Michael Robinson - Regional Sales Manager - Hyprfire

Summary

Michael Robinson shares his career journey from studying exercise science to working in sales for a cybersecurity company. He started in pharmaceutical sales and then transitioned to working in the SaaS startup world. He gained experience in sales development, account management, and direct sales roles before moving into the cybersecurity space.

Michael emphasises the importance of having a growth mindset, being open to mentorship, and being resilient in the face of rejection in sales. He also discusses different pathways to enter account management roles, including customer success management and technical account management. In this conversation, Michael discusses the different roles and responsibilities within a sales organisation.

 He explains the roles of account executives, sales engineers, customer success managers, and technical account managers. He also shares insights on career progression and the importance of being strategic in sales. Michael emphasises the importance of collaboration and building relationships with internal teams and stakeholders. He also discusses his decision to leave a company after a merger and the challenges of reentering the job market after taking time off.

Chapters

00:00 Introduction and Overview of Michael Robinson's Career

09:39 Starting in Sales as a Business Development Representative

29:07 Moving Up in Sales: Being Strategic and Upskilling

44:21 Asking the Right Questions in the Interview Process