Sales Manager
Resume:
Michael Anderson
**** ******** ****** ~ Alpharetta, GA 30022
************@*****.***
Leadership Profile
Highly accomplished executive, with a successful 21-year career that excels in dynamic, high pressure, fast paced environments.
Hands on leader, natural communicator with strong motivational skills. Over a decade building high performance teams, developing sales strategy, orchestrating communication throughout the sales lifecycle with interdepartmental and external teams, prioritizes opportunities while achieving results to facilitate business growth that’s aligned with strategic corporate goals.
Creative intellectual with a passion for thinking outside the box. Skilled in understanding customer issues, resolving problems by turning a concept into a product or service, managing complex opportunities to deal closure, mitigating risk during pre/post sales cycles.
Expert presenter and negotiator. Able to forge solid relationships and build consensus among leadership, business teams, customers and partners.
Sales specialties include: Applying career knowledge in support of Complex Enterprise License Selling, Software and Platform As a Service (SasS/PaaS), Business Case Development, Positioning Pilots to determine customer ROI, Customer Service & User Experience, Order Provisioning and Orchestration for Complex Sales Channels, business transformation deploying Automation and Artificial Intelligence (AI), OSS/BSS integration and transformation, Business/Care Operations, Managed Services and Outsourcing/Hosting.
Core Competencies
Creating Strategic Vision Executive / C-Level Sales
Competitive Intelligence Interdepartmental Coordination & Leadership
Contract Negotiating & Vendor Management Team Development, Training & Leadership
Strategic Business & Organizational Planning Leading Complex Sales & Program Lifecycles
Developing Solutions, Direction & Support Program Planning & Management
Professional Experience
IPsoft, Atlanta, Georgia 02/17 to Present
Vice President/General Manager – South & Midwest Regions (Sales and Delivery)
As an established Cognitive Artificial Intelligence (AI), Automation and User Experience executive, develop and lead the Southern Region of North America from 5M to 45M in annual revenue achieving 50% - 70% Gross Margin. My team consists of 12 direct reports with a combined effort of 100 to 125 resources across various client facing and delivery roles such as Sales Directors, Sales Engineering & Architecture, Enterprise Managers and Project Managers. Besides from the daily strategic and tactical leadership requirements, responsible for developing the sales strategy, assigning quota, account territory, delivery KPI’s to direct reports and provide corporate visibility reporting weekly Sales Forecast and P&L to the CEO and Executive Leadership Team.
Selected Achievements:
oRanked #1 Globally by achieved 450%+ Regional Quota and exceeded margin targets by 20% adding 6 new F100 logos for 2018.
oRanked #2 Globally by achieving 400%+ of Regional Quota by expanding existing brands and adding 10 new logos in 2019.
oCurrently Ranked #2 Globally in 2020.
oAnalyze the South Regional Territory to develop a sales and market strategy focused on the Fortune 500/Global 2000.
oEvangelize IPsoft’s brand in the marketplace by presenting, promoting and selling IPsoft solutions leveraging a value focused sales approach.
oEducated, develop and maintain customers in the Financial, Hospitality, Insurance and Medical verticals by adding 11 new logos (clients provided at request).
oDevelop trusted relationships with local partners and global system integrators to cultivate new opportunities and drive successful customer implementations. Current Alliance partners include TEKsystems, Accenture, Deloitte and regional mid-market firms.
oMonitor competitor’s new products, pricing and market conditions to understand IPsofts differentiators and expose for presenting winning proposals.
oLead by example, creating a result driven environment by encouraging debate, ownership, and freedom to be innovative.
HERE, Atlanta, Georgia 02/15 to 02/17
Director / General Manager – Enterprise Software Accounts
Sales and business development Global Geographic responsibility for HERE’s Enterprise business unit managing a team supporting GIS & Logistic Software Providers such as Oracle, Esri, Microsoft, Manhattan Associates and AWS.
Selected Achievements:
oManage 10 Account Executives, 3 Business Development Manager & 1 Inside Sales Representative
oResponsible for delivering 50M in net new revenue for FY17 achieving 160% of quota.
oDevelop and insure execution of HERE’s Global Oracle business unit by developing and leading strategic direction.
oBuilt and deployed Sales Compensation Plans and Business Development Score Cards
oOversee and coordination marketing resources to develop brand and market penetration
oCreate and manage account plans for regional coverage for all Enterprise Accounts, which includes Oracle, AWS, SAP, PNC, NCR, DirecTV, USPS, Pfizer, Fannie May, etc…
oDeveloped new pricing and partner models for Resellers and VAR’s ranging from regional to global focus.
oFY15 & 16 100% Club
LIVEPERSON, Atlanta, Georgia 9/13 to 02/15
Director, Key Accounts
Managed LivePerson’s largest Strategic Accounts leading a team of roughly 40 key contributors that comprises of Sales and Customer Success. The collective team is responsible for transforming LivePerson’s go-to-market strategy for growing, obtaining and finding large Enterprise Accounts such as AT&T, Verizon, DirecTV, Cox Communications and TWC.
Selected Achievements:
oManage $45 million quota (25% of company revenue) and generate a sales pipeline of $20 million with a close rate of 50%. Exceeding quota in first 6-months of 2014 while renewing 100% of existing revenue.
oDisplaced an existing incumbent by penetrating, developing and driving ROI that far exceeds their current business objectives.
oBuilt, redefined and managed processes within the organization driving change within the largest Strategic Accounts. Main focus was eliminating redundancy, increasing margins, limiting risk and streamlining for quick customer satisfaction.
SYNCHRONOSS TECHNOLOGIES, Atlanta, Georgia 06/11 to 07/13
Director, Client Development
Provide strategic and tactical Business Development leadership across all AT&T sales channels, which include Emerging Devices, Emerging Enterprises, Retail, Device Marketing, National Retail, Digital Life, Cloud Services, CTO/Product Realization, AT&T.com, Care/Operations and Indirect selling Enterprise Software as a Service (SaaS) Product and Services offerings.
Offerings consist of two main components: 1. Sales Channel Enablement is a core single or multi-tenant OSS/BSS platform, which includes Order Manager, Workflow, Order Orchestration & Gateway, Business Intelligence, Portal (Learn, Shop, Buy), Buy Flow, Catalog, Content Management and Billing; 2. Cloud Based Services focused on addressing User Experience for On Device Technology, which includes Network Address Book, Content Transfer & Synchronization, Mobile Device Connectivity Software, Bandwidth & Network Management, IVR and Device Care Solutions with Voice Recognition/Intelligence and Mobile Device Personalization and Setup.
Selected Achievements:
oDisplaced an existing incumbent by penetrating, developing and closing the first Synchronoss Cloud Based Product and Services opportunity with AT&T Device Marketing and Product Realization/CTO organizations with estimated revenue of $5M annually (total deal value $15+ million over 3 years). Success was achieved by fully understanding customer issue and requirements, socializing internally with all interdepartmental teams/executives to develop a strategy, building an ROI for displacing incumbent and initiating the pre-defined sales plan.
oBy maintaining Exec Level relationship and satisfaction, positioned Synchronoss to expand the Cloud Base business by introducing legacy and new service offerings through acquisition.
oOn pace to achieve 150% of target quota by hunting for new relationships and expanding on existing opportunities.
CAPGEMINI, Atlanta, Georgia 03/10 to 06/11
Senior Manager, Business Development
Responsible for AT&T Account Management, including leading sales efforts to meet and exceed targets, managing and developing the account strategy, overseeing deal reviews, and account planning. Lead all proposal development, contract negotiations and responses to all solicited and unsolicited opportunities, which limited Capgemini risk and improved winning percentages. In addition, built new and leveraged existing relationships to understand the competitive landscape while focusing on positioning Capgemini as the leading service provider.
Core offerings included leveraging Capgemini competencies such as consulting, production sustainment, staff augmentation and managed services in support of Enterprise Software platforms running Oracle, SAP, SalesForce, Microsoft, HP and NetApp. In addition, partnered with specialized Capgemini interdepartmental Business Units such as Business Intelligence, Telecommunications and Call Center Operations to positions OSS/BSS services.
Selected Achievements:
oIn 7 months, grew AT&T account Sales to $29 million from $10 million
oAchieved 342% of FY10 quota by penetrating, developing and closing new opportunities, leveraging existing customer relationships and introducing large strategic sales opportunities
oOn target to achieve 280% of FY11 quota by expanding on prior years Sales Strategy and targeting new opportunities
ORACLE CORPORATION, Atlanta, Georgia 03/05 to 05/10
Strategic Account Manager, Advanced Customer Service
Responsible for positioning, developing and maintaining Strategic Accounts focused on complex sales cycles, “hunting” and “farming” middle management through C-Level Executives, developing and managing territory call plan and pipeline, collaborating internally and externally with interdepartmental teams to streamline pre/post sales initiatives, and conducting/leading all sales & delivery meetings.
Selected Achievements:
oManaged on average 36 Strategic Accounts, which included verticals such as Telecommunication, Financial, Retail, Hospitality, and Entertainment. Key accounts included AT&T, Cingular, Verizon, Alltel, Financials, SunTrust, PNC, Equifax, American Express, Office Depot, Marriott, Wyndham, and Sandals Resorts.
oFinalized numerous MSA’s by negotiating terms in favor of Oracle for ongoing services and support. Examples include the consolidation of SBC, BellSouth, Cingular and AT&T during 2009 merger.
oOn pace to achieve 318% of target quota for FY10
oConsistently achieved 160%+ of sales quota
oRanked in the top 5% of the Sales Force managing reoccurring revenue of $12+ million annually while maintaining a new sales quota averaging $4 million
oFY08 Received “Rep of the Year” award
oClub Excellence FY06, 07, 08, 09, 10
Education
UNIVERSTITY OF CENTRAL FLORIDA, Orlando, Florida
Bachelor of Business Administration & Management Information Systems, 1999
FLORIDA STATE UNIVERSITY, Tallahassee, Florida 1995 – 1996
Boards and Awards
Former Board Member Awards
ArrowCoreGroup 2009 – 2013 2007 Oracle Rep of Year
SameSurf Sales Advisor 2015 – 2016 2008 & 2009 Oracle Pace Setter Award
Oracle Spatial Board 2016 - 2017 2005 – 2009 Oracle Club Excellence
Joining Executive Rankings 2019 2014 & 2015 HERE 100% Club
2019 #1 Global Regional Territory
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