Sales Leader with Enterprise and Customer Service Expertise

Michael Kuhn

Aurora, CO ***** 720-***-**** *******@*****.*** www.linkedin.com/in/mike-f-kuhn

Summary

Results-driven, Director of Enterprise/Commercial/SLED accounts with extensive experience in Net-New Revenue Generation and sales leadership across the civilian & public sector markets. Skilled in managing Large & Mid-Level Accounts in Business, DOD, Civilian, Local Government, State Agencies, Utilities, and Education accounts, and consistently exceeding quotas. Proven success in consultative sales, territory development, and building strategic partnerships. Strong background in solution selling, competitive analysis, and channel management, delivering impactful business outcomes based on value and project completion. Seeking to apply expertise to contribute to a high-performing sales team in Enterprise, Commercial. Federal Public Sector Sales or SLED Account Executive roles.

Skills

•Net-new revenue generation

•SLED Market expertise

•Government contract negotiation

•Account Intelligence

•Consultative Sales Approach

•Territory Management

•New business development

•Channel Partnership Development

•Relationship building

•Public sector sales strategy

•Hunter / Closer Mindset

•Competitive analysis

•Sales Leadership

•Sales forecasting

•B2B sales practices

•Stakeholder Engagement

•Government procurement

•Proposal writing

•Sales coaching

•Solution Selling

•Cross-functional collaboration

Professional Experience

Territory Director 03/2023 to Current

Five Horizons Denver, CO

•Lead strategic negotiations on net-new contracts and personnel, ensuring competitive terms and seamless execution to drive business growth.

•Oversee key accounts across all customer landscapes developing tailored solutions to enhance customer engagement.

•Develop and implement backup and storage solutions that align with infrastructure requirements, compliance regulations, and long-term scalability.

•Strengthen relationships with Enterprise, Commercial, SLED and Integrator Accounts, fostering trust, driving renewals, and expanding market presence through consultative selling.

•Collaborate with internal teams on solution delivery, contract management, and customer success, ensuring a streamlined and efficient sales process.

Territory Manager - Enterprise 11/2021 to 03/2023

ExaGrid Denver, CO

•Consistently exceeded performance expectations, achieving 110% of the quarterly quota in the first quarter, and booking $500,000 in sales within four months.

•Managed and expanded a five-territory region, including New Mexico, Colorado, and Wyoming, driving revenue growth and customer engagement.

•Led sales and channel management efforts, collaborating with resale partners to implement SPIF programs, and strategic incentives for partner success.

•Developed and delivered SLED-focused backup and storage solutions, ensuring alignment with client requirements, and regulatory compliance.

•Built strong relationships with state and local government agencies, leveraging expertise to position ExaGrid's solutions as the preferred choice.

Senior Account Manager - SLED 04/2018 to 11/2021

Commvault Denver, CO

•Managed a multi-state territory across Arizona, Colorado, Utah, New Mexico, and Wyoming, driving significant sales growth. Built lasting relationships with public sector clients to expand market share.

•Achieved 85% year-over-year growth in existing accounts, consistently surpassing sales targets. Delivered tailored solutions to meet the unique needs of SLED customers.

•Closed $3.2M in sales with the State of Colorado Office of Information Technology (OIT), contributing to $6.9M in SLED revenue. Secured key government contracts through strategic efforts.

•Exceeded sales quotas with 166% in year one, and 185% in year two. Recognized as an FY19 and FY20 'Infinity Club Winner' for overachieving sales goals.

•Awarded the Inaugural “Eagle Award” for outstanding sales performance. Recognized for consistently exceeding targets and driving success in the SLED division.

Field Account Executive - DOD 02/2017 to 04/2018

Sterling Computers Colorado Springs, CO

•Managed Colorado-based commercial and government channel partners, focusing on building revenue and business plans. Developed strategies to drive revenue-generating opportunities.

•Exceeded sales quota by 109% in three quarters, consistently overperforming, and closing high-value deals. Focused on driving growth in the DOD sector.

•Attended the 2017 Denver Business Technology Exposition in the Artificial Intelligence & Big Data Division. Established connections with key players in the tech industry.

•Built and nurtured strong relationships with government and commercial partners. Focused on fostering collaboration and long-term business success.

•Developed strategic plans to address business needs, and maximize revenue potential. Ensured growth across both commercial and government channels.

Regional Sales Director - DOD 08/2015 to 02/2017

Atlantis Computing Aurora, CO

•Supplied and sold cloud solutions for VDI and Modern Data Center deployments. Evangelized Atlantis USX Software to key accounts, resulting in successful sales.

•Established an enterprise-wide Certificate of Net Worthiness with the U.S. Army, completing the initiative in 2019. Ensured compliance and successful certification across Army units.

•Achieved 96% of the sales quota in the first 10 months of employment, delivered results by focusing on strategic accounts and building strong relationships.

•Secured 7 new resale partners, driving business growth and expanding the partner network, enhanced Atlantis's presence in key sectors.

•Sold the largest Air Force hybrid cloud outside of DISA, managing 56 PB of data. Successfully secured a license agreement with the U.S. Air Force.

Account Manager - AIR FORCE 06/2011 to 08/2015

CA Technologies Denver, CO

•Orchestrated and managed strategic sales partners to meet sales targets set by senior leadership. Built effective sales strategies to drive revenue in the Air Force sector.

•Led sales for the organization's Secure Cloud, Hybrid Cloud, and Management Cloud Services. Successfully expanded product offerings and client engagement.

•Recognized as the first representative to achieve an established quota in the Air Force territory in 15 years. Demonstrated leadership and market knowledge.

•Delivered results at 118% of the sales quota, managing $2.8M in new sales in 2014. Focused on meeting and exceeding revenue expectations.

•Closed $946,000 in services contracts with AFRL and AFOSR. Earned the “HVN Rock Star Award” in 2012 and 2013, and was named the “Distinguished Young AFCEAN of the Year.”

Education

Associate's Degree: Business Administration and Management - 1996-1998

College of the Desert Palm Desert, CA

Certifications

•Google Administration Certification - 2019

•Leadership Aurora - Aurora, CO - 2014

Military Experience

Veteran, U.S. Navy 1994 - 1998

USS Boxer, LHD-4, and HSL-45, Anti-Submarine Squadron

•Led teams in high-pressure environments, managing operational readiness and strategic execution, which cultivated skills in leadership, problem-solving, and adapting to dynamic challenges

•Developed attention to detail expertise and collaborative team-building strategies, aligning with the needs of government and defense sectors, which directly translate to successful public sector sales strategies

Professional Affiliations

•Wounded Warrior / Airman Program Charity

•Leadership Aurora - 2015

•Toastmasters - Commvault Systems

•Volunteer - Goodwill of Colorado

•Umpire - Colorado High School Baseball

•Life Coach

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