MICHAEL GRANT

• Hired to build an enterprise global sales team with a new GTM strategy in emerging Gartner segment, Client-Side Security
• Achieved 141%+ YOY ARR growth and 156% new logo growth YTD 2023
• Led migration of legacy tools and processes to Salesforce CRM, ZoomInfo, LinkedIn Sales Navigator, Chorus, and reply.io
• Operationalized sales processes to support repeatable growth metrics, accurate forecasting, and territory alignment
• Player-coach who hired and led global sales team across multiple continents; North America, EMEA & LATAM
• Team grew from 4 to 20 members including RSM’s, AE’s, SE’s, BDR’s, Channel, and Sales Operations
• Increased sales conversion rates from 8% in 2022 to 17% in 2023
• Led pricing and product modularization strategy to create competitive entry points for emerging market focus
• Built customer success function from the ground up to increase cross sell/upsell and reduce churn
• Worked closely with management team including CEO, CFO, Product, Engineering, Marketing and HR to ensure alignment of corporate goals and operational excellence
• Worked with product and product marketing teams to create unique market differentiation via focused ‘use case’ driven messaging.
• Developed new revenue streams by identifying growth opportunities and forging strategic partnerships with key industry players.
• Established a culture of continuous improvement, fostering innovation and driving sustainable growth across the organization.
• Established performance goals for department and outlined processes for achievement.
• Increased sales $[Amount]through aggressive sales program overhaul, market campaigns, and new product launches.
• Fostered new business through participation in trade shows and initiating communications with prospective clients via phone and email .
• Established and maintained strong relationships with customers, vendors and strategic partners.
• Represented organization at industry conferences and events.
• Communicated business performance, forecasts and strategies to investors and shareholders.

· Hired as global sales leader to optimize and grow an existing $24 million ARR revenue stream and bring new Risk Quantification solution to market.

· Achieved 35% new ARR growth in helping company exceed $30 million ARR threshold.

· Re-architected sales GTM to support a more focused Total Addressable Market and segmentation strategy overseeing an international team of 30+.

· Average Sales Price (ASP) in ARR/ACV in 2021 ranged between $150- $250k with 182-day sales cycle; Total Contract Value often exceeding $1m on 3-year deals.

· Implemented a channel alignment strategy to supported faster speed to market, faster onboarding, and faster enablement.

· Developed lead waterfall plan for inbound sales/marketing strategy.

· Collaborative Leader who listens to his people and makes data driven & educated decisions based on market facts.

· Salesforce expert in reporting key sales metrics to guide the growth of the business.

· Work with marketing to leverage content, and tools like Salesforce, Marketo, ZoomInfo, LinkedIn, social media, and Website to attract and convert new potential clients into revenue.

· Work with product teams to ensure sales aligns to product road map and priority of releases

· Hired as companies first sales leader in the emerging Customer Experience segment.

· Increased annualized SaaS revenue (ARR) from $1.5 million in 2016 to $50 million in 2020 resulting in a strategic acquisition by our partner Press Ganey

· Grew new logo client base from 23 customers to over 600.

· Led & coached 40+ enterprise sales teams consisting of 1st line managers, direct sales, inside sales, sales engineers and sales operations.

· Trained team to sell use case focused SaaS solutions on Binary Fountains platform that included CX Surveys, NLP Analytics, Reputation Management, Reviews, Google Business Listings, Webpages, Mobile Review Generation and Social Listening Technologies

· Delivered exponential YoY ARR & New Logo growth annually.

· Average deal sizes ranged between $40- 500k

· Developed channel alignment strategy and supported onboarding and enabling enterprise partners including Press Ganey, Yext, Kyruus, RIO SEO to force multiply revenue streams.

· Led the sales integration of company merger and acquisition of RIO SEO to ensure a zero-conflict alignment in the field as well as deep cross training of sales teams to ensure we maximized revenue growth of product lines.

· Deep understanding of the digital consumer journey and consumerism market trends

· Expert in SaaS deal development and strategy for Mid-Market & Enterprise accounts.

· Master in finding sales talent and enabling that talent to succeed.

· Defined weekly, monthly, quarterly sales goals and objectives for each team member through daily weekly monthly and annual one to one and team meetings.

· Report directly to CEO and Board of Investors on monthly/quarterly/annual basis.

• Led sales team to increasing ARR rom $1million to $15+ million in resulting in a split acquisition in 2015 and 2016
• Created and executed strategic and tactical sales strategy to grow ARR over 100% YoY for the last three years of leadership
• Simplified Sales Force reporting and commission plans to allow for an easy understandable path to success
• Expert in Data analytics tracking & reporting included SFDC, Marketo, social media, and Website
• Built Technology Partner Strategy – Cisco, VMware, Zerto, Veeam, Nimble
• Was invited to be a Member of Zerto Cloud Advisory Board
• Target Mid-Market, Public Sector and Enterprise clients as well as System Integrators, VAR's and ISV's via outbound prospecting, targeted campaigns, SEO's, trade show and referrals to sell mission critical outsourced cloud computing services
• Represent company at event engagements.

• VP Sales responsible for sales strategy that grew company ARR from $0 to $12 million
• Manage, lead, coach and motivate a 18+ person sales team consisting of business development reps, inside sales reps, outside sales directors, sales managers, account managers, and sales support to drive hosted cloud virtualization services revenue streams and ensure overall health of global sales territory through direct and channel relationships
• Helped iland achieve awards and recognition including VMware Global Partner of the Year 2010-2012, Gartner Magic Quadrant, Forrester, Infotech Champion and HBJ in 2011 and 2012.

• Led a seven-person multi-disciplined services team with primary responsibility for revenue generation, client relations, strategic direction, and project management, with billings in range of $2M annually
• Achieve #1 team revenue status for 2008.

• Responsible for the design and delivery of enterprise networks, converged IP solutions, and application integrations in multi-million-dollar territory
• Responsibility for leading design efforts, strategy sessions, SOW creation, and pricing for IBM sales and delivery teams in the Integrated Communication Network vertical
• Achieved IBM sales, profit, revenue, and utilization targets for 2006.

• Sales professional responsible for achieving sales, revenue and profitability targets globally selling converged network and contact center solutions to Global Fortune 500 and 1000 organizations
• Prospect, Qualify, Close opportunities while leading all aspects of sales cycle; project delivery teams, solution designers, contact center consultants, project managers, and helpdesk engineers to define client business goals, determine appropriate infrastructure needs, architect solutions, and implement.

• Develop internal and external relationships to position web hosting, internet access, managed services, VPN, data, ASP, web hosting, email, and network hardware product lines to Fortune 500 companies
• Inner Circle: #4 revenue producer of 175 sales representatives nationally in 2000 (166% of quota)
• Presidents Club: #3 revenue producer of 175 sales representatives nationally
• Spirit Award: Voted by national executives for overall excellence, dedication, and work ethic
• Winstar Platinum Club: Achieved 150% of quota annually –January 2001.