J. Michael Gallo Email & Phone Number

Drive bookings for professional services, develop packaged offerings, and optimize sales process to increase utilization.

Lead the Solution Principal and Project Manager Teams in North America.

• Conduct bi-weekly 1:1 meetings with team members
• Submit final team forecast number to Regional Manager
• Contribute to annual performance reviews for Solution Principal Team
• Run the morning standup call
• Assign new services requests to Solution Principal team members
• Connect regularly with other PS Team Leads to share ideas and ensure alignmentContributions to Revenue Attainment:

• Participate in Solution Principal candidate interviews
• Assist in onboarding new Solution Principals
• Provide mentoring to Solution PrincipalsContributions to Revenue Attainment:
• 2021 individual PS bookings increased 100% YoY to $6.0MContributions to Customer Success:
• Provided input for Ping PS website redesign
• Participated in Design Thinking trainingContributions to Operational Efficiency:

• Act as the primary point of contact for Ping’s North American sales team for professional services opportunities with large enterprise and mid-sized customers
• Meet with clients and lead the pursuit efforts to understand key business objectives, elicit technical requirements, and determine project parameters in alignment with industry and Ping Identity best practices
• Develop statements of work (SOWs) underpinned with solid level of effort (LOE) estimations and provide services quotes for customer acceptance
• Iterate through solution approach to deliver the optimal solution for client success within the bounds of Ping Professional Services and Partner capabilities
• Communicate regular status updates to customers, partners, and sales colleagues on progress during pursuits Contributions to Revenue Attainment:
• Assisted the East Region increase PS bookings YoY in 2019

• Created and delivered innovative product demonstrations for prospects, customers, and partners on-site and remotely. Drove the client relationship with all stakeholders to support sales opportunities. Recognized as.
• Obtained technical wins for CA Client Automation at enterprise customers generating over $2 million in license value revenue.
• Drove opportunities by engaging with sales to develop tactical, strategic plans and proposals to win business.
• Facilitated CA’s transition to a leaner sales model for mature enterprise software by mentoring the Digital Sales Team in product positioning and opportunity qualification to motivate and focus their efforts.
• Evangelized and demonstrated CA IT Asset Manager at industry trade shows.Contributions to Customer Success:
• Negotiated proof-of-concept evaluation criteria between customers and sales enabling timely successful outcomes by aligning product capabilities with business objectives and technical requirements.

• Facilitated CA’s strategic focus on customer retention for the $44 million CA Client Automation account portfolio through empathetic relationship building with customers’ business and technical staff. Conducted.
• Initiated cooperative efforts that improved client relationships to retain large enterprise customers and significantly increased renewal rates resulting in several million dollars of recurring revenue.
• Generated sales leads for increased product license capacity, services, education and cross-sell opportunities.Contributions to Customer Success:
• Designed the online customer-facing Product Usage Assessment Survey to streamline data collection in advance of more active engagements.
• Contributed feedback to Product Team on enhancements that would benefit customers and generate revenue. Contributions to Operational Efficiency:
• Led a focused effort to update competitive intelligence on major competitors in the client management space.

• Performed presentations, demonstrations and proofs-of-concept for multiple CA products to achieve the technical win sales milestone. Proficient in CA IT Client Manager, CA Patch Manager, CA Asset Portfolio Manager, CA.
• Obtained technical wins for CA IT Client Manager totaling several million dollars in product license revenue.
• Collaborated on CA’s first technical win of CA Mobile Device Management.Contributions to Customer Success:
• Enabled faster time-to-value business outcomes for prospective customers by providing initial solution implementation scoping leveraging CA’s Best Practices methodology and other internal resources.
• Contributed to RFP responses with sufficient technical detail by identifying the necessary products and describing the processes and integrations necessary to achieve the desired outcome. Contributions to Operational.
• Created custom product demonstrations for on-site customer presentations using VMware Workstation.Awards and Recognition:

• Implemented CA’s enterprise monitoring and automation software in customers’ production IT environments consisting of heterogeneous physical and virtual OS platforms: Windows, Linux, Unix, Macintosh. Contributions to.
• Ensured projects met objectives, on time and on budget, by gathering detailed requirements, developing Solution Architecture Specifications, creating detailed project documentation, communicating project progress.
• Improved the ability for Project Managers to more accurately scope projects by providing technical guidance for the creation of Solution Implementation Calculator.