Sales Manager
Resume:
MICHAEL
MCGRAW
th
Avenue
Apt
*F
•
Brooklyn,
NY
11217
917-
407-
1578
•
*******@*****.***
SENIOR
SALES
PROFESSIONAL
Global
Trading
Platforms
•
Systems
and
Technology
Solutions
Manage
and
Develop
High
Performing
Sales
Teams
Seasoned
IT
and
technology
sales
professional
with
in-
depth
experience
providing
consultative
problem
solving
and
strategic
technology
solutions;
proven
track
record
managing
a
high
performing
global
sales
team
to
achieve
and
exceed
sales
targets
and
market
share
of
client
business
sales;
committed
to
managing
and
developing
key
talent;
proven
track
record
penetrating
new
markets
with
oversight
across
small,
medium
to
large
(Fortune
1000)
clients;
strong
communication
and
persuasion
skills
with
recognized
ability
to
enhance
client
satisfaction;
self-
starter
with
a
“drive
for
results”
mindset
Exceed
individual
and
team
sales
quotas
consistently,
often
by
double-
digit
returns
over
targets
CORE
COMPETENCIES
Sales/Problem
Solving
Mindset
Collaboration/Teamwork
Attention
to
Detail
Client
Service
&
Satisfaction
Communication/Persuasion
Team
Management/Training
&
Dev’t
Account/Territory
Management
Market
Analysis
Sales
/
Client
Pitches/
Presentation
Skills
SaaS,
SalesForce,
Enterprise
Software,
Financial
Modeling
(Excel)
PROFESSIONAL
EXPERIENCE
FIDESSA
CORPORATION,
New
York,
NY
2007
–
present
Held
positions
with
progressive
levels
of
leadership
and
sales
responsibility;
performance
consistently
exceeded
sales
targets;
managerial
&
leadership
oversight
for
team
responsible
for
sales
of
multi-
asset
trading,
investment,
connectivity
and
software
trading
solutions
for
this
global
organization
that
develops
and
sells
IT
trading,
investment
and
information
related
products;
1700
employees
globally
with
>$300MM
in
direct
revenues
(2013)
Vice
President,
Regional
Account
Director
(2013
–
present)
Associate
Director,
Senior
Account
Executive
(2011
–
2012)
Account
Manager
(2007
–
2011)
• Provide
leadership
oversight
and
manage
key
accounts;
oversee
high
performing
team
of
3
sales
professionals
with
a
sales
quota
of
$17MM;
exceeded
sales
target
by
9%
in
a
year
of
significant
economic
decline
(2008)
and
24%
in
2009;
territory
spans
the
Americas
(Canada,
U.S.
and
Lat-
Am)
• Spearhead
strategic
relationships
with
accounts
generating
$20MM
in
revenue
• Negotiate
and
close
global
deals
for
Tier
1
accounts;
one
of
top
Account
Director
producers
with
individual
sales
targets
(ranging
up
to
$17MM)
exceeded
5
consecutive
years
• Proposed,
negotiated
and
closed
complex
managed
service
model
deal
for
key
client;
integrated
their
automated
trading
solution
into
an
improved,
highly
customized
trading
platform;
generates
>$3MM
p.a.
incrementally
• Strong
persuasion
and
communication
skills
demonstrated
at
all
levels
including
C-
suite
decision
makers;
provide
senior
management
with
regular
relationship
status
updates
for
existing
and
incremental
revenue
opportunities
• Spearheaded
creation
and
rollout
of
road
show
presentations
for
Top
20
(Tier
1)
clients
• Led
sale
from
inception
to
close
to
develop
customized,
proprietary
trading
algorithms
in
the
company’s
OMS;
developed
methodology
to
quantitatively
analyze
deal
structures
to
optimize
decision
process
MICHAEL
MCGRAW
*******@*****.***
page
2
BEAR
STEARNS
SECURITIES
CORPORATION,
New
York,
NY
2006
–
2007
Led
initiative
to
retain
and
enhance
client
relationships
through
focused
attention
on
client
service
and
support
for
the
trading
operations
for
this
global
financial
services,
trading
and
brokerage
firm
(ceased
operations
in
2008)
Relationship
Manager,
Prime
Services
(Hedge
Fund
clients)
• Demonstrated
exceptional
attention
to
servicing
and
supporting
key
hedge
fund
clients;
areas
of
expertise
included
clearing
services,
securities
lending,
margin
requirements
and
legal
services
• Researched
regulatory
requirements
regarding
trading
and
technology;
presented
recommendations
to
division
management
on
how
to
incorporate
technology
solutions
to
satisfy
compliance
rules
• Pitched
creative
risk
vehicles
to
clients
after
gaining
support
of
internal
management;
results
included
product
enhancements
that
met
margin
requirements
• Persuaded
clients
to
utilize
firm
technology,
resulting
in
the
creation
of
client
efficiencies
of
scale
and
streamlined
trading
operations;
results
included
significantly
increased
client
satisfaction
and
renewal
rates
BLOOMBERG
LP,
New
York,
NY
2001
–
2006
Held
positions
with
increasing
levels
of
responsibility
and
leadership
for
this
leading
global
financial
software,
data
and
media
company
with
>15,000
employees
and
$8B
in
annual
revenues
Sales
Account
Representative,
Trading
Systems
(2004
–
2006)
Sales
Analytics
Representative,
Terminal
Sales
(2003
–
2004)
Installations
Coordinator
(2001
–
2003)
• Provided
sales
and
management
oversight
for
the
Trade
Order
Management
System
(TOMS)
for
sell-
side
fixed
income
brokers;
oversaw
order
and
execution
to
ensure
accuracy
and
timeliness;
responsible
for
book
of
business
in
excess
of
$5MM
including
Bloomberg
Professional
Service
terminal
revenue
and
growth
• Conducted
onsite
training
and
internal
“Bloomberg
University”
seminar
sessions
to
educate
key
clients
and
Bloomberg
user
community
• Recognized
amongst
top
sales
representative
for
add-
on
Bloomberg
professional
licenses;
achieved
100%
client
renewals
during
first
year
of
tenure
• Created
unique
price
offering
system
for
municipal
bond
clients;
product
eventually
became
part
of
core
Bloomberg
product
offering
• Identified
as
“go-
to”
sales
representative
with
internal
business
development
professionals
across
Bloomberg
product
lines;
demonstrated
strong
collaboration
and
communication
skills
in
a
highly
matrixed
organization
• Rotated
through
“cold-
calling
team”
every
few
months
(1
day
rotations)
to
strengthen
cold
calling
sales
capabilities
OTHER
EXPERIENCE
THE
ANSWER
GROUP,
North
Lauderdale,
FL
1999
–
2001
Team
Leader,
Customer
Service
THE
ELECTRONICS
BOUTIQUE,
Sunrise,
FL
1998
–
1999
Assistant
Manager
EDUCATION
UNIVERSITY
OF
FLORIDA,
Gainesville,
FL
1998
B.A.,
Major
in
Philosophy
Higher
Education
and
Continuous
Learning:
16
weeks
of
extensive
sales
training
(Bloomberg,
2004);
Sales
&
Negotiations
Skills
training
(Focused
Consulting,
LLC,
2013);
Value
Selling
(Quadrant
Learning
Solutions,
2008)
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