Summary
Overview
Work History
Skills
Accomplishments
Education
Certification
Timeline
Generic

Michael Auger

Linkedin.com/in/mrmikeauger,ON

Summary

Charismatic sales professional with experience building relationships by resolving complex customer requests with SAAS and technology solutions. Effective and proficient in solution sales methodology to acquire new customers and increase existing customer ARR. Dynamic communicator who consistently exceeds quota and company expectations.

Overview

13
13
years of professional experience
5
5
years of post-secondary education

Work History

Canadian Territory Account Executive

PDSVISION
Toronto (Remote)
05.2019 - Current
  • Implemented effective account management practices both in person and remotely , resulting in increased customer retention rates and long-term client loyalty with key accounts and new logos countrywide
  • Delivered persuasive sales presentations that highlighted product features, benefits/metrics, and value proposition, resulting in increased deal closures and positive ARR.
  • Conducted regular check-ins with existing clients to assess their needs and identify upselling opportunities.
  • Collaborated with cross-functional global teams at PDSVISION to develop comprehensive marketing strategies, resulting in increased brand awareness and annual recurring revenue growth.
  • Participated in PTC (www.ptc.com) sales training sessions (MEDDICC, Digital selling, SBI) to stay current on industry trends, product updates, and innovative selling techniques.
  • Managed many different competitive channel accounts within Canada to sell software technologies including Mechanical CAD (Creo), Product Lifecycle Management (Windchill PLM), Augmented Reality (Vuforia) , Smart Connected products/operations (Thingworx/Kepware), Application Lifecycle Management (Codebeamer/ RV & S) and Service Lifecycle Management from PTC
  • Established strategic partnerships with complementary businesses within the territory to expand market reach and drive mutual growth opportunities.
  • Established rapport with potential clients at industry events, Webinars and local PTC user group events
  • Developed SaaS sales strategy based on research of consumer buying trends and market conditions.
  • Attended monthly sales meetings remotely and also quarterly/annual sales trainings in Frisco, TX, Cleveland, OH and Boston, MA .
  • Negotiated prices, terms of sales and service agreements with PTC as a PTC Partner Sales representative.
  • Utilized CRM tools (Salesforce, Netsuite) and other software tools (ZoomInfo Sales, Engage, LinkedIn, Seismic) to efficiently manage leads, track progress against goals, and maintain accurate records of all client interactions.

SaaS Account Executive

Invaware Corporation
Remote
04.2018 - 04.2019
  • Developed sales proposals and leveraged reports aimed to improve efficiencies and introduce IoT into a manufacturing environment.
  • Contacted prospective customers by phone and email in response to inquiries about the Mr. Narrative web application and custom SaaS solutions developed by Invaware (Start up).
  • Communicated the progress of monthly and quarterly initiatives to internal development teams.
  • Monitored metrics and marketing investments to assess performance to implement continuous improvements.
  • Owned all aspects of sales planning, development, and team and account management for North America.
  • Collaborated with marketing personnel to optimize strategic initiatives and promotions.
  • Represented Invaware at manufacturing trade shows in U.S. and Canada including IMTS in Chicago, Fabtech in Toronto and MMTS in Montreal.
  • Proactively and professionally solved complex strategy problems that impacted the direction of the business.

Account Executive

Hawk Ridge Systems
Mississauga, ON
02.2016 - 04.2018
  • Served as a trusted advisor to utilize software features and functionality to address business needs.
  • Maintained a high level of understanding of Mechanical Engineering and Manufacturing industry standards and product trends
  • Stayed up to date on changing industry, competitors and opportunities related to prospective design and manufacturing customers.
  • Communicated between internal and external stakeholders, clients and vendors effectively.
  • Represented Hawk Ridge Systems as a SOLIDWORKS sales professional at onsite customer and prospect meetings in Ontario.
  • Effectively communicated with clients using well-developed interpersonal skills, which helped to improve relationships and rapport and improved the reputation of Hawk Ridge Systems in Canada.
  • Identified customer-specific needs surrounding 3-Dimensional Computer-aided Design as well as Finite Element Analysis (FEA)
  • Ensure that subscription service levels were met and exceeded expectations.

Strategic Account Executive

SHI Canada
Toronto, ON
10.2013 - 12.2015
  • Demonstrated effective execution and understanding of the core sales strategy around Microsoft Enterprise licensing agreements, Data Center Solutions, Software program management from other vendors and commodity hardware for multiple organizations in Ontario.
  • Identified prospective customers by using business directories and following up on leads from existing clients.
  • Completed daily outbound calls, up to 9 hours per day.
  • Quoted prices, credit terms and other bid specifications.
  • Wrote sales contracts for orders obtained and submitted orders for processing.
  • Built a diverse and consistent sales portfolio.
  • Increased sales volume by adding hundreds of buying accounts in the Corporate Canadian territory.
  • Presented a professional image consistent with SHI's brand values.
  • Performed required travel for training and scheduled events.
  • Achieved and surpassed Strategic Account Executive Sales goals by 200% in 2014 with 100% Gross Margin attainment in 2015

Account Manager

CDW Canada
Toronto, ON
10.2011 - 10.2013
  • Exceeded sales goals and market competitions through effective negotiation of product and material pricing, freight and delivery rates and employee payment terms.
  • Built strong client relationships and provided high value-adding services, resulting in a 15% company market share increase.
  • Utilized CRM software to effectively organize customers and document entire sales process.
  • Developed and maintained long-term relationships with policyholder's and small business entities.
  • Boosted sales numbers with proactive account servicing and diligent relationship-building.
  • Capitalized on emerging trends in customer preferences and technology when developing and implementing targeted solutions.
  • Identified and qualified prospective customer accounts to assess market potential and IT spend.
  • Consistently hit and exceeded sales goals monthly during my tenure and grew trailing 12 month account spend from zero to over 6-figures with multiple accounts in my sales territory- Top 3 LOS performer.
  • Identified and analyzed key competitors and related products.

Skills

  • Account management
  • MEDDICC
  • Direct sales
  • New business development
  • Sales presentations
  • Solution selling (SAAS, Digital Twin, Cloud, Services, Training)
  • CRM Software proficiency (Salesforce, Netsuite, Microsoft Dynamics)
  • Analytical problem solver
  • Territory expansion
  • Technical understanding
  • Relationship Building
  • Pipeline Development

Accomplishments

  • Sold the first ever six figure channel-driven Augmented Reality (Vuforia Expert Capture) deal in North America for PTC.
  • Closed multiple large (six figures) SaaS (Annual Recurring Revenue) opportunities to lead all Canadian resellers of PTC technologies multiple quarters.
  • Introduced PTC to emerging technologies and start up companies in new industries like ISMR (Integral Molten Salt Reactor), IoT and EV (Electric Vehicles).
  • Top performing Sales Account representative with proven quota attainment for over a decade - Top ARR for Canada in 2020, 120% to quota in 2021, 123% to revenue 2017, 160% in 2016, 105% GM attainment 2015, 200% GM achieved to plan 2014 and Top 3 LOS performer 2013 and 2012.
  • Grew prospect and existing accounts trailing 12 month revenue from zero to well over six figures with IT Hardware, Software and Services.
  • Collaborated with Cisco/Meraki, Dell, HP, VMWare, Veeam, and Symantec/Varonis to propose hardware and software solutions available for different customer budgets and performance requirements.
  • Partnered with Apple and Cisco (Meraki) to effectively implement over 2000 Apple iPads and networking equipment for Pearson International Airport with a tech-enhanced hospitality provider.
  • Displaced existing competition for large strategic customers for Microsoft and SOLIDWORKS agreements in Ontario based on value added services.
  • Completed a one-week Challenger Sales Training with The Corporate Executive Board company in Austin Texas.

Education

Bachelor of Arts - Bachelor of Administrative Studies- Marketing

York University
Toronto
09.2006 - 05.2011

Certification

Sales Readiness Group- Advanced Prospecting Certification (2024)

ZoomInfo Engage Certification (2024)

ZoomInfo Sales OS Certification (2024)

MEDDICC Sales Methodology Certification (2020)

Challenger Sales Training Certification (2015)

FORCE MANAGEMENT Command of the Message Certification (2019)

PTC Sales Academy Sales Professional Certification

Dassault Systems SOLIDWORKS Sales Professional Certification

Microsoft Sales

Timeline

Canadian Territory Account Executive

PDSVISION
05.2019 - Current

SaaS Account Executive

Invaware Corporation
04.2018 - 04.2019

Account Executive

Hawk Ridge Systems
02.2016 - 04.2018

Strategic Account Executive

SHI Canada
10.2013 - 12.2015

Account Manager

CDW Canada
10.2011 - 10.2013

Bachelor of Arts - Bachelor of Administrative Studies- Marketing

York University
09.2006 - 05.2011

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Michael Auger