Mike L Johnson Email & Phone Number

Dallas, Texas, United States

Dallas/Fort Worth Area

Plano, Tx

■ Directs the global Sales Operations team of a $500M business segment with 150 Sales Representatives. ■ Oversee the implementation and execution of all aspects of sales business processes, including forecasting, pipeline management, sales compensation design, channel enablement, territory planning, and budget management. ■ Conduct annual order planning to establish a business operating model, quota plans, and a commission structure that aligns with business initiatives.■ Conduct monthly analyses of expenses for global sales team, investigate overages and underspend, and implement countermeasures. ■ Manage the Sales and Marketing CRM and CPQ infrastructure.■ Oversee Channel Partner screening and approval for Service Provider business. ■ Collaborate with the Sales Enablement and Marketing teams for new product introductions, value case captures, and outbound marketing effectiveness.■ Partner with the Vice President of Service and Delivery on customer escalations and continuous improvement projects, based on customer feedback. ■ Supervise a team of 5 direct reports, including 3 Regional Sales Operations Managers, a CRM Tools Manager, and a Channel Partner Operations Analyst.Key Accomplishments■ Led the deployment of a new selling methodology that drove 100% funnel growth to more than $300 Million in 8 months; delivered 15% YoY order growth.■ Implemented a partner enablement program to convert international business to indirect, reducing time to revenue by 180 days (75%), and reducing potential penalties by more than $10 Million. ■ Drove a cross-selling initiative of new acquisition that resulted in a $5 Million increase in incremental synergy orders, and aligned product roadmaps and key cross-product feature additions.■ Implemented a partner screening process, focusing on financial health and geographic risk profiles; resulted in a 25% reduction in high risk partners.

Dallas, Tx

■ Oversaw the Global Continuous Improvement office, including managing a budget of $5 Million in marketing spend, executing the strategic plan, cross-functional alignment, implementation of operating company process improvement initiatives, and driving the adoption of a lean culture. ■ Managed 9 employees, including a Business Systems Manager, 2 Developers, a Systems Administrator, 2 Managers, 2 Technicians, and a Lean Practitioner. ■ Established and implemented Marketing Operations policies and processes, including the creation and execution of the annual marketing plan, budget allocation and adherence, and development of performance measures.■ Supervised large infrastructure projects to replace the web infrastructure, including creating a customer/partner portal and a mobile sales enablement application. ■ Implemented the strategic planning, implementation, and communication of a Customer Advocacy program; facilitated executive governance and cross-functional alignment; created and maintained a customer journey map; initiated strategic countermeasures, and determined the success of customers’ impacts on business results. ■ Oversaw the global continuous improvement office. Facilitated the strategic plan execution, cross-functional alignment, execution and sustainment of strategic process improvement initiatives, driving adoption of lean culture.Key Accomplishments■ Drove global cross-functional initiatives to address critical customer pain points; led to increased Net Promoter Scores of 20 points within 18 months. ■ Implemented projects to reduce 3rd party spending on campaigns and collateral by enabling internal marketing resources with standardized processes and automation, allowing a 40% increase spend on leads and resulting in an incremental $25 Million increase in leads.■ Negotiated long term contracts for Salesforce.com and CPQ tools and implemented a Low-Cost Region support model for 3rd party services projects, saving 15% annually.

Dallas, Tx

■ Drove cross-functional operations and global adoption of the Danaher Business Systems; conducted process and program management, business risk and policy compliance, and quality and business reporting. ■ Managed a team of 14, including a Sales Operations Manager, 2 Regional Sales Operations Analysts, a Business Systems Manager, 2 Developers, a System Administrator, 2 Managers, a Lean Practitioner, 2 Technicians, a Quality Manager, and a Quality Engineer. ■ Managed all aspects of the operation and performance of Sales and Marketing processes and CRM/CPQ infrastructure, including data quality, trouble tickets management, end user support, and strategic and tactical enhancement projects. ■ Oversaw sales operations, including developing a pipeline and forecasting methodology, performance tracking, and commission plan composition and administration. ■ Collaborated with Executive leadership to develop and execute strategic business plan, implement growth and productivity initiatives, measure progress, identify risks, and determine action plans to mitigate these risks. Key Accomplishments■ Increased operating profits from 12% to 27% in 4 years. ■ Improved orders/core growth from $295M to $434M, and greater than 1,000 bps of margin expansion in 4 years. ■ Led cross functional effort to upgrade corporate quality program achieving TL 9000 certification. ■ Implemented continuous improvement projects: Service and Delivery teams; reduced other cost of sales (OCOS) by 400 bps, and delivery cycle time by more than 25%.

Dallas, Tx

■ Established and implemented overall policies and processes regarding sales and service operations. ■ Ensured compliance with company policies. Measured, monitored, and reported KPIs to Executive leadership. ■ Oversaw all aspects of the CRM/CPQ environment, developed new capabilities to enhance overall performance and efficiency, and designed and administered the sales incentive plan and quotas. ■ Managed order forecast compilation and advised leadership on performance and areas of concern in the pipeline.■ Acted as a liaison between Sales and the back office for process improvement and escalation management.

Plano, Tx

■ Expanded the company footprint into EMEA to meet local customer expectations and reduce support costs; hired and trained the international Customer Project Management office. ■ Oversaw 20% ($20 Million) of annual revenue with a portfolio of large domestic and international accounts.

Richardson, Tx

■ Oversaw engineering team for an $80 Million business unit with a $5M expense budget and managed 115 Electrical, Mechanical, Test and Logistics Engineers.

Master Of Science - Ms, Mechanical Engineering

Bachelor Of Science (B.S.), Mechanical Engineering