Phillip Mckiverkin Email & Phone Number

Congers, Ny, Us

New York, United States

New York City Metropolitan Area

Up-sell and cross-sell networking in collaboration with Citrix Account Executives. Conduct cold-calling and prospecting to grow sales pipeline. Supervise up to 4 Enterprise Sales Representatives. Utilize consultative sale approach to secure competitive wins. Manage portfolio of 30+ existing Enterprise accounts across verticals; Healthcare, Financial Services, Retail, Manufacturing, Pharmaceutical, Higher Education, Media, Insurance, Telecommunications and more. Coordinate global internal and customer resources to manage accounts. Facilitate product presentations and demonstrations. Respond to RFPs. Hold accountability for customer procurement and customer engagement, leadership of all pricing negotiations to contract development to ensuring successful order fulfillment. Oversee weekly forecasts against revenue targets and work closely with inside sales to manage the pipeline. Partner with sales and service organizations and IT business executives within corporate environments.🔷 Value Added:🔹 Strategically exceeded 100% of all sales quotas: 2023-150% goal at $5.2M🔹 Negotiated major deals valued over $4M with an Enterprise Insurance and an Enterprise Biopharmaceutical and ; leveraged product management, stakeholder relations, and customer conference calls to secure these wins.🔹 Coordinated customer training on new product offerings enabling net new sales opportunities within Cloud Native, Kubernetes and OpenShift areas with enterprise accounts.🔹 Crafted and leveraged detailed opportunity/account discovery agreements itemizing the customers current state, desired state and commercial, technical and political gaps preventing achieving the desired state.

New York City Metropolitan Area

Responsible for all Citrix products and services within 6 to 8 Enterprise Accounts (10K+ employees), including the following verticals: Financial Services, Logistics, Insurance, Healthcare, Manufacturing and Telecom. Up-sell and cross-sell Citrix solutions in collaboration with product specialists. Conduct cold-calling and prospecting campaigns to grow the sales pipeline. Utilize consultative sales approach to secure competitive wins. Coordinate global internal and customer resources to manage and support accounts. Facilitate product presentations and demonstrations.🔷 Value Added:🔹Strategically exceeded 100% of all sales quotas: 🔹2020-116% goal at $8.1M, 2021-147% at $1.8M / 113% at $600K 🔹Responsible for all Citrix products and services within 6 to 8 Enterprise Accounts (10,000+ employees), including the following verticals: Financial Services, Logistics, Insurance, Healthcare, Manufacturing.🔹 Crafted and won multi-million dollar proposals involving the coordination of internal product, legal and executive management teams.🔹 Coordinated Executive Briefings to strategically align with our customers relative to listening to their goals and challenges and educating them on how our Citrix vision and strategy aligned with their corporate and technology goals. 🔹Scheduled quarterly Citrix Executive Sponsorship meetings for key customer contacts with Product Executives and Sales Executives in order to strengthen relationships.

Great

Up-sell and cross-sell networking in collaboration with Commercial, Corporate and Enterprise Account Managers across Upstate New York, New York City, New Jersey, Connecticut, and Rhode Island; conduct cold-calling and prospecting to grow sales pipeline. Supervise up to 3 Enterprise Sales Representatives. Utilize consultative sales approach to secure competitive wins. Manage portfolio of 20+ existing Enterprise accounts across all verticals/industries. Maximized results in fiercely competitive markets; effortlessly anticipated trends and created business-building client relationships that surpassed ambitious objectives. 🔷 Value Added**🔹 Strategically exceeded 85% of all sales quotas: 2012-133% goal at $3.1M, 2013-111% at $6.5M, 2014-168% at $6.1M, 2015- 118% at $13.2M+ 2016-60% goal at $7.6M, 2017-180% at $3.5M, 2018-112% at $4.2M, 2019-91.2% at $4.2M🔹 Negotiated 2 major deals valued at $4M with new dotcom account; leveraged product stress testing, stakeholder relations, and customer conference calls to secure competitive win.🔹 Won $4M account with major financial company to replace global remote access strategy; developed business analysis, consulting services plan, and proof of concept. 🔹 Coordinated and executed brand-building events for customer and channel partners to create awareness; collaborated with Channel Development and Territory Managers to grow partner knowledge.🔹 Trained technology partners and resellers on product line, benefits, and competitive landscape.

Greater New York City Area

I promoted product line to partners, customers, and analysts at businesses across New York, Connecticut, and Rhode Island. I conducted product demonstrations and sales presentations. I cultivated reputation for being influential and informed; harnessing a contagious passion for excellence, a talent for resourceful and creative solutions, and a dedication far beyond conventional expectations.

Here I drove product line sales efforts for this start-up technology operation. Built sales pipeline, developed proofs of concept, and assisted with sales forecasting. I thrived in with little supervision, effectively balancing priorities with competing deadlines as a supportive team builder. I executed strong sales and business development plans.

I promoted business growth by attending pre-sales meetings with prospective clients; provided technical and strategic support for sales team. I supervised 10+ delivery engineers and performed as delivery manager. I assisted sales teams with scoping, delivery, consulting, and proposal development. I played an integral role in new product development, project management, and vendor relationship management.