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MICHAEL T. Troy Road ?Parsippany, NJ
SOLUTION SALES ? STRATEGIC MARKETING ? P&L RESPONSIBILITY
SENIOR SALES EXECUTIVE
Entrepreneurial, strategically focused rainmaker with extensive experience across industries from startups to
highgrowth Fortune companies. Strong background in strategic planning and problem solving to design
novel programs for rapid growth and turnarounds. Expertise in forging highpowered partnerships and
generating new income streams for bottomline profitability improvement.
Career milestones include:
• Expanded existing client sales % in years; won recordbreaking new sale. McGrawHill
• Grew startup from zero to $K in years. MTA Marketing
• Closed $M deal with a $K initial sale. EDS
• Negotiated largest single custom software sale to a Fortune company. EPIC
| |INDUSTRIES | CLIENT HIGHLIGHTS | |
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Financial: Deutsche Bank, Credit Suisse, Securian, The Investment Center, M Holdings, B.C. Ziegler,
Woodbury Financial, Silvercrest, Capital One, NY Life, HSBC, Ameritas, ING Direct, Chubb Insurance, Crum &
Foster, Goldman Sachs, D&B | Telecom: AT&T, Verizon, Tyco | Retail: A&P, Footstar, Best Foods, Liz
Claiborne | Chemical: Cytec, BOC | Pharma: Pfizer, Warner Lambert, Hoffman LaRoche |
Manufacturing: GAF, WR Grace, Lockheed Martin | Advertising/Media: EMI, Reader’s Digest, McGrawHill,
Time Warner, Factiva, WebMD | Health Care: St. Barnabas, Princeton HCS | Transportation: Hertz |
Government: USPS, Picatinny Arsenal | Services: Pomerantz, Safety First
| |PROFESSIONAL EXPERIENCE | |
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AFTERMOUSE.COM, New York, NY
Strategic partner of Microsoft and leader in the development of tactile software solutions
VICE PRESIDENT SALES EASTERN US | – Present: Country Manager responsible for managing sales and
marketing efforts for Eastern US, including recruitment and development of sales team and all aspects of setting
up a headquarters office in the US. Negotiate contracts with clients and channel partners to facilitate sales
V Formulated tactical plan for approaching targeted verticals, making sales in markets not approached by
my global peers. This helped change the direction of company focus for quick sales.
V Developed a business plan setting the direction for this European company to fit into American culture
by using social media marketing and channels gaining greater branding and quicker sales at a lower cost.
iNAUTIX USA, Jersey City, NJ
Primary technologyprovider affiliate of Pershing LLC, a subsidiary of The Bank of New York Mellon
VICE PRESIDENT, BUSINESS DEVELOPMENT | – : Build and manage national sales team to aggressively
use Pershing relationships and industry leadership to convert leads into revenuegenerating opportunities.
Provided expertise in launching comprehensive suite of SaaS services for startup division, developing goto
market strategy, marketing materials, and executing tactical business development plan.
V Secured $.M in contracts in first year: performance to goal >%.
V Negotiated $.M, year contract that included the first year’s revenue paid up front.
V Hired and trained new sales team to sell these outsourced services
CGS / COMPUTER GENERATED SOLUTIONS, INC., New York, NY
Provider of outsourced help desks to clients that include Fuji Film, Phillips Consumer Electronics, Lenovo, IBM
VICE PRESIDENT, SALES / CSS DIVISION | – : Developed and managed sales team for technical help
desk services and call centers to crossvertical industries nationwide. Oversaw specialized sales and sales
support teams that serviced key accounts of IBM and Dell. Created services/products sales literature and
maintained web pages. Designed strategies that expanded existing business and identified crossselling
V Achieved divisional sales of $M: nearly half of total company sales $M.
V Grew pipeline $M+ in just months.
V Leveraged relationships with leading industry analysts to gain market recognition.
THE CASEY GROUP, Parsippany, NJ
$M IT consulting firm
DIRECTOR OF SALES | – : Sold IT services portfolio to Clevel executives in Fortune companies
providing consultative solutions sales of application development and integration.
V Created business plan for large nonprofit that grew sales $M in first year and improved ASP
service to include capacity for credit cards to increase pledges % in annual fundraising drive.
V Facilitated more efficient use of funds aligned with business needs for large staffing agency’s
ERP/CRM development project to save several millions of dollars in opportunitymarketing dollars.
V Generated bid on a $ million IT outsourcing deal to the CIO of St. Barnabas Healthcare
EDS / ELECTRONIC DATA SYSTEMS CORPORATION, Bedminster, NJ
Business process outsourcing, IT outsourcing, application services provider
DIRECTOR OF GLOBAL SALES | – : Oversaw aggressive sales and managed a sales pursuit team to
Fortune companies worldwide.
V Opened door to Fortune financial publisher and pursuit of a $M sale by providing valid
solutions to the company’s technology problems in a carefully crafted personal letter to the CTO.
V Grew pipeline % by training sales team on valueadded sales, competitive market analysis, and
customer research; created templates for VITO veryimportanttopofficer sales.
V Closed $M security and network service contract by demonstrating severe breeches in client’s
existing system, building a case for complete outsourcing.
V Closed $M renewal contract with fundraising unit of large periodical publisher by providing new
platform to streamline and improve business processes in their fulfillment centers.
V Developed strategy for a $M credit card application that led to a $M annual savings for A&P.
V Administered and adapted alliance program with Sun Microsystems and EMC.
IBM, Hawthorne, NY
SENIOR MARKETING / SALES CONSULTANT | – : Managed a sales team . Developed and executed
launch, gotomarket strategy, marketing tactics, and established client relationships in programs that included
offering funding to small/medium companies as an incentive for integrating IBM solutions in their applications.
V Oversaw $M of booked business % performance to goal through carefully planned market
segmentation, pricing, initial offering, and forecasting.
V Generated a $.M per month cash flow through the association affinity program that included IBM
product suite and collateral materials.
V Successfully negotiated a $M contract with Time Warner that provided a solution to the CIO’s
security concerns of their digital library.
V Closed and managed largest account in program, an $M contract with MicroStrategy.
EPIC / ELECTRONIC PRODUCT INFORMATION CORP., Nashville, TN
Expert systems, content management services
Regional Sales Manager | – : Northeast Region responsibility for selling and managing sales team
for custom software packages of expert systems to major corporations in the North East, with P&L accountability
for the region. Services included electronic publishing and distribution of product information on CDROM and
other electronic media to be used by construction professionals.
V Negotiated largest single sale of this intangible product with a Fortune company.
V Expanded sales strategies and marketing direction of this new company while exceeding quota
Previously in Sales and Sales Management positions for companies such as McGrawHill Companies Inc., Dun
& Bradstreet and MTA Marketing
| |EDUCATION | |
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