Toronto, ON 647-***-****
Award Winning IT Account Manager
Business Development Sales Strategist Negotiator
Respected growth-focused sales leader with over 20 years of experience surpassing quotas, increasing sales, and building strong working relationships with clients. A proven track record of building, presenting, and winning bids for government contracts through the public procurement and tendering process. Strategic leader with expertise in product knowledge, marketing and sales strategies, and multi-million enterprise agreements. Extensive experience in cultivating lasting relationships by building credibility and providing exceptional customer service. Negotiator, collaborator, and self-motivated.
New Business Development
Consultative & Solution Selling
Ongoing Needs Assessment
Strategic Sales Planning
Long & Complex Sales Cycles
Exceeding Revenue Goals
Client Satisfaction & Retention
COMPUGEN INC., Toronto, ON 2008 – 2019
Microsoft Software Account Manager
Expertly oversaw the development and management of Ontario based government accounts including provincial and municipal clients for one of Canada’s largest Value Add Resellers (VARs). Strategically bid and navigated the public procurement, tendering, and contract authority process. Collaborated with Compugen Specialists to provide solution consultations, educate and market new features and products, manage escalations, and ensure on-time delivery of deliverables.
Consistently exceeded annual sales targets year-over-year, achieving 127%–2018, 101%–2017, and 128%–2016 while managing a portfolio of 22 Microsoft Enterprise agreements reaching $13.5M per year.
Workplace Safety & Insurance Board: Acquired a dissatisfied client through a company acquisition who was threatening to leave. Meticulously reviewed and analyzed the enterprise agreement, redesigned a new agreement, and detailed plan on how to save the client money. Clearly outlined ongoing account management services and benefits provided. Successfully signed client to a 3-year $5.1M contract for Office 365 and SQL Servers supporting 4300 users and renewed the contract in 2019 with a 10% increase.
Metrolinx: Built the relationship and won the $5M 3-year contract for Office 365, SQL Server, Windows Server licensing. Upon renewal, effectively grew the contract to $9M. Encountered an issue with the client missing a contract milepost and true-up payment even though multiple reminders and meetings were held regarding the deadline. Skillfully solved the issue by identifying and building a relationship with the Vendor Account Manager and never missed a deadline again.
Ontario Lottery and Gaming Corporation (OLG): Established the relationship and won the 3-year $71k contract for testing Office 365 and MS Azure. As OLG scaled their software footprint, software management and billing issues followed. Carefully reviewed and consolidated licenses, simplified billing, secured future scalability, and realized a cost savings or $124k for the customer. Upon contract renewal, retained client and upsold to a $6.3M 3-year contract.
Presto: Expertly won the contract through the tendering process and retained the client for 9 years, growing the contract from $600k per 3-year to $5.2M on last renewal and moved to a more advantageous licensing agreement avoiding the tendering process.
Other major clients included TTC, City of Vaughn, City of Barrie, Ontario Energy Board, Alcohol and Gaming Commission of Ontario, and Toronto Community Housing: Repeatedly saved clients money while earning their trust, and increasing sales by continuously reviewing client’s consumption of software asset benefits, assisting with software asset management projects, risk mitigation, and achieving contract Service Level Agreements and Key Performance Indicators.
Awarded the 2015 Achievers Award for exceeding sales target and achievements.
BEA Systems, Toronto, ON 2006 – 2007
Channel Sales Manager
Established and built the Canadian VAR Channel Program for the world leader in enterprise infrastructure software prior to being acquired by the Oracle Corporation. Developed sales strategies for the Canadian market and provided product training to VAR partners. Built strong working relationships with key stakeholders and business leaders.
Successfully increased license channel sales by 65% and grew the sales pipeline to $2M from under $100k.
Identified and built new client relationships and onboarded 4 new VAR partnerships.
MACROMEDIA CANADA, Toronto, ON 2003 – 2005
Channel Account Manager
Successfully created and developed the Canadian reseller and distribution channel for the pre-eminent software publisher of website and internet application software. Strategically developed the Canadian sales strategy while managing forecasting, budgets, and reporting. Presented and trained accounts on new features, sales strategies, and promotions.
Effectively developed and managed a $10M book of business and grew the channel by 15% in FY2006.
Systematically categorized accounts and reorganized account management to focus and grow Tier 1 Reseller Accounts including Softchoice, Software Spectrum, CDW, Insight, and New Toronto Group resulting in an increase of 57% in sales.
Created and launched multiple incentive programs by collaborating with Marketing and targeting the government sector resulting in increased sales of 92%.
Received the America’s Channel Account Manager Award for Q2 FY06 for outstanding sales achievement by achieving 123% of target.
Additional experience as a Senior Account Manager with NEC-Mitsubishi Electronics Display, National Account Manager with 3COM Corporation, and a Regional Sales Manager with D-Link Networks.
MS Azure, Office 365, Windows Server, SQL Server, SAAS, Cloud Licensing, MS Office
Education & Credentials
Honours Bachelor of Arts in Political Science, University of Western Ontario, London, Ontario
Software Asset Management, Udemy, 2020
Microsoft Certified Azure Fundamentals, 2019
Microsoft Certified Designing and Providing Microsoft Licensing Solutions to Large Organizations, 2018
Microsoft Certified Microsoft Solution Selling
Microsoft Certified Designing, Assessing and Optimizing Software Asset Management
Effective Negotiating, Karrass