Sales Account Manager
Resume:
Mike Fornah
Triangle, VA
**********@*****.***
Professional Summary
Vision-driven change agent with a career-long record of account management, client relations, and strategic marketing for emerging and leading organizations
Accomplished, results-oriented, Sales and Account Executive highly regarded for establishing partnerships, generating revenue, and creating innovative solutions to complex business problems. Adept at produce timesaving, money-saving results, and well-versed in opening floodgates to exponential sales and revenue growth and retaining customers. Proven competencies in improving organizational productivity through the development and implementation of strategies that foster operating synergies and facilitate lasting and positive change. Demonstrable history leading sales teams to penetrate new markets with latest IT products to achieve sales goals. Dedicated leader with a proven history of building and motivating high-performing teams that surpass all expectations. Organized and a keen eye for detail, with demonstrated ability to prioritize and manage multiple projects simultaneously. Product knowledge and professionalism in researching and sharing service-related information with account teams and customers. Leverage strong communication skills to foster long-lasting relationships with colleagues, clients, and stakeholders. Thrives in fast-paced, collaborative and diverse environments.
Selected Highlights and Skills
Manage $1.3M of Cox business in multi-dwelling communities, while developing relationships, and negotiating with C-Level officers within MDU portfolio partners.
Receive Cox MDU East USA team account manager of the month, Dec 2018, Feb 2019, Jun 2019, Aug 2019, Nov 2019, Jan 2020, Feb 2020, March 2020, December 2020.
Ability to cultivate and maintain excellent relationships with new prospects and existing customers to ensure account retention, growth, and position company as the preferred vendor for meeting all business needs.
Expertise ensuring customer success during all phases of the sales process and experience driving revenue and market share in a defined territory or industry vertical.
History of successful sales with large-scale customers and enterprises.
Strong communication skills and ability to synthesize complex issues and communicate clearly and hold excellent oral and written communication skills.
Able to plan, execute, monitor, and complete projects in timely manner and determine potential problems and seek prompt cost-effective resolutions.
Core Competencies
Telecom Service Management
Sales Planning
AWS Cloud & Vendor Relations
Cloud Technology/Services
IGP/BGP Protocols
Strategic Planning
Leadership/Networking
Operations
Sales Quota/Target Attainment
Layer 2, Layer 3, & Voiceover IP
Sales Prospecting & Negotiations
Product/Program Adaptation
Professional Experience
Cox Communications, Herndon, VA, 2018-Present
INDIRECT ACCOUNT MANAGER
Oversee all aspects of Multi Dwelling Units agreement during all phases of agreement lifecycle, launch, implementation, and renewal, act as key point of contact for relevant industry partners.
Act community ambassador for company and recognized as a subject matter expert on MDU matters; determine strategies and plans to address competitor activities in very fluid market.
Determine and support initiatives used internally to drive sales production and/or enhance go-to-market efficiencies; collaborate interdepartmentally to maximize service rights and drive MDU penetrations.
Superintend $1.3M of Cox business in multi-dwelling communities, foster relationships, and negotiate with C-Level officers within MDU portfolio partners.
Deliver market feedback to corporate MDU sales leadership to help shape and change market strategy.
Handle $1.5M of Cox MUD business in Northern Virginia market.
Rank top Cox Communications MDU Account Manager in key Metrix.
Earn Cox MDU East USA team account manager of the month, Dec 2018, Feb 2019, Jun 2019, Aug 2019, Nov 2019, and Jan 2020.
Obtain and maintain average 103 percent MDU portfolio penetration target Sept 2018-March 2020.
Reached 104 percent MDU Portfolio revenue target Sept 2018 to March 2020.
Expereo USA, Reston, VA, 2015-2018
GLOBAL ACCOUNT MANAGER
Developed and directed Channel Partner engagement; identified and maintained relationships with key account personnel.
Contributed to various industry events and conferences and aided in executing all projects effectively and enhanced sales.
Searched for and recruited new strategic channel partners via cold calling, network events, email campaigns, databases, and LinkedIn premium.
Confirmed compliance with all management reporting requirements and monitored work according to company policies.
Supervised Key Global Telecom Carrier Accounts to meet and exceed revenue targets.
Performed reviews for channel partners offering insights, growth opportunities, and strategy recommendations to enable channel partners to meet annual growth objectives.
Constructed proposals, presentations, and RFP responses.
Exceeded target within “ramp-up period” and achieved 180 percent of target Q3 2017.
Facilitated and sold global deals with Exxon, Pepsi, Gates Foundation, P&G, and Pfizer.
Attained 140 percent of target, 3 of 7 quarters and top three in closed business margin.
Perspecsys, Mclean, VA, 2014-2015
BUSINESS DEVELOPMENT ASSOCIATE
Conducted outreach to prospects generated by marketing programs, cold, warm, or hot leads.
Set up Accounts in Salesforce, scheduled follow up activities, 200 plus leads weekly.
Created projections for monthly volume, penetrations, and new business acquisitions versus company spend and successfully met objectives yearly.
Found decision makers in targeted accounts and moved down sales process through direct outreach and worked via partnership network.
Used CRM to monitor old prospects to convert to new revenue as well as reestablish relationships with previous paying clients.
Partnered with Marketing and Director to determine necessary strategic sales approaches and executed tactics to move opportunities from marketing qualified leads to sales qualified leads.
Coordinated and delivered sales presentations, product/service demonstrations, and other sales actions.
Related Work Experience:
AT&T, Falls Church, VA, 2012-2013
INSIDE SALES/SUPPORT SPECIALIST
AOL, Dulles, VA, 2013-2014
SALES/RETENTION AGENT
Education and Credentials
Master of Science (M.Sc.) in Telecommunications, Systems Engineering, 2021 (3.8 gpa)
George Mason University, Fairfax, VA
Bachelor of Science (B.Sc.) in Information Technology Management, 2018
American Public University Systems, Charles Town, West Virginia
Associate of Science (A.S.) in General Studies, 2014
Northern Virginia Community College, Annandale, VA
Certifications
Professional Certificate – AWS Cloud Practitioner, 5/2020-5/2023
Awards and Honors
Cox Communications MDU Sales All Star - Dec 2018, Feb 2019, Jun 2019, Aug 2019, Nov 2019, Jan 2020, Feb 2020, March 2020, December 2020.
Professional Affiliations
Telecom Professionals of America
Volgaenau School of Engineering
Total Telecom Professional Network
Volunteerism
America The Beautiful Fund, Washington DC – 2011-2012
Melqosh International Inc - 2017-Present
Additional Information
Languages: English, Krio
Technical Proficiencies: Good understanding of Cloud/AWS core services, Front End Web development, responsive design. SD-WAN, Unified Communications, HTML5, CSS, Java Script., Communicating Telecom networks and services; Layer 2, Layer 3, Voice over IP, IGP, BGP, TCP, UDP, and Microsoft Office: Word, Excel, Outlook, PowerPoint, Access, CRM Database Management, Salesforce, Pardot, Tableau, AVV, Social network platforms, OIS layers, Internet research.
Interests: Basketball, emerging Technologies, Real Estate Development, Music, Football, Soccer, Tech Articles, Biographies, Documentaries, Stocks.
References are available upon request.
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