Michael Cady

Strategic and well-planned career move into enterprise software to acquire a new skill set as well as to improve upon my enterprise business skills as a senior-level individual contributor. New position created based on my skill set; Functioned in a hybrid role selling infrastructure software and managing over 30 Named accounts plus all Emerging and Public Sector accounts in Ohio and Kentucky. Delivered direct sale revenue as well as partner executed sales revenue through VAR relationships exceeding license and support attainment objectives at 104% of quota.

Directed territory activities to include lead generation, prospecting, qualifying, demonstrating, proposing, closing, and implementing; coordinated activities of internal partners and specialists to provide comprehensive solutions to meet customer needs. Managed revenue objectives; developed, executed account strategies within the framework of the Xerox account management process for Public Sector and Ohio Valley/Michigan operations. Acted as a “Hunter” and “Farmer,” uncovering new accounts and developing existing relationships. Delivered sales through all public sector operations, including county, state and federal government accounts. Forged and maintained key relations with end users, decision makers. Ensured resolution of all customer issues. Prepared and presented 30/60/90-day territory sales forecasts to management. Supported customer engagements through sales force automation tools, contracting vehicles, customer events, and key office programs / initiatives.

* Selected and promoted by Regional Vice President (RVP) to grow company revenue in underperforming line of business for the Oracle Security pillar business segment driving Database Security and Identity and Access Management solution sales (top line revenue). Accountable for quota attainment as a solutions overlay supporting 16 technology sales managers and 3 regional sales managers in a 6 state area represented by 22 verticals and 7,000 accounts. Market focus as follows: ( * Database Security: Database Encryption and Data Masking, Access Control and Monitoring, ( * Identity Management or IDM focusing on Directory Services, Access Management, Identity Administration and Enterprise Management, and ( * Content Management Security delivered through Information Rights Management (IRM) software for security and protection of corporate digital assets.

Responsible for new software sales in Ohio Valley. Business strategy increased focus in transactional territory with minimum customer coverage, purchase history and relationships. Tasked by leadership to focus on strategic accounts. Approached territory with blended “hunter” / strategic business plan. Strategy resulted in sales revenue growth of 211% achieved with a focus on a $4.5B Insurance customer. Demonstrated ability to meet customer’s key business drivers of rationalization/consolidation, improved cost structures and infrastructure simplification. Executed only enterprise license agreement in region totaling $2.5M. This agreement enabled implementation of an application grid strategy in their virtualized environment. The result was reduced overall costs, support for compliance and innovation to increase ease of doing business initiatives, improved service levels to their agents and facilitating the future roadmap of the organization. Delivered 5-year ROI of $12M.

Activities and Societies: Ohio University- The Ralph & Luci Schey Sales Centre: Professional Sales Certification, Friend of the Sales Centre, Founding Chair Ohio University Sales Centre Alumni Society (SCAS), Gold Member OU SCAS, Professional Sales Advisory Board Member (PSAB). ACACIA Fraternity, National Communication Association (NCASC) Vice President, American Society for Training and Development (ASTD) Member, Student Sales Centre Advisory Network (SSCAN) Vice President.

A competitive 28-hour, cross disciplinary program building problem-solving skills, entrepreneurial thinking, and relationship management skills through a unique blend of leading-edge coursework, internships, formal mentoring, symposia, and workshops."]