Mike Dover Email and Phone Number
Mike Dover's Location
Denver, Colorado, United States, United States
Mike Dover's Contact Details
Mike Dover work email
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Mike Dover personal email
n/a
Mike Dover phone numbers
About Mike Dover
Dynamic business leader with 10 years of managing sales teams, developing customer relationships, and engaging in operationally complex environments. Excelled in managing complex sales business segments for market leading companies in sales, sales management and channel management roles. Skilled in building key relationships, developing talent, and effectively communicating complex strategies to stakeholders of various levels.Specialties:Leadership and Coaching; Technical Sales; Partner Management; Strategic Planning; Channel Management; P&L Management; Customer Engagements; Organizational Planning
Mike Dover's Current Company Details
Mike Dover Work Experience Details
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Global Vice President Of Customer SuccessCertinia Sep 2020 - PresentAustin, Texas, Us
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Sr Director Of Client DevelopmentSap Concur Apr 2020 - Sep 2020Bellevue, Wa, Us -
Director, Client DevelopementSap Concur Feb 2016 - Apr 2020Bellevue, Wa, Us- Responsible for leading a team of 7 Customer Engagement Executives focused on post sales customer account management, driving revenue growth, product adoption and customer retention - Ownership of building out newly formed Government Contracting customer vertical, established growth strategy, hiring and training team to appropriately engage customers- Working closely with cross-functional teams to develop account strategy, internal and external tactical plans, and making value visible for our customers- Established Public Sector Community Engagement best practices - Develop and instituting best practices in driving client lifecycle management; including adoption, consumption, and renewal/upsells for growing client base - Support team in customer escalations owning coordination between executive leadership and customer to ensure visibility, traction and ultimate closure with client satisfaction at the forefront of all activities
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Sr Manager, Vcloud Air Client Experience RenewalsVmware May 2015 - Feb 2016Palo Alto, Ca, Us-Responsible for leading team of 5 Customer Success Managers and 38 Customer Success Specialists focused on post sales customer account management, driving revenue growth, product adoption and retention from existing vCloud Air clients-Partner with VMware field teams (SEs, Sales, Channel) to develop and foster relationships built to drive revenue growth and client satisfaction-Developed and instituting best practices in driving client lifecycle, including adoption, consumption, and renewal/upsells for growing client base -100% revenue attainment 2H FY15, overcoming market challenges -Manage quarterly sales pipeline to ensure on pace to achieve forecast, including building and monitoring a pipeline management plan to closely monitor all performance KPIs-Support team in customer escalations owning coordination between technical team and customer to ensure visibility, traction and ultimate closure with client satisfaction at the forefront of all activities-Successfully implemented pilot sales team targeting customers eligible for cloud credit redemption, evolving to Q1’16 permanent program targeting $15M available revenue -
Director Of Selling ServicesServicesource Nov 2012 - Apr 2015-Responsible for delivering over $1B in annual VMware Maintenance Renewal Revenue for U.S, Canada, and Latin America-Leading sales team of 21 Sales Managers and 100 Sales Representatives responsible for end to end sales process for VMware including building pipeline, quarterly forecasts, quota attainment, and reporting-Built sales team to support 60% growth annually, identified operational gaps and developed sales tools to support increasing demand and scalability of the business -Successfully met VMware Key Performance Indicators (KPIs) and achieved YoY growth every quarter, with a record sales performance in Q2’14 that exceeded client expectations-Working closely with client to develop account strategy, internal and external tactical plans, and external communications. Responsible for driving overall client satisfaction and proactively addressing potential concerns and uncovering opportunities to improve the overall client relationship
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Sr. Account ManagerServicesource Aug 2009 - Nov 2012-Critical business owner in VMware global enterprise implementation with responsibility for coordination, execution, and delivering against aggressive timelines in transitioning over $500M of managed business from VMware to ServiceSource-Managed individual Inside Sales teams of 16 reps and 3 Team Leads accountable for a total of --$375M+ in VMware Annual Revenue-Developed and implemented Sales Certification program to improve sales rep caliber and define sales standards-Established Channel programs aligned with VMware’s focus on partner renewal rate and drove adoption of ServiceSource Cloud applications from 5% to 85% -Selected to support VMware strategic regions requiring key fundamental shifts to improve business results (Federal, LATAM)-Successfully integrated VMware acquired software products into client infrastructure requiring project management within key supporting organizations-Awarded “2011 Above and Beyond” for exceeding expectations for my role
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Account Manager IiServicesource Aug 2008 - Aug 2009-Managed 20 sales reps and 5 team leads to achieve quarterly sales targets by leading weekly territory reviews, building strategic sales plans, setting quotas and actively monitoring daily sales output. Responsible for development of sales team including bi-annual reviews for team leads and sales reps -Acted as the lead interface between ServiceSource and clients including forecasting, weekly reporting, sales pipeline knowledge, and quarterly business reviews-Developed and distributed vertical best practices and “tool kit” in efforts to standardize reporting best practices -Selected by ServiceSource leadership to support development of Nashville sales center including training and developing Nashville sales leadership. Successfully managed 5 client teams across two sales centers -Drove customers to embrace and adopt ServiceSource Cloud applications including a robust partner channel portal, analytics application and Cloud-based CRM that enabled external users with self-service functionality and detailed business intelligence -Achieved “5 STAR” Award: Top Performing AM over the course of 2008, consistently surpassing quarterly target and maintaining best in class sales results-Awarded “2009 Above and Beyond” for exceeding expectations for my role
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Account ManagerServicesource Aug 2006 - May 2008-Managed seven client Inside Sales teams accountable for a total of $30M+ in Maintenance Renewal for multiple ServiceSource customers-Tailored sales strategies for portfolio targeting client circumstances, expectations and competition including Direct v. Channel, quality of data, field sales cooperation, discounting authority, etc.-Responsible for staffing 3 teams in Denver office in order to transition teams from San Francisco sales center-Met or exceeded quota for 4 consecutive quarters resulting in record quarterly ServiceSource revenue-Conducted Service Performance Reviews with clients virtually and at client’s siteAdministered formal semiannual performance reviews for Sales Representatives & Team Leads
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Team LeadServicesource Jan 2005 - May 2008-Managed three client Inside Sales teams accountable for a total of $30M+ in Maintenance Renewal revenue Oversaw 8 direct reports and day-to-day operations of sales reps with responsibility for daily call coaching, deal-by-deal forecast reviews, strategic sales plans, CRM management and the training and development of sales representatives-Managed complex Channel Sales model by developing strong relationships with technology distributors and value-added resellers across the US and Europe, the Middle East and Africa (EMEA)
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Senior Sales RepresentativeServicesource Jan 2004 - Jan 2005
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Sales RepresentativeServicesource Sep 2003 - Jan 2004
Mike Dover Skills
Account Management
Salesforce.com
Crm
Solution Selling
Saas
Sales Process
Sales Operations
Channel Partners
Cloud Computing
Business Development
Customer Relationship Management
Strategic Partnerships
Partner Management
Strategy
Management
Strategic Planning
Team Management
Sales
Sales Analysis
Lead Generation
Team Building
Leadership
Sales Op
Operations Management
Software As A Service
Channel Sales
Operational Excellence
Project Management
Sales Compensation
Cross Functional Team Building
Contract Negotiation
Project Estimation
Construction
Engineering
Construction Management
Concrete
Project Planning
Contract Management
Contractors
Civil Engineering
Autocad
Value Engineering
Renovation
Mike Dover Education Details
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University Of California, BerkeleyMass Communications -
Acalanes High School
Frequently Asked Questions about Mike Dover
What company does Mike Dover work for?
Mike Dover works for Certinia
What is Mike Dover's role at the current company?
Mike Dover's current role is Vice President of Global Customer Success at Certinia.
What is Mike Dover's email address?
Mike Dover's email address is fl****@****ink.net
What is Mike Dover's direct phone number?
Mike Dover's direct phone number is +161896*****
What schools did Mike Dover attend?
Mike Dover attended University Of California, Berkeley, Acalanes High School.
What skills is Mike Dover known for?
Mike Dover has skills like Account Management, Salesforce.com, Crm, Solution Selling, Saas, Sales Process, Sales Operations, Channel Partners, Cloud Computing, Business Development, Customer Relationship Management, Strategic Partnerships.
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