Mike Brogno
Ellicott City
Summary
Senior Sales position allowing for parlay of account penetration, account management, relationship building, revenue building and project management skills proven by 25 years of successful achievement
Motivated, personable business professional with multiple college degrees and a successful 24-year track record of profitable account penetration and management on an enterprise level. Talent for quickly mastering technology. Proven track record year after year of overachievement. Diplomatic and tactful with professionals and non-professionals at all levels. Flexible and versatile – able to maintain a sense of humor under pressure. Poised and competent with demonstrated ability to easily transcend cultural differences. Thrive in deadline-driven environments. Excellent team-building skills.
Overview
28
28
years of professional experience
Work History
Major Account Executive
CANON SOLUTIONS AMERICA, INC.
Ellicott City
01.2003 - Current
- Responsible for major net new logo account development in Fortune Global 500-2000 companies within (75) non-Canon customers both nationally and within the Baltimore/DC marketplace in the following marketplaces: Financial, Manufacturing, Services, Healthcare, Legal and Education.
- Responsible for account management within existing customers selling document imaging products, software, outsourcing solutions and managed print services.
- Responsible for $105 million in net new revenue to Canon in (20) years.
- Responsible for maintaining executive level client relationships and developing new client relationships.
- Work directly with C-Level executives, IT staff and administration.
- Manage a pipeline through Salesforce.
- Responsible for selling hardware and cloud based SAAS services.
Business Development Executive
KEANE INC.
Baltimore
01.2001 - 01.2003
- New business development responsibilities.
- Accounts generated $1.5 million in FY2002.
- Responsible for developing C Level relationships within Fortune 500 clients by identifying business challenges and developing solutions to leverage new and existing technology selling application outsourcing engagement, business process outsourcing engagements, application development, and business consulting.
- Respond to RFP’s and develop project plans to support my clients’ requirements.
- Helped perform analysis on several assessment engagements.
- Responsible for developing technical proposals, generating value propositions and ROI frameworks for client base.
- Responsible for project coordination.
- Point of contact to customer base for problem resolution as it pertains to services provided, contracts, and invoicing.
- Responsible for account analysis in new and existing accounts.
- Involved with contract negotiations in all new and existing business.
Principal Consultant
AM SEARCH CONSULTING
Rockville
01.2000 - 01.2001
- Developed $1.6 million in revenue for FY2000 as a rookie.
- Responsible for account management and building key relationships with executives from KPMG, CGEY, Arthur Anderson, Oracle Corporation and various eBusiness solution providers.
- Involved with resource management of consultants on the bench as well as ones rolling off projects.
- Responsible for new account development and account management for staff augmentation.
- Respond to RFP’s and develop project plans to support my clients’ requirements.
- Major areas of focus: ERP, CRM, eBusiness technical professionals and executives.
- Was responsible for negotiating salaries and generating revenue by providing executive level candidates.
- Top Account Executive at time of departure in 2001.
- Rely on lead generation through cold calling and referrals.
- Involved in contract negotiations of new and existing business.
Graduate Assistant Athletic Department, Facilities, Advertising Sales
WESTERN MICHIGAN UNIVERSITY
Kalamazoo
01.1998 - 01.1999
Education
Master of Arts - Administration
WESTERN MICHIGAN UNIVERSITY
Kalamazoo, MI01.1999
Bachelor of Science -
CENTRAL MICHIGAN UNIVERSITY
MT. Pleasant, MI01.1997
Skills
- Net New Logo Sales
- Account Development
- Account Management
- Leadership Development
- Complete Knowledge of IT
- Microsoft Excel
- Microsoft Word
- PowerPoint
- Computer Savvy
- Project Management
- SAAS
- ROI/TCO
- ZoomInfo
- Highspot
- Resource Coordination
- Relationship Building
- Applications Knowledge
- Forecasting
- Professional Presentations
- Salesforce
Accomplishments
- President Club Recipient, 2004-2022, Canon
- President Club Recipient, 2000-2001, AM Search Consulting
- Selected as 1 of 10 emerging leaders, 2011-2025, Canon
Performance History
- 2000, #1 Companywide at AM Search Consulting, 350%
- 2001, #1 Companywide at AM Search Consulting, 350%
- 2004, #1 Rep in DC/Baltimore Region, #3, 253%
- 2005, #1 Rep in DC/Baltimore Region, #2, 278%
- 2006, #1 Rep in DC/Baltimore Region, #6, 298%
- 2007, #1 Rep in DC/Baltimore Region, #4, 233%
- 2008, #1 Rep in DC/Baltimore Region, #2, 354%
- 2009, #1 Rep in DC/Baltimore Region, #2, 311%
- 2010, #1 Rep in DC/Baltimore Region, #3, 288%
- 2011, #1 Rep in DC/Baltimore Region, #1, 313%
- 2012, #1 Rep in DC/Baltimore Region, #4, 223%
- 2013, #1 Rep in DC/Baltimore Region, #8, 178%
- 2014, #1 Rep in DC/Baltimore Region, #2, 247%
- 2015, #1 Rep in DC/Baltimore Region, #2, 289%
- 2016, #2 Rep in DC/Baltimore Region, #15, 139%
- 2017, #2 Rep in DC/Baltimore Region, #18, 108%
- 2018, #2 Rep in DC/Baltimore Region, #36, 105%
- 2019, #2 Rep in DC/Baltimore Region, #42, 115%
- 2020, #1 Rep in DC/Baltimore Region, #30, 103%
- 2021, #1 Rep in DC/Baltimore Region, #17, 107%
- 2022, #1 Rep in DC/Baltimore Region, #3, 248%
- 2023, #1 Rep in DC/Baltimore Region, #8, 107%
- 2024, #2 Rep in DC/Baltimore Region, #16, 107%
- 2024, #2 Rep in DC/Baltimore Region, #16, 102%
Timeline
Major Account Executive
CANON SOLUTIONS AMERICA, INC.
01.2003 - Current
Business Development Executive
KEANE INC.
01.2001 - 01.2003
Principal Consultant
AM SEARCH CONSULTING
01.2000 - 01.2001
Graduate Assistant Athletic Department, Facilities, Advertising Sales
WESTERN MICHIGAN UNIVERSITY
01.1998 - 01.1999
Master of Arts - Administration
WESTERN MICHIGAN UNIVERSITY
Bachelor of Science -
CENTRAL MICHIGAN UNIVERSITY