Mike Briggs Email & Phone Number

Collegeville, PA, US

New York City Metropolitan Area

• Oversaw a six-person U.S. and U.K. sales engineering (SE) team in a start-up environment. Mastered Cutover’s API-based SaaS work orchestration and automation solution and demonstrated deep subject matter expertise.
• Sales Engineering Optimization – Led the development and implementation of several strategic initiatives aimed at improving the SE team's capabilities. Sought to enhance the effectiveness of product demos while.
• Value Delivery Program: Championed the implementation of ‘Demo2Win’, a value-based demo methodology. Upskilled discovery, demo and POC practices, reducing requirements and average deal duration by two weeks.
• Integrations and API Upskill Initiative: Boosted integration and API add-ons by 40%, generating $25k+ in added revenue, by leading an integrations and API upskill initiative resulting in enhanced demo effectiveness.
• Competitive Intelligence Program: Orchestrated an internal SE effort utilizing AI to analyze external competitors and capture key differentiation, increasing sales confidence and enhancing demo differentiation and.
• Presales KPIs and Benchmarks: Led concentrated efforts to implement Salesforce tracking for key activities, milestones, and trends, resulting in strategic adjustments in discovery, demo, and proof-of-concept practices.

Chicago, Illinois, United States

• Led a 35-person North America presales team in delivering SaaS-based IT asset management solutions to accelerate ROI for large enterprise customers. Took a dynamic and focused approach to delivering SaaS-based IT asset.
• Strategically transformed the N.A. Solutions Consulting organizational structure resulting in better manager focus and efficiency, higher SE productivity and morale, and a repeatable, optimized customer engagement model.
• Enhanced team culture by revamping SE career pathing and leveling, launching a fireside chat program for continuous enablement, and hosting monthly SE all-hands calls to align on strategic vision and celebrate.
• Spearheaded the successful transition to FlexeraOne, Flexera’s comprehensive SaaS offering, while shifting the sales approach to a value-based model.

King Of Prussia, Pennsylvania, United States

• Built North America, Canada, and LATAM presales teams totaling 75+ sales engineers and nine managers. Delivered BI, analytics, and master data management solutions. Led sales alignment, budgeting, GTM planning, on-prem.
• Collaborated with senior sales leadership, channel and partner teams, marketing, and product teams to drive integrated, cross-departmental growth strategies. Provided technical sales leadership to prospect C-Suite, key.
• Motivated and led a team of 9 leaders and 77 contributors, achieving sales quota targets of 102% in 2015, 100% in 2016, 93% in 2017, 104% in 2018, and 99% in 2019 on quotas between $70 million and $90 million.
• Successfully transitioned the team's focus from on-premises to SaaS-first in 2019, surpassing all subscription and ACV targets.
• Led EBITDA-driven transformational change, downsizing the team from 72 to 56 sales engineers in 2017, enhancing efficiency and performance while aligning with Americas’ segmentation and partner strategies.
• Achieved a company-best survey result for the Americas Presales team in 2018, matching or exceeding scores of the "Global Top 50" companies in categories such as culture, engagement, leadership, and job satisfaction.

• Led the Americas Presales team, overseeing North America, Canada, and LATAM, with a focus on sales alignment, budget management, and go-to-market planning. Key achievements include:
• Launched the "Tableau Attack Plan" competitive program, improving win ratios against a major competitor by 50%.
• Established the "Fireside Chat" program, an informal learning initiative led by Presales peers, which harmonized presales skills and best practices across all Americas regions, significantly boosting sales.
• Hired, developed, and motivated a diverse team of 70+ highly skilled sales engineers, significantly enhancing team capabilities.
• Built a dedicated "Value Engineering" team that, through executive engagement and relationship building, improved closure rates and accelerated expansion opportunities, influencing over $20M per year.

• Led the Americas Presales team, overseeing North America, Canada, and LATAM, with a focus on sales alignment, budget management, and go-to-market planning. Key achievements include:
• Collaborated with Sales and Leadership teams to implement the Demo2Win methodology through 2Win! Global, redefining presales acumen and reducing sales cycles by an average of 2 weeks.
• Overhauled compensation plans, securing over $200K to standardize all sales engineers to a consistent 70/30 compensation model.
• Developed and utilized advanced Presales metrics to analyze critical activities such as discovery calls, demonstrations, POCs, deal sizes, and time spent on opportunities.
• Instituted the global “Demo Day” program, an ongoing initiative focused on demo sharing and upskilling through peer participation and feedback, enhancing team demonstration and objection handling skills.
• Formalized the pre-to-post sale transition strategy, increasing customer satisfaction and onboarding success.

• Led the Northeast Presales team, with a focus on sales alignment, opportunity execution, and post sales delivery. Key achievements include:
• Managed team of 8 SEs, leveraging a player-coach ethos to personally deliver $1.1M in revenue while achieving team quota of $16M.
• Led "Presales 2.0" strategy, formally separating Presales and Post-sales for enhanced focus on Presales skills and a refined selling methodology, resulting in a 10% increase in net new land win rate.

Managed high performance data analytics presales group within IBM Software to drive IBM’s Information On Demand strategy in the Mid-Atlantic region, helping our clients innovate and optimize their business processes via a suite of analytics and finance based reporting solutions that unlock the business value of data, turning that into actionable.