Sales Manager

Matthew K. Koenig

Buford, GA

http://www.linkedin.com/in/mkkoenig/

***********@*****.*** 678-***-****

Branding Statement and Summary

Knowledgeable, Energetic and Creative Sales Manager, who thinks outside the box or asks

“what box?” and possesses all the required skill sets that get applied in nontraditional ways to

maximize team capabilities, exceed quota while providing a dynamic and fun environment

where we can work hard and play hard.

Skills and Specialties

Sales Management Individual Contributor Technologies

Staff Hiring and Development Business Development Networking

Business Development Account Management Data Center

Technical Sales Technical Sales IT Services

Motivator New Market Development SaaS

Territory Planning and Management Services Sales Cloud

New Market Development Profit and Loss Responsibility Managed Print

Training Negotiation Skills Managed Services

Services Sales Consultative Selling Outsourcing

Profit and Loss Responsibility Indirect Sales Implementation

Negotiation Skills Matrix Environment Service Desk

Consultative Selling

Manage Virtual Teams

Timeline and Experience

Softchoice Corporation, US East 2013-2014 (Layoff)

Managed Services Advisor

Subject Matter Expert in Managed Services Offering: Cisco break/fix, Monitoring (Cisco, NetApp,

EMC, Microsoft and VMware). Full Operational Control and day-to-day management of Data Center

Equipment and Cisco Unified Communications. Served as an overlay for 70+ sales people and

supported the entire East Coast.

• Exceeded sales quota in 6 consecutive fiscal quarters by coaching and training the sales team,

to teach, increasing penetration on all existing accounts and with calls and appointment

setting, into new accounts, supporting our Managed Services Offerings.

• Achieved over 400% YOY growth fiscal year two by continued role playing with the existing

sales force, training new hires and direct contact with existing and new clients for both

renewals and new opportunities.

New Horizons Computer Learning Center, Atlanta, GA 2012-2013

Area Sales Manager

Managed Atlanta center sales and sales operations. Led all marketing and held full P&L responsibility

for the sales team. Provided training, coaching, mentoring and hiring for 12 direct reports.

• Improved new clients numbers over 30% and existing account penetration by creating new

processes, freeing up the sales team to spend more time with clients versus doing paperwork

and allowing for the sale of additional services to these clients.

• Increased sales by 25% monthly, meeting and exceeding assigned quotas consistently by

creating sales contests, adding manufacturer training days, eliminating superfluous paperwork

and facilitating a new culture of fun and performance.

Staples Technology Solutions, GA, AL and FL 2009-2012 (Layoff/Re-Org)

District Sales Manager

Led sales, sales operations and customer services for a three state district. Managed a staff of 12-

15 people selling a full complement of IT hardware and services to medium through Fortune 500

companies. Held full P&L responsibility for a $40 million district.

• Increased sales by at least 10% YOY consistently by putting the right sales reps on the teams

and creating consistent manufacturer training on focused products and services for growth.

• Increased profits from single to double digits by reorganizing and retraining the entire district

from a product focused team to a services first team, including consistent ongoing mentoring

and coaching.

Jeskell, Southeast US 2008-2009 (Company Left GA)

Account Executive

Had primary responsibility for calling on medium to Fortune 500 companies throughout GA, FL,

AL, SC, NC, TN and MS

• Re-established broken relationship with IBM in the Southeast by finding a current IBM

business unit manager to manager our team, creating instant credibility.

• Spent 2 days per week at the IBM call center in Smyrna, GA working with IBM reps to

create new business opportunities.

MD&E, Atlanta, GA 2008

Consultant (Temporary)

Redesigned go to market strategy, including product set, marketing plan (which included revised

materials and a new web site) and new marketplace sales approach.

• Created a white paper called the “Business Information Strategy Framework” which became

the company’s new sales and marketing strategy during this time.

PC Universe, Boca Raton, FL 2006-2008 (Closed)

Director, Sales and Marketing Strategy

Led all sales, marketing and customer services functions for this organization. Had 20+ direct reports

and served as the main liaison for all vendors and distribution partners.

• Grew sales over $10 million by developing a growth strategy and hiring a new inside sales

team that called directly on our medium sized clients that traditionally purchased online only.

• Increased our vendor-marketing fund from approximately $100K to over $700K per year,

which created marketing events, subsidized large competitive deals and supported sales team

in growing company and obtaining new clients.

Champion Solutions Group, Atlanta, GA 2005-2006

Client Manager

Managed existing accounts, creating organic growth of new products and services in existing accounts

in GA and SC.

• Managed the companies largest account in GA increasing sales by 30% by creating a matrix

of all available products and services that we offered, found the appropriate decision makers,

and used strategic selling concepts to understand and position how they may add value in

their environment.

Print Inc., Atlanta, GA 2004-2005 (Closed)

Regional Sales Manager

Managed analysts and accounts in the Southeast, US while leading business development and

management of Fortune 500 enterprise accounts.

• Generated over $1M in profit by acquiring 3 new enterprise accounts.

• Generated over $4M in profit at 40% services profit margin by selling the largest deal in

company history, covering 400+ locations.

Pomeroy IT Solutions, Atlanta, GA 2002-2004

Senior Client Executive

Led IT hardware and services business development and account management calling on medium and

Fortune 500 companies.

• Increased sales by 12% at Sun Trust, the largest account in the SE territory (at +$2M in

monthly revenue) by spending a minimum of 2 days onsite discovering new decision makers,

new projects and increasing current opportunities through portfolio education.

• Generated $1M in services revenue at 20% profit margin by creating, selling and managing

the largest outsourced service desk and field services deal in company history.

• Rookie of the Year during my first year based on the outsourced services deal.

Additional Relevant Experience

LeapNet Atlanta, GA SE Regional Sales Manager (Closed)

CompUSA Atlanta, GA District Sales Manager (Closed)

Professional Development

• Certified Managed Print Services Specialist (The Waters Institute)

• Miller-Heiman Strategic Selling

• Value Prompter Sales Training

• Front Line Sales Training

Education

BS, Marketing, University of Central Florida, Orlando, FL

AA, Liberal Arts, Tallahassee Community College, Tallahassee, FL

.

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