Account Manager Business Development

MICHAEL NOONAN

Newnan, Georgia 404-***-**** *********@*****.***

SENIOR SALES & MARKETING EXECUTIVE

Results-driven strategic account manager with a proven track record of delivering innovative offerings to drive growth, revenues and enterprise value in challenging and competitive markets. Recognized throughout career in sales of overachievement through creative problem-solving and communications skills, interpersonal skills and cross functional team leadership. AREAS OF EXPERTISE

11+ Years Security Industry Experience Consistently Achieved Sales Quota 5+YearEnergy Management Experience Disciplined Prospector & Hunter 2+ Years Industrial Manufacturing Experience Territory Management 15 + Years Business Development Experience Revenue Growth PROFESSIONAL EXPERIENCE

GRAYSHIFT 01/2023-06/2023

Territory Sales Manager

• Multi-State region focused on Law Enforcement markets leading to overachievement of Q2 sales quota (110%).

• Built relationships and generated over $1M pipeline ( 3X Quota) in 6 months

• Recognized as #1 Eastern Territory Account Manager in Q2 2023

• Sales mentor to junior sales colleagues

• Q2 2023 merger with Magnet resulted in employee reduction - not due to my performance. POLARITY 01/2020-12/2020

Strategic Account Manager SE Region

• Effectively utilize tele-sales experience and CRM tools, DiscoverOrg., LinkedIn Navigator and personal contacts to prospect and build pipeline over 4x to achieve sales quota.

• Coordinated Zoom meetings, attended virtual Trade Shows (Black Hat, FS-ISAC, etc.) to demonstrate product value to C Suite security executives and progress sales cycle to closure.

• Managed prospecting, end to end sales cycle & drove client relationships through business development.

RELAYR 2017-2019

SE Regional Account Manager

• Develop green-field SE region focusing on Mid-Market Manufacturing Industry selling IoT software and services. 2019 performance achievement of $2.4M & 125% of quota.

• Account Based Targeting to prospect, engage and consult with C-Level management selling multi-year IoT solutions based on business discovered in consultative sales process.

• Facilitate partnership relationships with Dell, Cisco, Avnet and ePlus to jointly go-to-market in SE region.

CISCO SYSTEMS INC. 2013-2016

Territory Services Manager / Service Sales

• Managed sales of Cisco Energy Management / Asset Management Platform software in the SE Region, LATAM and Caribbean regions to SLED and Commercial markets. Recognized for top sales performer 2013-2015 for enterprise sales.

• Established partnership relationships with Schneider Electric and JCI (Johnson Control) to focus on K- 12 markets in SE region for resale of Cisco Energy Management software which resulted in 112% achievement of sales quota in 2014.

• Responsible for $3M direct sale to TSC Software license subscription multi-year contract in 14-month sales cycle by leading and directing legal, sales, services and technical resources resulting in 172% achievement 2015.

• Negotiated partnership with Digicel in Grand Cayman, Caribbean and CANSAC regions which launched

$2M multiyear deal managing over 2000 cell towers. Coordinated closely with legal, professional services, regional sales managers, technical resources and account teams to close this out. JOULEX INC. 2010-2013

Sales Director 2012-2013

• Managed sales quota’s, sales recruitment and sales operations for a rapidly growing SaaS company selling to enterprise customers which included Equifax, BMW, Schneider Electric, Johnson Controls AMEC and others.

• Negotiated & closed $200,000+ subscription licenses over a 11-month engagement with AMEC resulting in the largest company sale.

• Trained, coached and managed North America regional managers on best practices to sell product which resulted in quicker sales cycle, lower cost of sale and increased revenues. Account Sales 2010- 2012

• Hired as first sales person to prospect and sell innovative SaaS based energy management solution to business enterprises. Achieved over 150% of quota each year and was promoted to Sales Director to recruit, build and manage the America’s regional sales force. IBM/INTERNET SECURITY SYSTEMS INC. 1999-2010

Distribution Brand Manager (2009-2010)

Promoted as security brand manager specialist responsible for network and professional services sales, marketing enablement and partner recruitment for TechData Inc. Tampa FL.

• Applied vision setting and strategic planning to distributors which increased sales.

• Supervised sales execution by mapping cross functional security products as an attach play that increased overall sale and was recognized for sales overachievement.

• Trained, managed, and responsible for growth in distributor sector by using business development skillsets which motivated sellers.

Southeast Channel Account Manager (2007-2009)

Selected to develop, direct and manage Tier 1 business partners (Mainline, Optimus, Champion, Sirius and VSS) and Tier 2 business partners in SE region and Puerto Rico.

• Developed, maintained and managed business relationships with business partners and their clients.

• Served as main point of contact for partner relations which increased sales by quoting, training and marketing events.

• Recruited for solution sales of Managed Security Services and Professional Security Services which resulted in increased sales of security software/services by Tier 1 & 2 business partners. IBM/INTERNET SECURITY SYSTEMS INC. (Continued) National Alliance Manager (2004-2007) Promoted to develop and manage strategic business partners which included Accenture, CSC, Verisign, BT Infonet, Motorola, PWC and SITA selling to mid- market and enterprise accounts with intent to replace and expand IDS/IPS deployments with Internet Security Systems implementations.

• Developed strategy for marketing and sales enablement to partners which increased partner sales of hardware and software security solutions by 30%.

• Exceeded sales quotas 2003-2007 recognized with ISS Presidential Club Awards for top 10 % company- wide sale performance which enabled partners to overachieve their quotas through training, marketing events and relationship building.

• Coordinated client executive briefings and security Operations Center tours that positively impacted close rate.

• Delivered a winning sales strategy which impacted high close rates that showcased the partners brand promise-of-value. Distribution Sales Manager (2003-2004) Tackled strategy, branding, product launch and marketing efforts for early-stage partnerships with GE Access and Westcon.

• Undertook and executed corporate strategy to drive sales of security software/hardware solutions through distribution partners.

• Guided relationships as team leader to VAD by training, quoting, and problem solving that built relationships and rapport.

• Assisted sales personnel with key prospects engagements and delivered essential enablement tools which included ROI analyzer, pricing tool, presentations and sales collateral.

• Instrumental in securing brand loyalty focus from sellers through business development. Tele-Sales Manager (2001-2003) Revamped and increased inside sales department by 50% to handle national coverage.

• Overachieved $40 million sales quota in 2001 by adding new selling techniques, training, accurate forecasting, teaming with outside account managers and coaching 45 inside reps to overachieve.

• Defined, launched and coordinated a best-of-practices sales strategy that increased successful close rate of inside sales reps. which resulted in many Presidents Club company trips to my inside team.

• Engaged with senior management and field sales force with pipeline forecasting, quoting and lead generation which resulted in 25% increase of average inside sale. Tele Sales Territory Representative (1999-2001)

• Achieved 110% of sales quota first 12 months in territory – awarded Presidents Club status in 2000.

• Achieved 135% of sales quota 2001.

• Assigned multistate territory selling intrusion detection / protection software, managed security services and professional security services to enterprise markets in financial, Healthcare, Insurance and commercial accounts.

• Collaborated and strategized with outside Account Managers to win the deal. EDUCATION

, University of West Georgia

PROFESSIONAL DEVELOPMENT

Lanier Business Products Sales Training

The Complex Sale Sales Training

American Marketing Association Sales Training

Proficient in Microsoft Office Suite

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