Michael Labelle Email & Phone Number

Sunnyvale, Ca, Us

San Jose, California, Us

I directed sales, compensation, sales systems, data services, renewals sales, and decision-support functions for the SD-WAN Subscription business unit (BU). While optimizing compensation, sales enablement, renewals, sales growth, channel operations, and the Deals Desk, I led and motivated a cross-functional team of 20 employees and leaders to peak performance levels. I did this while leading the team through integration from the Silver Peak acquisition.

Santa Clara, Ca, Us

Playing a key role in positioning Silver Peak for its billion-dollar corporate sale to Hewlett Packard, a built its infrastructure for sales predictability and effectiveness. I performed due diligence and steered the sales organization through the integration.DELIVERED RESULTS:► Tripling the size of the WW Sales organization in 2 years, achieving high double-digit revenue growth. Expanding the subscriber base by 60%+ and substantially increasing the adjusted cost base (ACB). Leading the Renewals Sales organization, driving 30%+ of revenue while maintaining <10% churn rate. ► Turning around performance and accelerating growth with numerous game-changing introductions, such as sales segmentation model, standard sales reporting packages, inside sales roadmap, Board of Directors (BOD) reports, metrics for sales performance/execution, and weekly reporting cadence.► Producing 25% of the total corporate revenue by leading the organization focused on renewals and retention. ► Established market segmentation spotlighting billion-dollar customers, average deal size, and trends to realign the sales organization to top priorities. Building out data services and governance teams to better manage account enrichment and segmentation.

San Jose, Ca, Us

Promoted to maximize the sales operations of all Brocade’s subsidiary companies, I led 170 employees, including 13 direct reports. I spearheaded sales operations during the successful integration of Ruckus into Brocade, and through subsequent divestitures. While doing so, I oversaw sales operations, sales finance, deals desks, sales systems, data services, and decision support.DELIVERED RESULTS:► Playing a top leadership role in breaking up $3.5B Brocade business into 7 different companies, including the $800M Network Edge business. Constantly refining and moving business units.► Significantly enhancing sales engagement, productivity, and expense-to-revenue ratio by designing new enterprise sales coverage model for IP and SAN, and by restructuring business units to accommodate changes. ► Keeping the sales team productive during profound business transitions, from initial acquisition through subsequent divestures spanning over a year.

Sunnyvale, Ca, Us

I ramped up the network business and launched new products while driving sales operations for this $250M public company. Afterwards, I oversaw the integration of Ruckus Sales into Brocade.

San Francisco, California, Us

Built out all sales operations across Asia-Pacific and Japan (APJ) and the Americas while continually improving professional services, global sales systems, data services, compensation, and decision support. Collaborated with finance, marketing, and information technology (IT) to determine optimal strategies. Managed 8 direct reports and 35 indirect reports. Integral in privatizing this public company for a private equity (PE) firm.DELIVERED RESULTS:► Ensuring the predictability and sustainability of sales success by standardizing processes, refining the sales cycle, and building strong metrics. Completely revamping sales divisions and their business models, and aligning them to customers’ buying journeys.► Empowering sales teams with better information by expanding data services offerings. Analyzing revenue, contract information, and sales opportunities management, examining the entire sales cycle from lead generation to post-revenue activities.► Establishing a productive sales reporting cadence. Creating automated standard sales metric packets for weekly, monthly, and quarterly/QBR global distribution. ► Motivating teams by monetizing analytics for sales reps. Delivering inspiring presentations in sales kick-offs and training sessions.

Sunnyvale, California, Us

Hired to establish the sales operations infrastructure in preparation for this SaaS/enterprise software company’s initial public offering (IPO), I enhanced the predictability and effectiveness of this rapidly growing and changing sales organization operating throughout North America (NA), Asia, Australia, Europe, Africa, and the Middle East.

Broomfield, Co, Us

I oversaw global design, implementation, and management of sales strategy, process improvement, sales compensation, and customer relationship management (CRM) systems (NetSuite and SFDC) across Consumer and Enterprise channels for this SaaS company.

Fremont, Ca, Us

I positioned the global sales force to generate triple-digit growth quarter-over-quarter for this multibillion-dollar solar panel manufacturing startup with substantial US government funding. While doing so, I built the infrastructure for sales, demand generation, production forecasting, order management, and logistics coordination. I also implemented Salesforce.com sales/automation tools and promoted business panels on a stage shared by President Barrack Obama.

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I led key initiatives for this $1.6B enterprise software company that increased sales productivity through improved territory alignment, streamlined processes, and metrics-driven behavior.

Austin, Texas, Us

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