Michael Washburn Email & Phone Number

Elk Grove Campus

Rancho Cordova

Promoted through positions of increased scope and Responsibility. Provided performance assessment for the Focus and High Touch Enterprise Accounts business unit for corporate SAAS initiative. Tasked with growing business line by generating new opportunities for Sales Team to target and capture. Created and implemented adoption programs, developed accounts, conducted account reviews, and determined customer needs and desired outcomes; developed and disseminated reports. Consulted with customers to develop project plans and program roadmaps to improve productivity, performance, and ROI.• Contributed to $4.5M increase in bookings in 3rd Quarter 2014 as a result of identifying opportunities in Video and/or Cloud Connected Audio Services; generated $1.5M in twelve month bookings. • Played key role in 2014 - 2015 Enterprise Analyst Business Plan promoting strategic business outcomes for customers on a long term basis.• Grew two accounts from Top 100 status to Top 20 usage status with $3M+ in new sales by improving footprint of services.• Acknowledged as an SME on negotiations and contract management with high value client accounts; achieved a “Strong” rating in job performance with Enterprise Team. • Compiled and analyzed customer usage data for Cisco WebEx Collaboration Services and Conducted Consultative Account Reviews which significantly improved growth, adoption, and retention of services within client accounts.• Partnered cross-departmentally to improve Top 20 Account performance; developed 116 accounts and met all customer requirements with 99% Customer Satisfaction. • Client portfolio included Verizon, USAA, and ADP. Repeatedly requested to save as well as clean up underperforming and challenged contract situations for other analysts.• Created more than 100 Articles of Knowledge Base Content for Collaboration Services.• Drove a 98.8% retention rate in Enterprise Accounts through skilled analysis of retention services in 2014.

Rancho Cordova

Ensured continuous success for Focus and High Touch Select Accounts through expertly managing customer accounts. Captured and retained new potential growth opportunities within customer accounts through cultivating strong relationships and providing expert-level client consultations to meet diverse account needs. Drove adoption, retention, and account growth while managing churn for WebEx Services within Collaboration Services business unit. Partnered with Sales Team to plan and complete strategic account reviews; created forecasts and determined goals. Met with customers on-site to perform reviews and conduct training activities. • Fully exceeded target metrics year over year with minimum of 92% retention.• Achieved 101% account retention and secured the 2006 Annual WebExcellence award. • Chosen for advancement from manager to analyst role to take responsibility for critical data coordination and interpretation to meet goals for complete customer satisfaction. • On seven occasions, won the Quarterly WebExcellence award in recognition for consistently superb performance and attention to account results in Growth as well as Retention.

Rancho Cordova

Developed sales territory across Southern Virginia, West Virginia, Kentucky, and Iowa to win new accounts and retain existing accounts for the WebEx Communications business unit. Consulted with prospects and clients to identify needs, determine requirements, and present portfolio of options to align with customers’ desired outcomes. Managed forecasting and compiled data; created and disseminated reports. Developed and adhered to business plan for region. • Boosted annual territory revenue by more than 200% in one year and delivered an additional 25% growth during second year. • As the team-wide “Training Champion”, chosen to coach and mentor entire sales staff. Initiated the “Sales Culture Champion” team building exercises and event programs. • Recognized in the top performing segment of sales staff; won the Presidents Club Award in 2002 for exceeding quota.