Michael Fox Email and Phone Number
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FIRST AND FOREMOST, DO NOT USE THIS PLATFORM TO TRY TO SELL ME ANYTHING. ANY ATTEMPT TO DO SO WILL RESULT IN AN AUTOMATIC BLOCK AND REPORT TO LINKEDIN. THANK YOU.Executive-level business professional, innovator, motivational manager and communicator, thirty years in high tech, with fifteen years of Silicon Valley experience, and two years delivering consulting services to FSI in South Africa. Dedicated to driving transformative programs that deliver individual and organisational success for sales teams and customers.My career has progressed from IT support and consulting, through to technology services and product sales, sales enablement leadership, business strategy, and development of high-performing customer-facing teams. • Personally closed deal values from $30,000 up to $13,500,000 with $5,000,000 in services business (IBM).• Obsessed with ensuring customers recognise measurable value from their technology investments.• Transformed VMware EMEA Enablement function to increase sales team target deal sizes from $1m up to $5m.• Effective development and execution of strategic sales and enablement transformation programs, evolving transactional business to industry-specific C-level solution-oriented go-to-market strategies.• Popular and inspirational leader, helping teams to realise their full potential while leveraging their passion.• C-level consultative selling, account-based marketing, value selling, including sales enablement for global sales organisations.• Award winner for innovative sales enablement programs focusing on customer-needs and business value.• Recognised thought-leader with industry analysts such as Forrester and IDC as a sales transformation subject matter expert.
Proofpoint
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- proofpoint.com
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Head Of Sales Transformation And Enablement, EmeaProofpoint Mar 2024 - PresentSunnyvale, California, UsLead the EMEA function for sales transformation and enablement as Proofpoint sellers develop strong, value-oriented GTM approaches that drive improve customer engagement and benefits.
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Senior Sales Performance ArchitectOpen Think Consulting Jan 2023 - PresentGiving 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 capabilities collectively designed to help sales teams with these challenges:Prospecting efficiencyLead qualificationPipeline qualityOpportunity developmentValue-based sellingMultiplying deal size valuesForecast accuracyConsistent, high impact sales leadership and cadenceReducing time to quota achievementEstablishing trusted customer relationshipsAnd if you want to discover the science behind the art of selling, we are the thought leaders in this space.
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Head Of Gtm Strategy And Execution, EmeaVmware Apr 2022 - Mar 2024Palo Alto, Ca, UsHand-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 on up-levelling VMware’s quality of performance and customer interactions. -
Head Of Business Solutions Strategy Team, Northern Europe, At Vmware.Vmware Aug 2019 - Apr 2022Palo Alto, Ca, UsManage 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 investments of >$25m/year on their multi-year digital transformations, where our products and services are relevant and differentiated.• 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.• Develop and deliver awareness and relevance of VMware capabilities to customers in selected industries.• Identify, assign and nurture Advisory-relevant projects that support sustainability and renewable energy programs.• Pioneer the Business Value Acumen enablement program. Adopted globally and winner of an industry award.• Pioneer the development of fresh, graduate-level talent into the organisation via Advisory-managed programs.• Consistent quarter-on-quarter pipeline growth and closing of record-sized deals in the UK, Netherlands and Denmark. ($70m+ in the UK, $25m in Netherlands, $25m in Nordics.)
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Enterprise Director, Northern EmeaVmware May 2016 - Aug 2019Palo Alto, Ca, UsManage 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 four-rolling quarter pipeline based on multi-year customer journeys.• 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.• Reporting in to VP of EMEA Enterprise Strategy (GM-1) and dotted line to NEMEA Regional Vice President (also GM-1).
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Senior Director, Enterprise Sales Transformation, EmeaVmware Feb 2016 - May 2016Palo Alto, Ca, UsMaintain 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, higher value deal sizes, and development of a high-performing, motivated sales team.• 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.• Development and introduction of processes and best practices to increase customer loyalty and align VMware products and services with customer business needs and organizational vision.
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Senior Director, Field And Partner Readiness, Emea & GlobalVmware Jul 2013 - May 2016Palo Alto, Ca, UsContinuing 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 solutions to business transformation capabilities, targeting C-level line-of-business leaders.• 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 worldwide.• On-going sales manager and sales team coaching, including account development workshops, sales methodology evolutions, marketing campaign support, and kick-off meeting strategy/execution.
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Advisory Board MemberCambridge Education Development Jan 2015 - Jul 2022Our 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 renowned universities. Our programs are developed based on university research-based skills competency modeling and industry subject matter expertise.http://www.camedu.com/about-us/leadership-team
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Senior Director Product Marketing And Global Sales EnablementEmbarcadero Technologies Aug 2011 - Jul 2013Austin, Texas, UsEmbarcadero 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.• On going involvement with leading analyst groups including IDC and Forrester as subject matter expert in the area of sales performance improvements. -
CeoTribal Knowledge.Tv Sep 2003 - Aug 2011Tribal 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 $25m/year in four years.Created follow-on services business (publications, events) from zero to $12m in three years.P&L responsibility - $5m budget.Team management responsibility for up to thirty consultants, based locally and remotely, including hiring, evaluation, and termination as required. Business results included taking a small business from a $3m loss to a $10m profit in 18 months based on a revised corporate sales and marketing strategy
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Director, Global Services Sales And MarketingBusiness Objects Jan 2001 - Aug 2003Newtown Square, Pennsylvania , UsCreate 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 business from $100m in 2001 to $260m by end of 2003.Established Business Objects Professional Services as a recognized technology resource in the business intelligence market. -
Knowledge Management Services Consultant And Account ManagerIbm Global Services Jul 1999 - Dec 2000Armonk, New York, Ny, UsC-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 account management including C-level relationships at American Express, Disney, Peoplesoft, Airtouch Communications, Sony Entertainment and Capital Group. -
Regional Consulting Sales And Marketing DirectorIbm Global Services Mar 1995 - Jul 1999Armonk, 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.
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Project Manager And Business Systems AnalystDeutsche Bank/Morgan Grenfell Asset Management Mar 1992 - Mar 1995Analyzing 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.
Michael Fox Skills
Michael Fox Education Details
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Ibm Training AcademySolution Selling -
Institute Of Project Management CertificationProject Management
Frequently Asked Questions about Michael Fox
What company does Michael Fox work for?
Michael Fox works for Proofpoint
What is Michael Fox's role at the current company?
Michael Fox's current role is Leader in Software Sales Team Transformation and High Performance Team Development.
What is Michael Fox's email address?
Michael Fox's email address is mi****@****edge.tv
What is Michael Fox's direct phone number?
Michael Fox's direct phone number is +141584*****
What schools did Michael Fox attend?
Michael Fox attended Ibm Training Academy, Institute Of Project Management Certification.
What are some of Michael Fox's interests?
Michael Fox has interest in Social Services, Psychology Of Sales And Marketing, Management Consulting, Civil Rights And Social Action, Marketing, Sales Transformation, Business Transformation, Readiness, Effective Communications, Training.
What skills is Michael Fox known for?
Michael Fox has skills like Enterprise Software, Solution Selling, Strategy, Sales Enablement, Product Marketing, Professional Services, Saas, Business Development, Sales Process, Cloud Computing, Management, Product Management.
Who are Michael Fox's colleagues?
Michael Fox's colleagues are Sagar K., Josh Weber, Yi Jie Wang, Nic Edwards, Dave Hall, Mathan Meir, Michael Schwartz.
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