Sales Management

MICHAEL MCGOVERN

Glenside, PA ***** 267-***-**** ************@*****.*** linkedin.com/in/mike-mcgovern-3383876

SUMMARY

Global executive with over 20 years as a CIO, COO, CEO, Managing Director & Managing Partner of regional and global consulting and product and services based businesses. Collaborative leader acknowledged for superior and sustained results in sales, operations, and customer excellence and retention.

Record of delivering excellence in creating & leading business development and delivery of IT solutions & services in Financial services, Healthcare, Media, Entertainment, Technology, Government, and several diversified vertical markets.

Noted for a winning sales & delivery teams that consistently overachieved against revenue, costs & profit targets.

P&L Responsibility

New Market Development

Fortune 1000 Sales & Account Management

Technology Solution Sales

Client Relationship Management

Strategic Marketing Programs

Strategic Planning & Execution

Operations Management

EXPERIENCE

IRON MOUNTAIN – DATA MANAGEMENT 2015 - Present

Startup division within Iron Mountain, one of the world's largest records storage and information management companies – serving over 96% of the worlds enterprise companies. This division was created to give Iron Mountain the capability to add the cloud to their paper and tape storage & logistics business.

COO and Vice President of Global Sales

Created & executed the business strategy that led to the transformation (product management, marketing, account management & inside, field & channel sales), of the $560 million new Data Management’s Cloud book of business.

Transformed the traditional product sales organization to a solution based sales team.

Developed and managed alliance & channel partnerships for all of the new go-to-market solutions such as digital transformation, cloud migration and cyber security.

Achieved and exceeded sales targets year over year, 15% and 33%, respectively by acquiring “best of breed” regional sales directors and business developer executives, who had proven track records of success, in selling technology based solutions.

CSC CONSULTING 1990 - 2015

Company provided innovative next-generation technology solutions and services, with major offices across the globe, and 56,000 professionals that served clients in more than 60 countries. In 2017, CSC merged with the Enterprise Services segment of Hewlett-Packard Enterprise to form DXC Technology Co.

Senior Managing Partner, Americas (2012-2015)

Had full P&L responsibility for Americas Consulting $380 million P&L Diversified Industries practice. Responsible for all sales and delivery of consulting solutions and services.

Led sales teams to consistently overachieve against revenue and OI targets.

Created strategic sales metrics and performance management tools designed to drive the firm’s growth objectives.

Senior Managing Partner, Global Industry Consulting (2012-2015)

Dual role as Global Lead for the Diversified Industries. Responsible for managing and leveraging solutions, sales and delivery capabilities for $1.2 billion of business globally.

Worked with each of the seven regional business leaders to grow their sales pipelines by implementing a consistent sales model focused on their specific markets.

Leveraged key subject matter resources across regions to leverage industry solutions.

Created a solution selling methodology that integrated cross divisional solutions and capabilities; management consulting, systems integration, and outsourcing.

Industrialized commodized offerings into solutions that solved client’s business issues.

Re-directed marketing dollars and services to these solutions to create new business and increase pipeline via lead generation and direct marketing activities.

Michael McGovern 267-***-**** ************@*****.*** Page 2

CSC CONSULTING (continued):

Managing Director, East Region (2009-2012)

Responsible for managing business development, delivery and client relationships for a $70 million consulting P&L.

Built an outstanding sales & delivery team that contributed to the top regional performance results, year over year, with an average growth rate of over 10%.

Managing Director, Philadelphia Region (2001-2009)

Managed business development, delivery and client relationships in the Philadelphia Region marketplace.

Although considered a second-tier market, was consistently ranked as the top-performing region in North America since 2001.

Managing Partner, Group Business Management (2000-2001)

Responsible for managing the operations and infrastructure support organization for commercial consulting in North America, which included over 3200 employees located in 58 offices. Managed over 400 operations, administrative and technical infrastructure personnel.

Achieved revenue of $910 million, which represented a growth of 26% over the prior year.

Transformation Executive (1999-2000)

Successfully led the transformation of a $1.2 billion geo-based consulting division to a solutions-based operating model. Led a team of over 75 consultants that defined and implemented the new business.

Regional Operations Director (1997-1999)

Responsible for all sales support and delivery for commercial consulting in the Northeast Region, which included over 900 employees located in 7 offices.

Revenue for the region in FY99 was $295 million, a growth of 30% over prior year’s performance.

Improved operating margin 4 points year over year to 42%, the highest achievement of all regions.

Operations Director (1992-1997)

Responsible for the sales support, delivery services and financial performance within the Philadelphia commercial market.

Philadelphia was the top performing business unit over these five years, winning the President’s Eagle Award each year.

Management Consultant/Program Manager (1990-1992)

Led sales calls, proposals, presentations and demonstrations.

Managed all aspects of client engagements that resulted in leveraging several million dollars in new business.

LAVENTHOL & HORWATH (L&H) 1988 - 1990

Management Consultant

Responsible for expanding the information systems consulting practice to include the real estate investment marketplace for an international management consulting firm. Developed, marketed, sold and managed the execution of a number of diverse client engagements.

FRANKLIN REALTY GROUP, INC. 1979 – 1988

Vice President, Information Systems (CIO)

Managed all functions of information technology for a national commercial real estate investment firm, including application software and hardware, telecommunications, office automation, divisional service functions and operations.

FEDERAL BUREAU OF INVESTIGATION 1976 – 1979

IT Systems Manager

Set up online communications with Washington, D.C. Developed and implemented file retrieval procedures to interface with tracking system for the various types of cases. Planned disaster recovery procedures. Coordinated workflow for special assignments.

EDUCATION

BA Business Administration, Major: Business Law, 1994, Temple University

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