Sales Manager
Resume:
Michael F. Kahlman
Raleigh, NC 27614
********@**.**.***
SUMMARY
Self-motivated sales professional experienced in software, telecommunications, voice and
data sales. Proven ability to hire, train, and coach sales staff to consistently meet or
exceed sales quotas. Adept at maintaining strong customer relationships, sourcing new
business, controlling expenses, and developing marketing strategies while creating a
sense of teamwork. Quick learner with the ability to adapt to rapidly changing
business situations and effectively solve problems. Proven ability to work unsupervised
and to coordinate accounts in multiple states.
PROFESSIONAL EXPERIENCE
Hewlett Packard Raleigh, North Carolina February 2012-Present
Strategic Account Manager
Managing sales campaigns to closure at Strategic Accounts, collaborating with C level
and IT VP’s on full BTO Portfolio. Includes Portfolio & Project Management, Quality
Assurance, Performance, SAAS, Operations, Network, Service Management (ITSM),
Data Center Management, Security solutions, and CMDB.
• Exceeded quota of $1.8 million by 121% in 2013 (Darden Restaurants $1.2
million)
• Exceeded quota of $1.8 million by 128% 2012 (Rubber Maid $880,000 & ITT
Cannon $750.000)
BMC Software Cary, North Carolina March 2007- Jan 2012
Senior Account Manager
As a Senior Account Manager I provided Technology Solutions such as Remedy and
APR. Working Application Problem Resolution for Corporate Development Groups.
Became ITIL V.3 certified 2009
• Exceeded quota of $2.2 million by 110% FY11(Ingram-Micro $1.1 million)
• Exceeded quota of $2.0 million by 104% FY10 (BCBS $900,000)
• Delivered on a quota of $ 2.0 million of 94% FY09 (Fiserv $625,000)
• Exceeded quotas FY07 & FY08
Ronco Communications Morrisville, North Carolina 2005-2006
Executive Account Manager
Charged with building new business in assigned territory for integrating Cisco
and Nortel solutions; exceeding current sales target. Position return on investment
proposals to high level executives for converging data and voice network solutions.
Design optimal technical specifications for customer’s current and future needs.
Arrow/Wyle Raleigh, North Carolina 2001-2005
Senior Sales Executive
Responsible for 25% annual sales growth in North Carolina, South Carolina and
Tennessee Reseller of Enterasys (formally Cabletron), Compaq, Cisco, Lucent and Nortel
products. Reseller of wireless, switches, routers, security products and SAN.
Consistently exceeded annual sales quotas by an average of 120%-140% by initiating
A system of best practice.
• Exceeded a yearly quota of $3 million (UNC Chapel Hill annual spend $2
million)
Nortel Networks Research Triangle Park, NC 1998-2001
Senior Sales Manager
Collaborated with senior management to develop sales strategies and compensation
plans. Primary responsibility for on-going training of sales staff as well as training
For newly hired sales representatives. Consistently exceeded annual sales quotas by an
average of 120%. Extensive sales, marketing, and business development with ASPs,
Vertical ISPs, CLECs, and Dot coms. Developed business plans and worked with venture
capitalists to finance startup companies.
• Exceeded quota of $40 million 120% in 2000 ( HJM $34 million)
Staples Communications (previously Executone) Raleigh, NC 1998
Senior Sales Representative
Responsible for developing voice and data networks business solutions
Consistently performed over 140% of a $60,000.00 monthly quota
Reseller of Executone, Nortel Networks PBX's, Cisco, and Motorola routers to
Fortune 500 companies.
Reseller of Frame Relay, T1, ATM Networks, and Bellsouth Telephone agent
EDUCATION
B.S. in Business Management and Aeronautical Studies (dual degree), 1992
Embry-Riddle Aeronautical University, Prescott, Arizona
PROFESSIONAL DEVELOPMENT
Dale Carnegie: Making Friends and Influencing People
Learning International: Professional Sales Seminar
Achieve Global: Professional Coaching Seminar
Nortel Networks Senior Management Classes
ITIL 3.0 certified & Certified Flight Instructor
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