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Interest

Cycling, Skiing, Outdoors, Hockey Golf and Sailing.

Summary

My over 15 years of experience has been in the selling of both enterprise software, infrastructure and services to global corporations based in Canada. In a number of roles I have consistently achieved or exceeded quota. My direct involvement in sales of the above has exceeded tens of millions and I have developed and managed pipelines with over $80M. A focused builder of relationships, new business and a manager of larger complex deals. Demonstarted expertise in business development, strategic sales planning, financial analysis, contract negotiations and C-level sales. Vertical market experience in telecommunications, finance, federal government, healthcare and retail with broad knowledge of networking products and services.

Work experience

20082009

Sales Director, Outsourcing Solutions

Ceridian
20062007

Consulting Sales Manager

Oracle Canada
20032006

Practice Mgr, Canada

Sybase Canada
19992003

Key Account Manager

Siemens Information & Communications
19971999

Sr. Software Sales Executive

Hummingbird

References

Barbara Stinnett

“It was my pleasure to have Mike Brown as part of our senior management team at Sybase. He directly reported to me, as the Canadian Country Manager for Professional Services. During the time he was part of my team, he achieved consistent results with deals, exceeding his annual quota of $3.0M in sales and revenues for each fiscal year. Results such as being 210% of plan for the overall P&L, exceeding sales bookings at 108%, and exceeding consulting revenues at 102% were norm for his performance. In addition to achieving overall financials, he understood how to work with the government of Canada, and negotiated and managed large contracts for the company, one at $1.2M in consulting services! He managed and led the Sybase team through many of the key accounts in the country, such as Citizenship & Immigration, McGill University Health Centre Canadian Border Services, Passport Canada, RBC Financial, BMO, Intria Items, Trillium Healthcare and Region of Peel. He also had the task of leading Sybase Canada through a $3.0M opportunity within healthcare IT Transformation at a major healthcare facility. The clients, employees, and partners all enjoyed engaging with Mike, as he was recognized as someone who could get things done in record time. Overall, it was a pleasure to have him on the team, and would recommend him for those who require his talents in the consulting services arena.”

Paul Davies

“Michael consistantly delivered excellent sales results. His solid customer relationships combined with an intense ability to break into new accounts, certainly helped drive the overall success of the Siemens sales efforts in Canada. Very well liked, and respected by both his peers and his customers, Michael was a key component of the Siemens National Sales team.”

Mark Myers

“Michael was a Consulting Sales Manager for driving new business within Oracle Consulting. I was a Consulting Delivery Director whose team worked with Michael to craft business proposals and solutions that were sold into prospective clients. Once we won the business, the deal was transferred to my team to execute and manage. Mike had a very collaborative style in working with my team. He helped drive the strategic direction for the sales pursuit, but eagerly accepted input from his support team in defining what that would look like. Additionally, this collaborative style extended into the actual completion of the sales proposal work - ie. Mike wasn't the type of Sales Manager that "dumped" the work on somebody else and asked to be called when it finished. Good adherance to processes and procedures, good follow-through on commitments."

Education

Bachelor of Arts

University of Western Ontario

The University of Western Ontario
19771983

St. Andrew's College

Portfolio

Skills

Consulting Sales
Large Account Management
Strategic Sales

Certifications

Aug 2005Present

Large Account Management

Miller Heinman
Apr 2005Present

Opportunity Management

Miller Heinman
Oct 2007Present

Mortgage Agent Program

Independent Mortgage Brokers Association