VIEWS: 139 PAGES: 2 CATEGORY: Resumes POSTED ON: 6/19/2012
Mike Cabbell has a proven track record of exceeding sales targets. He is an expert closer committed to a solutions-based sales approach and customer-centered focus. Mike has demonstrated success adding lucrative value-added reseller (VAR) business. He has a reputation for integrity, follow-through, and results. Mike has a proven track record developing significant revenue producing partnerships.
Mike Cabbell 510.552.3869 (Mobile) email@example.com LinkedIn: http://www.linkedin.com/in/mikecabbell SALES PROFESSIONAL Software / SAAS / Hardware Sales / Skilled Negotiator Proven track record of exceeding sales targets. Expert closer committed to a solutions-based sales approach and customer-centered focus. Demonstrated success adding lucrative value-added reseller (VAR) business. Reputation for integrity, follow-through, and results. Proven track record developing significant revenue producing partnerships. Business Skills Prospect Qualification Executive-level Presentations VAR, MSSP & OEM Business Quality Pipeline Development RFPs / RFQs Team Mentoring B2B / State, Local and Education Reseller Recruitment (SLED) Customer Account Management Competitive Contract Wins Issue Resolution Management Partner & Customer Relationship IT sales solution selling Management Relationship Marketing Professional Experience Nalpeiron, Inc. – Small Start-up company offering a leading hosted software licensing solution for online and offline activation for Linux, Mac and Windows applications and the flexibility to manage this infrastructure in the cloud or on-premise. Sales Manager 2011- 2012 Direct sales role making 50-75 calls daily targeting CIO / CTO and Product Managers Consistently met or exceeded quota and signed customer to multi-year deals Established relationships with key accounts for upsell Generated white paper and reference customers Cleansed and prioritized the leads database to focus on viable opportunities ScriptLogic, Inc. – Recognized leader in the management, monitoring and support of desktops, servers and networks, a wholly owned subsidiary of Quest Software Channel Sales Manager 2007 - 2011 Home based in San Francisco / San Jose Bay Area for this Florida headquartered company. Responsible for recruiting, training, and growing reseller channel for this two channel company with territory from Texas to Hawaii with travel up to 50%. Increased direct touch with partners and customers over 200% Recruited and on boarded 2-4 partners monthly Managed distributor relationship and point person for OEM relationship with large west coast technology manufacturer Galvanized focus on West Coast Utility rebates to maximize product sales nd Channel Manager award for the 2 quarter 2008 th F-Secure, Inc. - 6 largest publicly traded anti-virus solution company Channel Sales Manager 2004 – 2007 Responsible for recruiting, training, and growing reseller channel for this 100% channel-focused company. Territory included 50% of the United States and Canada. Provided guidance and assisted resellers in qualifying and closing new and renewal business. Traveled up to 50% of time meeting resellers and customers and successively worked trade shows gathering customer leads and reseller leads. Negotiated the first North American MSSP deal with a large Server Hosting Provider making F- Secure the sole recommended solution on Linux and Microsoft Servers Achieved 105% of quota in last quarter at company and was at 115% of quota in previous quarter Salvaged significant large customer and turned them into a reference account Engaged as point person to assist in resolving elevated technical issues for key customers st Re-energized stagnant VAR program and grew active Resellers by 46% since 1 quarter 2005 Consistently won competitive deals against Symantec, Trend Micro, McAfee, and Barracuda Networks nd Channel Manager award for the 2 quarter 2006 Sales Contractor 2003 – 2004 VeriSign Inc. - Leading secure sockets layer (SSL) Certificate Authority enabling secure e-commerce and communications for Web sites, intranets, and extranets Consistently achieved over 90% of planned monthly sales quote and exceeded 107% of quota in final month and 100% in last quarter and consistently made between 50-100 calls daily while overcoming numerous price objections in a commodity based marketplace Advanced Data Exchange - Offers an outsourced electronic data interchange (EDI) service Hunter sales position and excellent presentation skills needed at this pre-IPO EDI service provider. Runtime Design Automation – Automation software tools to manage all chip design resources such as licenses and CPUs while streamlining and prioritizing running engineering jobs Hunter sales role reaching out to chip design customers within the Electronic Design Automation (EDA) industry Avant! Corp. – Leading provider of EDA software and services used to design complex integrated circuits Sales Representative 1999 - 2002 Drove sales of software products within the EDA industry through cold calling, trade shows, and networking. Developed and leveraged close relationships with customers, engineering, and other key functional areas to successfully distribute to and support customers in a highly technical sales and product development environment. Achieved 100% of plan $1.5 million quota in 2001 and on plan for quota for $2 million quota in 2002 prior to sale of Avant! to Synopsys Competed against “free” business models versus Avant! model of cash flow up front with follow- on royalty streams Highly effective in developing and maintaining key relationships through expert rapport-building and tenacity. Consistently successful in penetrating new accounts and growing sales at existing accounts Education & Professional Development Master of Business Administration - Marketing Golden Gate University, San Francisco, California Bachelor of Science - Business Administration - Marketing California State University, East Bay, Hayward, California Avant! Sales Training Courses Nahman Parsons Sales Training General Electric Training Courses GE Workshop in Negotiations Skills Finance for Non-Financial Managers Quality Team Training (Six-Sigma) Supplier Management Workshop
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