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

  • Cloud / SaaS

  • Software & Technology

  • 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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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

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.

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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

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