Michael J. Shafran
Enterprise Account Executive @ Lookout | Key Account Management
- Role
- Enterprise Account Executive at Lookout
- Location
- Tampa, FL, US
- LinkedIn followers
- 500 followers
About Michael J. Shafran
As an enterprise sales leader who speaks both tech and exec, I solve clients\' problems through technology. I enjoy orchestrating solutions, leveraging deep knowledge of the technology landscape, to amplify revenue and territory growth for innovators such as Hortonworks, Dell, and Lookout EXPERTISE AREAS: OEM Sales Strategy & Execution Sales Team Building & Leadership Consultative Solution Selling Enterprise Accounts Digital Transformation Book of Business: Commercial, Healthcare, Universities & Colleges, K-12, State & Local Government What differentiates me is my love for helping people grow and achieve more than their own (and others\') expectations. Having grown up under challenging circumstances within the foster care system of Detroit, I know the importance of having successful people in your life to learn from. My mentors influenced me to become an award-winning sales exec, get my MBA, and pay it forward. I get excited about mentoring sales & engineering teams and empowering them to advance in their careers. Feeling proud of yourself from meeting/exceeding your goals is something everyone should experience on a regular basis. Below are some achievements I\'m most proud of. CAREER HIGHLIGHTS: 3X President’s Club Winner and top performer throughout career, earning numerous sales awards. Built and coached world class sales & sales engineering teams to consistently outperform goals, leveraging methodologies including Clari Forecast Tool, Revegy Account Tool, MEDDIC, and Challenger. Grew Dell’s Florida business to $513M by optimizing performance of 19 sales direct reports selling to Tier One customers. Stood up Cloudera’s Midwest sales team, delivering 282% to plan. Transformed business model for local sales. Cultivating a network of senior executive/C-level relationships within the commercial, global, and public sectors. SOLUTIONS/TECHNOLOGIES: Big Data | Data Protection | Recovery & Backup | SaaS | Cyber Security | AI/ML | IoT | HPC | Cloud Storage | Block & File Storage | Servers | Networking | WAP | Secureworks | Nvidia | AMD | VMware | Azure Stack | Hadoop | Snowflake | SAP | Absolute Software | VDI | Edge/Campus | Intel | Microsoft | Implementation Services OTHER COMPETENCIES: C-Suite Engagement | Strategic Partnerships/Alliances | Channel Partners | Value Creation | Performance Metrics | KPIs | Analytics | Product Marketing | Product Positioning & Go-to-Market (GTM)| Deal Structuring & Negotiation | Salesforce.com My position at Dell was eliminated in March 2023 and I am #OpentoWork #OpentoOpportunities.
Experience
Enterprise Account Executive
Apr 2023 — Present · FL, US
Education
Michigan State University
Bachelor of Arts - BA
Michigan State University - The Eli Broad Graduate School of Management
Master of Business Administration - MBA
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