Sales Manager

MICHAEL A. MICKLE

*** ******** ****** ****: 770-***-****

Duluth, GA 30097 (Atlanta area) abmk3j@r.postjobfree.com

S EN IO R L EVEL S ALES /S A LES M AN AG EMEN T

Results driven sales executive with outstanding performance record in highly competitive IT marketplace

providing vision and leadership to build strong, effective teams while advancing business goals.

Impact player with 20-year track record in solution selling, new business development, new market penetration,

long-term client relationship building, and strategic sales planning. Strong vision with proven ability to set and

attain ambitious goals. Multifaceted peak performer with outstanding record of aggressive market penetration.

Stellar

negotiating and closing skills with executive level deal-execution experience. Highly motivated team leader

thoroughly committed to personal and organizational excellence.

PROFESSIONAL EXPERIENCE

INFOR GLOBAL SOLUTIONS – ATLANTA, GA

$2.3B ERP application software provider. Infor Public Sector delivers Government specific solutions.

Area Vice President of Sales – Public Sector Group (2007 – Present)

Provide strategic direction, sales leadership and operational management for central and eastern US/Cana-

da.

• Generated aggressive growth of sales revenue from $16M to over $28M annually.

• #1 Area Vice President WW during 2007 102% ($28.8M quota) and 2008 92% ($29.3M quota).

• Negotiated the 3 largest individual contracts in Public Sector history: NYC Parks ($2.1M), City of Buffalo

($1.4M), and Chicago Transit Authority ($2.2M).

• Truncated sales cycle from an industry average of 2 years to 3.5 quarters.

• Doubled year-over-year revenue in Canadian markets with over $4M in new revenue.

EMC CORPORATION – ATLANTA, GA

$14B global IT Infrastructure Company providing hardware, software and services. The Software Group de-

livered $4B in revenues, focusing on storage and content software solutions, no hardware.

Regional Director, Eastern Area Sales Software Group (2002 – 2007)

Provided sales leadership for southeast and south central-TOLA area. Direct reports included Account

Mangers, Channel Partners, New Business Development Managers and Inside Account Managers.

• Turned around a stagnant and non-productive area with revenues exceeding 2002 quota by 109% ($14.7M

quota), 2003 by 119% ($19.1M quota), 2004 by 103% ($21.4M quota), 2005 by 104% ($22.7M quota) and

2006 by 97.2% ($24.3M quota).

• Led the highest revenue growth in NA Commercial/Healthcare Group for 2 consecutive years (2005, 2006).

Achieved multiple President’s Club.

• Recognized as #1 Regional Director in the US Commercial/Healthcare Group in 2005.

• Significantly increased the go-to-market focus of the Dell reseller alliance resulting in their contribution

exceeding 55% of the overall channel revenue.

MERCATOR SOFTWARE – ATLANTA, GA (ACQUIRED BY IBM).

$140M in revenues providing solutions enabling companies to transform their business into an e-business via

robust integration.

Vice President Sales, Financial Services - Americas (1998 – 2001)

Managed Financial Services marketing to the largest global financial banking and healthcare institutions.

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MICHAEL A. MICKLE

• Achieved significant growth of 160% over previous years, selling in excess of $21M in 2001 and $16M in

2000.

• Key New Wins: CSFB ($2.3M), BONY ($1.6M), Mellon Bank ($1.1M), Deutsche Bank ($1.4M), Fidelity

Investments ($1M), State Street ($900k). Enable the infrastructure to support Real-Time Gross Settlement,

T+1 Settlement of US equity transactions, T+3 in UK, GSTPA and SWIFT within Financial Services.

• Achieved Circle of Excellence 4 consecutive years.

Director, Global Strategic SI Relationships 1998-1999

Managed strategic alliances in the Channels Group marketing to 1st and 2nd tier Systems Integrators providing

the Mercator products and OEM solutions.

• Generated new revenue agreements with sales in excess of $23M. Over 139% of target.

• Managed IBM business relationship on a worldwide basis. Personally sold in excess of $17M in new rev-

enue and signed multiple OEM agreements within IBM Retail Store Solutions, Business Intelligence and

e-Procurement businesses on a global basis securing multiple million dollar contracts.

• Recipient of 3 Recognition Awards for exceptional achievement for expanding and accelerating the compa-

ny’s reach with partners Accenture, PwC, EDS and IBM Global Services.

NETSCAPE COMMUNICATIONS – NEW YORK, NY (ACQUIRED BY AOL).

$400M in revenues providing e-commerce infrastructure and e-commerce applications targeted at corporate

intranets and extranets.

Strategic Account Executive – Banking, Brokerage and Healthcare Group (1996 – 1998)

Responsible for marketing to Fortune 100 accounts.

• Secured the 1st Global Agreement in the Eastern Area with Eastman Kodak for $2M.

• Awarded Most Valuable Team Player and recognized as the #2 AE in the East (1997).

• Negotiated multiple Worldwide License Agreements for sales in excess of $2M+.

• Established new agreements with AXA Equitable ($800k), Travelers ($3.8M) and Citicorp ($11.3M).

SYBASE, INC – NEW YORK, NY

$1B in annual revenues. Sybase is a market leader in developing and expanding innovative SQL database

technology, analytics,

mobile messaging and enterprise mobility.

Strategic Account Executive – Financial Services Division (1992 – 1996)

Responsible for financial services, healthcare, banking and brokerage Enterprise Accounts.

• Ranked in the Top 20 among 150+ Account Executives (1994, 1995).

• Key Accounts: New York and American Stock Exchanges, secured new licenses over $3M.

• Achieved new revenue agreements within JPMorgan Chase for $1.1M and $4.2M.

• Opened new agreements with NY Life, Met Life, Shearson Lehman and Travelers Group.

• Achieved 100% President’s Club for 3 consecutive years.

CA, INC. – NEW YORK, NY

$4B in annual revenues. CA is one of the world’s largest IT management software providers.

Executive Account Manager (1983 – 1992)

Responsible for selling MVS systems software products and consulting services.

ESSENTIAL SOFTWARE, INC., Executive Account Manager 1987 – 1992

UCCEL CORPORATION, Senior Account Manager 1983 - 1987

• Achieved ICP Award for sales in excess of $1M (1988, 1989, 1990).

• Averaged 123% quota attainment. Achieved President’s Club for multiple years.

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MICHAEL A. MICKLE

EDUCATION – DES MOINES COLLEGE – Des Moines, IA Degree in Business Adminstration

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