EXPERIENCE

Mike is a high-energy, revenue-focused leader with a diverse technology background. He has helped companies that range in size from early-stage start-ups to the Fortune 500. 

Mike started his career at Accenture and went on to hold senior sales, marketing and field operations roles in both start-ups and established companies that are now part of technology giants including Oracle and SAP. 
 

Mike has a track record of enabling great teams, launching and growing new revenue initiatives and turning around underperforming organizations. He has repeatedly worked with teams that achieved top performance accolades and company-wide recognition.
 

Mike has experience across all aspects of revenue generation including sales, services, and channels & alliances.
 

Mike is also a published author and a confident public speaker. 
 

GROWTH EXPERIENCE AT-A-GLANCE

• Growth-Focused

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• Cloud / SaaS

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• Software & Technology

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• Professional Services

START-UP EXPERIENCE

180Commerce

Chief Executive Officer / VP of Sales & Marketing

• Hired as the Vice President of Sales & Marketing and promoted to CEO

• Closed a significant funding round and restructured the company to preserve capital

• Managed a formal board of directors and outside investor relationships

• Led this early-stage software start-up from pre-revenue to customer adoption

HYPER-GROWTH EXPERIENCE

Rural Sourcing, Inc. (acquired by Bain Capital) 

Chief Revenue Officer

• Led the sales team from $10M to $22M in less than two years through process consistency and focus on the right markets and opportunities

• Implemented sales process rigor supported by Salesforce.com

• Increased average deal size by a factor of 2.5

• Increased the number of contracts over $1M by a factor of 4

• Inc. 5000 Fastest Growing recognition during my tenure

J.D.Edwards (acquired by Oracle)

General Manager & Business Unit Owner / Director of Sales & Marketing / Director of Pre-Sales / Director of Services

• Helped the company grow from $100M to $1.2B and private to public

• Developed top performing teams across all revenue disciplines

• Promoted into new roles with greater responsibility every 18 to 24 months

• Led a global team responsible for one of the largest clients in company history

• Led sales strategy for one of the largest revenue transactions in company history

• Led the development of a million-dollar solution demonstration center

• Led my team to Performance Club recognition every eligible year

• Created an entirely new business unit to address underperforming industries and led that business unit to over $20M in revenue and #1 two years in a row

STEADY STATE EXPERIENCE

Ariba (acquired by SAP) 

Global Channels & Alliances Leadership

• Recruited and managed global executive relationships with multiple alliance and channel partners

• Led the IBM relationship to Partner of the Year recognition

• Led a cross-functional team responsible for new partner training and on-boarding

• Led the sales team training and enablement efforts for SAP’s alliances and retail sales teams following the acquisition of Ariba

Accenture

Consulting Manager

• Managed consulting teams responsible for functional and detailed design, software development and testing, and support for multiple Fortune 500 clients

POST-ACQUISITION INTEGRATION EXPERIENCE

Paymetric (acquired by Vantiv/Worldpay/FIS) 

Vice President of Sales & Business Development

• Restructured the sales team to increase emphasis on acquiring new logos

• Developed and delivered cross-sell integration tools and messaging to encourage greater collaboration between Paymetric and Vantiv/Worldpay

Infor (acquired Workbrain)

Vice President of Sales 

• Hired to turn around an underperforming, post-acquisition business unit 

• Realigned the business plan and sales and marketing priorities to key verticals and high probability cross-sell markets

• Recognized as the #1 Strategic Solutions Business Unit in my last quarter

TURNAROUND / TRANSFORMATION EXPERIENCE

Sterling Commerce (acquired by IBM) 

Vice President of Sales 

• Transformed an underperforming business unit of 5 regional VPs and 35 sales professionals to performance club recognition through a combination of skills development, sales process maturity and go-to-market strategy

• Established sales process rigor and implemented a sales methodology that was adopted company-wide to move the sales teams from transactional selling to strategic selling

• Led sales strategy on some of the largest transactions in company history 

PROVEN STRENGTHS

Creative Processes

Sales Process & Enablement

Value Message Development

Go-to-Market Strategy
Deal / Pursuit Strategy
Presenting / Public Speaking

FUNCTIONAL FOCUS AREAS

Direct & Indirect Sales Leadership

Marketing Leadership

Operational Leadership

Delivery Leadership

People & Performance Enablement

TECHNOLOGY FOCUS AREAS

Enterprise Software, Cloud, SaaS, Supply Chain, Procurement, Development

MANAGEMENT STYLE

Spirit of Entrepreneurialism & Culture of Discipline

MANTRA

Plan the Work - Work the Plan

SUPERPOWERS

Deal Strategy & Messaging

Simplifying the Complex

FAVORITE MOMENTS

Winning with Integrity

Creating Something New

Putting New Ideas into Action

Beating the Odds

Helping Others Succeed

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VOLUNTEER EXPERIENCE

Cheerfulgear

Founder

Encouraging emotional health through outreach messaging and products that celebrate positivity and a healthy lifestyle.

BSA

Cubmaster

Provided overall leadership to a team of 30 adult volunteers in uniform, serving 100+ 
families. Led a volunteer team that was consistently recognized for top performance in the areas of fundraising, membership and participant delight.

EDUCATION

The University of North Carolina 

Kenan-Flagler School of Business Administration

• Bachelor of Science with Honors

• Completed all business classes with the MBA faculty as part of an Honors Program

• President of the Association of Business Students