Michael Fox Email & Phone Number

Sunnyvale, California, US

Lead the EMEA function for sales transformation and enablement as Proofpoint sellers develop strong, value-oriented GTM approaches that drive improve customer engagement and benefits.

Giving clients clear and effective guidance, strategy, and executable direction to achieve sustainable sales force transformation and develop high-performing technology sales teams.We are currently exploring innovative approaches to sales performance, utilising AI tools. This is a recently added direction that fits in with our portfolio of impactful.

Palo Alto, CA, US

• Hand-picked to lead the pilot, roll-out, initial engagement and broad adoption of a new GTM strategy for sales teams, pre-sales engineers and related support functions. Building and launching:
• GTM strategy development, content creation, and operational guidelines;
• Operational governance and reporting models;
• Enablement content with delivery mechanisms, accreditation processes and feedback loops;
• Executive reporting to track program effectiveness and identify areas for improvement.Target audience spans all sellers and pre-sales engineers across all of EMEA, and includes the partner eco-system.The role centres.

Palo Alto, CA, US

• Manage a team of ten CTO-level business strategists plus two graduates, whose role is to deliver pre-sales advisory services in to top tier customers. Activities included: discover, develop and justify customer.
• Partner with top-level sales management to identify target accounts for the next 12 – 36 month period.
• Quarterly and ad hoc account development reviews with sales teams and sales leaders to optimise sales performance, drive customer-centricity and viable, business-focused value propositions.
• Directly support top-level sales leadership and their teams with value enablement, behavioural transformation, and quality of sales performance.
• Increased team diversity with female representation growing from 10% to 30% in two years.
• Develop a cycle of constant opportunity development throughout multi-year transformational customer relationships.

Palo Alto, CA, US

• Manage and drive the development and closing of high-value Enterprise-level business opportunities across the Northern EMEA region (UK and Ireland, Nordics, BeNeLux).
• $50m/quarter target from selected Enterprise Accounts.
• Consistent double-digit growth over 6 consecutive quarters based on C-level solutions focus.
• Oversee the planning and coaching activities of first- and second-line sales managers in the development of their quarterly business, enablement and support of their teams, and driving volume and quality of.
• Continue to drive consistency of sales manager planning, management, and sales performance according to pre-defined and evolving best practices.
• Identify areas of weakness and quickly design, deliver and deploy corrective enablement, including 1:1 coaching of sales managers and selected account executives.

Palo Alto, CA, US

• Maintain and manage the adoption and utilisation of a consistent, best practice sales management framework throughout the EMEA region, for the purpose of improved pipeline management and visibility, forecast accuracy.
• Lead program to replace ~35 different approaches to territory sales management, with a single collection of best practices.
• Improved forecasting accuracy and reduce pipeline variability for in-quarter and Q+1 opportunities.
• Improved ability to respond faster to in-quarter sales under-performance, and growing the number of deals >$1m by 200%.
• Design, development and delivery of C-level awareness strategy based on sales skills evolution and Marketing alignment.
• Tracking and coaching of business stakeholder interactions, driving increase in value-based sales and reliable ELA renewals.

Palo Alto, CA, US

• Continuing the transformation of VMware sales teams and selected partners, from single product sales teams, to sophisticated, enterprise business solution sales professionals. Significant evolution from IT-focused.
• Collaborating with EMEA and Global sales, Channel, marketing, and product management leaders to interlock on go-to-market strategy, target markets, and required enablement programs.
• Introduction of C-level enablement programs and supporting content to promote greater executive interaction with customers.
• Successfully driving VMware Enterprise sales teams from Act 1 to Act 2 selling modalities.
• Introduction of pan-portfolio, solution-oriented sales practices, leading to an increase of sales opportunities based on strategic customer needs, while securing partner time and attention.
• Deliver sales and technical enablement programs and major events, including design and content creation, with measurable business impact (pipeline, bookings) for 1,500 employees in EMEA, and influencing 5,000 employees.

Our certification programs offer you a total solution for maximizing your career potential through skills development programs based on Industry employability needs and your natural abilities. Not only will this help to identify the skills that matter most but allow you to track your skills improvement in real-time and while getting certified from world.

Austin, Texas, US

• Embarcadero Technologies is a software vendor of data modeling, database administration, and advanced, multi-platform development tools.
• Led global product marketing for data modelling and database administration tools, including all associated product launches, and demand generation.
• Product marketing strategy, execution, and alignment with sales enablement programs (for 500 employees and 1,000 partners) on a global basis, for internal, field, and channel sales.
• Rolled-out new company-wide sales methodology with impact of increasing pipeline of +$100k deals by 35% in the first 9 months. (average deal size was $7,500.)
• Integrated common sales methodology language and processes with a complete portfolio of campaign-specific sales play books.
• Drove sales performance improvements through on-going field readiness programs, together with direct, hands-on, 1:1 or small group sales coaching.

Tribal Knowledge captured and delivered highly targeted sales training based on the skills and experiences of top sales performers.Business development and marketing for Tribal Knowledge – high tech target market throughout the United States (mostly around Silicon Valley) and Europe.Created, marketed, and launched a new services business from zero to.

Newtown Square, Pennsylvania, US

Create new global marketing strategy and global branding initiative, for professional services/solutions in support of enterprise software sales.Direct support of C-level sales cycles, travelling throughout the USA and Europe, to close large product and consulting deals for Global 1000 organizations.Directly responsible for growth of professional services.

Armonk, New York, NY, US

C-level Business development for IBM’s new Knowledge Management consulting group, a sub-set of IBM Global Services, for Fortune 100.Responsible for development and execution of professional services opportunities ranging in value from $30,000 to $5,000,000.Blue chip executive relationship-building to secure extensive follow-on services engagements.Large.

Armonk, New York, NY, US

• Created and managed a new pan-Euro-Africa professional services business division for Lotus Consulting Services and business partners.
• Developed and ran region-wide marketing campaigns (internal, and partner marketing) to generate new awareness and demand for Lotus Consulting Services.
• Sold at C-level in to Standard Bank, ABSA Bank, Nedbank, the Council for Scientific and Industrial Research, and ISCOR Mining and Steel, deal sizes from £35,000 to $1.6m in 18 months.

Analyzing and documenting the system requirements for fund managers and portfolio managers.Developing technical specifications for system development and roll-out.Managing system development, testing, and implementation projects throughout Europe.

Vocational Training, Solution Selling

Pmi Certification, Project Management