Matthew Walker Email & Phone Number

Chandler, Arizona, United States

Houston, Texas, United States

ImageNet Consulting is an Information Technology & Services Firm with offices located throughout 20+ locations within the United States with the Corporate Office being located in Oklahoma City, Ok.As apart of the Executive Team, my position reports directly to the President of South Houston and I am responsible for cultivating new business opportunities on behalf of the division by implementing our inbound and outbound strategies, with direct supervision of three (SDR’s) which work with and coordinate, net-new opportunities for 9+Account Executives.Responsibilities:• Recruit, retain and develop top talent.• Responsible for meeting and exceeding, KPI’s and Revenue Goals• Ensure consistent adherence to the sales and marketing cadences.• Hold the sales team accountable for results, in association with the President of South Houston and VP of Sales.• Responsible for managing the team through activity metrics, generating sufficient forecasting opportunities to achieve sales and revenue objectives.• Manage a team of three (SDR’s) and 9+Account Executives, ensuring the team, consistently maintains high levels of sales activity through prospecting, social media, initiation of sales and marketing campaigns, presentations and referrals and the proper utilization of the CRM database.• Provide, input and guidance on sales tools, technology, processes, and best practices to drive outcomes and greater results of the “BDR Team” and Sales Executives.• Provide, strategy and content input internally on all initiatives and also interfacing with creative and marketing directives of the company.

Houston, Texas Area

Pioneer Records Management provides off-site business records storage, shredding, recycling and destruction of documents, media and IT devices. Drove the to turn around of a non-existent sales and marketing program in order to gain net new clients, gain significant revenue streams and position the company as a viable alternative to the Other Locally Owned, Regional and National Providers.• Generated a total of 412 Net New Clients • Averaged 175% of Quota • Exploded Revenue by 37% per annum• Developed CRM System from 0 to 17,625 prospects• Implemented Lead Systems that were none existentThe above snap shot of the success were merely due to the, "Hunter" mentality I possess and leveraging my vast experience in the industry with the understanding of developing relationships, reaching out, and communicating to those using other providers. Earning Trust, building relationships, and taking the time to be a H2H (Human to Human) to develop and foster relationships, lead to the success as described above and if Pioneer had offices in other cities and geographic markets, the successes would have been greater.

Houston, Texas Area

TLC Office Systems provides extensive product offerings such as: Sharp MFPs & Copiers, KIP Wide Format Printing Systems, Business Phone Systems & Carrier Services, FP Mailing Solutions, Printers, Managed Print Services, IT Support, Office Furniture, as well as Office Supplies and Document Imaging Capture Software.Drove sales revenue and market share by managing a defined territory to achieve and surpass quota expectations by cold calling and self-generating leads in addition to managing existing clients for this Office Automation Equipment & Technology Service Provider.• Spearheaded marketing campaigns within assigned territory in collaboration with the Vice President of Sales, leveraging direct marking, email blasts, and sales blitz in addition to cold call canvasing to engage new clientele.• Worked with prospects and clients to identify and understand their objectives, needs and pain in order to align TLC Office Systems products and services.• Conducted presentations, site visits, product demonstrations and coordinated the terms and conditions of the sale in addition to client training on systems and products.• Updated and maintained reports detailing daily, weekly and monthly sales and prospecting accomplishments.• Religiously utilized CRM Database to capture notes from tele-prospecting, cold call canvasing, face to face meetings and to follow up on existing clients service issues, equipment lease expiration dates and to input discovery information of such on non-existing clients to drive sales and revenue expectations.• $ 210,000 Quota Expectation 1st 10-Months in Sharp MFP Product Sales, Services & Other Office Solutions.• 96% of Quota upon resignation.

Greater Los Angeles Area

Executed sales/marketing plan to target B2B business contracts with large and small companies. Conducted prospecting, networking to increase revenue, and market share. Negotiated new contracts and contract renewals beating the competition in sales and service. Provided quick resolution to client issues maintaining contract specifications and timelines. Achievements:Grew sales revenue from $40K to $200K monthly by introducing and closing 2 year contracts with major clients in diverse industries. Expanded annual department sales from $228,000 to over $2 million during 12 years of service and 450 accounts.Signed five-year contracts with clients being targeted by competitors and maintained 40% of companies’ revenue. Won contract over 27 competitors for hard copy medical records storage and retrieval increasing revenues by 20%.Replaced loss of major cellular client with 16 new accounts increasing revenue by 40% and diversifying client portfolio to reduce risk. Established contract with major Primary Care Medical Home provider with over 50 clinics statewide.Developed new mobile onsite document destruction and plant based shredding services expanding revenues by $360,000 annually. Rebranded company to compete with national service providers. Developed new company logo, direct marketing campaign, and website to promote new and improved company products and services. Revitalized company facilities, fire suppression systems, and security. Updated billing and inventory software to improve operations and document tracking. Negotiated hard copy records storage contract with major southern California law firm winning client from competition and increasing revenues by 30%.

Greater Los Angeles Area

Managed strategic planning to increase sales revenue and brand presence. Wrote sales letters, marketing materials, brochures, proposals and agreements to market company, close new business and renew existing clients contracts. Updated pricing to charge properly for services to be competitive and increase revenues.Updated records storage inventory and billing software. Acquired high density racking and fire suppression systems.Contacted prospects to introduce/educate regarding services of the company. Met prospects and secure contractual relationships.Obtained marketing intelligence and use for mail marketing campaigns. Customized letters and mail with brochures/flyers. Prepared proposals and follow up to cultivate the opportunities.Met new clients and assisted with preparation of boxes to storage, schedule transfer, delivered inventory reports.Attended industry related conferences to develop expertise and built networking relationships.Cultivated New Contract relationships.Set and executed sales and marketing strategies.AchievementsImproved market position and attain financial growth.Planned long term goals and execute.Built key customer relationships.Led negotiations with clients/prospects.Maintained knowledge and trends in market to assess position of company and improved it.Re-branded the company; develop new logo to represent professionally.

Greater Los Angeles Area

Trained and supervised telemarketers and account executives by establishing training sessions, meetings, and skill building classes.Observed/critiqued telemarketers and account executives.Developed a lead generation plan to meet/exceed quota. Maintained and expand ed database of prospects. Contacted prospects to introduce/educate services of the company with the objective of scheduling sales meetings.Obtained marketing intelligence and use such for direct mail marketing campaign. Customized marketing letters and mail with brochures/flyers to prospects. Follow up on mailings to further educate and secure qualified appointments.Prepared proposals and follow up to cultivate opportunities.Met new clients and walk them through the new account preparation process, assist with the preparation of new boxes, scheduled initial transfer, follow up, delivered inventory reports.Attended industry related conferences to develop expertise and build networking relationships.Cultivated New Contract relationships; set and execute sales and marketing strategies.

Greater Los Angeles Area

Western Moving & Storage was a corporate/residential relocation company, which had a significant footprint in the records management industry but was not a recognized name. I was excited to bring my experience and expertise to the company, which aspired to grow and expand their records storage division. I was responsible for new account growth and training Telemarketers and Account Executives.Trained/supervised telemarketers & account executives; establish training sessions, meetings, and skill building classes.Observed and critiqued telemarketing representatives & account executives.Developed a lead generation plan to meet/exceed quota for qualified appointments. Maintained and expanded database of prospects. Called prospects to introduce/educate prospects regarding services of the company with the objective of scheduling sales meetings.Obtained marketing intelligence and use such for direct mail marketing campaign's. Customized marketing letters and mail with brochures/flyers to prospects and follow up. Follow up on mailings to further educate and secure qualified appointments.Prepared proposals mailed out and followed up to cultivate the opportunities.Managed sales meetings with telemarketers and account executives. Met with new clients and walk them through the new account preparation process, assisted in the preparation of new boxes to storage, scheduled the initial transfer and follow up with client(s) to deliver inventory reports and to further train regarding utilization of services.Attended industry related conferences to develop expertise and to build networking relationships.Cultivated New Contract relationships. Set and execute sales and marketing strategies.Provided business direction to sales support and inside sales agents.

West Los Angeles Area

In November 1990, I was informed about an account executive position in Southern California. I applied and flew to meet the Sales Manager and EVP , which resulted in an offer being extended which I accepted. Called prospects in pipeline, to introduce/educate prospects regarding the services of the company with the objective of scheduling sales meetings.Obtained marketing intelligence and use such in direct mail marketing campaign using brochures and flyers. Customized marketing letters and mail with brochures/flyers to prospects that were using on-site storage areas, such as vacant offices, supply rooms and building basement storage areas, mini-warehouse’s, moving and storage companies and those which were competitively vended or microfilming internally or using the competition.Followed up on mailings to further educate and secure qualified appointments.Prepared proposals, mail out/follow up to cultivate the opportunities. Prepared for and attend sales meetings.Met new clients and walk them through the new account preparation process, assisted in the preparation of boxes to storage.Attended industry related conferences to develop expertise and build networking relationships.Cultivate new contract relationships and meet or exceed quota. Set and execute sales and marketing strategies. Provided business direction and feedback to sales support.Achievements:Ranked as the 3rd top producer in the country in 1990 and from 1991-1993, Consistently ranked the Top Producer. Exceeded quota and was ranked 2nd in December 1994 when I resigned

Houston, Texas Area

In June of 1989, I was promoted to the position of Account Executive and retained my Call Center Supervisory position, until we could identify and train a replacement. Call Center Supervisory Responsibilities:Supervised telemarketers through training sessions, meetings, and skill building classes.Critiqued telemarketers and assist with calls to prospects to schedule sales meetings.Expanded the regional lead generation plan to meet and exceed quota expectations.Maintained and expanded the database of prospects for the region.Account Executive Called prospects, to introduce/educate them regarding the services of the company with the objective of scheduling sales meetings. Obtained marketing intelligence and use such for on-going direct mail marketing campaignCustomized marketing letters and mail along with brochures/flyers to prospects.Follow up on mailings to further educate and secure qualified appointments.Prepared proposals, mail out and follow up to cultivate the opportunities.Managed sales meetings with telemarketers and account executives. Met new clients and walk them through the new account preparation process, assist in the preparation of new boxes to storage, schedule the initial transfer and follow up with client(s) to deliver inventory reports and to further train regarding utilization of services.Attended industry related conferences to develop expertise and to build networking relationships.Cultivated New Contract relationships. Set and executed sales and marketing strategies.Provided business direction to sales support and inside sales agents.

Houston, Dallas, Denver & Chicago Area'S

Iron Mountain continued the transition of Bell + Howell Records Management and a greater emphasis was placed upon new account development. Promoted by the Central Region, Executive Vice President to setup and manage all telemarketing activities for his region while maintaining my inside sales agent duties.Established Houston, Texas as the Call Center for the Central Region. Supervised telemarketers by establishing training sessions, meetings, and skill building classes.Observed and critique telemarketing representatives and assist with calls to prospects to schedule sales meetings.Developed and accomplished a regional lead generation plan to meet and exceed monthly, quarterly and annual targets for qualified appointments and leads provided to the various markets. Maintained and expanded the database of prospects for the region.Inside Sales Agent Responsibilities:Follow up on old leads as an Inside Sales Agent to secure new client relationships.Attended sales meetings with District Manager & Sales Representatives to prepare to become an Account Executive.Met with new clients and walk them through the new account preparation process, assist in the preparation of new boxes to storage, scheduled the initial transfer and follow up with client(s) to deliver inventory reports.Developed and maintained a pipeline of potential business opportunities to pursue internally and upon promotion to Account Executive. Attended industry related conferences to develop expertise and to build networking relationships.

Houston, Texas Area

Iron Mountain acquired, Bell + Howell Records Management , which established, "Iron Mountain" as the first national service provider in the industry. I was retained, recognized for past achievements, continued my telemarketing duties while assuming additional responsibilities.Called prospects in pipeline and continue to expand pipeline, to introduce and educate prospects regarding the services of the company with the objective of scheduling sales meetings for the District Manager and Sales Representatives.Obtained marketing intelligence and use such to develop an on-going direct mail marketing campaign using brochures and flyers to introduce off-site business records storage, data storage and micro-film conversion services.Produced customized marketing letters and mail along with brochures and flyers to prospects that were using on-site storage areas, such as vacant offices, supply rooms and building basement storage areas, mini-warehouse’s, moving and storage companies and those which were competitively vended or microfilming internally or using the competition, to educate them in regards to the benefits of using Iron Mountain.Followed up on mailings to further educate and secure qualified appointments. Prepared proposals for the District Manager and Sales Representatives, mail out and follow up.Followed up on old leads as an Inside Sales Agent to secure new client relationships. Attended sales meetings with District Manager & Sales Representatives. Met new clients and assist in the prep of boxes to storage, schedule the transfer, follow up, deliver inventory reports and train regarding utilization of services. Developed and maintained a pipeline of potential business opportunities to pursue.AchievementsIn the first six months of taking on the duties of , “Inside Sales Agent” secured thirty (30) new client contracts, while still producing ninety (90) qualified sales meetings monthly.

Houston, Texas Area

In 1985, Bell & Howell Corporation purchased the Records Management Division of, Bekins Moving & Storage and I continued with my telemarketing duties while assuming additional responsibilities.Contacted prospects in pipeline and continue to expand pipeline, introduce and educate prospects regarding the services of the company with the objective of scheduling sales meetings for the District Manager and Sales Representatives.Obtained marketing intelligence and use such to develop direct mail marketing campaigns using brochures and slicks to introduce off-site business records storage, data storage and micro-film conversion services.Produced customized marketing letters and mail along with brochures and slicks to prospects that were using on-site storage areas, such as vacant offices, supply rooms and building basement storage areas, mini-warehouse’s, moving and storage companies and those which were competitively vended or microfilming internally or using the competition, to educate them in regards to the benefits of using Bell + Howell Records Management.Follow up on mailings to further educate and secure qualified appointments.Prepared proposals for the District Manager and Sales Representatives, mail out and follow up to cultivate the opportunities and assist in progressing the sales cycle.Worked in the records center and assist in the loading, off-loading, retrieving, re-filing and putting away new boxes of documents received on the high-density storage racking and assigning and recording the fixed locations as to where such was placed.AchievementsFrom 1985 through 1988, I was consistently recognized as, "The Top Producer” in the Central Region, setting an average of 90 qualified sales meetings monthly, which resulted in significant business growth.

Houston, Texas Area

Bekins Records Management was a division of, Bekins Moving & Storage, later to become Bell & Howell Records Management, then Iron Mountain. Identified and contacted prospective business opportunities via telephone to provide an educational overview of the company’s services. Delivered scripted sales pitches which I wrote and adjusted accordingly to meet the needs of the prospect with the emphasis on asking open and closed ended questions to obtain the necessary marketing intelligence and solidify qualified appointments for the sales staff. In the year and nine months employed, consistently exceeded quota expectations and produced an average of 45 qualified appointments per month, which significantly lead to new account growth. Assembled list of prospects to pursue using telephone directories, trade and professional association membership lists, newspapers, business journals, etc. Called prospects to introduce and educate them regarding the services of the company with the objective of scheduling sales meetings for the District Manager and Sales Representatives to attend in order to introduce the company’s services further and solidify new client contracts.Informed prospective customers of current promotions and service upgrades. Follow up on sales meetings as directed by the District Manager to move forward the negotiation process.Developed and continually improve upon scripts to use when calling prospects.Assisted in the records center as needed in order to gain a better understanding of the operation of the company to assist in the prospecting of potential clients.

Associate'S Degree, Accounting, 4.0

Fast Track Business College that lead to an Associates Degree in Accounting, which is now defunct, but obtained a 2-year Degree.

Education record

Effective Sales Strategies Communication Management Leadership

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