Michelle Murei
Kirkintilloch,Glasgow City
Summary
Accomplished Account Director with over 7 years of public sector sales experience. Proven ability to drive revenue growth and exceed sales targets through strategic planning, data analysis and relationship building. Experienced in coaching and mentoring team members to consistently meet and exceed quotas. Known for strong leadership, excellent account planning skills, and a client-centric approach.
Overview
9
9
years of professional experience
4
4
years of post-secondary education
Work history
Account director
LinkedIn, UK Academic and Government (A&G)
2021.12 - Current
- Meet and Exceed Sales Targets: Exceeding yearly revenue targets by over 100% for LinkedIn’s Hiring and Learning Solutions across 38 UK universities, including Russell Group institutions with 30,000+ staff and students. Manage license renewals, expansions, and new business.
- New Business Development: Growing existing client spend through cross-selling and upselling, securing new clients with net new enterprise contract wins achieving over 250% annual growth.
- Strategic Account Planning: Analysing performance data for accurate forecasting aligned with public sector budgets, industry trends, and macro-economic conditions to optimise sales strategies.
- Client Engagement and Stakeholder Management: Engaging C-level executives and Talent Acquisition teams in Higher Education to strategize LinkedIn Talent Solutions' value propositions for staff and student development, HR recruitment, and internal mobility.
- Cross-Functional Collaboration and Account Team Management: Collaborating with internal deal desk and legal teams to ensure public sector compliance. Partnering with LinkedIn Learning and Hiring Customer Success Managers (CSMs) to execute account plans, implement churn mitigation strategies, and understand client objectives and ROI.
Data Center Specialist
DELL EMC, UK Public Sector
2018.08 - 2021.12
- Delivering targets for Infrastructure products: Exceeding targets of $13.5M in sales within the compute and storage portfolio, for the UK public sector mid-market accounts
- Attending customer meetings and events – Building strong relationships and presenting to external stakeholders, to progress sales and achieve trusted advisor status.
- Solution design: Driving the strategy and implementation of technical sales for DELL EMC products (typically SDDC, Hyper and converged Infrastructure, Enterprise Storage, Software and Cloud solutions) and services. Delivering $21M revenue.
- Consultative selling: Designing solutions for the NHS, local government and academic sectors to enable hybrid and cloud-based strategies, utilising Azure, AWS and VMware according to customers’ short and long-term goals.
Education Account Manager
DELL EMC, UK Public Sector
2016.09 - 2018.08
- Territory Account Mapping and Business Development: Achieved 220% year-on-year growth in Scotland and NW England by selling client devices and infrastructure solutions.
- New Business Development: Maintained and expanded a robust pipeline exceeding a $2M personal target. Achieved individual quotas for end-user devices and infrastructure targets, contributing to an overall blended attainment of 351% in FY19. Overachieved by 500% in the server and storage product portfolio.
- ·Public Sector Framework and Go-to-Market Strategic Planning: Successfully submitted RFP and RFI bids leveraging deep knowledge of public sector frameworks including APUC, SSSNA, Link IT Solutions/NHS SBS, and Crown Commercial Services (CCS).
- ·Partner and Customer Relationship Management: Collaborated effectively with account executives, solutions consultants, partners, and customers to ensure alignment and drive business objectives.
- ·Technical Proficiency: Proficient in Salesforce CRM, BMS tools, and Oracle quoting systems, enhancing efficiency and accuracy in sales operations.
Inside Sales Executive
SoftwareONE
2015.09 - 2016.09
- Opportunity Management – Maintaining accurate sales forecasts in excess $1million for large private organisations within the automotive, publishing and media industry.
- Microsoft Bizspark programme advisor - Providing Microsoft licensing solutions to tech start-ups
- Account Management – Day to day account management of 20 Global Enterprise clients including renewal management, processing of orders and quotation requests, and resolving technical client queries for global deployment.
- Client & Vendor Engagement – Attending quarterly business reviews (QBRs) with clients and Sales Managers to review and improve the sales cycle, engagement and identify future opportunities
- Collating software asset management (SAM) and COGs reports - analysing the global spend of enterprise clients across multiple software vendors to create cost savings and increase efficiencies for clients.
Education
Bachelor of Science - Business Management (Marketing)
Brunel University London
London 2011.09 - 2015.06
Skills
- Coach-style leadership
- Effective, compassionate communication
- Relationship Management
- Business development
- Account management
- Data analysis
- Sales forecasting
- Territory planning
- [Area of Expertise] Sales Planning
Accomplishments
FY24 H1 Top A&G Account Director: LinkedIn, UKI Public Sector
FY23 LinkedIn Club Qualifier: LinkedIn
FY22 Q3 Leadership Award: LinkedIn (UK Talent Solutions)
FY20 VP Game changer inspire Award: Dell EMC
FY20 Datacenter Specialist Award: DELL EMC, UK Public Sector
FY18 H1 Inside Sales Representative: DELL EMC, UK Public Sector
2018 GOLD Award: DELL EMC, UK Public Sector
2017 Silver Award: DELL EMC, UK Public Sector
References
References available upon request.
Timeline
Account director
LinkedIn, UK Academic and Government (A&G)
2021.12 - Current
Data Center Specialist
DELL EMC, UK Public Sector
2018.08 - 2021.12
Education Account Manager
DELL EMC, UK Public Sector
2016.09 - 2018.08
Inside Sales Executive
SoftwareONE
2015.09 - 2016.09
Bachelor of Science - Business Management (Marketing)
Brunel University London
2011.09 - 2015.06