Sales Project Manager

MICHAEL A. BROWN

**** ********* ***** ******, ** 78717 512-***-**** (mobile) ***********@*****.***

SUMMARY OF QUALIFICATIONS

Experienced executive with an energetic, “hands-on” management style and over 20 years of proven results leading

enterprise technology sales and marketing teams

• Broad, mature understanding of enterprise software sales and direct marketing methodology with a track record of

building metrics-driven inside sales and lead generation departments .

• Proactive, self-starter with a healthy competitive spirit and exemplary aptitude for developing leaders and building

teams that consistently perform above targets and industry standards.

• Proficient in hiring, motivating, and mentoring agile teams that operate with a high level of integrity while

focusing on business results and professional advancement.

• Strong team player with proven ability to develop effective working relationships across an organization including

maintaining critical feedback loops with executive management.

• Adapts well to change with the mature business acumen, creativity, enthusiasm, and processes to thrive in any

environment regardless of industry or company size. Most recent successes have been in start-up to mid-sized

technology companies.

PROFESSIONAL EXPERIENCE & ACHIEVEMENTS

SURGIENT, INC., WORLDWIDE SALES & MARKETING SEPTEMBER 2003 - PRESENT

Enterprise Private Cloud Automation Software

Senior Director, Worldwide Sales Operations April 2007 – Present

• Responsible for overall strategy for marketing and sales lead & opportunity pipeline generation. Designed, built,

and implemented tightly integrated inside sales and marketing programs to generate and nurture new leads and

develop sales pipeline in the enterprise IT marketplace.

- Achieved 200% productivity increase year over year despite 60% reduction in staff and while

exceeding industry standards for lead and opportunity conversion. Highlights include a 2010 benchmark

of consecutive quarters over 125% of plan despite constrained marketing budgets.

• Drive sales of leading private cloud automation platform to Fortune 1000 companies worldwide. Track and

manage sales activity, productivity and sales methodology of the entire sales organization to exceed sales and

company targets in bookings, revenue, pipeline development, gross profit, and expense management.

- Grew revenue by 60% year to year leading to company’s first profitable year in 2008.

• Designed the go-to-market tactics and programs for lead generation that launched company strategy establishing a

leadership position in the private cloud marketplace.

- Quarterly averages for lead-to-opportunity conversion met or exceeded 10% industry standard each year.

• Define, manage, and optimize process of the marketing and sales operation to drive efficiency and productivity,

increase sales pipeline levels, opportunity conversion rates, and closed sales as a result of marketing programs.

- Programs resulted in 200% year over year growth of sales pipeline and increased new customer

base by over 100% each year with over 83% of 2010 pipeline coming from integrated programs.

• Drive sales tools adoption and activity reporting in CRM to optimize lead flows, overall data quality, and ensure

pipeline progression, as well as, optimize the quote creation and delivery process.

- Streamlined quote generation process to a 66% improvement in response time; this led to a

refined order fulfillment process that generated faster time-to-invoice and payment-to-commission.

MICHAEL A. BROWN Page 2 of 3

Director, Corporate and Inside Sales September 2003 – April 2007

• Built, coached, and managed Corporate Sales operation towards consistent accomplishment of business

targets.

- Averaged 10.3% lead-to-opportunity response rate. FY 2006 included a 7 of 8 consecutive month rally to

meet targets resulting in two quarters of record-high performances for company opportunity generation.

Resulted in 100% of eligible representatives achieving President’s Club honors in 2006 and 2005, with

83% achieving President’s Club in 2004.

• Created benchmark career development and retention program with efforts resulting in company-first, internal

promotions of several sales representatives.

- Average representative tenure was 66% over industry average for retention within similar sales

departments.

• Co-developed go-to-market programs and sales prospecting activity to generate qualified sales leads across North

America and EMEA markets. Directly managed strategy and execution of electronic-marketing campaigns.

- Averaged response rates between 3-5%. Direct marketing initiatives averaged response rates of

4%, and 3-D Direct Mail averaged 35.5% response rate. Efforts resulted in at least 35% of opportunities

closed, with additional 48% in various stages of maturation.

• Chief administrator, internal champion, and project manager for CRM selection, customization, and adoption.

- Achieved two successful CRM launches and data migration.

• Enterprise Sales Methodology (ESM) champion and co-developer. Trained as an Instructor for Sales Prospecting

University, a training curriculum detailing best-practices in pre-call planning, lead qualification, and opportunity

qualification.

- Led to new sales rep on-ramp to productivity taking place in of the time it took previously.

VIGNETTE CORPORATION, WORLDWIDE CORPORATE MARKETING April 2001 – September 2003

Enterprise, Content Management Software

Regional Marketing Manager, Lead Generation Operations

• Led and developed staff of lead generation representatives in the development and achievement of pre-

sales targets.

- Results averaged 130% over target for six (6) consecutive quarters. Transformed telemarketing

contractors into a "Best in Class" center by improving efficiencies, enhancing process, and training the

organization into a team of telesales high-performers who deliver results-to-plan through continuous

professional development and precise execution.

• Built, executed and measured company-first, national and regional demand generation campaigns and sports

marketing sponsorships to drive revenue within portal, content management, and integration markets. Responsibilities

included project management, event logistics, and on-site management.

• Coordinated and managed regional marketing activities including seminars, regional trade shows, e-mail

campaigns, calling campaigns, networking events, product workshops, user groups and executive briefings to

generate leads in the respective geography.

• Partnered with leadership across the company including Sales, Operations, Marketing, Product

Marketing, IT and North America Regional Sales Teams to develop go-to-market strategies, customize a CRM

launch, and enhance awareness of lead maturation strategies.

MICHAEL A. BROWN Page 3 of 3

XEROX CORPORATION, TEXAS-OKLAHOMA BUSINESS OPERATIONS April 1988 – April

2001

Document Management Hardware, Software, and Services

Product Manager, Digital Color Printer Solutions

• Supported sales representatives throughout sales cycle as field subject-matter expert on full-line of production

digital color printers, software solutions, and business services.

• Generated revenue through new account penetration, customer retention and upgrade/cross-sell opportunities.

Field Marketing Manager

• Developed and executed business unit’s regional marketing plan. Coordinated and managed marketing activities

including product launches, seminars, regional trade shows, direct mail campaigns, sports marketing sponsorships and

events, product symposiums, customer meetings and executive breakfasts.

• Served as a company representative within the business and civic communities and made presentations to improve the

visibility and image of Xerox within the region.

Solutions Sales Executive

• Directed sales of stand-alone and network digital multi-function devices, production black & white and color

copiers/printers to Public Sector agencies. Additional territory expertise included Healthcare, Insurance, and Financial

industries.

• Achieved additional revenue through sales of Xerox and Partner software solutions including web-based document

management software, output management software, web-based search applications, and technical services.

PROFESSIONAL AWARDS AND RECOGNITION

Awards

• Surgient President’s Club ~ Outstanding Performance, Sales Management; 2008, 2007, 2006, 2005, 2004

• Surgient Pinnacle Award ~ Outstanding Corporate Values & Leadership; 2004

• Vignette Leadership Award ~ Excellence in Management; 2003

• Vignette President’s Club ~ Outstanding Performance, Field Marketing; 2002

• Vignette Marketing Excellence Award; 2003, 2001

• Xerox Search for Heroes Award ~ Outstanding Account Management & Customer Satisfaction; 2001

• Xerox Sales Performance Awards ~ Multiple awards of recognition over direct sales tenure

• Community Service Awards ~ Various awards of recognition for civic involvement

Civic Leadership Roles

• Greater Austin Chamber of Commerce ~ Leadership Austin Graduate & Board of Directors

• City of Austin Revitalization Authority ~ Board of Directors

• Austin Museum of Art ~ Board of Directors

• Austin Girls Sports Mentoring ~ Executive Board Member, Consultant

• Served as Founder and Executive Officer of three other non-profit organizations.

EDUCATION

UNIVERSITY OF TEXAS AT AUSTIN

Bachelor of Business Administration; Marketing; 1987

REFERENCES

Available Upon Request

ONLINE RECOMMENDATIONS

Available via www.linkedin.com/in/mbrownlogic

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