts and 12+ new partner accounts in 2004, 2005, 2006 and 2007.

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Maintained the organizations software maintenance revenue annuity stream to a 98.5%+ level in

2004, 2005, 2006 and 2007.

Increased average deal size by approximately 50% over a 2 year period to 80k while reducing

deal duration by 20%.

Led, motivated and mentored the North American sales team consisting of (3) Account

Executives and (1) Inside Sales Associate in overall market and vertical expansion throughout

North America.

Created personal and team sales strategies involving conferences, workshops and other

promotional events (user conferences, newsletters, webinars, and seminars) to ensure growing

account penetration across North America.

Met and or exceeded sales team bookings ranging from $800K to $2.0M in 2004, 2005, 2006 and

2007.

Responsible to attend 15 to 20 tradeshows across North America to promote and sell a suite of

software products and solutions.

Responsible for the overall input and creation of the organizations sales marketing materials

including but not limited to Brochures, Case Studies, Quarterly Email Blasts, Webinars, Seminars

and all Conference Booths (Tradeshows) & Displays.

Responsible for online content creation and maintenance including Google Analytics keywords

and campaigns.

Direct input on P&L forecasting including but not limited to revenues (net new & recurring), costs,

expenses along with invoicing and collections/payments.

Promoted (2008) to Senior Sales Executive & Client Relations Manager f or Orion Technology Inc.

a Division of Rolta Canada Ltd.

Orion Technology Inc. June 2001 - August 2004

(Markham, ON)

http://www.oriongis.com

Sales Associate, Canada

Selling a suite of GIS software products to the Provincial & Local Government sectors across Canada

with an additional focus on maintaining client relations and revenue retention.

Achievement Highlights:

Exceeded individual quota ranging from $400K to $1.0M in 2002, 2003 and 2004.

Ranked #1 Sales Associate in 2002, 2003, and 2004.

Responsible for the direct acquisition, retention and client management for 16+ new customer

accounts and 4+ new partner accounts in 2002, 2003, and 2004.

Assisted with bid negotiations, contractual issues, quotations & invoices.

Performed lead generation/qualification via phone, email and attendance at tradeshows.

Responsible to attend 6 to 8 tradeshows across Canada to promote and sell a suite of software

products and solutions.

Provided Technical Support (Installation & Trouble Shooting services) and Training (Software

Install, Set-Up and Configuration)

Promoted (2004) to Sales Manager, North American Sales f or Orion Technology Inc.

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Skills

Customer Relation Management (CRM): Salesforce, Clarity

Operating Systems: Microsoft W indows 95/98/200/7/XP, Microsoft Windows Server 2003/2008,

Linux

Database/Data Access: Microsoft SQL Server 2000/2005/2008, MySQL, Microsoft Access,

Oracle 8i/9i/10g/11g, ESRI SDE f or Oracle and SQL, DB2, JDBC, ODBC & ADO.NET.

Application Servers: Apache, IIS, Tomcat

W eb Browsers: Desktop (IE, Chrome, Safari, Firefox, Opera) and Mobile (Android, Nokia,

BlackBerry, Safari, Opera)

Hosting: Client/Server, Software as a Service (SaaS), Platform as a Service (PaaS), Cloud &

Server (Managed & Dedicated)

Microsoft Office: PowerPoint, Access, Excel, Word, Outlook and Project,

GIS Technologies: ArcGIS Server and ArcSDE for SQL & Oracle, OGC WFS & WMS, Web

Services (Location & Authentication) plus other related GIS formats such as BING Maps, Google

Maps, Oracle Spatial Maps, and Pictometry Oblique Imagery.

Orion GIS Technologies: OnPoint Enterprise, OnPoint Standard plus the W eb Editor,

CartoPRINT, SharePoint, BING/GOOGLE and Mobile extensions.

Asset Management/Asset Maintenance Applications: Cityworks, Cartegraph, Maximo (IBM)

Mobile Technologies: Apple iOS, Google Android, BlackBerry OS, Nokia Symbian OS, Microsoft

W indows Phone and Samsung bada

Business Intelligence/Business Analytics & Reporting: Oracle OBIEE, SAP (Xcelsius & Crystal

Reports), IBM Cognos, Microsoft Dynamics CRM, SAS Enterprise BI Server and SQL Server

Reporting Services

Content & Document Management: Microsoft SharePoint, Oracle EMC, Laserfiche

Markup Technologies: HTML, XML, CSS

Social Media: LinkedIn, Facebook, Twitter, Slideshare, Pinterest, YouTube

Networks: LAN, WAN, Wireless, DMZ/Firewall, Router/Switch

Other Technologies & Applications: Computer-Assisted Mass Appraisal systems (CAMA), ERP,

Microsoft Dynamics GP, CAD, GPS, AVL, Fleet Tracking Solutions, Constant Contact,

Photoshop, PAINT.NET, Dreamweaver, Go To Meeting, W ebEx.

Education

1988 to 1991 - University of Guelph, Guelph, Ontario, Canada

1993 Canadian Securities Institute, Toronto, Ontario, Canada - Canadian Securities Course

(CSC)

1997 to 1999 - Centennial College, Scarborough, Ontario, Canada Information Technology

References

available upon request

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Contact this candidate