Sales Manager
Resume:
Title:Michael Stipe
*************@*****.***
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Name: Michael Stipe
Address:
City: Carlsbad
State: CA
Zip/Postal Code: 92011
Country:
E-mail: *************@*****.***
Primary Phone:
Background
Most Recent Job Title: Sr. Director, Professional Services Sales
Most Recent Employer: Wind River
Career Level: Manager, Director Level
Availability or Timeframe: Negotiable
Authorized to work in the US: Yes
Security Clearance:
Do you have transportation: Yes
Over 18: Yes
Education: Bachelors
Languages Spoken: English
Job Preferences
Desired Salary: $180,000 Yearly
Willing to Relocate: United States
Desired Job Titles
: VP Sales
VP Business Development
Director of Sales
Desired Job Types: Employee
Work Status: Full Time
Desired Shifts:
Desired Travel: 50%
Category: Sales/Business Development
Company Size:
Company Type:
Industry: Computers Software and Hardware, Information Technology, Telecommunications
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Copyright c 1997- Lee Hecht Harrison, Inc.
MICHAEL STIPE
6638 Elegant Tern Place
Carlsbad, CA 92011 *************@*****.*** Cell: 858-***-****
TECHNOLOGY SALES LEADER
Over 23 years of sales experience, in executive and management positions at
entrepreneurial and Fortune 500 technology companies. Utilized consultative and
evangelical selling of products and services in established and new markets. Recruited and
developed sales organizations from the ground up. Background demonstrates increased levels
of responsibility and leadership of successful sales organizations, effective market
analysis for the establishment of new revenue opportunities, and the creation and
implementation of high impact sales and marketing programs.
KEY ACCOMPLISHMENTS
Revenue Generation Proven track record of growing revenue from $500K to $25M, $30M to
$50M, and increasing revenue per sales person by 40%. Major Account Development Developed
major account strategy that produced wins with AT&T, Boeing, B of A, Charles Schwab, DHL,
HP, IBM, Intel, Motorola, NASA, National Semiconductor, Pelco, Raytheon, SAIC, Sony, Sun
Microsystems, TI, VISA, Vizio, and Wal-Mart. Channel Development/Management Closed
partnership with IBM that resulted in initial order of $1M. Negotiations Many multi-
million dollar deals including Sun Microsystems ($5M) and Olivetti ($3M). Relationship
Management Cultivated relationship with Senior Management at National Semiconductor that
produced largest deal in history for Altium. Sales and Marketing Programs Implemented
vertical sales teams that produced wins with Intel, Kyocera, T-Mobile, Vizio, and Sun
Microsystems generating $30M. Market Analysis/Planning Researched, developed, and created
Effnet s product strategy, securing its first customer in the Satellite market, ComTech EF
Data. Strategic Planning/Vision Transitioned from transactional sales model to
consultative/solution sales model that expanded the sales team from 12 to 41 and average
sales per person increased 40%.
PROFESSIONAL EXPERIENCE
WIND RIVER, San Diego, CA 2007 2009
Global leader in device software optimization (DSO). The technology is currently deployed
in more than 300 million devices worldwide by industry leaders like Apple, Hewlett-
Packard, Boeing, Motorola, NASA, and Mitsubishi. Wind River Professional Services enable
leading electronics vendors like Philips, Siemens, Nortel, and Samsung to design, develop,
and deploy innovative products on or ahead of schedule, at or below budget.
Senior Director, Professional Services Sales
Recruited to develop and increase professional services sales strategy, effectiveness,
and efficiency. Responsibilities included recruiting, hiring, training, managing and
supporting services sales managers and solution architects, working with staff to develop
account and territory plans including account targeting, pipeline management, and
competitive positioning.
Increased bookings by 36% from $33M to $45M in FY09. Built annual sales pipeline of $60M.
MICHAEL STIPE 858-***-**** Page Two
Developed and led major account strategy that produced multiple seven figure wins
including Intel MID (mobile internet device) project, Sun Microsystems, Intel IVI (in-
vehicle infotainment) project, Kyocera Android project, Vizio, and T-Mobile Android
project.
Implemented on-boarding and training programs to create a world-class sales team.
Increased team from six to eleven people.
Developed vertical teams to focus on Medical, Industrial, Automotive, Mobile, Consumer,
Aerospace and Defense, and Networking vertical markets. Results were wins in Automotive
(Aptera, HNS), Mobile (Intel, Kyocera, T-Mobile), Consumer (Vizio, DIRECTV), Aerospace and
Defense (Raytheon, Boeing), and Networking (Sun Microsystems, Nortel).
ALTIUM INC
., San Diego, CA 20052007
Leading developer of electronic design automation (EDA) software used to develop products
from car dashboards, life saving medical devices, washing machine controllers to space
satellites.
Vice President of Sales, Americas
Recruited to create and build a sales team from the ground up and expand sales operations
capabilities. Responsibilities included developing sales organization structure,
compensation plans, sales process and methodologies. Created, developed, and implemented
sales approach, training, pipeline development and management, and forecasting.
Collaborated with executive team to create and implement company goals, facilitate company
culture and team environment.
Increased revenue from $11.5M to $19.9M in 22 months. 32% increase in FY06 and 30%
increase in FY07. Growth occurred in a mature market that was growing 3-5% per year.
Increased maintenance and training revenue by 75%. Built annual sales pipeline from $2M to
over $25M.
Developed major account strategy that resulted in the largest revenue deals in the
history of the company with Cessna, National Semiconductor, Mattel, NASA, Teleflex, and
Vicor. Other key customers: 3M, Applied Materials, BAE, Belkin, Boeing, G.E., HP,
Honeywell, Intel, iRobot, JPL, John Deere, Lockheed-Martin, Raytheon, Motorola, Micron,
Microsoft, Pelco, SAIC, Sony, and Texas Instruments.
Developed sales organization structure and roles required to facilitate growth.
Transitioned from transactional sales model to consultative/solution sales model that
expanded the sales team from 12 to 41 and average sales per person increased 40%.
Put in place on-boarding and training programs to create a world-class sales
organization. Built forecasting criteria and mentored sales professionals to successfully
move from prospecting to closing. Developed and implemented commission and quota plans.
Opened East Coast sales office in Boston, MA to support expansion and placed senior sales
personnel in Chicago, IL; Dallas, TX and San Jose, CA.
Improved sales operations capabilities to handle order processing, invoicing, accounts
receivables and timely shipment of orders.
APERTURE, San Diego, CA 20032005
Leading global provider of enterprise software for managing the physical infrastructure
of data centers.
Regional Sales Director
Recruited to develop and build a new region (Southwest) for Aperture. Responsibilities
included sales strategy, revenue generation, channel development and management of the
Southwest region.
Built pipeline from zero to $6M.
Developed relationships with Computer Sciences Corporation, Opsware, ITM Software, and
RiT Technologies.
Closed first VISTA 400 deal in the West with Sony Pictures Entertainment.
Customers included Charles Schwab, Countrywide, DHL, Equinix, Health Net, Lockheed-
Martin, Pinnacle West, SBC, Wal-Mart, and Warner Brothers.
MICHAEL STIPE 858-***-**** Page Three
EFFNET INC
., San Diego, CA 20012003
Provider of embedded software and development services that increases the efficiency,
speed and security of IP traffic on fixed and mobile networks to manufacturers of network
products.
Vice President of Sales and Marketing
Recruited by founders and the CEO to create a new sales and marketing organization.
Responsibilities included developing sales and marketing plans, managing and monitoring
activities of sales and marketing team, collaborating with executive team to create and
implement company goals, setting and monitoring sales and marketing budget, and driving
and closing revenue. Drove sales in North America for Effnet s subsidiary (WKIT Security)
copy protection software.
Developed 12 month corporate sales and marketing plans to drive revenue. Focused on the
top five carriers in the United States: Verizon, AT&T Wireless, Cingular, Sprint PCS, and
Nextel, which resulted in trials with Sprint PCS and Verizon.
Created and launched successful lead generation plan that provided qualified sales leads
to the team.
Prepared and managed annual sales and marketing budget of $2.8M, which was consistently
met or came in under budget.
Closed strategic partnership with UMTS stack vendor, InterDigital Corporation.
Managed strategic relationship with Agere Systems that produced $1.1M in revenue.
Researched and developed new market for Effnet s products in the Satellite market.
Created the strategy for penetrating this market and secured the first customer, ComTech
EF Data.
Forged relationship with Sprint PCS, allowing tests on their wireless network to prove
Effnet s header compression software compatibility, paving the way for future revenue
generation.
NONSTOPNET, San Jose, CA 2000
Internet infrastructure company offering a superior e-business solution including managed
network, security audits, hosting and storage services leveraging world-class technology
from its partners.
Vice President of Sales
Recruited by founders to build and drive the sales organization. Responsibilities
included sales plan and budget creation, recruiting, hiring, training, and developing
staff. Developed policies, procedures, and measurement tools to strengthen effectiveness
of the sales team. Managed and developed both direct and channel sales.
Assembled and developed sales team that increased average monthly revenue by 180%.
Conceived and implemented a channel organization to drive partnerships with Exodus,
Level3, Equinix, Cisco, and EMC. Formal revenue and lead sharing agreements were executed
with each of these organizations.
Member of executive team that developed 18 month corporate strategy and roadmap.
Prepared and managed annual sales budget of $3.9M, which was consistently met or came in
under budget.
MOTOROLA INTERNET & NETWORKING GROUP, San Jose, CA 19972000
Motorola ING provides corporate networking solutions including data, voice, video, and
enterprise software.
District Sales Manager
Recruited to drive business in Northern California and Nevada. Responsibilities included
development of sales strategy, channel development, revenue generation and management of
field resources.
Built relationship with AT&T that gave me an AT&T badge with non-escort privileges and
leadership access to their sales teams. Led weekly discussions with their sales teams to
discuss our partnership that was rolled-out nationwide. The end result was $500K in new
business and 3-5 new opportunities per month.
Achieved major win with channel partner MCI/WorldCom. Jointly developed and closed USA
Payment Systems, which was one of the largest integrators of ATM s. Contract generated $4M
in revenue.
Developed OEM partnership with 3Com which resulted in $2.5M in new business per year.
MICHAEL STIPE 858-***-**** Page Four
Closed OEM deal with Adac Laboratories where they bundled our 3460 WAN modem with their
imaging systems. Once the ramp up period of this project was complete, we sustained $200K
per quarter in new business.
Chosen as the primary supplier on Bank of America s international network project where
we rolled out routers throughout Asia and European offices. Resulted in $1.5M in new
business and opened up new doors within B of A.
Structured work at home project with Pacific Bell (now SBC) for Bank of America that
generated $2M in revenue.
Improved inactive legacy relationship with VISA that regained our status on their
approved vendor list. This secured $1.5M in new business the first year and $2.5M the
second.
TECHNICALLY ELITE, INC
., San Jose, CA 19941997
Leading enterprise software/hardware developer of network monitoring tools. Technically
Elite changed its name to Apptitude and was purchased by HiFn in 2000 (Nasdaq: HIFN).
Director, Business Development 19951997
Responsible for identifying, developing and securing strategic partnerships. This
included account management, development of training programs, co-marketing, and joint
sales calls.
Negotiated single largest contract in company history with Olivetti North America, valued
at $3M.
Developed strategic partnership with IBM/TSS. As part of this agreement, assisted in the
creation of sales/marketing collateral and sales training programs to educate their sales
staff on remote network monitoring. First joint customer (State of Illinois), generated
$1M in revenue.
Western Region Sales Manager
19941995
Recruited by the CEO to develop and grow the 13 state Western Region and Western Canada.
Responsibilities included sales strategy, revenue generation, channel development, and
management of regional sales team.
Set up relationship with Nike s IT department to be their partner for network monitoring
tools worldwide. Tools saved them millions of dollars per year in lost productivity by
allowing them to keep their networks up and running.
Recruited and managed channel partners which included Compucom, Ingram Micro, and
MicroAge. Worked with sales operations to develop sales training and rules of engagement
that led to revenue of $750K.
Created university program that generated initial deals with Stanford University,
University of Arizona, and University of Texas. This new vertical market produced $500K in
new business.
EDUCATION AND TRAINING
B.B.A
., Marketing/Management College of Idaho, Caldwell, ID (1986)
Strategic Selling & Negotiate Success, Miller Heiman
Question Based Selling, QBS Research Inc.
Power Based Selling, Holden Corporation
The Art of Strategic Selling, Kepner-Tregoe
ACTIVITIES AND INTERESTS
Board Member Unity Care Group, Inc., 1997 2008
Varsity College Basketball, 1982 1986
Basketball, Golf, Hiking, Skiing, and Travel
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