MICHAEL KLUNK
York
Summary
Seasoned Enterprise sales professional with proven track record in managing large-scale business accounts. Demonstrates adeptness in strategizing and implementing effective sales tactics, channel development, negotiation, and relationship management. Strengths lie in acumen for identifying unique customer needs and delivering innovative solutions that boost revenue growth and market share gains. Previous work resulted in increased client retention rates and successful introduction of new products into competitive markets.
Overview
14
14
years of professional experience
Work History
Sr. Enterprise Account Manager
Versa Networks
PA
11.2022 - 07.2023
- Acquired net-new logos through targeted whitespace campaigns and focused events with channel resources.
- Facilitated onboarding of new channel partners within the territory to enhance collaboration.
- Managed opportunity funnel to ensure pipeline coverage and consistent annual revenue growth.
- Forecasted monthly, quarterly, and annual revenue projections for sales leadership accurately.
- Generated leads through outbound campaigns using creative tactics such as webinars or case studies.
- Worked with account teams to build sales strategies and drive incremental revenue.
- Ensured accurate data entry into CRM system regarding all account activity including contacts, opportunities and forecasts.
- Established long-term relationships with key decision makers at client sites.
Sr. Enterprise Account Manager
Nutanix
PA
09.2021 - 11.2022
- Acquired new logos through targeted whitespace campaigns to expand market reach.
- Established and strengthened channel partner relationships by developing and executing strategic initiatives.
- Managed opportunity funnel to maintain robust pipeline coverage for sales growth.
- Forecasted monthly and quarterly revenue projections with high accuracy.
- Worked with clients to define ongoing product enhancements and design adjustments to meet evolving business needs.
- Established long-term relationships with key decision makers at client sites.
- Assisted in developing business plans for strategic accounts that included revenue projections, competitive positioning statements and cost savings estimates.
- Negotiated contracts with clients on pricing terms and conditions.
- Leveraged company product and service offerings to even playing field against stiff competition.
- Collaborated effectively with cross-functional teams such as marketing, engineering, finance, operations for successful delivery of projects, products, services according to customer specifications.
- Attended industry trade shows and conferences; maintained knowledge of current market trends and best practices within the enterprise software space.
Sr. Regional Sales Manager
Mist Systems, a Juniper Company
PA & DE
09.2019 - 09.2021
- Acquired net-new logos while managing enterprise accounts to drive revenue growth.
- Enabled regional channel partners by identifying and signing strategic alliances.
- Managed opportunity funnel to ensure comprehensive market coverage.
- Forecasted monthly and quarterly sales attainment with high accuracy.
- Identified key accounts within the region and developed plans for their growth.
- Developed and implemented strategies to increase sales revenue in the assigned region.
- Analyzed customer data to identify trends, risks and opportunities for growth.
- Collaborated with marketing teams to design campaigns that would reach target audiences more efficiently.
- Penetrated new markets by investigating competitor products, services, and trends.
- Built relationships with key customers and stakeholders in the region to drive sales growth.
Corporate Account Manager
Citrix Systems, Inc.
Mid-Atlantic (PA/MD/DC/VA)
10.2013 - 09.2018
- Managed pipeline and opportunities to consistently exceed multi-million-dollar annual quota of $5-7 million.
- Facilitated all aspects of customer and partner relationships to enhance collaboration.
- Engaged with internal resources and specialists to align and execute sales strategies.
- Directed complex seven-figure sales cycles to successful closure.
- Forecasted monthly, quarterly, and annual revenue projections for sales leadership.
- Maintained technical expertise in various software and hardware platforms and solutions.
- Assisted in developing long-term strategic plans for corporate accounts growth and development.
- Identified customer needs by asking questions and advising on best solutions.
- Developed relationships with key decision makers at existing accounts to increase sales opportunities.
Senior Account Manager
NetComm Solutions, Inc.
Mechanicsburg
03.2009 - 09.2013
- Established role as technical advisor to business leaders and decision makers, identifying opportunities to maximize revenue.
- Executed strategic business development campaigns to drive growth.
- Managed vendor relationships to ensure effective communication and foster partnerships.
- Developed and implemented account plans to increase revenue and market share within designated sectors.
- Maintained an in-depth knowledge of industry trends, competitors, and market conditions to provide strategic advice to clients.
- Developed successful customer relationships to boost sales opportunities.
Education
Associate of Applied Science - Computer Science
York Technical Institute
York, Pennsylvania01.2000
Skills
- Technical aptitude
- Key account management
- Effective communication
- Sales presentations
- Contract negotiation
- Revenue forecasting
- Sales strategy
- Strategic thinking
- Problem solving
- Relationship building
Accomplishments
- City of Philadelphia
- Under Armour
- Urban Outfitters
- Armstrong Companies
- Discovery Channel
- Penn State Univ.
- CAM Excellence Award Winner – 2016 (Citrix)
- Multiple field-level promotions
- 2nd place - Citrix Customer product presentation & demo contest – 2015
- Presidents Club Award Winner
Hobbies and Interests
- Physical Fitness & Strength Training
- Golf, Outdoors, and Travel
- Reading/Continued Learning
Special Related Skills
- Technical Aptitude & Knowledge
- Business Development; New Logo Attainment
- Product Presentations & Solution Demonstrations
- Solution Selling; Align pain points, challenges & Initiatives to tech capabilities
- Consistent overachievement of quarterly/annual quotas
- Contract/Pricing Negotiations
- Customer/Prospect Qualification
- Opportunity Management
- Revenue Reporting/Forecasting
- Public Speaking
Timeline
Sr. Enterprise Account Manager
Versa Networks
11.2022 - 07.2023
Sr. Enterprise Account Manager
Nutanix
09.2021 - 11.2022
Sr. Regional Sales Manager
Mist Systems, a Juniper Company
09.2019 - 09.2021
Corporate Account Manager
Citrix Systems, Inc.
10.2013 - 09.2018
Senior Account Manager
NetComm Solutions, Inc.
03.2009 - 09.2013
Associate of Applied Science - Computer Science
York Technical Institute
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