Sales Account Executive

MICHAEL LAWING

**** ****** ***** ***** ( Belmont, North Carolina 28012

704-***-**** ( ********@*****.***

Sales / Account Executive

Highly accomplished Account Executive with more than 15 years experience of

demonstrated success in new business development, account development and

major account sales. Competencies include independently developing new

business opportunities, expanding the business footprint, and closing high-

value deals. Extensive network of relationships with C-level IT executives

within Fortune 1000 accounts across multiple vertical markets within the

Carolinas', Virginia and Tennessee. Consistently exceeded quotas between 2

million and 5 million dollars through hard work and attentive customer

service. Pride in gaining "Trusted Adviser" relationships to key decision-

makers in Fortune 1000 accounts.

Business Development ( Channel Partners ( Consultive Sales

( Negotiations & Prospecting ( Customer Follow-up ( IT Services

Displace Competition ( ( Market Opportunity Expansion

Sales Closings ( Team Leadership ( SaaS ( Account Management

PROFESSIONAL EXPERIENCE

DukeNet Communications, 02/2012 to present

Headquartered in Charlotte NC, DukeNet is a leading regional

telecommunications service provider, offering robust network solutions via

a carrier-grade fiber network for data centers, healthcare, education,

government, finance, retail, manufacturing, and other enterprise customers

across the southeast.

Major Account Executive

Responsible for the sales of network solutions including fiber

infrastructure to large enterprise, data centers, healthcare, government,

and financials within the southeast

Allen Systems Group, 02-2011 to 02/2012

Privately held Software Company that offers cloud infrastructure software,

content management, Information management, helpdesk and asset management

software, application management and dependency mapping software, and

performance/capacity management software to Fortune 1000 accounts.

Account Executive

Responsible for business development and building account relationships

selling the suite of ASG software into Fortune 1000 companies within the

Carolinas. Sold various licensing models including SaaS.

JM MULLIGAN & ASSOCIATES, 2008 - 2011 Account Executive /Partner

(Company acquired)

Privately held IT solutions provider for help desk outsourcing, onsite

support, content management, security and e-discovery software, network

management tools, cloud solutions.

Established relationships in Fortune 1000 accounts through, prospecting,

developing key accounts, and leveraging past contacts.

. Landed major hospital account, several clinics, group practices, and

specialty practices.

. Generated $500K in annual maintenance revenue, skillfully capturing

major hospital accounts of hardware/software sales at $1.8M.

. Exceeded quota and sales goals

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MICHAEL LAWING ( Page 2 (

********@*****.***

SYMANTEC, Charlotte, North Carolina ( 2007-2008

Industry leader in security and storage software sales.

National Account Manager

Managed Symantec's largest global accounts successfully, Responsible for

account management and business development within named accounts. Exceeded

quota in less than 1 year by displacing competition. Grew existing account

base while engaging, new business units/departments, and focusing on

enterprise security, email archival, compliance software, data storage and

data back-up solutions

Major Accounts: Global 500 Accounts

. Captured $2.2M storage solution sale, shutting out competitor.

. Displaced competitor with new security solution in large account, a

$380K deal.

. Surpassed $4M annual quota by $200K in 1 year.

. Expanded territory pipeline from $300K to $8M, with closings at $4+M,

expertly prospecting into additional departments within existing account

organizations.

. Increased annual sales 32%.

ATTACHMATE, Charlotte, North Carolina ( 2000-2007

Sold enterprise Software solutions integrating mainframe applications to

desktop applications and web services, SOA, and with the addition of Net IQ

provided security and compliance solutions for government regulations such

as HIPPA, Sarbanes Oxley, PCI, and NERC.

Major Account Manager

Prospecting for new opportunities among Fortune 500 Accounts, government,

and medical verticals. Contributed to training and leveraging the use of

VARs, resellers, and integrators throughout territory. Directed

telesales/SE activities to maximize revenues. Managed $3M quota including

software, consulting, and maintenance.

Deliverables included green screen terminal replacement/ghosting, mainframe

with applications, Service Oriented Architecture, and consulting services.

Consulted with clients to create optimal solutions, including security

compliance via NetIQ acquisition.

Major Accounts: Capital One, Wells Fargo, Bank of America, BB&T, State of

VA, State of NC, BCBS of NC/SC, Michelin, Lowes TIAA-Creff, AgFirst, Lab

Corp,Novant Health, Carolinas Medical, Sealed Air,Ingersol Rand

. Generated largest competitive take-away at $3.8M new revenue.

. Exceeded $3.3M quota consistently for 6 years, through effective

prospecting, consulting, and follow-up with customers.

. Recognized as consistent leader in new business revenue, achieving Top

Global Revenue Producer, leading US in new revenue as percentage of

sales 6 of 7 years, earning Top Revenue Producer across North America in

2003 at 259% of quota, and achieving "Top Gun" for greatest new revenue

production 3 separate years out 7.

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MICHAEL LAWING ( Page 3 ( ********@*****.***

KONICA/Minolta BUSINESS TECHNOLOGIES, Charlotte, North Carolina ( 1997-2000

Leading business technology provider.

General Manager

Directed all aspects of operations for branches in 2 separate states with

combined revenues of $12M, including full P&L and recruitment/management of

24 staff. Consolidated 2 branches into 1. Managed service and sales. Led

national program for Konica recruiting VARs and distributors for new

printer product.

Major Accounts: Wachovia, Lowes, State of NC, Food Lion, Family Dollar,

Royal Insurance

. Grew service to $12M from $2M, expertly transforming poorly performing

division into fully functional, motivated, and high-performance sales

organization, hiring entirely new sales team to drive profit from

previous levels at zero production.

. Consistently displaced main competitor, Xerox, competing and winning

accounts.

. Initiated VARs selection, recruitment, and education campaign,

positioning Konica as sales leader in digital copiers and printers.

ADDITIONAL EXPERIENCE

MCRAE GRAPHICS, INC. 1988 to 1997

Director of Sales

Managed sales of Toshiba copiers, Riso digital duplicators, and reselling

computer networking hardware and software. Established a document storage

retrieval technology division

. Introduced effective, targeted marketing strategies, leading to McRae's

market domination.

. Increased sales productivity 25% via innovative telemarketing lead

generation strategies.

. Surpassed corporate goals for networking/document imaging division.

LANIER BUSINESS PRODUCT SALES 1985-1988

Copier Sales promoted to Sales manager

United States Marine Corps

EDUCATION

Bachelor of Arts in Business Administration

University of North Carolina-Charlotte

Graduated May

1985

PROFESSIONAL DEVELOPMENT / COMPUTER SKILLS

Strategic Selling / Miller Heiman

MICHAEL LAWING

5403 Stoney Ridge Court ( Belmont, North Carolina 28012

704-***-**** ( ********@*****.***

Dear Sir/Dear Madam:

I have contributed to the profitability and success of major corporations,

start-ups, and was highly decorated in the USMC. Through a tenacious work

ethic and hunter mentality I have met or exceeded quota throughout my

career. I am now seeking the opportunity to join a company such as yours in

an Account Executive position. With over 15 years of experience developing

long-term relationships with IT Directors, Compliance Officers, CSOs, and C-

Level-Management in Fortune 1000 companies in the southeast I have a proven

track record of generating consistent revenue streams, and feel confident

in my abilities to do so for your team. Typical accounts include: Wells

Fargo, Lowes, State of NC, Food Lion, Family Dollar, Unum Insurance,

Capital One, Bank of America, BB&T, State of VA, BCBS of NC/SC, LabCorp,

Novant Health, Carolinas Medical, Michelin, Duke Energy, SCANA, AgFirst,

Tiaa-Creff, Family Dollar and other federal, state and local agencies.

My roles in the past ranged from National Account Manager and Major Account

Executive to Business Development Executive. A sample of my highlights

while serving in the above and additional positions includes:

. Growing service to $12M from $2M, expertly transforming poorly

performing division into fully functional, motivated, and high

performance sales organization, hiring entirely new sales team to drive

profit from previous levels at zero production.

. Consistently displacing main market leader competing and winning

accounts.

. Surpassing $4M annual quota by $200K in 1 year.

. Expanding territory pipeline from $300K to $8M, with closings at $4+M,

expertly prospecting into additional departments within existing account

organizations.

. Exceeding $3.3M quota consistently for 6 years, through effective

prospecting, consulting, and follow-up with customers.

. Landing largest competitive take-away at $3.8M new business revenue.

I am a skilled end-user of Salesforce.com, and Microsoft Office. Other

skills include developing compelling customer presentations, demonstrating

ROI models, and articulating value propositions

For a more detailed presentation of my skills and background, please review

the enclosed resume and feel free to contact me at your earliest

convenience. Thank you for your consideration.

Sincerely,

Michael Lawing

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