Michael Lappin Email & Phone Number

Denver, Co, Us

Marina Del Rey, Ca, Us

Austin, Texas, Us

Responsible for all aspect of presales engineering for LIgl.io

Sydney, Nsw, Au

▶ SCOPE: Assumed oversight of 24-person team of solutions consultants, managing multimillion-dollar direct and channel-based revenue stream. Provide daily guidance, building global strategy aligned with corporate structure to deliver growth YOY. Built best-in-class team akin to “special ops” in hard-won performance and tenacity, aligning sales engineering techniques and relationship-building to penetrate new accounts and deliver revenue stream largely comprised of Fortune 100 clients. Tailor resources to needs of large, global financial institutions and US government agencies. Integrate ability to build infrastructure from the ground up and address customers’ unmet needs, aligning with senior leadership to build viable business practices in start-up environment. ▶ SELECT HIGHLIGHTS:● Generated $3M–$5M annual revenue stream with cost-efficient staff of 3, turning around declining data migration business unit. Pitched go-to-market strategy to CEO, developing migration manager software tool. ● Integrated Peer Product Review (PPR) for Intelligent Migration to expand brand, creating action plan. Conducted market and SWOT analysis, analyzing product history, risk, customer target, and key wins. ● Maximized channel outreach by understanding intricacies of competitive landscape, optimizing account growth. ● Developed TRR system in Salesforce to track performance and utilization of solutions consultants with $60M–$92M quota.● Built metrics-driven business applications with additional tools including: customized dashboards, NetSuite, billable hours, and time entry/efficiency reporting model. ➜ Surpassed Solution Consultant KPIs with 78% average (60% target) with customer-facing utilization of sales force. ● Increased promotion rates based on merits during quarterly performance reviews. ● Built three-day technical training program covering installations, architecture, demonstration, and sales engineering across all products and solutions.

Sydney, Nsw, Au

▶ SCOPE: Promoted to spearhead corporate sales strategy, building fine-tuned 10-person team with significant growth to $14M annual revenue stream. Initiated training infrastructure with multiplatform instructional material distributed internally. Facilitated key wins in commercial sales, empowering Fortune 500 clients to in-source solutions, expanding market opportunities. ▶ KEY CONTRIBUTIONS:● Secured $10M (100 corporate clients) in two years with customized design and technical closure. ● Expanded segment from 20 customers to 200+ in the Americas. Initiated period of sustainable growth for company. ● Built two-day pre-sales workshop, transforming systems engineers with technical expertise to true sales professionals. ➜ Increased closure rates and shortened process time frame. ➜ Led #1 growth team company-wide selling B2B toolkit to corporate e-discovery and investigative teams. ● Shaped team, tactically positioning players in pre- and post-sales based on skills set and self-initiative. ➜ Integrated organic relationship-building mindset to build long-standing partnerships. Connected with clients, selling pitches to key players.

Sydney, Nsw, Au

▶ SCOPE: Built technical infrastructure in start-up environment, leading 24-person archive migration team and reporting to CTO. Managed all presales technical closures conducted worldwide. Engineered and distributed all marketing, technical, and architectural materials. ▶ KEY CONTRIBUTIONS:● Closed 120+ archive migrations in 3 years for Fortune 1000 companies. ➜ Generated $10M practice, surpassing EMEA/UK and US government team’s revenue streams combined. ➜ Achieved highest increase in new logos in company’s history. ➜ Built services channel with 30+ partners including Microsoft, Avanade, Mimecast, and Proofpoint.

San Jose, California, Us

▶ SCOPE: Hired to sell multivendor solutions to reseller partner community and end-users, serving as team lead, e-discovery specialist, and SME. Traveled nationwide with 1M+ air miles covered to advance sales strategy and address benefits of email archiving and e-discovery preparedness, pitching solutions to 1K+ large, Fortune-enterprise customers. ▶ KEY CONTRIBUTIONS: ● Closed $80M of archiving software in 5 years. Exceeded quota each year.● Achieved Archiving and E-discovery Systems Engineer of the Year 2011. ● Surpassed sales quota of $20M by 168% for 4 consecutive years; inducted into Achievers Club in 2010.

▶ SCOPE: Developed team with no funding to foster customer engagement and intimacy, sourcing different technologies to customers. Developed field sales engineering team of 6 to attain competitive advantage of technical sales to channel partners. Visited VAR partners, offering technical, solutions-driven instruction as certified SME for Hitachi/HDS, Checkpoint, Symantec, Brocade, Sun Microsystems and McData. Applied technical breadth of understanding and genuine passion for hardware, software, and services to role, building viable business model and lucrative profit margin. ▶ KEY CONTRIBUTIONS:● Trained and certified VAR partners on solutions processes and how to overcome objections and surpass competitors. ➜ Grew team to 4 FSEs in one year. 6 in 2 years. ➜ Transformed revenue stream. Retained VAR relationships through annual renewal contracts. ➜ Synthesized complex business issues and dynamics into simple terms.