Michele K.
Senior Sales Director @Info-Tech Research Group
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WORK HISTORY
Senior Sales Director @Info-Tech Research Group
Role SummaryLead, coach, and scale a team of eight senior sales professionals responsible for selling Info-Tech’s research, advisory, and executive services to mid-market and enterprise IT leaders. This role owns revenue performance, deal quality, forecasting accuracy, and sales execution discipline across the team.Core Responsibilities • Lead and coach a team of senior sellers to consistently achieve and exceed revenue targets. • Drive sales excellence across discovery, value articulation, objection handling, and close execution. • Inspect pipeline health, deal strategy, and forecast accuracy on a weekly cadence. • Elevate selling from product-led conversations to outcome-driven advisory engagements. • Partner with marketing, advisory, and executive stakeholders to align messaging and delivery. • Reinforce disciplined account planning, multi-threading, and champion development. • Identify coaching needs and develop targeted enablement plans for each seller. • Set and uphold standards for deal qualification, pricing integrity, and customer fit. •Competitive Industry analysis and landscape ownership.
EDUCATION
University of Toronto
BA, Business Management & Creative Writing
ABOUT MICHELE K.
Michele\'s career within IT and Advisory has spanned 20+ years starting at IBM Canada where she completed a number of roles across sales leadership. Michele\'s background includes mentorship, coaching, CxO advisory management and sales within a variety of business units and industries across North America. Michele\'s current strategic focus is within the Financial services industry where she works closely with senior executive leaders. Michele also seats on the Women at Gartner Leadership Chapter in Canada.
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