Set Solutions, a Trace3 Company

• Led new commercial account team for TOLA Region’s leading cybersecurity Value-Added Reseller and Solutions Integrator until acquisition of Set Solutions by Trace3.

Mid-Market Business Development Leader

Cirrus Cybersecurity Group

• Spearheaded business development efforts targeting Fortune 2000 to mid-market companies for identity security, access management, and CISO Advisory Services. 
• By exceeding 130% of Quota and forging strategic alliances with national integrators and VARs, I played a pivotal role in driving the company's growth and success in the cybersecurity industry.

Vice President, Business Development

Deloitte

• Identified new opportunities for Deloitte largely focused around mid-market and privately held companies.
• Advised clients on digital transformation, cloud computing, risk & financial advisory, M&A, audit, tax, and consulting.
• Led efforts in supporting and sponsoring Financial Executives International (FEI) and Association for Corporate Growth (ACG) as well as the Greater Houston Partnership (GHP).

Senior Manager, Business Development Executive, Deloitte Growth Services

Entoro

• Spearheaded business development efforts for this energy-focused fintech start-up group, leveraging OfferBoard's capital raising platform.
• Developed and managed the firm's alliance partner program to support deal flow qualification.
• Recruited industry leaders for the very first Energy Blockchain Forum in Houston, addressing challenges in the Blockchain Ecosystem.
• Coordinated co-marketing initiatives with referral partners and organized firm participation in industry and network events including (NAPE, IPAA, HPF, Hart Energy's Capital Conference, etc.)

Hein & Associates

• As Houston’s first business development resource, targeted public and private companies for accounting, audit, tax, M&A, valuation, transaction & business advisory services for this top 100 public accounting firm.
• Closed over $5 million in projects, including the largest contract in firm history.
• Organized firm seminars and executive roundtables partnering with private equity groups, law firms, and investment bankers to demonstrate firm’s energy expertise and leverage network relationships.
• Coordinated firm sponsorship and participation for events with Association for Corporate Growth (ACG), EnerCom’s Oil and Gas Conference, NAPE, Oil Scouts, Houston Private Equity Association (HPEA), and Oilfield Helping Hands (OHH).

Director, Business Development

DMA - DuCharme, McMillen & Associates, Inc.

• Developed new business and managed existing client relationships for this state and local tax (SALT) firm, focusing on Fortune 1000 companies.
• Led strategic account planning sessions to identify client needs and direct follow-up by subject matter experts.
• Managed a team to maximize territory penetration, resulting in millions of dollars in tax savings for clients.
• Coordinated tax technology resources for integration with SAP and Oracle.
• Fostered key relationships with local, regional and national tax organizations.

Director, National Accounts

Jefferson Wells International

• Leveraged cross-functional services to expand client base and generate revenue.
• Global Rookie of the Year in 2006 amongst 40 peers and was recognized as the region's top account manager in 2007, 2008, and 2009.
• Earned multiple awards for exceptional client satisfaction and relationship building.

Business Development Manager

Symantec (BindView)

• Exceeded sales quota by 130% for a global IT security provider
• President’s Club member in 2000, 2002, 2003, and 2004
• Top Regional Sales Manager in Midwest for 2003 and 2004
• Developed first enterprise and multi-year contract, which became the foundation for company’s SaaS pricing model

Regional Sales Manager

BCS Systems

• Led sales efforts to Fortune 2000 companies, managing campaigns, advertising, and negotiations for this systems integrator, channel partner, and Value-Added Reseller.
• Developed and executed company strategy at regional and national trade shows, driving brand visibility and customer engagement.
• Honored with President's Club awards in 1995, 1996, and 1997 for outstanding performance and most new accounts in 1995.

Account Manager

Equinox

Controller

Senior Business Development Executive with twenty-five plus years in consultative sales and relationship management in professional services, public accounting, fintech, and cybersecurity software and services.  

My key differentiator is that I started out as a CPA and have walked in my client’s shoes. Highlights include:

Strong network equity in the Houston market

Proven success identifying, qualifying and closing the sale of professional services and technical solutions in cybersecurity, finance & accounting, tax, audit, private equity, M&A, transaction advisory, valuation, risk & compliance, and business & technology services

Initiative-taker with exceptional interpersonal and networking skills that quickly establish rapport, building and sustaining strong relationships with decision-makers; perceived as a trusted adviser with highly effective consultative selling skills across a wide range of personality types

Recognize and appreciate the value of collaboration and working within a team environment to build trust and respect with internal firm resources, clients, and channel partners

Strong qualifications in developing strategic business plans, "connecting the dots", lead generation, pipeline management, sales presentations, overcoming objections, contract negotiations and closing, key account acquisition, cross-selling, and client retention

Earlier background as CPA in senior positions in IT audit, SEC and financial accounting

She started answering the phones at 18 and now she owns the firm.

We love stories like this.

Tiffany Nelson started working at a local accounting firm right out of high school as a secretary. She wasn't a CPA. She was just the person answering the phone.

But the owners, Janice Hull and Crystal Russell, saw something in her. Instead of keeping her at the front desk, they invested in her.

• They helped send her to accounting school.

• They supported her while she got her CPA.

• And 16 years later, when they were ready to retire, they didn't sell to a private equity firm. They sold the business to Tiffany.

This is a masterclass in succession planning. Many business owners worry about their "Exit Strategy." They search for outside buyers or mergers. Sometimes, your best exit strategy is sitting right outside your office door, answering the phone.

To Tiffany Nelson: Congratulations on the new sign on the door. You earned it.

#SmallBusiness #SuccessionPlanning #CareerGrowth #AccountingLife

Michael L. Grant

Business Development Executive | Connector | Network Equity | Outsourced Accounting Services

taplio

Michael L. Grant's Linkedin Analytics

Michael L. Grant

Performance ScoreMichael L. Grant's LinkedIn Performance

Michael L. Grant's Best Posts (last 30 days)

Ready to grow your LinkedIn presence?

taplio

.css-6ytdur{background-image:linear-gradient(284deg, rgba(39, 43, 72, 1) 0%, rgba(33, 47, 183, 1) 100%);color:transparent;-webkit-background-clip:text;background-clip:text;}Michael L. Grant's Linkedin Analytics

Michael L. Grant

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Michael L. Grant's LinkedIn Performance

Michael L. Grant's Best Posts .css-1emoo84{font-size:var(--chakra-fontSizes-md);font-weight:400;color:var(--chakra-colors-gray-600);}(last 30 days)

Ready to grow your LinkedIn presence?

Michael L. Grant's Linkedin Analytics

Performance ScoreMichael L. Grant's LinkedIn Performance

Michael L. Grant's Best Posts (last 30 days)