Account Sales Manager in San Francisco Bay CA Resume Mike Cabbell by MikeCabbell


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.

More Info
									                                        Mike Cabbell
510.552.3869 (Mobile)                                                  

                                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
          Channel Manager award for the 2 quarter 2008
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

       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
       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
       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)

Avant! Corp. – Leading provider of EDA software and services used to design complex integrated
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

                           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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