Account Executive Business Development

MICHAEL MCKAY

Dover, NH ***** ********@*******.*** 603-***-****

Seasoned Enterprise Account Executive with 20+ years of experience surpassing sales targets across diverse software domains while driving revenue growth, fostering strategic partnerships, and ensuring superior client satisfaction. Proficient in spearheading innovative sales campaigns and cultivating enduring relationships with stakeholders, adept at leveraging cross- functional collaboration and market insights to achieve business objectives. Known for a meticulous approach to sales forecasting and a steadfast commitment to continuous professional development, excels in dynamic environments by consistently delivering results that exceed expectations.

• Sales Forecasting

• Relationship Management

• Business Development

• Partnership Building

• Client Engagement

• Territory Management

• Account Planning

• Revenue Growth

• Brand Management

• Competitive Analysis

• Negotiation Skills

• Market Intelligence

PROFESSIONAL EXPERIENCE

Enterprise Account Executive (National) June 2022 – Present N-Side –Cambridge, MA

• Led the full spectrum of sales operations for clinical trial software, navigating prospecting, sales calls, software demonstrations, and RFP processes to surpass sales targets, achieving 110% of quota in 2023.

• Cultivated robust cross-functional relationships with Executives, Customer Success Managers, Marketing, and Sales Engineers, fostering collaborative synergy to deliver optimal solutions and drive client satisfaction.

• Executed a meticulous approach to sales forecasting, providing internal stakeholders with precise insights and projections to guide strategic planning and resource allocation effectively.

• Contributed significantly to the formulation and execution of an innovative external partnership program, expanding market reach and forging strategic alliances to bolster business development efforts.

• Initiated the design and implementation of a high-impact referral program, catalyzing increased business referrals and amplifying revenue streams through proactive client engagement strategies. Enterprise Account Executive (Northeast) November 2021 – June 2022 CloudBolt Software – Rockville, MD

• Exceeded quarterly sales targets by employing sales forecasting techniques, ensuring precise alignment with territory objectives and market dynamics in the Northeast region.

• Cultivated enduring partnerships with senior IT executives and key stakeholders, serving as a trusted advisor and strategic liaison, driving mutual business growth and innovation within the Northeast market landscape.

• Developed successful sales campaigns through a multifaceted approach, including in-person meetings, phone consultations, and targeted email outreach, resulting in elevated product and service adoption rates.

• Nurtured strategic collaborations with Channel, Alliance, and Integration partners, fostering synergistic relationships that amplified product reach and enhanced client engagement across diverse sectors.

• Led proactive market intelligence initiatives, staying abreast of technological advancements and industry trends, and delivering insightful reports to clients, empowering them to make informed decisions amidst market conditions. Sales Executive February 2020 – November 2021

Nutanix – San Jose, CA

• Fostered professional relationships across internal and external hierarchies, fortifying trust and long-term partnerships.

• Facilitated seamless collaboration among Engineering, Marketing, and Product Development teams to deliver tailored solutions, surpassing sales goals.

• Spearheaded the expansion of client base by identifying and tapping into new divisions and organizations within assigned accounts.

• Proactively pursued self-directed learning opportunities to deepen expertise in emerging technologies, solidifying oneself as a valuable industry asset.

• Maintained a proactive approach to personal growth, consistently honing skills in digital and cloud-focused domains. Northeast Territory Sales Manager February 2018 – February 2020 ExaGrid – Westborough, MA

• Strategically orchestrated the expansion of net new business and clientele in the Northeast Territory, resulting in a remarkable 30% surge in revenue within the inaugural year.

• Demonstrated a commitment to exemplary customer service by promptly addressing needs and resolving issues, nurturing enduring relationships and enhancing client loyalty.

• Directed strategic partner engagements, conducting regular sessions to meticulously map out accounts and uncover lucrative opportunities, catalyzing substantial growth for the region.

• Upheld a strong brand presence within the assigned territory, aligning closely with company benchmarks to solidify market positioning and bolster brand equity.

• Diligently monitored competitor activities in the Northeast Territory, leveraging insights to refine sales strategies and maintain a competitive edge in the dynamic market landscape. Northeast Territory Manager May 2017 – February 2018 Ivanti – South Jordan, UT

• Spearheaded a rapid turnaround in an underperforming territory, orchestrating meticulous territory and account planning strategies that propelled revenue by an impressive 60% within a mere 6-month timeframe.

• Established and nurtured impactful business alliances with high-level executives and Ivanti channel partners, fostering enduring partnerships pivotal to sustained growth and market leadership.

• Exercised proactive engagement with partners to capitalize on market dynamics, strategically leveraging their expertise and collaborative efforts to exceed sales targets and drive business success.

• Collaborated with field marketing and channel teams, driving synergies to cultivate a robust sales pipeline aligned with organizational objectives and market demands.

• Directly spearheaded deal closures while facilitating seamless collaboration with partners, leveraging their networks and resources to amplify market penetration and drive revenue generation. Account Executive (Northeast) May 2012 – May 2017

Symantec/Veritas – Mountain View, CA

• Surpassed first-year quota by over 110%, demonstrating a strong understanding of market dynamics and sales.

• Exceeded 2015 quota by over 152%, showcasing exceptional sales expertise and exceeding performance expectations.

• Achieved a remarkable 52% year-over-year growth in business, demonstrating market penetration abilities.

• Awarded Representative of the Year for the 2015-16 fiscal year, highlighting consistent excellence in sales performance.

• Recognized as the Representative of the Quarter in 2015 for outstanding sales performance and dedication. Software Account Executive (Northeast) May 2005 – May 2012 Insight Enterprises, Inc. – Waltham, MA

• Maintained a consistent track record of surpassing sales targets, positioning as a top-performing Software Account Executive nationwide.

• Spearheaded a remarkable 70% business growth in the first year within the ME, NH, VT, NY territories, achieving a commendable 15% year-over-year increase thereafter, all without external field support.

• Demonstrated exceptional leadership and negotiation skills in driving successful deals and partnerships, further enhancing company revenue and market presence.

• Distinguished for delivering compelling proposal, renewal, and enrollment presentations to clients, resulting in high client satisfaction and retention rates.

EDUCATION

Bachelor of Science in Business May 2004

University of New Hampshire – Durham, NH

Contact this candidate