Chief Consultant

Mick de los Santos

*** ** **** ****, *** Woodlands TX 77384 • 512-***-**** • ***************@*****.*** Objective

Accomplished and agile sales, business development, and consulting leader performing as ‘player-coach’, and/or top-ranking individual contributor. Seeking strong potential fit for my proven collaborative, consultative “hunter” pedigree. Seasoned with decades of expertise in addressing unique business challenges across broad spectrum of high-tech enterprises.

Work Experience

06/2014 -

Present

EduPro Services, LLC., Texas

Founding Partner

Independent consultant for early stage education technologies seeking to build brand presence, implement sales processes, and revenue models. Engagements included:

Leadership Placement International (2014), executive recruiting and coaching. Targeted matches of 15 companies with talent. VisitDays (2014), campus tour and student recruiting software program for HED. Crafted marketing and business operations. eThink Education (2015), LMS professional services company for HED. Closed first private college in Pennsylvania for $131k TCV. Music Prodigy (2015), music instruction and assessment SaaS for K-12. Executed prospecting activities to qualify 11 deals. Pi App (2016), augmented communication and collaboration for HED. Built revenue model and sales processes.

eLumen (2016), curriculum and assessment program for HED. Closed first Colorado state partnership for $126k TCV. FocalCast (2017), synchronous collaboration suite for instruction and business operations. Closed first HED client for $135k TCV. 10/2013 -

06/2014

Loud Cloud Systems, Inc., Dallas, TX

Director, Sales

Led team of 5 directors in revenue attainment with $2.5mm TCV with University of Texas System. Directed sales efforts, territory planning, and go-to-market strategy for adaptive delivery and behavioral analytics software platform and services. Also, recruited 3 executives to leadership positions.

10/2011 -

10/2013

D2L, Inc., Kitchener, ON Canada

Director, Sales

Top performer with $5.27mm in net-new revenue from strategic clients in US South-Central region including Lone Star Colleges for $3.25mm TCV, Blinn College for $800k TCV, and 3 other LMS engagements ranging from $350k-$550k TCV. Each included learning analytics, hosting, training, and support.

10/2008 -

10/2011

Blackboard, Inc., Washington, DC

Regional Sales Manager

Top 10% sales performer with revenue exceeding quota all 3 years. Led sales, local marketing, and territory development for 6 state Southern US region including first wins in New Mexico for $256k TCV and Puerto Rico for $216k TCV while growing total territory presence from 10-30% market share. Awarded President's Club honors and chosen to present best practices to fellow RSM's.

02/2008 -

10/2008

Vantage Laboratories, LLC., Newtown, PA

Sales Manager

Team leader among 11 peers with 3 $100k+ TCV engagements of instructional software, hosting, training, and support for Vantage's artificial intelligence offering.

06/2006 -

12/2007

SchoolNet, Inc., New York, NY

Senior Sales Executive

Built territory strategy and prospected for new strategic opportunities. Leader in market penetration and in delivering largest Human Capital Mgmt. program client for $150k TCV.

11/1998 -

06/2006

Apple Computer, Inc., Cupertino, CA

Higher Education Account Executive

Exceeded quota 6 out of 7 years in K-20 territories with quotas ranging from $5mm to over $40mm ACV’s. Helped develop elite Acquisition Sales model to generate revenue from the most difficult accounts. Exited as the #1 ranked producer atop a division of over 300 peers.

Advanced Education

2013-

Present

Grand Canyon University, Phoenix, AZ

Ph.D. in Performance Psychology GPA: 3.83

Performance Psychology with advanced business and

Psychology curriculum earning a 3.83 GPA. Special interest in Industrial/Organizational Psychology, Advanced

Statistics, and Organizational Development.

2002- 2007 University of Phoenix, Phoenix, AZ

MBA GPA: 3.51

Master of Business Administration. Special interest in Leadership and Organizational Leadership.

1994 - 1997 Texas A&M University, College Station, TX B.A. in Psychology GPA: 3.21

Psychology Major double-minoring in Business and

Education. Particularly high marks in Speech

Communications, Economics, Cognitive Psychology,

Educational Psychology, and Statistics.

Sales Methodologies and Related Competencies

Smart Selling Customized solution sales training at Apple, Inc. Keys to Winning the Complex Sale, by Rick Page at Apple, Inc. and SchoolNet.

Solution Selling: Creating Buyers in Difficult Selling Markets, by Michael T. Bosworth at Blackboard, Inc.

Miller-Heiman, by J.W. Marriott et. al. at D2L, Inc. To Sell is Human, by Daniel Pink at Loud Cloud Systems. Getting to Yes: Negotiating Agreement without Giving In, by Roger Fisher.

The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon at eLumen.

*References Available Upon Request

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