Mike Highlander Email & Phone Number

California, United States

Naples, Florida, Us

Seattle, Washington, Us

Skytap is a global cloud computing provider offering self-service access to environments across the SDLC into production. Hyper-growth company with 1170% growth listed as #11 on Deloitte's Fast 500 for 2014.Recruited by VP Alliances to build out a successful global channel sales program for the virtual labs offering.Highlights:• Business Plan-> Recruit ->Develop Go-To Market-Strategy->Deal Execution• Significant increase in partner sourced business opportunities • Built a North America & European partner portfolio• Led technical integration with partner platforms• Spearheaded program developments: program contracts, self-service portal , program guide

Houston, Texas, Us

HP Software provides SaaS, on-premise, plus managed services offerings including ALM, security, monitoring, big data, PPM, analytics, orchestration, education and professional services Led a multi-geo partner territory covering 14 states with a myriad of partners and direct sales teams. Highlights:• Significantly increased partner sourced opportunities• Expanded deal sizes • 80% indirect bookings versus 20% direct• Strategically created Go-To-Market strategies with Top GSI, Technology and Business partners • Streamlined unified forecasting effort with direct and indirect team

Houston, Texas, Us

Designed and fully managed an emerging national partner expansion program.• Standardized operational workflow and policy• Recruited and vetted prospective program partners • Provided enablement to presales, sales, and management• Worked with partner CLevel decision makers to build strategy, IP and sales compensation packages• Rolled out multi-geo lead generation marketing events Highlights:• Grew program from $0 to $26M in the first year• Dramatically reduced program costs

Houston, Texas, Us

High energy, high achieving sales executive responsible for managing direct and indirect sales of an assigned territory for SaaS, on-premise and managed services offerings for ALM, security, monitoring, big-data, PPM, analytics, orchestration, education and professional services.Focused on executing a business plan to drive new business opportunities delivering complex solutions that resolve customer IT and business challenges successfully. Highlights:• President Club • Nominated HP Software Global Advisory Council Member

Austin, Texas, Us

BEA Systems division offering enterprise infrastructure software including the industry leading Weblogic Application Server, Tuexedo, SOA, and RFID.Managed, trained and hired a team from junior to senior level. Led a next strategy that incorporated uncovering upsell opportunities for software licenses, education and professional services.Highlights:• Over Achievement of a $64M quotaPrevious positions at this company:• Global Support Sales Account Manager (Feb 2002 - Jan 2005)• Team Lead & Account Manager-Education Services (Jul 1999 - Jan 2002)

eCycle division offering an advanced demo loaner program and sales services for Fortune 500 companies' high end servers, storage, workstations, laptops, PCs and printers.• Developed & Managed concurrently 3 programs for this highly valued start up.• I designed and implemented program operational workflow including hiring a sales team, Highlights:• Bookings increased by $3.8M in my first year from scratch. Previous positions at this company:• Hardware Channel Sales Manager (Jan 1998 - July 1998) • Hardware Account Executive (Jan 1997 - Dec 1997)