Mike Blalock Email & Phone Number

Birmingham, Alabama Area

Overall responsibility for leading Tech Mahindra efforts within the U.S. Utilities industry vertical. These accountabilities include providing leadership and a principal role in the execution of Tech M's go to market plans for the US Utilities business including: Tech M Utility industry vertical strategies for the U.S. marketplace, associated strategic partnerships/alliances, repeatable solutions development, business development and an accountability as customer engagement principal for key Tech M clientele.

Birmingham, Alabama Area

Responsible as senior executive for all business development, service delivery and client relationship management for a portfolio of Wipro's largest N American utilities accounts. Business includes major programs in business transformation services, support of enterprise application platforms, technology architecture, BPO, etc. in a portfolio that includes some of the U.S. and Canada's largest IOU's and retail energy corporations.

Tampa/St. Petersburg, Florida Area

Business development executive responsible for sales for the CSC Utilities Industry Vertical. Responsibilities include sales, practice development, and alliances related to CSC strategies for the Utility vertical.

Responsible for IFS global E&U industry strategy including solutions roadmap, strategic alliances, sales execution, and marketing/brand devlopment for the sector. Industry spokesman at all trade events and external forums.

Responsible for enterprise software and professional services business for government sector. Responsible for:• Revenue and contribution margin goals for product, professional services, and maintenance • Customer satisfaction continuous improvement goal attainment and business retention • Development and implementation of alliance strategies and business partners programs• Providing leadership in establishing presence with the major system integration firms

Completed various management consulting engagements with U.S. based corporations regarding corporate strategies for improving revenue and profitability - focusing on sales performance, marketing initiatives, channels, and alliances programs. This work included a one year-long engagement as sales operations executive consulting to the President and Owner of a major ERP professional services firm in preparation of the sale of that corporation. Accountabilities included:• Southeast U.S. Region Management• Revenue and contribution margin goals for professional services• Account management of Strategic Accounts• Customer satisfaction continuous improvement goal attainment and business retention • Development and implementation of alliance strategies and business partners programs

SAP’s senior executive responsible for all business for utility industry sector: Responsibilities included:• Development and execution of the Americas strategic plan for revenue generation and strategic alliances.• Attainment of contribution margins goals for all business lines (software, consulting, professional services, education, and hosting services) • As VP U.S Field Operations was accountable for management of all operations for $40M product quota and $166M revenue stream • Collaboration and development of U.S. products strategy with HQ (SAP AG Germany)• Acting as the primary business development executive at C levels for major accounts.Major successes included: • Lead the performance recovery of U.S. operation from $0 revenues YTD in May ‘0 to a 94% annual quota achievement in seven months• Rebuilt the U.S. sales organization• Lead the sale and negotiation teams to close the largest license deal for SAP America in ‘2002 at FirstEnergy.

Vice President – Utilities Business DevelopmentExecutive accountable for global development and execution of sales & marketing plan for an industry sector. Accountabilities included global revenue generation, strategic alliances, and market development. Principal at major outsourcing engagement ($400M) for multi-billion multinational. Major successes include:• Member of sales team selling $400M I.T. Outsourcing Program to Entergy under a risk reward based contract • Sale of corporate-wide program to industry leader, including Program Management Office and staffing (a multi-year, multi-million dollar project for all corporate software integration)• Sold Managed Services Hosting of critical customer system in collaboration with IBM • Completed assignment developing a major outsourcing joint venture with global UK firm

Corporate executive responsible for the development and execution of the global market strategy.Responsibilities included:• Develop and execute the global and regional plans.• Selection and management of all corporate alliances • Planning and preparation of regional sales programs.• Develop industry vertical product plans in conjunction with global EVP Product Development.• Industry executive at all trade events and external forums

Responsible for global market penetration strategies and revenue attainment industry sector: • Directed of all direct and channel sales/marketing activities for flagship EAM software products • Closed multi-million dollar sales for products and services, a country-wide software system, establishing a new alliance partners in N. Europe and CIS. Developed the corporate strategy and implemented Revere’s Channels and Alliances Program:• Developed and implemented all policies and procedures to establish and support the program, • Recruited and managed global sales and implementation partners• Secured Big 6 bid partners and lead negotiations for all major global projects• Managed the partner communications functions and cashflows• Assisted alliance partners in bid/win strategies and proposals.

Responsible for developing and implementing DEC’s corporate strategy for a major industry sector (including key account selection, partner recruitment and management, corporate marketing and sales programs, industry training, and strategic account planning): • Executive consultant for all major opportunities• Mentor sales for three largest industry VAR's, directing joint marketing and sales programs • Industry Principal for Western U.S. & Canada. Corporate spokesman at major shows and events.Earlier accountabilities at Digital included management of national accounts portfolio for U.S. E&U accounts and acting as one of four global consultants for the sector.

Responsible for sales and marketing for one of four industry clusters for N. America: • Managed opportunity selection and the sales cycle for major opportunities• Set sales strategies, marketing plans, resource deployment, etc. • Managed product packing/pricing/market messaging for flagship product suite

Electrical Engineer – Technical and Economic Studies, Corporate System Planning Gained comprehensive, company wide operations experience by providing internal management consultancy to the executive leadership team. Completed both technical and economic studies relating to all areas of operations (e.g., asset operations/management, industrial management/service delivery, anti-trust, economic evaluations, cost of power studies, generation mix, voltage flicker studies for major industrial loads, litigation/rate case support, etc.) making recommendation for solutions to issues or directions in support of executive decision process. Experience provides key insights into executive priorities and “hot buttons” as a basis for relationship management and effectively selling at C levels.