Michael Santini Email & Phone Number

Santa Clara, California, US

Santa Clara, California, US

Santa Clara, California, US

Yubico changes the game for strong authentication, providing superior security with unmatched ease-of-use. Our core invention, the YubiKey, is a small USB and NFC device supporting multiple authentication and cryptographic protocols. With a simple touch, it protects access to computers, networks, and online services for the world’s largest organizations..

Mountain View, CA, US

• Close business to exceed quarterly and annual quota objectives.
• Aggressively prospect, identify, qualify and develop sales pipeline.
• Build strong and effective customer relationships, resulting in expand opportunities.
• Work closely with Professional Services team to achieve customer satisfaction.
• Sell a complete solution of software, services, and support to ensure customer success.

Mountain View, CA, US

• Responsibilities
• Demo/ Quote Solution.
• Lead prospect through evaluation process.
• Build Sales Pipeline.
• Establish and maintain a weekly cadence with field counterparts.
• Individual Forecast – Commit Close, Most Likely, Best Case.

Mountain View, CA, US

• Supporting 8 Field Reps covering Small and Medium Businesses, State, Local and EducationalResponsibilities
• Qualify leads & sales opportunities.
• Perform product presentations and demonstrations that articulate the business and technical value of the solution.
• Support sales reps using Salesforce.com to help close sales opportunities.
• Refine sales messaging, prospecting, qualifying, and closing techniques.
• Help identify and execute successful lead generation campaigns.

• Regional Profiling – Traveled to six countries in Europe over 14 weeks (Netherlands, Hungary, Croatia, Czech Republic, Slovakia, Italy) targeting their largest cities to conduct field research and profiling of their.
• Logistics Planning – Weekly interaction with Corporate Headquarters to discuss city topology to identify ideal locations and routes to cover, as well as the distribution of daily assignments amongst 5 interns.
• Venue Interviews – Final stage of each city war walk was to go back and interview venue owners as to their purpose for offering WI-FI and what if any marketing plans or objectives they had for its use.
• Analytics Reporting – Daily reporting and documentation via excel spreadsheet, daily conference calls with headquarters to summarize findings and make any adjustments for following days activities.

• Develop lead database - Leveraged various Internet resources to mine for suspect names and companies to build-out the SaleForce.com instance. Extensive use of LinkedIn, Jigsaw, Demand Base, Hoovers, Twitter, Google.
• Lead qualification – Call down on tradeshow, webinar and outbound marketing campaigns to qualify interest need and fit and where appropriate set-up qualified meetings for field sales.
• Capture Lead Activity – Extensive use of Salesforce.com; responsible for keeping accurate and informative notes of each prospect interaction as well as providing follow up action items for marketing and/or sales.