Sales Customer Service

Jacob J. Michaelis

***-* ****** ****** **********, SC 29403

abnm7l@r.postjobfree.com 843-***-****

ACCOUNT MANAGER / BUSINESS DEVELOPMENT

Dynamic, results-driven sales and business development professional with an extensive history

of creating new business and developing territory with record-setting sales numbers. Provide a

solution-based approach to sales that primarily focuses on discovering, assessing, and

resolving client needs and ultimately creating win-win situations. Excellent at building and

leveraging relationships at multiple levels across the organization to ensure account

penetration. Keen understanding of analytical business solutions and how to create a positive

ROI with them. Well versed in the various procurement and purchase order processes.

AREAS OF EXPERTISE

Business Development Business & Strategic Planning Developing Relationships

Marketing Strategies Key Account Development Needs Assessment Customer Service

Market Analysis Account Management B2B

PROFESSIONAL EXPERIENCE

BLACKBAUD, INC Charleston, SC 2007 – 2008

A $300 Million global provider of software and services designed specifically for nonprofit

organizations.

Senior Account Manager: Developed new business with nonprofit clients in a 14 state territory,

drawing on existing contacts and aggressive marketing campaigns to identify and cultivate

potential customers. Performed product demonstrations via web to gain product interest before

traveling to client sites to present solution proposal. Identified and developed key areas of

territory by conducting thorough research and needs assessments of prospects.

• Obtained Blackbaud’s first client in competitor’s territory cultivating and developing

relationship over a long, detailed sales cycle.

• Achieved over 100% monthly quota attainment since first month of employment with

Blackbaud.

• Eclipsed all 12-month sales goals within the first 9 months of working the territory.

• Designed, developed and conducted user group activities within territory in order to

identify new prospects and develop existing accounts.

• Worked directly with clients new to Blackbaud to develop successful marketing

campaigns and events, ultimately providing the return on their investment in the solution.

2Jacob J. Michaelis

AUTODESK, INC / DLT SOLUTIONS Washington, DC 2005 – 2007

A $2 Billion company, Autodesk, Inc. is the world leader in 2D and 3D design software for the

manufacturing, building and construction, government and media and entertainment markets.

Team Lead – Federal, State & Local Government (2006-2007)

Supervised team of 8 account managers that sold Infrastructure, Engineering and Collaboration

Solutions and software to Federal, State and Local Government clients located in Eastern

region of the United States. Called on government resellers to develop relationships in the

Federal Government market.

• Developed team into a successful organization within the company by growing account

managers from below quota attainment to eclipsing quota monthly consistently for 1

year.

• Worked directly with marketing team to establish and develop user event at The Reagan

Center in Washington, DC in effort to identify prospects and promote product offerings to

create brand awareness within the federal government market.

• Prepared forecasts, quotas, monthly business objective, and prospect goals for each

team member on a monthly basis that created a successful environment for the team by

giving them challenging, but attainable sales goals.

Senior Account Manager – Federal, State & Local Government (2005-2006)

• Consistently achieved over 100% of $4 Million sales quota with average of 20% annual

growth against an 8% growth goal.

• Effectively maintained existing Department of Defense relationships while leveraging

those relationships to develop new prospects for total account penetration.

• Actively acquired accounts in a variety of ways, including but not limited to: RFP

process, cold calling, initiating and forging business-to-business relationships,

networking and establishing solid referrals.

• Set territory record for largest sales revenue in a month by developing unique solution

package for a new military client based in Iraq.

BELLSOUTH BUSINESS SYSTEMS (AT&T) Atlanta, GA 2003 – 2005

A $124 Million global company serving thousands of businesses (including all of the Fortune

1000) on six continents.

Enterprise Account Manager

Managed enterprise accounts within an 11 state region, primarily focusing on new business but

also creating account penetration, and maintaining retention of existing business. Aggressively

developed relationships with CFOs, IT directors, and key department heads of large companies.

• Consistently performed above a challenging sales quota, achieving over 115%

attainment monthly.

• Set team record for number of long-term contracts signed within first 6 months of

employment.

• Led team in number of clients brought back to BellSouth after previously leaving for a

competitor.

3Jacob J. Michaelis

AMERICA'S FIRST HOME MORTGAGE COMPANY, INC Atlanta, GA 2002 – 2003

A nationwide lender and one of the largest independent mortgage brokers headquartered in

Georgia.

Loan Officer

Managed and serviced over 100 lender accounts with local real estate professionals daily.

Effectively marketed several consumer and commercial loan products to potential homeowners,

contractors, developers, banks, real estate brokers, and vendors by calling on existing contacts

to identifying potential clients.

• Closed first consumer loan within 20 days of employment.

• Developed unique marketing plan that ultimately provided consistent pipeline of

business.

• Provided continuous customer service and assisted clients during all stages of loan by

providing clients with detailed features, advantages, and benefits to ensure the loan was

appropriate for customer needs.

STATE FARM FIRE AND CASUALTY COMPANY Duluth, GA 1998 – 2002

State Farm Insurance is one of the largest mutual insurance companies in the US, servicing

millions of policyholders.

Fire Claim Representative

Investigated, evaluated, negotiated and settled homeowner’s claims in an assigned area to

include verification of coverage, legal liability and extent of damage to persons and property.

Assisted agents in the settlement of claims. Developed business-to-business relationships with

suppliers, vendors and contractors, which ultimately managed expenses and streamlined

business processes.

• Appointed to and served on an e-commerce development team that built various

websites which enabled customers to order replacement products with a secure

connection in the event of a loss of their personal property.

• Appointed to and served on an advisory council whose main goal was to develop new

claim handling procedures that could be presented and demonstrated to senior

management at the corporate level. Based on the council’s recommendation, new claim

procedures were adopted and implemented company-wide.

• Successfully coordinated a catastrophe reaction team to assist policyholders during

heavy claim cycle after a tornado hit North Georgia.

FORMAL EDUCATION:

Candidate, Master of Business Administration Finance 12/2009

The Citadel Charleston, SC

Bachelor of Business Administration 2000

Georgia State Atlanta, GA

American Intercontinental University Atlanta, GA

PROFESSIONAL DEVELOPMENT

Dale Carnegie Sales Advantage

Strategic Selling Negotiation Skills Presentation Skills

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