Posted: February 18, 2013
Colorado’s Most Powerful Salespeople: Tyler Murphy
Channel account manager, McAfee Incthe staff of ColoradoBiz
Tyler Murphy, 30
Channel account manager, McAfee Inc. (an Intel company), Englewood
WHAT HE DOES: Supports the McAfee SecurityAlliance Partner community in the Northeastern United States. Other duties include recruiting, on-boarding and managing all SaaS & SMB focused resellers between New York and Maine.
SALES PRODUCTION: In his first year as channel account manager, Murphy led the SMB channel sales team in quota attainment throughout the year. As of second quarter 2012, he ranked No. 15 out of 188 McAfee channel employees in sales worldwide and No. 8 in North America.
VICTORIOUS MOMENT: In the first quarter of 2012, Murphy was notified he would be losing the largest account in his new territory. He worked to not only save the existing business; he negotiated a commitment to triple that account’s business and for it to take on three additional product lines. This represents a single deal worth over $480,000 for 2013.
EXTRA CREDIT: Murphy is on the board of directors of the Rockies Venture Club, a volunteer for the Special Olympics and a small business owner.
SALES TIP: "A premium LinkedIn account allows you to send a direct message to any person on LinkedIn," Murphy says. "This has allowed me to bypass the gatekeeper and connect directly with the decision makers of numerous large accounts."
ON CLOSING: "Build a personal relationship and sell value. Customer service is underrated. If you are responsive, provide accurate information and set good expectations, your clients will quickly tire of working with your competitors."
SALES PHILOSOPHY: "Be easy to do business with."