Results driven sales executive with outstanding performance record in highly competitive IT marketplace providing vision and leadership to build strong, effective teams while advancing business goals.Impact player with 20-year track record in solution selling, new business development, new market penetration, long-term client relationship building, and strategic sales planning. Strong vision with proven ability to set and attain ambitious goals. Multifaceted peak performer with outstanding record of aggressive market penetration. Stellar negotiating and closing skills with executive level deal-execution experience. Highly motivated team leader thoroughly committed to personal and organizational excellence.Email: michael.mickle@gmail.comPhone: 770.335.2666 -Successful 20-year track record in Enterprise Software Sales and Services solutions. -Domain expertise in Banking, Brokerage, Healthcare, IT Infrastructures and Government.-12+ years in software Sales Management building organizations throughout North America & Canada.-Multi-million dollar OEM and Channel Partner sales management experience.-An action-oriented, hands-on leader/coach able to consistently produce outstanding results by hiring, developing and motivating team members. -Major impact on revenue growth and focus on the bottom line.-Strategic and analytical skills with the ability to quickly grasp information.-Flexible and responsive to fast paced, changing environments-Highly motivated, self starter, creative thinker, with executive presence.

Field Sales Leadership, Strategic Consulting, Software Sales (SaaS,CRM,Content,HCM,SCM,Asset Management, and Storage). Exceptional contract negotiation skills with customers, partners and OEM's; establishing/managing strategic alliances; driving revenue growth plans; ensuring customer satisfaction; building, scaling and leading all aspects of field sales operations; International experience selling into EMEA,Canada,South America.

**Hiring top people, high growth and predictable sales execution**

Work History

Work History
2007 - Present

Area Vice President Sales - Central/Eastern US & Canada

Infor Global Solutions, Atlanta GA ($2.2b software revenues)

Area Vice President of Sales – Eastern US & Canada (2007 – Present)

Provide strategic direction, sales leadership and operational management for central and eastern US/Canada.

·Generated aggressive growth of sales revenue from $16M to over $28M annually, Public Sector Group.

·#1 Area Vice President WW during 2007 102% ($28.8M quota) and 2008 92% ($29.3M quota).

·Negotiated the 3 largest individual contracts in Public Sector history: NYC Parks ($2.1M), City of Buffalo ($1.4M), and Chicago Transit Authority ($2.2M).

·Truncated sales cycle from an industry average of 2 years to 3.5 quarters.

·Doubled year-over-year revenue in Canadian markets with over $4M in new revenue.

2002 - 2007

Regional Sales Director - Southeast Area/South Central (TOLA)

EMC Corporation, Atlanta GA ($4b software group)

Regional Director, Eastern Area Sales Software Group (2002 – 2007)

Provided sales leadership for southeast and south central-TOLA area.Direct reports included Account Mangers, Channel Partners, New Business Development Managers and Inside Account Managers.

·Turned around a stagnant and non-productive area with revenues exceeding 2002 quota by 109% ($14.7M quota), 2003 by 119% ($19.1M quota), 2004 by 103% ($21.4M quota), 2005 by 104% ($22.7M quota) and 2006 by 97.2% ($24.3M quota).

·Led the highest revenue growth in NA Commercial/Healthcare Group for 2 consecutive years (2005, 2006).Achieved multiple President’s Club.

·Recognized as #1 Regional Director in the US Commercial/Healthcare Group in 2005.

·Significantly increased the go-to-market focus of the Dell reseller alliance resulting in their contribution exceeding 55% of the overall channel revenue.

Jan 1998 - Feb 2002

Vice President Sales, Financial Services - Americas

Mercator Software, New York, NY

Vice President Sales, Financial Services - Americas (1998 – 2001)

Managed Financial Services marketing to the largest global financial banking and healthcare institutions.

·Achieved significant growth of 160% over previous years, selling in excess of $21M in 2001 and $16M in 2000.

·Key New Wins: CSFB ($2.3M), BONY ($1.6M), Mellon Bank ($1.1M), Deutsche Bank ($1.4M), FidelityInvestments ($1M), State Street ($900k).Enable the infrastructure to support Real-Time Gross Settlement, T+1 Settlement of US equity transactions, T+3 in UK, GSTPA and SWIFT within Financial Services.

·Achieved Circle of Excellence 4 consecutive years.

Director, Global Strategic SI Relationships 1998-1999

Managed strategic alliances in the Channels Group marketing to 1st and 2nd tier Systems Integrators providing the Mercator products and OEM solutions.

·Generated new revenue agreements with sales in excess of $23M.Over 139% of target.

·Managed IBM business relationship on a worldwide basis.Personally sold in excess of $17M in new revenue and signed multiple OEM agreements within IBM Retail Store Solutions, Business Intelligence and e-Procurement businesses on a global basis securing multiple million dollar contracts.

·Recipient of 3 Recognition Awards for exceptional achievement for expanding and accelerating the company’s reach with partners Accenture, PwC, EDS and IBM Global Services.

1996 - 1998

Strategic Account Executive - Banking and Healthcare Group

Netscape Communications, New York, NY

Strategic Account Executive – Banking, Brokerage and Healthcare Group (1996 – 1998)

Responsible for marketing to Fortune 100 accounts.

·Secured the 1st Global Agreement in the Eastern Area with Eastman Kodak for $2M.

·Awarded Most Valuable Team Player and recognized as the #2 AE in the East (1997).

·Negotiated multiple Worldwide License Agreements for sales in excess of $2M+.

·Established new agreements with AXA Equitable ($800k), Travelers ($3.8M) and Citicorp ($11.3M).

1992 - 1996

Strategic Account Executive - Financial Services Division

Sybase, Inc., New York, NY

Strategic Account Executive – Financial Services Division (1992 – 1996)

Responsible for financial services, healthcare, banking and brokerage Enterprise Accounts.

·Ranked in the Top 20 among 150+ Account Executives (1994, 1995).

·Key Accounts: New York and American Stock Exchanges, secured new licenses over $3M.

·Achieved new revenue agreements within JPMorgan Chase for $1.1M and $4.2M.

·Opened new agreements with NY Life, Met Life, Shearson Lehman and Travelers Group.

·Achieved 100% President’s Club for 3 consecutive years.