GROWTH 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

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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

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V3 Systems (acquired by Optum) 

Senior Vice President of Sales

  • Led a global team of direct sales and partner professionals to 40% revenue growth

  • Participated in the successful sale of the company to a larger company in the space

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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

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J.D.Edwards (acquired by Oracle)

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

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  • 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

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Accenture

Consulting Manager

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

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POST-ACQUISITION INTEGRATION EXPERIENCE

Paymetric (acquired by Vantiv/Worldpay/FIS) 

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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

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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 

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