Michael Johnston Email & Phone Number

Salt Lake City, Ut, Us

SALES • $26M Manufacturer, report to CEO. Led a team of 3 AEs with $4-$7M targets, 4 SDRs with $3-$4M targets, 1 CSM with a $2M target & 3 members in Marketing. • Restructured sales processes & compensation, realigned sales by division, & launched online store. • Targeted enterprise, mid-market, universities, & start-ups. RESULTS: Increased sales by 52%, grew a $1M customer to over $7M, growing to $30M+. Key wins include: securing key partnerships with Tesla, SpaceX, Johns Hopkins, MIT, Honeybee Robotics, Biofire Diagnostics, Aerospace Fabrication, Upside Foods.SALES & MARKETING • Standardized line of thermal vacuum systems & developed & launched "FRONTIER" branding.RESULTS: Doubled sales in two years, acquiring clients including: NASA, Amazon, Raytheon, & General Dynamics. Reached 50% of overall vacuum sales.

Los Angeles, California, Us

$13M Powder Metal ManufacturerSALES – 1 AE with $4M target, 1 SDR with $2M target. Streamlined process, 31 new contracts, including Bosch & Fox Racing.BUSINESS DEVELOPMENT– Won highest volume part in company’s history. Implemented robotics & automated high-speed vision system to inspect each part against 40 criteria per second for this “safety critical” component – grew from zero to 10M/year, increasing to 15M/year. TRANSFORMATION – Led the upgrade from ISO 9001 to IATF 16949 to meet the rigorous quality standards of our Automotive OEM customers.

Palo Alto, Ca, Us

SALES – Head of Sales, $250M Enterprise Team. Achieved $90M/quarter, driving 64% growth with a focus on competitive wins. Directed a team of 65 professionals, including 13 AEs with $12M targets, 6 BDRs with $8M targets, 43 SDRs with $5M targets, & 3 Marketing professionals. Targeted medium & large enterprises such as Provident Financial, Dyson, Heinz, Regus. BUSINESS DEVELOPMENT – GTM Leader, $700M UK SMB. Designed and implemented marketing plans, channel programs and sales training. Grew quarterly revenue 17% and 1.5% market share gain.BUSINESS DEVELOPMENT – GTM Co-Leader, propelled laptop share from #5 to #1 in the UK in 15 months.TRANSFORMATION – Head of Sales, delivered $435M in Annual Recurring Revenue (ARR) for PaaS (Printing as a Service) business 4 year tenure. Doubling productivity and acquiring key accounts like DHL & Boeing, US Bank, T-Mobile, Costco, Nestle, Apple, Clorox, CVS, Weyerhaeuser, 3M, Caterpillar. Surpassed sales targets by 32%.TRANSFORMATION – Strategy Director, $29B Printer business, recommended investment strategies across 25 business units, implemented globally. Received “HP Executive Award” for training that helped employees grasp new strategy.TRANSFORMATION – M & A Integration Leader, $600M UK Server Business after two acquisitions. Led the transformation of teams from three companies. Unified server strategy, sales, and marketing in the UK. Achieved a 21% growth in Intel Server Business, increased UNIX share from 7% to 13%, and stabilized third business despite a 40% reduction in headcount.

Us

Completed a range of STRATEGY and TRANSFORMATION projects in aerospace, healthcare & telco as these industries restructured. STRATEGY – Developed growth strategy for $4B HMO, modeled merger of two $1B satellite competitors & developed credit card entry strategy for major telco. STRATEGY – Analyzed commercial flight simulator industry for $10B aerospace client. RESULTS: Client reversed plans to expand its $200M simulator business & company was sold.TRANSFORMATION: Implemented a plan to reorganize, cut costs & grow $300M HMO. Restructured $600M portfolio of 80 businesses to refocus on core business for $10B aerospace client.

Master Of Business Administration - Mba, Accounting And Finance

Bachelor Of Science - Bs, Finance