Michael Sta. Rufina De Guzman

+** 999-***-****

add61t@r.postjobfree.com

SUMMARY OF EXPERIENCE: Mike is a seasoned enterprise IT sales and marketing professional with over 10 years of experience in direct and channel sales. He is a well-versed individual in tech B2B full sales cycle management.

WORK EXPERIENCES

SR. ACCOUNT MANAGER (SAP)

AGS (ABM Global Philippines)

(March 2019 – Present)

In charge of accounts management (new and existing) and revenue generation for SAP ERP solution.

Prospects, assess and recommend business solutions and influence client on latest technology trends to enhance/ complement business processes.

Acquire new logos and ensures client close-win deals.

Project and source new leads to generate revenue, maintain business continuity and profitability of the company.

Draft comprehensive proposal with the aid of pre-sales to strategically communicate the value proposition of both company and product to the customer.

Ensure client need is met within reasonable time, standard and quality.

Regular alignment meeting with the management on sales forecasting and sales closing.

Conduct client meetings and presentation to encourage and introduce solution and resource required based on requested information of clients

In charge of Budget proposals for each opportunity/project for approval of the management based on Approved Budget Cost (ABC).

SR. ACCOUNT MANAGER (SAP & Oracle- Netsuite)

KAISA CONSULTING INC.

(November 2017 – January 2019)

In charge of accounts management (new and existing) and revenue generation for SAP & Oracle – Netsuite ERP solution.

Prospects, assess and recommend business solutions and influence client on latest technology trends to enhance/ complement business processes.

Acquire new logos and ensures client close-win deals.

Project and source new leads to generate revenue, maintain business continuity and profitability of the company.

Draft comprehensive proposal with the aid of pre-sales to strategically communicate the value proposition of both company and product to the customer.

Ensure client need is met within reasonable time, standard and quality.

Regular alignment meeting with the management on sales forecasting and sales closing.

Conduct client meetings and presentation to encourage and introduce solution and resource required based on requested information of clients

In charge of Budget proposals for each opportunity/project for approval of the management based on Approved Budget Cost (ABC).

SALES & CHANNEL PARTNER MANAGER

STAFF.COM / TIMEDOCTOR (Workforce Analytics)

(June 2016 – October 2017)

Drive year on year revenue growth and profitability to the business through direct and indirect sales channels

Introduce new business leads to the company and bring opportunities up in the sales funnel

Manage sales cycle from lead to close

Determine annual unit and gross-profitability plans by implementing marketing strategies; analyzing trends and results

Establish sales KPI by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products

Provide operational support and direction to a team of inside sales account managers

Hire and develop new sales staff

Partner recruitment, enablement and channels profitability

Conduct sales presentation

Participate in International tech training, conferences and seminars

LEAD INSIDE SALES

PROGRESS SOFTWARE CORPORATION (CSP)

(October 2013 –February 2016) Concurrent role with Rollbase

Manage team of Inside sale professionals in selling cloud services across APAC region

Design and implementation of standard sales process and inside sales team structure

Design, development and implementation of Inside sales campaign strategy, call scripts, lead nurture program, sales presentation, and unit report structure

Drive Inside sales unit in utilizing multi – channel sales approach for sourcing new sales opportunities such as marketing events, social media marketing, inbound lead follow-up, outbound cold calls, and email correspondence

Aggressively qualify lead and assist sales team in moving opportunity up in the sales funnel

Act as point of contact for inside sales team in routing qualified opportunities to the appropriate sales resource for further development and closure

Assist sales team in closing sales and achieve quarterly quotas

Leverage salesforce.com to maintain and expand database of prospects within assigned territories

Team with channel partners to build pipeline and close deals

Perform face to face and online demos to prospects utilizing collaborative tools such as citrix online, skype for business, webex etc.

Perform quarterly / annual business review

Participate in international sales training, conferences and seminars (US, Singapore etc.)

SALES MANAGER

ROLLBASE PHILIPPINES (PaaS vendor / CSP)

(October 2013 –February 2016) – transitioned from JMANGO

Drive revenue growth to the business through direct sales channel

Manages sales cycle from lead to close

Design and implement strategic business plan that expands the company’s customer base and ensure it’s strong presence

Own recruiting, objectives setting, coaching and performance monitoring of sales representatives

Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs

Present sales, revenue and expenses reports and realistic forecasts to the management team

Identify emerging markets and market shifts while being fully aware of new products and competition status

BUSINESS DEVELOPMENT / INSIDE SALES

JMANGO PH(Mobile Solution provider)

(January 2012 – September 2013)

Design, development and implementation of standards sales process, lead nurture program and sales reporting.

Process new sales leads using sales enablement / collaboration tools such as Nutshell & Rollbase CRM, Citrix online, Cloud Drive and MS office suite to communicate and move opportunities in the sales funnel

Managing the correspondence between the sales team and their clients

Monitoring customer accounts

Providing data and reports to help the sales team

Keeping track of sales targets

Answering phone calls & Scheduling diaries

Provides global administrative and backend support to sales manager in lead pipeline data management, asset management, sales presentation, scheduling and hosting of international demo’s, meetings, trainings/ seminars.

INSIDE SALES CONSULTANT

COMSCENTRE AUSTRALIA, a CISCO SILVER PARTNER– (Sept.2010 – Oct.2011)

Perform outbound outreach campaign thru phone calls, email, social media marketing to generate demand and sales leads.

qualify sales leads base on budget, authority, need & timeframe (BANT)

manages sales cycle from leads to opportunity conversion

works with business development manager in moving sales lead, opportunities up in the sales funnel (closer to close)

perform online demos with customers utilizing collaborative tools such as citrix online, skype for business, webex etc

uses company's crm to maintain and expand database of customers& prospects within assigned territories

SALES EXECUTIVE/ LEAD GENERATION SPECIALIST/

APPOINTMENT SETTER – (Epicor ERP)

CONTACT CENTER.COM – (January 2007 – November 2009)

Highly knowledgeable individual with proven track record in identifying, engaging and delivering qualified and closeable leads /opportunities for Local Sales Manager

Highly sensible and strategic in positioning company and product to develop new business

Leverage existing client relationship to gain new business

Highly Proficient in using sales enablement / collaboration tools such as SFDC, Citrix online, Cloud Drive and MS office suite to communicate and move opportunities in the sales funnel

Has exposure in face to face selling of Epicor ERP to LGU’s, Manufacturing, Distribution, Retail companies and more.

EDUCATION AND TRAINING

Bachelor of Science in Physical Therapy (1995-2000)

Our Lady of Fatima University

Manila, Philippines

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