Mike Johnson Email & Phone Number

Maple Grove, MN

• Manage sales of Adult Education Assessment products across all 50 states including 45 dedicated states and 15 state contracts.
• Increase annual sales by 25% for a product line that has 75%+ market share
• Direct supervision of 3 Adult Sales Specialist with responsibility of 10-15 states each
• Support 14 regional sales representatives with 75+ customer and conference presentations annually
• Respond to RFP and RFIs for state contracts related to Adult Assessments
• Secured 15 state contracts for high school equivalency testing with the new TASC test

• Lead sales initiatives for Adult Assessment products with a field sales team of 15 and partner channel. Managed marketing and product direction for TABE and TABE CLAS-E.
• Managed Adult Education Specialist directly and coordinated with Inside Sales teams
• Advanced relationships with State Directors to add new state contracts for over $1.2M
• Maintained TABE’s market share (75+%) Presented at over 100 State and National conferences including COABE, TESOL, ACE of Florida and Texas LEARNS
• Initiated the development of a new High School Equivalency test (TASC)

• Managing vendor-neutral high-stakes certifications products (Network+, Convergence+) with full responsibility for P&L, product development and positioning, committee coordination, ongoing and continuous improvements.
• Define and implement specific certification product strategy; develop and implement yearly marketing plans to target individual users and channel resellers, schedule and budget of large scale, industry - visible.
• Manage certification launch process including survey development, beta launch management, cut score determination, test publishing, localizations and ongoing maintenance, including test refreshing and critical incident.
• Attend and present at industry events, conference and trade shows.
• Recruit and manage external channel partners to become Cornerstone companies for funding and support of new certification programs. Recruit subject matter experts to assist with certification test development.

• Managed Business and Professional Development product line with annual sales of $24 Million.
• Participated in customer site visits/sales calls with direct field sales team to support sales and generate additional revenue.
• Assisted field sales on introductory cold calls with potential clients to discuss the product offering and close contracts resulting in an increased customer base.
• Managed Channel Resellers to launch learning tracks to assist sales in higher revenue opportunities.
• Created and administered marketing plans for both Resellers and Direct Sales Teams.

• Managed software product lines including Microsoft, Citrix, Novell, Legato, Executive Software, Autodesk and Computer Associates with combined yearly internal revenues of $85-$95 Million.
• Consistently exceeded sales growth goals for each quarter resulting in maximum rebates from vendors.
• Created and implemented all marketing activities to maximize Marketing Development Funds of assigned vendors that produced significant revenue increases.
• Managed all internal sales and marketing activities for 10 specific software publishers and achieved revenue goals on all tracked product lines.
• Directly accountable for monthly POS reporting and analysis for market trends and results.

• Facilitated the selling and implementation of national programs and projects between multiple software vendors including Microsoft, Citrix, Lotus and Novell and the one hundred thirty (130) Productivity Point.
• Recruited franchised PPI sites for national programs released from vendors. Increasing the number of PPI’s Citrix Authorized Learning Centers by 55% in 6 months, well ahead of schedule.
• Developed and maintained department’s intranet site enhancing field and channel communications.
• Developed and sold to franchises a new contract with preferred testing vendors increasing testing revenues by 50%.

• Managed training contracts and reported quarterly activity.
• Administered 7 to 10 new certification programs released from vendors and presented ROI benefits to training locations.
• Presented and trained new sites and sales teams on vendor programs and procedures to increase training revenues.
• Managed administration of all vendor certification and membership fees to allow training location to reduce administration costs.