Mark Milnes Email & Phone Number

Denver, Colorado, Us

The world’s largest Security Solutions Integrator and market-leading provider of end-to-end cyber security solutions serving more than 12,000 clients in various industries.Client Manager 2019 – Present Strategic account management in a complex sales environment. I consult on a variety of cybersecurity products and services for clients seeking technology security solutions. • Develop client relationships by utilizing a client-centric approach.• Mitigate risk of ongoing challenges to cybersecurity by identifying operations, technology, and service solutions.

Bountiful, Utah, Us

Sold IT products, maintenance, and services across a four-state region. Organized customer events, followed-up on leads, conducted needs assessments, delivered presentations and product demonstrations, overcame customer objections, and closed deals.Developing & Leveraging Long-Term Business Relationships• $3.2 million in revenue enabled by leading the firm to win RFPs for state contracts for multiple product lines by devising strategies and forging trusting relationships. • $1.1 million in sales generated in a year by harnessing relationship selling to procure deals with a major national manufacturer as well as the state of Alaska. • 202% and 222% of gross profit quota accomplished for two successive years by building confident alliances through fanatical prospecting and incredible follow-through. • 46.5% boost in gross profit realized in one year using needs assessment strategies to collaborate with clients in recognizing needs, evaluating challenges, and creating unique client-focused solutions. • 45% uptick in revenue reached within 12 months by orchestrating onsite client events for presentations and employing various closing techniques for different personality types.Driving Sales Strategies & Best Practices• $1 million+ sale engineered by presenting the benefits of an enterprise license agreement to C-suite executives, selling on value, and surmounting customer doubts.• Over $700,000 in revenue attained for reseller by applying negotiation strategies on two deals in which clients received requested discounts and the reseller secured two three-year contracts on the last day of the quarter.• Escalated sales year-over-year through obtaining certification in all core products.• $373,000 surge in territory revenue achieved in one-year through prospecting, events, and closing sales. • $300,000+ in amplified annual revenues obtained within a year by discovering each client’s IT environment including product mix and expiration dates.

Conducted sales of IT software, maintenance agreements, and services for two technical product lines. • $2.2 million in gross profits gained by leading sales and engineering teams to cooperate in the sales cycle. • Cultivated sole vendor status for sales to government agencies in Alaska by forming relationships and exhibiting the advantages of endpoint and security management software. • 160% of quota fostered by establishing confident friendships with clients and following the cycle of the sale. • Garnered market share against competitors through a shift to a client-centric approach to relationship building and serving as a trustworthy advisor to customers by comprehending and responding to client needs.• 66.9% augmentation in sales revenues earned as well as exceeded quotas every year by studying and implementing the methods of top producers.

Santa Clara, California, Us

Marketed endpoint management, security management, patch software, maintenance agreements and services. Implementing Business Development Strategies• 130% of overall sales goal incurred by tactically following the sales cycle of pre-approach, contact, presentation, overcoming objections, closing, and securing referrals. • Prevented two product recalls by proactively preparing a plan and instructing sales representatives to connect with every customer to describe the steps to make a fundamental change to the software.• Sold technical support contracts to 85% of clients, outshining the benchmark of 30%, by formulating training methodologies that changed the manner in which sales offered technical support contracts. Building, Coaching, Training, & Mentoring Sales Teams• $3+ million rise in sales of software maintenance agreements produced by coaching an inside sales team through intense training and utilizing innovative sales techniques to reinforce a focus on client needs.• 75% upturn in revenues reaped while curtailing costs 58% in a year by proposing and acquiring approval for a dedicated inside sales team, then assembling and training the team with the top eight people from the call center. • 16-percentage point growth in the closing rate found by crafting a strategic reseller training course and instructing 17 U.S. and European resellers as well as territory, product, and marketing managers. • 13.8% acceleration in customer service approval rates facilitated in six-months by instituting a training system that monitored outsourced call center staff and by introducing corrective actions to enhance employee performance.