After 4 years in the role of Director of Sales and Client Relationships Pillar Lead, my motivation for professional development has been refocused. I continue to hold a core leadership position in the Client Relationship area of Elire. In this new role, I am working more directly with our key clients and prospects, while also leading and supporting three Regional Sales Managers in the East region of the US. My responsibilities include Regional Sales leadership and support for all Commercial accounts, as well as specialized sales within the Government-DoD space.

I hold a core leadership position while guiding our sales and marketing team from a strategic perspective. To accelerate growth for Oracle ERP and treasury management software solutions for cloud, I strive to lead by example, collaborate on all levels, and connect the company to the market. My priorities to spawn new growth are to evolve, improve services, and safely scale up business. I identify trends, helped shift the business model, and position the organization to expand market share with new technology solutions.Key Outcomes✔ Pioneered new markets, channels, and guided shift to cloud-based focus. ✔ Shifted sales team paradigm from expense burden to profit generator.✔ On track to double revenue in year 5 of journey. ✔ Co-led organizational change and 15% average YoY growth.Sales Leadership • Drove new-client sales to 31% total revenue in 2022 by identifying new opportunities and developing Native American and Government sector business. • Increased average deal value 52% and Net New Revenue by 128% in 2 years.• Increased growth 15%, boosted revenue 40%, and average contract value 67% from 2019 to 2022. Strategic Leadership • Helped consolidated management structure into pillars of leadership guided by subject matter experts, shared goals, clear lines of responsibility, and common strategies. • Positioned company for measured growth by managing projects to adapt next-gen product mix (Salesforce PSA and FinancialForce).• Initiated smart-growth plan by building an inside sales team from the ground up through internship program and outside hires.Relationship Building • Helped create predicable revenue streams by shifting post go-live support business model to a subscription-based Managed Services.• Developed new, sales-ready talent and improved customer responsiveness. • Nurtured continuous flow of new business by fortifying Oracle partnership to be the go-to solutions provider.

I applied my knowledge of technology and sales to deepen market penetration and begin the transition away from on-premises software and into cloud services. While shifting the sales model, I surpassed sales goals for south/ southeast US territory. Knowing where decisions are made, I developed C-level client relationships, cultivated trusted-advisor partnerships, and created success roadmaps to demonstrate value and deliver ROI for ongoing collaboration of Oracle ERP and HCM consulting services. ✔ 2.5 signed deals per month on average 24 consecutive months. ✔ Won 32 deals in FY19 valued at $7.9M 150% of goal.✔ Won 25 deals in FY 18 valued at $5.8M 116% of goal.✔ Sales and Ops Employee of the Year2018.• Converted high profile clients including Advanced Disposal/ Waste Management, Sava Senior Care, Broward County FL, Raymond James, Emory University, TCU, Genuine Parts Company (Napa), Stifel Financial, and Channel Control Merchants. • Leveraged previous experience, industry knowledge and influence to cultivate a high-value relationship with Oracle and build the ideal partner model that placed the organization top-of-mind.

As a niche specialist, I energized a team of 7 field reps to sell into companies earning $500M or less annually. To set the right tone, I used entrepreneurial strategies and set a manageable territory across the upper Midwest region. I ushered leads through the sales funnel from prospects to customers by building relationships and demonstrating clear value for Oracle cloud suite of Edge products; enterprise resource planning, enterprise performance, human capital, and supply chain management. Here are some key outcomes my team and I generated:• Helped establish strategic direction as key contributor at Executive Roundtable with Oracle CEO and 16 C-Level Executives to position Oracle Cloud for small and medium sized businesses.• Developed new relationship model to connect directly with C-level decision makers, build trust, learn pain points and core business objectives and build solutions to match needs.

As I continued to evolve, this role allowed me to improve my leadership, project management, and business development skills. My mission was to deliver world-class service and solutions to top-tier clients using a new business model. Markets are always fluid and I adapted to rapidly shifting situations and diverse corporate cultures to meet a unique cache of needs across Oracle’s Strategic 100 Accounts. Highwater marks include:• Sold the company’s first cloud service to Coca-Cola • Drove $9M in sales by leading a team of 9 inside reps who partnered with field reps supporting Oracle’s Strategic 100 portfolio promoting UpMarket Cloud ERP & EPM solutions. o Became Oracle business process SME by working across silos to pull together complex deals utilizing Oracle’s internal business applications for approvals and contracting.

Leveraging my sales success and networking savvy, I leapfrogged to a new role as a newly minted leader. I set goals and purposed myself to guide my team to $6M in new ERP solutions sales. But it didn’t stop there; sales matured into long-term relationships and legacy revenue in the West-US, oil, gas, and other industries. Along the way, I developed 5 new sales reps using a blend of coaching and applied principles from our “Lead to Achieve” management training program. “Michael strikes the perfect balance between driving results and leadership.” – Rick Blaul, Enterprise Account Executive, Snowflake (Data Cloud Services)Here are some highlights from this pivotal experience:• Rallied fluctuating and diverse markets to outpace Q1 goal by 45%, Q4 goal by 22%, and finished at 86% overall against sales target to secure $4.6M for ‘16. • Empowered team to be successful by tailoring go-to-market strategies to individual reps, their target accounts, and map plans to meet goals. • Sold cloud solutions and secured new accounts including Google, CBRE, Expedia, Alaska Airlines, Aecom, and more to build a broad base of clientele.

With a growing cache of sales know-how and experience, I hit the ground running as a sales team member promoting ERP solutions across UpMarket CPG, and automotive channels. In short order, I locked up FY14 annual sales in 3 quarters, exceeding Q3 by 262% and earning MVP award. Leading by example, our team maintained upward sales trajectory into FY15 at 171% of goal for Q2. Finished at142% of annual Sales target as individual contributor.“Without hesitation, Michael quickly learned our systems and processes and soon became the top producing salesperson on the team.” – Jack Ehrlich, Sales Executive and Cyber Security ArchitectImpact generated in 12 months:• Change agent mentoring colleagues on best practices for internal business processes. • Leveraged sales and time management skills to partner with 2X more field reps than colleagues.• Recognized opportunity to double deal value with Hormel that also built trust equity with field reps.Accounts engaged: Cargill, Toyota, Toyota Boshoku, Hyundai, Magna Seating, Hormel, PACCAR, Cooper Standard, Dana Limited, and more.

As I continued to develop my sales skills and relationship building strategies, I realized success by promoting value and building trust, which resulted in consistently exceeding sales goals. That formula allowed me to progress to the #1 producer on the team and trusted to manage all of the US for small business sales during the 1st 3 quarters of 2012.✔ Promoted after 5 months ✔ 122% of goal for 2011 ✔ 107% of goal for 2012

I discovered my passion for sales and quickly mastered the fundamentals to return the company’s investment in me. Here are the highpoints from this foundational role: ✔ Earned Series 7, 63 & Insurance licensure within 2 months ✔ Outstanding Sales Achievement Level 1 Award, Black Diamond Award, Q2/ 2011 for new client acquisition ✔ 199% of goal, Q4 2010 ✔ 149% of goal, Q1/ 2011 155% of goal, Q2/ 2011.Licensed: Series 7, 63, and Insurance (expired 2013)