Mark Milford Email & Phone Number

Washington D.C. Metro Area

Delivering high impact consulting services to large and small companies in the Washington, DC area in these specialty areas; Channels Strategy Development, Go-To-Market Strategies Assessment and Development, Sales Model Organization Optimization and Execution Assessments, Sales Compensation, Sales Metrics and US Public Sector Go-To-Market Strategy Development. Senior global executive with successful record of leading sales teams to drive revenue growth in B2B organizations as large as Hewlett Packard and as small as a $35 million early stage software company. Experience in leading sales teams in the Americas, Asia/Pacific, EMEA, and Japan geographic regions. Expertise in enterprise alliances/channel development, hardware, software and technology services. Strong strategic and tactical leadership skills.

Rockville, Md

Delivered 15% growth in OEM business after 3 years of declining revenues. Developed entirely new channel by launching highly successful Authorized Reseller Program. Grew BusinessOne ERP SaaS business >25% both years after 2 years of declining revenues. Overall team of 210 people finished 2012 at 117% of annual plan with 55% growth YOY. Responsible for the SME ($150M), Cloud ($50M), BusinessOne ERP ($10M), OEM ($60M), Professional Services ($30M) and 2-Tier Distribution ($35M) businesses.

Washington D.C. Metro Area

Delivered high impact consulting services to large and small companies in the Washington, DC area in these specialty areas; Channels Strategy Development, Go-To-Market Strategies Assessment and Development, Sales Model Organization Optimization and Execution Assessments, Sales Compensation, Sales Metrics and US Public Sector Go-To-Market Strategy Development.

New York, Ny

Grew new industries to 25% of revenues in 2008 by repositioning sales focus from 100% global financial services companies (during financial industries recession) to include the public sector and telecommunications. Led company restructuring effort that cut field operations costs by more than 50% and positioned company for viable sale in 2009. Key executive participant in road shows to potential company buyers. Responsible for global team of 100 people in sales, channels, professional services and customer support.

Rockville, Md

Reengineered sales go-to-market strategy around indirect channels (OEM and VAR) that grew bookings by 30% and 26% in first two years. Exceeded annual bookings target for first time in company 8 year history in 2006. Recruited new global leadership team and developed consulting services portfolio that accounted for 10% of revenues in second year. Successfully deployed SalesForce.com for global sales and customer support teams in 2006.

Herndon, Va

Generated 30% increase in YOY bookings ($350M) by executing new “channel centric” go-to-market strategy. Developed and deployed effective “co-selling” with Symantec security salesforce. Seamlessly integrated PowerQuest partners and channel program into the existing Symantec channel program. Led global team of over 200 people in channels, field marketing, sales, inside sales and professional services.

Orem, Ut

Led global team of 95 sales, channel management, marketing, and professional services personnel. Grew enterprise sales by 82% and overall revenues by 25% in one year, positioning for sale to Symantec in December 2003.

Herndon, Va

Following two-year decline of 10% YOY turned around business and grew Business Unit revenue 30% in two years (from $850M to $1.1B). Grew global channel revenue by 25% (Distribution, VAR, OEM and SI) over the two years. Responsible for $1.1B P&L, 700-person product marketing/management, channel marketing, software development and worldwide channels ecosystem sales team.

Rockville, Md

Recruited by CEO to design and staff new 350-person worldwide sales organization in four months with a mission to capture major market share in the $9B enterprise storage hardware market. Global team delivered $1.4B in bookings & 16% market share in 12 months. Deployed new reseller channel that delivered 50% of the business in year one.

Rockville,Md

Led 225-person global public sector team responsible for product development, product management, manufacturing, finance, and sales of $250M business. Oversaw identification, bidding, and delivery of government IT contracts in US (Federal, State and Local Governments) and all NATO-based countries. Most profitable division in HP’s computer group from 1997-1999. Grew business by 140% in four years by bidding more US contracts and increasing overall win rate by 15%. Launched international government business that grew to $30M in three years.