Vice President, Senior Vice President, President, Executive Dire

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    MICHAEL D. GUERRIERI122 Esplanade, San Clemente, CA339 W Webster Ave., Chicago, ILEmail:Cell: (312) 925-6900

    SENIOR REVENUE & BUSINESS DEVELOPMENT EXECUTIVEUniversity of Chicago MBA with a 17 -year track record delivering substantial improvements in profit margins, shareholder value, team performance, customer satisfaction, and organizational effectiveness. Experience in high-growth, start-up,and turnaround environments and across a broad range of industry verticals. Reputation for innovation and passionate leadership to foster peak-performing teamsand business culture. Proven skill in:

    ? Business Development & Sales Strategy Planning ? Channel Development & Management? Revenue & Market Share Growth ? Strategic Partnerships / M&A? Sales Process / Operations Reengineering ? High-Impact Business Negotiations? New Product & Market Launch ? Venture Capital / Mezzanine Financing

    PROFESSIONAL HIGHLIGHTS

    CONSTRUCTION SOFTWARE TECHNOLOGIES (WWW.ISQFT.COM) 2007-2009(SaaS company that provides online preconstruction management services to the co

    mmercial construction industry)Vice President of Business DevelopmentGeneral Manager, MediaHeaded the structural and functional reorganization of an underperforming channel development and sales force. Lead the Business Unit in all product and servicedevelopment. Ad network, Online ad sales, online advertising, digital media, internet marketing. Directed all inbound and outbound marketing activities and go-to-market strategiesas a key memberof the executive team reporting directly to the CEO; reworked and repositioned ISQFT.com entire market strategy. Oversaw all corporate marketing, product marketing, public relations, and partnerships. Directed a team

    of 8 including marketing directors, a product manager, creative director, web designer, and copywriter. Researched markets and competition, provided insight on market trends and consumer-behavior, andgathered feedback from customers, sales, and developers to prioritize and roll-out new features. Developed brand identity and increased brand equity by clearly segmenting our target audience andpositioning against the competition to gain exposure and increase our market share. Orchestrated sales campaigns and delivered all collateral, white papers, sales tools, training material,websites, press materials, and channel support for product rollouts and ongoing

    sales efforts. Designed and launched hundreds of webinars, e-mail campaigns, newsletters, and white papers.Optimized websites for search engines and launched search marketing programs (SEO/SEM/Adwords). Developed a partner ecosystem Revamped direct and indirect channel plans and developed clear sales strategy, processes, methodologies, and training resulting in 200%+ increase in sales. Introduced a media component increasing the competitive position of the business for acquisition.

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    Led turnaround of operations to increase national account revenues from zero measurable results to more than 25 million in a single year.

    GRYPHON NETWORKS (WWW.GRYPHONNETWORKS.COM) 2005-2007(SaaS company that manages Federal and State Do Not Call Legislation for compliance and marketing purposes)Vice President of Business DevelopmentHired in a consulting capacity which turned into a full time position. Headed the structural and functional reorganization of an underperforming channel development and sales force. Revamped direct and indirect channel plans/incentives anddeveloped clear sales strategy, processes, methodologies, and training.? Grew revenues by over 300% thru several channel partner deals such as the OracleCertified Partnership, SalesForce.com & CISCO Certified Partnership. Directed efforts to productize and develop trademarked productivity tools. Increased company valuation, expanded the business model with a licensing program, andgrew annual revenues from zero to $10 million. Re-launched all sales collateral, product brochures, fact sheets, sales decks, webinars, and productdemos with improved marketing, positioning, and unified messaging throughout theorganization. Helped establish a Customer Success Program, touching every department, designed to buildmomentum from new customers through case studies, customer testimonials, and joint press releases.

    Researched competition and provided detailed competitive briefs and spreadsheets that communicatedour positioning, promoted our strengths, and helped the sales team sell around our weaknesses. Collected and categorized feature requests from the field, identified competitivefeature gaps, andprovided market requirement documents to Product Management to help prioritize the roadmap. Led a marketing team of product managers, marketing managers, account managers, creative designers,and a PR manager that defined, launched, and marketed B2B software and web solutions. Developed a sales pipeline in 6 months that tripled projections and resulted in mo

    re than 12 new client engagements and staffing growth of 45 new consultants. Identified and cultivated channel partnerships that generated more than $2 millionin new billable revenues with zero cost of sales (eliminated the normal 10% sales commission).

    MICHAEL D. GUERRIERI PAGE 2

    GETTY IMAGES (WWW.GETTYIMAGES.COM ), Chicago, IL 2002-2005(International media licensing and technology company focused on providing content to media outlets and direct consumers.)Director of Sales, National AccountsDirect force in building and directing an $85 million national sales organizatio

    n with 28 staff. Held full P&L control for sales operations. Managed the structural and functional reorganization of an underperforming sales force. Revamped sales commission plans/incentives and developed clear sales strategy, processes, methodologies, and training.? Grew the organization from 5 to 28 national sales staff; led turnaround of operations to increase national account revenues from zero measurable results to more than $65 million.? Spearheaded market launch of a new hosted technology. Developed a market valueproposition, pricing, positioning, and sales tools. Led sales team in capturingGeneral Motors as a product launch partner; filled the sales funnel with 40 qua

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    lified sales leads within 3 months including Fortune 500 companies such as P&G.? Reengineered sales operations to cut expenses $6 million and deliver a record26% operating margin to shareholders while achieving sustained 14% top-line revenue growth quarter-over-quarter and year-over-year.? Created a world-class organizational culture by attracting, retaining, empowering, and developing high-performing sales staff. Resulted in zero attrition rateand unparalleled team loyalty. Sales revenues increased by 52% with a 22% increase in productivity.CENTERPOST CORPORATION (WWW.CENTERPOST.COM), Chicago, IL 2000-2002(Successful early-stage web services company.)Director of SalesTop management authority for all aspects of sales under direct report to the CEO. Revamped the sales and business development strategy to achieve focused execution of both short-term client acquisition and long-term industry penetration goals. Built a high-performing, strengths-based sales/business development team.? Secured $12.5 million in mission-critical third-round venture capital fundingby negotiating and closing United Airlines as a marquis launch client/partner.? Negotiated sales channel relationships with EDS, Voxeo, and Nuance Corporation. Led to acquisition of 2 new clients in the first year that returned approximately 25% of annual profits.? Spearheaded sales processes and tools to shorten the ramp-up time for newly hired talent from 90 days down to 30.? Established a new strategy for targeting specific sales opportunities. Identified and built a value-based sales proposition for each new vertical market. Enab

    led go-to-market 6 months ahead of schedule and changed the corporate focus to amore marketable business service.AMERITECH / SBC / AT&T COMMUNICATIONS (WWW.ATT.COM ), Chicago, IL 1992-2000(Fortune 50 company with multiple subsidiaries that provide a full range of voice, data, networking, e-business, directory publishing/advertising, and related services to businesses, consumers, and other telecom providers.)Sales Manager, Group Business ServicesStrategic Account Manager, Enhanced Business ServicesDirected activities of 12 senior sales professionals. Increased performance by establishing best practices, team mentoring, and performance metrics. Created andimplemented strengths-based account plans for each member of the sales team.? Piloted team to achieve 240% of quota in 1997, 132% in 1998, and 172% in 1999.

    ? Top-ranking sales performer, exceeding quota by as much as 200% each year; selected for Presidents Club for 3 consecutive years; fast-track promotion to management.? Leveraged strong relationship selling tools to guide the sales team in closingmulti-year agreements with the top 500 customers. Retained the existing revenuebase, and reduced resources necessary for future sales efforts.? Launched a 24-hour customer service organization with measured service levelsto meet the unique needs of elite financial industry clientele. Cut customer service response time down from hours to minutes, leading to retention of key customers and rapid business expansion.? One of only two from the business unit chosen to participate in the elite Corporate Entry Leadership Program.

    EDUCATIONMBA, The University of Chicago, Chicago, IL (2005)Bachelor of Science in Marketing & Economics, Michigan State University, East Lansing, MI (1992)