Michael Grassi Email & Phone Number

Sunnyvale, California, Us

Santa Clara, California, Us

Develop an inside sales model to drive business development in educational institutions. Responsibilities included but not limited to strategic sales planning, lead generation, product marketing and development. Recruit and develop an inside sales team that complements existing field sales team.

Round Rock, Texas, Us

Dell Technologies, Santa Clara, CA Senior Inside Sales Manager - Client Solutions Group (CSG) & Cloud Client Computing (CCC) (2017 to 2023) ★ Play a key leadership role with responsibility for driving client-oriented sales strategies, go-to-market plans, and product marketing campaigns to increase solutions adoption and maximize business value for customers.★ Guide and supervise a 12-member inside sales team covering sales of both CSG and CCC solutions while collaborating cross-functionally with operations and marketing stakeholders to drive strategic growth initiatives.★ Support strategic sales and marketing initiatives as well as day-to-day operational management and cultural transformation efforts through roles as the Inside Marketing Lead and the Diversity and Inclusion Team Lead. Key Results:★ Achieved quarterly quota for 17 out of 21 quarters and received a President’s Club award in 2020.★ Improved the sales conversion rate from 3% to 8% between 2019 and 2022 as the Inside Marketing Lead.

Austin, Texas, Us

Senior Inside Sales Manager - OD Data Protection, North America (2012 to 2017) ★ Served in a multi-faceted leadership role with oversight of strategic business planning, sales and marketing strategy, account management, sales operations management, and sales team training and development across the North American region.★ Recruited, trained, and managed a high-performing North America OD sales team comprising 8-12 inside sales reps, including establishing clearly defined goals/KPIs and providing personalized mentoring/coaching to enhance sales performance.★ Executed innovative sales strategies and marketing campaigns to successfully position the Oracle/StorageTek/Cloud Storage archive line of tape libraries/drives/software and drive penetration with enterprise and commercial accounts. Key Results:★ Exceeded quota each year (114% in 2013, 115% in 2014, 117% in 2015, and 124% in 2016).★ Received OD Regional Manager of the Quarter awards for Q2 2015 and Q4 2016.★ Received OD Hardware Regional Manager of the Quarter awards for Q3 2013, Q4 2014, Q2 2015, and Q4 2016.★ Received promotion to Senior Sales Manager in 2015 in recognition of exceptional performance. Regional Inside Sales Manager - OD Storage, National West & Central Regions (2011 to 2012) ★ Led an inside sales team of 6-10 sales reps in driving region-specific business development marketing strategies to secure new revenue opportunities in the national account space while expanding the existing hardware install base. ★ Devised and implemented targeted sales/go-to-market strategies to penetrate new accounts and build mutually beneficial relationships while continuously improving sales strategies/programs based on client feedback and revenue forecasts.Key Results:★ Exceeded quota by 104% in 2011 and 112% in 2012.★ Received OD Regional Manager of the Quarter awards for Q3 2012.

Regional Sales Manager - SMB (2009 to 2010) ★ Drove business development efforts with both new and existing accounts, with responsibility for strategic sales planning, prospecting and lead generation, product marketing and presentations, and contract negotiations.★ Trained and developed a new field sales team of 5 sales reps from the ground up to build a book of business and drive growth in the SMB vertical, in addition to establishing a new hire program to support ongoing talent acquisition for the sales team.

Round Rock, Texas, Us

Inside Sales Manager - Enterprise & Federal North America, Software Division (2007 to 2009) ★ Provided strategic direction and leadership for new customer acquisition and business expansion across the new and existing enterprise and federal accounts while overseeing an 11-member team of inside sales reps.★ Defined and established a comprehensive business plan supported by data-driven, customer-centric value propositions, metrics/KPIs, product messaging, and go-to-market strategies, resulting in continuous growth in revenue and market share.★ Developed and implemented an operating model to facilitate robust collaboration with the field sales organization managing sales across 7 geographic areas, leading to ongoing growth in sales of backup, recovery, and archive software solutions.Key Results:★ Received President’s Club and Inside Sales Manager of the Year awards in 2007.★ Earned promotion from Commercial Sales Manager to Enterprise Sales Manager in 2007.★ Promoted 1 inside sales rep into an enterprise field sales position in 2007.Inside Sales Manager - Commercial West & Midwest, Software Division (2003 to 2007) ★ Spearheaded the implementation of channel sales strategies and partner management/enablement programs to secure new business and upsell/cross-sell opportunities with commercial accounts.★ Managed a team of 6-8 inside sales reps and provided strategic guidance/support on all aspects of sales cycle management, including prospect research and outbound prospecting, proposal development, and effective negotiations and closing.Key Results:★ Delivered double-digit growth YoY from 2003 to 2006.★ Won President’s Club awards in 2005 and 2006.★ Promoted 7 inside sales reps into an enterprise field sales position between 2004 and 2007.★ Received a promotion to Inside Sales Manager for the West-Midwest region in 2003.

Round Rock, Texas, Us

Territory Manager - Direct Sales (2000 to 2003) ★ Built a new territory from scratch while owning the entire sales cycle with F1000 accounts, including prospecting and lead generation, proposal development, presentations, negotiations and closing, and ongoing customer support.Key Results:★ Exceeded quota by 104% in 2001, 106% in 2002, and 104% in 2003.★ Won recognition as Outstanding Inside Sales Rep for the East Region (2002) and the Central Region (2001).★ Promoted to Direct Sales Rep in 2000 and to Sales Rep Lead for Inside Sales in 2001.★ Ranked as Top Sales Rep for Q1 and Q2 in 2000. Business Development Manager - Sun Business Unit (1999 to 2000) ★ Cultivated and maintained close, consultative relationships with Sun sales reps, engineers, and VARs to effectively promote and close sales of an enterprise storage solution against a $10M annual quota.

Los Angeles, Ca, Us

Credit Analyst, Diamond Multimedia, Inc 12/98-11/99• Promoted to Credit Analyst 12/98.• Responsibilities included financial statement analysis to determine credit worthiness, establish viable credit limits, cash forecasting, collection of past-due receivables, letters of credit, and the authorization of placing credit holds and releasing sales orders.

Los Angeles, Ca, Us

A/R Analyst, Sr. A/R Analyst, Diamond Multimedia, Inc. 12/96-12/98 • Promoted to Sr. Accounts Receivable Analyst 11/97.• Rated the Top Individual in Treasury Department for 1997 & 1998. • A/R Group Lead for design of the following company specific Oracle Reports: debit memos, credit memos, and price protection-inventory.• Designed and implemented marketing cost analysis form for Channel Sales Director. Form designed to track the accrued marketing funds and spending of those funds by account.• Responsibilities included quarterly trade A/R reconciliation, computation of bad debt accrual, invoice rejection/error report, customer account reconciliation, cash application and researching and processing debits

Us

Vendor Replenishment Buyer / Customer Administration, James River Corporation 11/93–12/96 • Responsible for maintaining inventory of James River product line at retail grocery accounts Lucky and Fry’s (Phoenix) distribution warehouses. • Promoted to Vendor Replenishment Buyer – 2/96• Promoted to Senior Customer Administration Rep – 4/95• Awarded Company Individual of the Quarter Award as the Lead of VRP Redesign Task Force – Q2 ‘94