Mike Costa Email & Phone Number

Sunapee, Nh, Us

Meudon, Île-De-France, Fr

Led Global PreSales Solution Engineering Team covering Software Monetization (SM). Consistently achieved or exceeded sales quotas & operational goals. Had a worldwide player/coach role which included individual contributions, presales team & cross-functional team management. Helped to transform team from classical Presales Engineering to customer value-driven Solution Engineering facilitating the Buyer's Journey with heightened business acumen - "Technical Business Consultants". Leveraged generative AI tools to develop several customer-specific "Case for Change" proposals with deep insight into relevant business challenges, high priority solution proposals and preliminary business cases. Developed & implemented several product, solution engineering & sales improvement initiatives. Improved new product & release field readiness. Shortened sales cycle times, improved win-rate & improved customer lifecycle success.

Itasca, Illinois, Us

Led North America-based PreSales Solution Engineering Team covering Software Monetization (SWM) and Software Composition Analysis (SCA). Consistently achieved or exceeded sales quotas & operational goals. Had a player/coach role which entailed individual contributions, presales team & cross-functional team management. Devised & implemented several product, solution engineering & sales improvement initiatives. Improved new SE ramp-up time 3-6x. Improved new product & release field readiness. Shortened sales cycle times, improved win-rate & improved customer implementation success.

Boston, Massachusetts, Us

Developed & implemented a strategy to optimize the Free-X (free, freemium & trial) software portfolio, improve conversions and achieve incremental revenue. Developed & implemented a strategy to improve eStore performance, grow online sales & improve sales productivity.

San Jose, California, Us

Led development & execution of corporate-wide marketing strategies & plans, product/service/solution roadmaps, product/solution introductions, early adopter programs, go-to-market plans, pricing/packaging/licensing strategy, ecosystem/partner strategy, business model strategy, channel marketing strategy, sales training, business reviews, budget management, project management, marketing effectiveness measurement & career training.

Built & led a team providing partner program development & execution, securing Informix DB certification & joint marketing for hundreds of 3rd party IT applications. Acquired by IBM.

Initial start-up team member for client-side and hosted SaaS pricing & licensing software/service offering specifically developed for the high-end technical software market.. Developed & pilot-tested business concept, developed scalable infrastructure & prototype, developed business plan, secured financing commitment & captured initial accounts.

San Jose, California, Us

Ramped strategic customer base for advanced IC design platform from 2 to 17 in 9 months. Developed packaged methodology service offerings and captured $1.2M of new business in 6 months.

Wilsonville, Or, Us

Developed, pilot tested and implemented new software pricing and licensing system that achieved 50% to 200% revenue increase in the first year and provided new, valuable insight into customers’ product usage patterns.