Mike Lambert is a senior product manager and business development professional with 15 years of experience in global IT sales, sales management, strategic planning, marketing, forecasting, account management, business development, presentations, contract negotiations, training, client relations, and revenue growth. He has held several leadership roles at Dell managing product lines and accounts. Currently he is the Product Line Manager for Dell/APC power, cooling, storage and networking equipment solutions globally and in Canada.

1. MIKE LAMBERT
(512) 413-8933 • LinkedIn Profile • mhl1967@yahoo.com
Global IT Sales / Business Development / Multi-State / Contract Negotiations / High-Impact Presentations / Sales
Training
Top-Flight Senior Product Manager and Business Development Professional with 15 successful years of experience in Global IT Sales,
Sales Management, Strategic Business Plans, Marketing, Mapping, Forecasting, Key Accounts Management, Business Development,
Energetic Presentations, Contract Negotiations, Corporate Training, Service Excellence and Client Relations. Combining Customer-
focus with proven success in growing revenue and opportunities through developing comprehensive knowledge of products,
services, competitors and markets while guiding strategy, optimizing revenue and over-exceeding goals. Leading-by-example
management with intuitive sales strategies to maximize efforts and boost profits. Consistently stay ahead of the competition by keeping
abreast on industry standards and market factors that successfully translate company value to clients. Demonstrated experience in:
Global/National/Regional/District IT Sales, Marketing and Leadership Effective Closer • Lead Generator • Cold Calling Enthusiast
Consultative Sales • Solution Sales • Mapping • Planning • Forecasting Global Strategic Business • Sales Team Training
Skilled Negotiations • Channel/Alliance Sales • Vertical Accounts Field Marketing • Salesforce.com • WebEx • Virtualization
Impressive Presentations • Contract Negotiations • Cyber Security Territory Expansion and Growth • Assertive Follow-up
Revenue/Profit Growth Strategies • Excellent Relationship-Building Market Trend Evaluations • Long Range Forecasting
Product Line Management, Available for Business-Related Travel Point of Contact • Key Accounts • Account Retention
CAREER PROGRESSION
Dell, Inc.; Austin, Texas, Dell.com 7/2000-12/2015
A multi-billion-dollar, global corporation reinventing the way the world uses information technology, and demonstrates commitment to
responsible and sustainable business practices by listening to their customers
PRODUCT LINE MANAGER, APC (AMERICAN POWER CONVERSION) (3/2010-12/2015)
• Managed the Product line for the Dell/APC brand by supporting teams calling on customers domestically and internationally, offering
vision for growth on an array of power, cooling, storage and networking equipment/solutions
• Traveled extensively supporting teams within the preferred accounts, G500 and Canadian accounts segments in Panama, Canada,
Round Rock-Texas, Nashville-Tennessee, Oklahoma City-Oklahoma and Eden Prairie-Minnesota
• Launched, directed and managed the product line for Dell/APC sales, building solid relationships with Fortune 500 customers,
including Pratt Whitney, GM, Coca Cola, GE and FedEx to name a few
• Optimized business showcasing Dell/APC and driving sales adoption and execution between the two (2) companies
• Developed resources and tools that helped increase value for customers through demonstrations, presentations, conference calls,
blitz campaigns, virtual presentations and sales strategies that outlined the impact of APC’s products and services
• Rapidly helped team generate leads and transition potential clients from cold to warm to contract; taught how to initiate contact, set
meetings, start the process, present and close
• Continually overachieved performance objectives and revenue goals while penetrating new markets/accounts winning additional
contracts with a consistent increase in quota attainment
• Fostered relationships with business verticals during sales process thru field marketing; by sending field teams on site to offer the
business solutions, consultations, demo and trial products, business sponsorships, and traveling with field teams to various sites.
• Managed the Product line thru quarterly training seminars, passing on best practices and utilizing additional resources; introduced
new products and reintroduced present products at each meeting
• Assisted teams in utilizing margin analysis, pricing structures, and evaluation units and forecast tools to negotiate and structure
aggressive yet profitable contracts as well as resolve any SKU management issues immediately
• Managed the Product Line by collaborating with two (2) administrative staff on mapping out monthly team meeting events, including
Top Golf, Bowling, K1 Racing Nights, Dell Diamond Fun Pack, Cirque du Soleil, etc.
• Built vibrant team relations by providing group learning, affable feedback and communicating through touch-base conversations and
daily huddles, which helped teams grow within the Dell/APC culture
Dell Inc.
INSIDE ACCOUNT MANAGER, SMALL AND MEDIUM BUSINESS (SMB) (SOFTWARE AND ACCESSORIES) (1/2005-3/2010)
• Identified and qualified accounts, providing solution sales nationwide on anything outside the box, including monitors, printers,
firewalls, storage, software, hard drives, memory, hardware/software encryption protection, etc
• Successfully won numerous contracts through consultative sales processes
• Consulted and pitched to prospective technology prospects, establishing clear value proposition based upon analysis of current
marketing efforts, and identifying new revenue streams and acquisition strategies
• Consistently aligned highly profitable sales, which was evidenced by a high close rate as well as customer satisfaction ratings that
were significantly higher than company average
• Grew quarterly account revenue to over $800K, targeted early stages of sales and built alliances within the accounts to expand
sales and profits, acting as first point of contact, working with dedicated marketing resources that defined measurement
• Team Sales Excellence Award Winner FY09Q4 and FY10Q1

2. MIKE LAMBERT
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Dell, Inc.,
INSIDE ACCOUNT MANAGER, CONSUMER (SOFTWARE AND ACCESSORIES) (11/2000-1/2005)
• Significantly increased awareness of Dell as a total solutions provider of software, peripherals, networking equipment and system
upgrades to accounts spending over $200K per quarter by utilizing exemplary relationship selling, email campaigns and cold calling
• Created, developed and implemented strategic sales and marketing plans, which paved the way for exponential growth/profitability,
capturing key accounts by leveraging team resources and transitioning accounts
• Achieved an average monthly quota of 102%-103%,
• Identified opportunities and developed specific sales strategies to acquire new accounts increasing market share
• Originated and formatted sales performance standards and metrics; identified key performance trends and opportunities; derived and
sustained revenue through account development and account rescues
Collaborated in opening a Call Center in the Philippines:
• Traveled with a team to the Philippines to open a high-volume, 24/7call center
• Worked collaboratively with various work groups and departments cross-functionally, including Sales and Technical Support
• Ironed out kinks in cultural differences before going live with Customer Service Reps (CSRs) on the phones with US clients, which
included ways of delivering service, communication gaps and sorting out word differences
• Proposed and implemented appropriate methods for schedules in a timely manner that ensured proper coverage while increasing
service level and minimizing number of calls waiting in queue while determining the optimum intra-day work distribution, adjusting
them as needed to ensure predictive accuracy
• Recommended adjustments to call center-staffing plans based upon analysis of trends and strategic direction
• Optimized work schedules to ensure an even distribution of hours among team, which led to more rested employees, a drop in
absenteeism and a reduction of overtime hours
SALES REPRESENTATIVE, CUSTOMER CARE (2000)
• Perfected inbound calling strategies, focusing on follow-up, call backs and first time buyers while closing transactional sales
• Resolved issues before they escalated, assisting customers purchasing laptops, desktops and peripherals
• Recognized by co-workers for contributions to the overall success of the team; mentored new reps and shared best practices
HEB Corporation; Killeen • Copperas Cove, Texas 1995-2000
MARKET MANAGER • ASSISTANT MARKET MANAGER
• Managed and ordered for the meat, deli and seafood departments, overseeing sales, operations and personnel functions while
following budgets and forecasts with full P&L responsibility
• Ensured maximum profitability and compliance with company standards and procedures were met
• Interviewed, hired and trained associates; delegated responsibilities, evaluated performance and mediated conflicts
• Established atmosphere and energy of each department; increased traffic, revenue and profits; maintained accountability for
performance, payroll, shrinkage, merchandising and housekeeping standards
• Achieved sales and goals; maximized selling during heavy traffic periods and trained staff in doing so, while providing customer with
a quick and efficient checkout; took action in correcting below standard sales trends
• Communicated with vendors on a daily basis regarding orders, delivery dates, freshness and new items
• Oversaw unloading of trucks, stocking, shelving, and merchandising of cases, counters and end caps
• Followed strict guidelines and procedures for receiving/shipping as well as resolved problematic areas in a diplomatic manner
• Maximized gross margin, determined customers’ shopping patterns; arranged displays matching weekly ads and adjusted inventory
accordingly
Education: Graduated High School from Copperas Cove High School in 1985
LEADERSHIP: Delivered impressive trainings to groups from 10 to 2000 in the US, Panama and the Philippines
AFFILIATION: Step-N-Motion, a non-profit dance organization, promoting health and wellness through dance and exercise
TECHNOLOGY: Windows, MS Office, Salesforce.com (CRM Platform), APC, Adobe Suite, AutoCAD, Oracle, Red Hat, Sonicwall,
VMware, Symantec, Dropbox, Trend Micro, Dell Core and Enterprise Infrastructure, Product Management
Accomplishments: Circle of Excellence Winner for Top Performer-Awarded trip to Cancun, Top sales performer in consumer sales.
Assigned to Philippines in 2003 to open a call center. Top Sales Performer for 10/2004, 11/2004, and 10/2004. Promoted to Software
and Accessory Business Account Manager in 2005. Top Sales Performer in 11/2009, 1/2010, and 2/2010. Salesforce Certification in
2/2010. Promoted APC Power and Cooling Product Line Manager in 3/2010 for Small and Medium Business. Promoted to APC Power
and Cooling Product Line Manager in 2013 for the Preferred Accounts Division. Promoted to Power and Cooling Product Line Manager
for Global Accounts and Canada in 2015