MICHAEL REID

Senior Technical Sales Engineer, North America

MICRO FOCUS

01.2008 - 06.2019

Create demand for Software solutions through consulting and advisory offerings to unlock the value, maximize the business return (ROI) for customers, and provide services that extend the usable life of technology
Develop and deliver sales presentations to C-suite and technical teams of large commercial enterprises, emphasizing a deep understanding of customers business together with value and ROI; interact with geographically dispersed teams via travel, conference calls, webinars, and email
Direct tactical implementation of business plans to meet objectives while managing the interface between the customer account and Micro Focus (including product specialists, partner channels, corporate functions, service partners) for effective implementation of the business plan
Provide technical expertise and real-life experience in creating solutions, designs, proof of concept (POC) and implementations; educate sales teams and partners on the product solutions
Support the development of channel marketing initiatives for the territory; and follow through to develop and nurture relationships with the sales teams, partners and customers to drive sales
Represent the company in a knowledgeable and professional manner during customer location visits, industry conferences/trade shows, vendor meetings, etc.; establishing personal rapport with potential and actual customers to identify current and future requirements
Maximized the ROI on software investments for major customers by facilitating innovation in the new hybrid model for enterprise IT, bridging the old and the new with Cloud provisioning, Disaster Recovery and Data Center Server migrations
Earned the reputation of being a subject-matter expert (SME) and trusted advisor in the field of Cloud provisioning, Disaster Recovery and Data Center Server migrations to many customers by facilitating the delivery of high-quality, enterprise-grade scalable software thus placing customers at the center of innovation
Member of the SWAT Team targeting large, high-value accounts across North America and supporting pre-sales processes on various products, and developing strategies and business plans to drive new license revenue for Data Center (ITOM) Solutions
Awarded multiple memberships and participation in Presidents Club in recognition for outstanding performance
Generated a high percent closer ratio by managing multiple proof of concepts to facilitate effective discussions with a director level
Drove improvements in achieving high levels of customer satisfaction by collaborating across teams while providing 3rd level support on escalated issues that included Windows Servers Virtualization (VMware & Hyper-V), Active Directory, AWS and Azure.
Trained junior team members on product offerings and effective sales techniques, enhancing overall team performance.
Conducted regular client check-ins to gauge satisfaction levels, address any concerns, and identify potential upsell opportunities.
Mentored new sales team members by sharing best practices and insights gained from years of experience in the industry.
Collaborated with internal teams to develop custom products for unique client requirements, resulting in successful project completions.
Provided comprehensive pre-sales support, conducting product demonstrations and addressing customer inquiries effectively.
Developed new business opportunities by identifying potential clients and presenting the company''s technical capabilities.
Maintained extensive knowledge of competitor products and services for effective positioning during sales conversations.
Coordinated cross-functional resources such as engineering support teams or external vendors when needed to ensure seamless project execution.
Negotiated contracts skillfully with favorable terms for both the company and clients, fostering long-term partnerships.
Assisted marketing department in creating targeted campaigns based on industry trends that generated high-quality leads.
Streamlined internal processes by implementing CRM systems that improved tracking of leads, customer interactions, and forecasting accuracy.
Enhanced customer satisfaction levels by resolving post-sales issues promptly and professionally while maintaining open lines of communication throughout resolution efforts.
Managed complex sales cycles involving multiple stakeholders, leading to increased revenue generation.
Organized trade shows and conferences to promote brand awareness among potential clients in target markets.
Served as a trusted advisor to customers, offering expert guidance on product selection, implementation strategies, and technical issues.
Exceeded sales targets consistently by building strong pipelines and closing deals efficiently.
Conducted market research to identify emerging trends and technologies, ensuring the company stayed ahead of competitors in the industry.
Established long-lasting relationships with key customers through excellent communication, understanding their needs, and providing tailored solutions.
Created compelling case studies showcasing how our solutions addressed customer pain points and delivered tangible results.
Increased product sales by developing and delivering persuasive technical presentations to potential clients.
Facilitated functional and technical discovery sessions with team members, customers, potential customers and vendors.
Built relationships through exceptional client service delivery and maintained productive networks to support business development.
Investigated competitor technical specifications, product data and industry standards and continually developed knowledge of product offerings.
Communicated complex sales and engineering concepts to prospective users clearly and with constant customer focus.
Developed and managed complex sales programs and project structures, schedules, budgets and resource plans.
Collaborated with sales and engineering to meet and exceed revenue targets.
Mastered company product line and configured live product and software demonstrations.
Proposed technical solutions and developed prototypes that addressed customer requirements and generated sales.
Led white-boarding sessions and worked independently to map requirements to valid use cases that highlighted product capabilities.
Thrived in fast-paced environment, constantly re-prioritized and maintained relentless focus on sales process.
Worked with customers and engineering team to determine equipment needs and system requirements.
Worked closely with sales team on understanding customer requirements, promoting products and delivering sales support.
Helped customers improve results by recommending changes focused on lowering costs, increasing production, or adding new functionality.
Organized product demonstrations and trial installations of equipment to promote products.

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