Michael Tortorello

  • Rochester US-NY
Michael Tortorello


$1 billion in career revenue commitments

Director Global Accounts / Senior Sales Leader and Strategist

Demonstrable experience in sales strategy, sustained revenue achievement and business development

Extensive business expertise in Healthcare, Financial, Telecom, Broadcast/Media and Services markets

More than 5 years experience sourcing and managing third party distribution channels.

Experience negotiating legal, contractual, and financial terms for third party distribution situations.

Demonstrated ability to manage executive level relationships within partner organizations.

Senior Technology Sales Leader with verifiable year over year sales excellence in delivering new strategic revenues to the Global 500. Outstanding revenue results from FY01 and FY10 with average goal achievement of 149%. 

Select Skills and Achievements

Ø  Personal Sales Revenue Excellence

  • Delivered $92.6M + revenues as GAM for Symantec FY01 -FY06

Ø 2001 - 2010 average revenue achievement exceeds 149%

Ø Grew global team of 30 from $35m to $300m Revenue from 1996 - 2000

Ø Channel Sales Experience

1.      Partner Development and Joint Selling with Accenture, IGS, HP, EDS, Dell, Alcatel-Lucent, AT&T

2.      Distribution - Partner Offer Development and Joint Selling with

                                                              i.      SHI, Ingram Micro, Tech Data

3.      ISV's - Joint selling & Partner Development (too many to list)

Ø Built three (3) sales teams from zero to...

  • 8 Sales team members generating $30m annual revenue to Service Providers
  • 12 Sales generating $18m media / web content revenue annually
  • 40 Sales generating $50m OEM and End User HW & SW revenue annually

Ø Creative Business Development with key Information Technology leaders.  Closed $10M award with IBM-GS while reducing headcount, increasing operating margins and achieving improved SLA performance rating.

Ø Direct sales leadership experience in the US, EMEA, and APAC

Ø Market Experience - Healthcare, Financial, Telecom / Broadcast, internet Media & Pharma

Representative Strategic Industry "Won" Accounts - Citigroup, Credit Suisse, JP Morgan Chase, Morgan Stanley, Alcatel-Lucent, AMEX, AT&T, GE, Kodak, Xerox, United Healthcare, VNSNY, MetLife, NYLife, Verizon, Cablevision, Comcast. GE Healthcare, Alcatel-Lucent, SPAWAR, US Navy, FAA, Federal Systems Integrators, MCI, Sprint, Nextel, WorldCom, Lucent Tech

  • Built and lead teams to exceptional results
  • 2001 - 2009 average goal achievement of 149%
  • Grew global team of 30 from $35m FY96 to $300m FY00 Revenue
  • Built three (3) sales teams from zero to...
    • 8 generating $30m telecom services revenue annually
    • 12 generating $18m advertising revenue annually
    • 40 generating $50m HW & SW revenue annually
  • Broad and Unique Experience
  • Direct sales leadership experience in the US, EMEA, and APAC
  • Healthcare, Financial, Telecom / Broadcast & Pharm / Chem markets
  • ITO/BPO Extensive Business Development sales with ITO providers (IGS, EDS, Accenture...)
    • $10m transaction with IGS
      • reduce headcount - increase operating margins - increase SLA performance rating

Professional Expertise

OEM Hardware & Software · Channels Development · BP/ITO · Sales Disciplines · New Business Development · Board Level Presentation and Communications Skills · Investor Fund Raising · M&A due diligence · Development and Implementation of Sales Strategies · Negotiating & Closing skills · Strategic Account Management · Strategic Alliances

Work History

Work History
Aug 2010 - Present

VP Sales


me2you mobile (http://me2youmobile.com)07/10 - Present

VP Sales

me2you Inc. is a mobile applications development firm, delivering an application platform and point solutions for a mobile lifestyle. Our core focus is to deliver mobile tools and services that increase user control over their device.

Responsibilities – Development of sales strategy, corporate messaging and mobile solution sales

Jul 2007 - Oct 2009

Director Global Accounts

Serena Software

Director Global Accounts

Global responsibility for the development of strategy, revenue achievement and worldwide sales communications and business development.

Accounts - Citigroup, Credit Suisse, JP Morgan Chase, Morgan Stanley, Alcatel-Lucent, AMEX, AT&T, GE, Kodak, Xerox, United Healthcare, VNSNY, MetLife, NYLife, AT&T, , Verizon, Cablevision, Comcast


·Re-built broken relationships with six strategic accounts

·Closed FIRST contracts with 3 multi-nationals

·Completed transactions in; USA, France, UK, Australia, Czech Republic and India

·Developed WW Field Sales Account Planning Document currently in use

Mar 2006 - Jul 2007

VP World Wide Sales and Service

Performance Technology

VP Worldwide Sales and Service

·Led the Sales and Support services organizations of this embedded platform company in turnaround to align with a new vision for profitable growth.

·Participated in aggressive M&A activities to build business including acquisition of Dialogics from Intel.

·Revitalized and restructured sales organization to focus on tier one accounts in telecom and defense and homeland security markets.

Accounts – GE Healthcare, Alcatel-Lucent, SPAWAR, US Navy, FAA, Federal Systems Integrators


·Closed North American sales revenues of $6.8M and 136% of quota.

·Managed Worldwide revenues for 2Q 2006 to $13M, 130% of goal.

·Within first 90 days made positive changes to N. America Sales organization, exited ineffective team members, realigned resources to create inside sales team, reorganized sales operations.

Apr 2001 - Mar 2006

Global Account Manager

VERITAS (Symantec)

                District Sales Manager Telecom Area

Accounts – AT&T, MCI, Verizon & VZW, Sprint, Nextel, WorldCom, Lucent Tech.


·2001 closed (AT&T) $10m Enterprise Software & Service contract

·2003 closed (AT&T) $20m Enterprise Software & Services contract

·2004 - 114% annual revenue goal achievement

·2004 – Telco Region Q4 DM of Qtr, 128% of 2nd half quota

·$16m Software License Revenue

·2005 101% annual revenue goal achievement

·$18m Software License Revenue

·2006 closed (AT&T/SBC) $10m Enterprise Software and Services contract

AT&T Global Account Executive


·2001 – Rookie of the year, 270% of Quota

·2003 – 310% of quota, Stack Ranked #1 America’s

·3.5 years - $50M Revenue ($30M License, $15M Services)

·AT&T 2001 - $17M, AT&T 2003 - $22M, Comcast 2003 - $3.6M

Mar 2000 - Apr 2001

VP WW Sales

Predictive Networks

Online ad venture with proprietary AI profiling system involving data collection, profiling and inferential engines that operated with SaaS business model.Venture was sold in IP asset sale to Comcast and Cox

VP Worldwide Sales and Marketing

Hired by CEO to build two startup national sales teams

oService Provider sales team

oInternet Advertising sales team


·Closed Services agreement with AT&T valued at $30m

·Built 2 sales teams of 16 and 8 from startup

·Closed 8 Service Provider contracts with prospective value exceeding $50m

Apr 1991 - Jul 2000

Global Account Manager

Sun Microsystems

Global Account Manager, Lucent Technologies

Responsibilities and Achievements:

·FY 2000 5 year $1b Wireless Base Station commitment

·Exceeded assigned revenue goals 9 of 10 years

·First Sun Microsystems Global Account Manager to Lucent

·Grew sales revenues from $45 million to over $285 million annually

·FY '99 at 130%, FY '98 at 100%, FY '97 at 137%, FY '96 at 105%

·Top Performance of the Qtr, Communications Area, Q1 & Q2 FY'95

·Super Bowl XXIX Award (Top 30/800)

·Achievement of Club FY '95 at 184%

Global Account Manager, Telco

Responsibilities and Achievements:

·Global Account Manager AT&T, MCI, Sprint, Nortel

·Managed team of 12.

·Signed "Marketing Alliances" between Sun - MCI & Sprint

·Achievement of Sunrise Club FY '93 at 160% goal.

·FY’90 – 124%



Corporate Training

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Professional Education & Training (abridged list)

·Rochester Institute of TechnologyE. Philip Saunders College of BusinessCoaching and Leadership Program

·Managing within the Law (Symantec Software)

·First Line Management (Sun Microsystems / Symantec Software)

·Total Account Selling

·Opportunity Management

·Selling to VITO

·Sales Prospecting and Business Development

·Time Management for Sales Professionals

·Selling to C-Level Executives

·Business Acumen for Sales Professionals

·Competitive Sales Strategy

·Crafting and Delivering a World-Class Sales Presentation

·Advanced Pricing and Contract Negotiations

1977 - 1981


Syracuse University



Global Account Management

Software Sales

Hardware Sales