University of Northern Colorado

Sterling College

Regional Account Manager at Trend Micro

Colorado Springs, Colorado Area

As a global leader in cloud security, Trend Micro develops Internet content security and threat management solutions that make the world safe for businesses and consumers to exchange digital information. With nearly 30 years of experience, Trend Micro is recognized as the market leader in server security for delivering top-ranked client, server, and cloud-based data protection solutions that stop threats faster and protect data in physical, virtualized, and cloud environments.As a Regional Account Manager I assist clients with improving their security posture on the endpoint, throughout the network, across the physical, virtual, and cloud layers of the datacenter on-prem, in-the-cloud, and in-between as workloads migrate based upon changing business requirements.  With an ever-evolving threat landscape clients look to me, my team, the partners I work with, and our solution experts to provide prevention, detection, and remediation solutions that enable businesses to operate with greater peace of mind and avoid being adversely impacted by threats that can undermine business success and reputation.

Trend Micro

Regional Account Manager

As an Account Executive I supported commercial customers by focusing on establishing authentic, long term relationships with my clients by getting to know them as people, caring about their personal and professional goals, and orchestrating the engagement of resources to provide proper solutions to align with their requirements. I worked diligently to understand the variables and factors impacting my client's business and their marketplace, developing and maintaining an all-encompassing knowledge of Dell Technologies' extensive portfolio, strategically and tactically aligning appropriate resources and solutions to business requirements, planning, orchestrating, and facilitating conversations with clients and specialists, and leading multiple projects simultaneously from discovery to deployment.   In spite of the challenges introduced through the merger of two massive organizations I was successful at navigating and leading the people, processes, and technology internally and externally to ensure client requirements were being met while upholding my commitment to be a team player - intent on helping all parties win with a positive, patient, and collaborative attitude. Over 9 quarters I averaged 100% of quota and was recognized as AE of the Quarter and Team Player of the Quarter for my region. My recommendations from customers, partners, colleagues, and managers speak to my ability to deliver customer satisfaction, build thriving business relationships, work collaboratively, and drive consistent results.

Dell Technologies

Commercial Account Executive

With over 25yrs in the data protection and archival industry, Alliance Storage Technologies specializes in providing archival storage solutions that deliver permanent, long-term, authentic storage of critical records to ensure compliance with regulatory requirements.  Managed sales and marketing efforts of data protection, retention, archival solutions and 3rd party software through existing partner relationships and directly to end users for eastern half of U.S and Canada. Educated partners & end users on value of Cloud integrated Storage (CiS), Archive Mgmt Software, Encryption Software, and archival solutions to drive net-new business and cross-sell/up-sell revenue. Datasheet and marketing collateral contribution and composition. Identified, qualified, selected, and nurtured new partner relationships.

Alliance Storage Technologies Inc

Regional Channel Manager

SearchSpring increases eCommerce merchant site conversions and enhances shopper engagement by providing advanced learning site search, faceted navigation, mobile search and navigation, product recommendations, and automated SEO.  Recruited to manage and influence the business relationships SearchSpring has with eCommerce SMB and enterprise merchant clients with the goal of ensuring clients receive maximum ROI and SearchSpring retains and grows monthly SaaS subscription revenue. Project management responsibilities to ensure new implementations and custom work for existing clients is completed on time and within budget. Responsible for billing of monthly SaaS subscriptions, per event services, custom projects.Consult potential clients on the value of the SearchSpring solution, provide demonstrations of the software solution, and close the business.

SearchSpring

Customer Success Manager

FrontRange Solutions develops, markets and sells software used for multiple functions, including IT Service Management, Client Management, Customer Service Management, and cloud.  Successfully grew ITSM cloud and premise subscription revenues within the western US & Canada territory.  Led the team responsible for closing 5yr $850K SaaS (Software-as-a-Service)/cloud solution (including professional & educational services), enabling the client to consolidate, modernize, and streamline their help desk and customer service operations resulting in improved service delivery and satisfaction.Majority of time was spent engaging in account relationship management and client retention: addressing and resolving existing customer challenges with FrontRange products and services by marshaling the correct resources, planning and coordinating conference calls and on-site discussions with key stake holders, working with Services & Support to create a solution, and holding team members accountable for the completion of their commitments as a part of the overall initiative to improve the customer experience.

FrontRange

Customer Account Executive

DSA is a full-service, single source systems solutions integrator of Infor Global Solutions Distribution ERP software (FACTS & SX.enterprise), business intelligence & analytics, relationship management, e-commerce, warehouse management & logistics, inventory management, and asset management.  Recruited by DSA after demonstrated success in managing ERP partner business and DSA client business while in role at Infor.  Actively managed accounts, developed and grew business relationships with CXO leadership, promoted new ERP add-on solutions, protected and grew business.  Successful at maintaining and growing client satisfaction with DSA customers.

Account Manager

Infor is a privately held U.S. software company that specializes in enterprise software ranging from financial systems and resource planning to supply chain and customer relationships.  Motivated partner sales force in promoting solutions and winning business. Engaged CXO business leadership/ownership and partners within western distribution segment to discuss key business requirements, how the Infor ERP solution was meeting or not meeting expectations, develop and execute get well plan to improve their experience, and identify strategic areas for solution expansion.  Coordinated and directed efforts across Infor teams to drive execution of partner business deals. Forecasting, planning, & reporting in relation to partner deals.

Infor

Partner Account Manager

Directly responsible for winning $36.5M in technology services (Proactive/Mission Critical, Per Event, Break-fix/Reactive, Education) contractual revenue within the government and academic install base in a 5-state territory, Consultative selling to clients at all echelons of business and IT management, addressing/resolving concerns/issues, and improving satisfaction by working closely and productively with service delivery, sales operations, and customer operations teams.  Key leader/go-to person on the team, often engaged by Sales Management, Sales Operations, and Service Delivery regarding upcoming changes, current issues affecting the business, User Acceptance Testing (UAT) for new tools and processes to be introduced to sales teams and contract administrators, and mentoring new team members.  Known for being team-oriented & customer-oriented, an ability to work effectively cross-functionally with virtual teams, and as an excellent communicator.

Field Account Manager, State & Local Gov't and Education

Promoted from individual contributor to people manager.  Supervised a team of 18 inside sales representatives covering strategic corporate accounts representing $1B/yr in revenue. The majority of time conducted and facilitated client satisfaction conference calls, discussions, and meetings to identify areas of improvement in the overall workflow of sales operations and fulfillment of orders.  Invested time meeting 1:1 with individual contributors to ensure performance was in line with company metrics coupled with understanding how individual team members were coping with the constant change/flux within the organization.  Successfully supported and advocated for team while meeting key performance metrics.  Overall approach was one of coach/mentor which resulted in an increase of morale, productivity, and sales.  Improved efficiency and customer satisfaction by enhancing direct account workflow processes, creating single point of contact proposals for account teams, and introducing direct order flow from customers to post-sales team.Created & lead an User Acceptance Testing team for a CRM solution which impacted 400+ sales representatives and management in three contact centers nationwide. The UAT team successfully identified and resolved CRM-related end-user customer issues by working closely with end users, CRM development team, and sales mgmt. The UAT team provided best practices for more efficient and stream-lined use of the CRM tool by end-users.

Corporate Accounts Sales Supervisor

Simultaneously managed the Campuswide Software License Grant (CSLG) program while successfully executing role as a Server & Storage Specialist.Program/project management.  Provided customer service & support to 650 educational institutions enrolled in the CSLG program. Managed renewal notices, order entry follow-up, customer negotiations, and maintained/updated the customer database. Project lead for the quarterly CD-ROM update/release which involved working closely with various members of a virtual team as single point of contact for program: software license Product Access Key (PAK) development and release, distribution and shipping.Increased customer base by communicating with prospective clients through renewal notifications, promoting program benefits, and following-up with clients to close the business.

Compaq

Program Manager, Campuswide Software License Grant Program (CSLG), Public Sector

Without previous enterprise computing experience quickly ramped-up knowledge of datacenter technologies and solutions. Recognized as top performer in consultation, configuration, & sales of 64-bit AlphaServer (Tru64 & OpenVMS), Proliant Industry Standard Servers, & enterprise Storage Array Network (SAN), Network Attached Storage (NAS), and Direct Attached Storage (DAS) solutions. Demonstrated leadership on a regular basis by developing best practices and process improvement recommendations to other team members and management.  Management of the sales team database for tracking individual representatives’ performances.Achieved 160% of sales goal in 2001 which resulted in being awarded the 2001 Compaq Pinnacle Award for outstanding sales production.  2002 sales production: 112% of goal.

Enterprise Server & Storage Specialist, Public Sector

Promoted leasing efforts within Compaq’s Direct Plus (Commercial) telesales organization through motivation/coaching of telesales representatives and interfacing with customers over the phone.Developed and managed leasing promotions/spiffs to encourage utilization of leasing by reps as a tool for closing sales with customers. Successful at developing rapport, expressing empathy, and establishing relationships which resulted in increasing interest/participation of reps as well as overall lease penetration on Direct plus sales calls.

Financial Area Manager, SMB (Small & Medium Business)

Consistently met or exceeded all sales goals achieving 124% of sales goal in 1999 and delivered the highest average unit price sales (add on sales) out of 75 sales representatives in Q2 of 2000.

James Madden