8/17/2019 Director Manager Enterprise Sales in Chicago IL Resume Michael Price

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Michael Charles Price

 Naperville, IL 60565 Office: 630.778.6900LinkedIn Profile: https://www.linkedin.com/in/michaelcprice  Mobile: 630.826.6415

Email: mcprice@gmx.com

PROFESSIONAL SUMMARY 

Experienced enterprise software sales professional, including extensive sales management experience, with overtwenty-five successful years in software solutions, earning trusted advisor status with customers, capturing netnew business and exceeding quota with specific emphasis in Life Sciences, Chemical, Petrochemical, Energy,Food & Beverage, CPG, Hi-Tech Manufacturing, Government R&D & Health Care verticals. Results driven &oriented, consistently over-achieved assigned profit, revenue, and growth targets. Thought-leader and visionarywith a consultative and strategic account management philosophy. Manage customers so they feel like partners,while delivering on-time results, while working best under pressure and someone my employer can count on.Outstanding skills developing & maintaining strategic CxO level relationships with customers, partners, and prospects. Domain expertise with Big Data, Advanced Analytics, Mobility, PLM, rLIMS, LIMS/LES, ELN,Genomics, BioBanking (Human & Cellular), Business/R&D Intelligence, Document Management, KnowledgeManagement, Enterprise Content Management and Work Flow solutions, in both On-Premise and

Hosted/Cloud/SaaS environments. Top Ranked performer with excellent motivational skillset & superiorclosing execution abilities, all with bottom-line results oriented-success.

Honors and Awards Numerous, Consistent Top Sales Achievement & Exemplary AwardsClosed Largest Deal in Corporate History (Open Text - $7.2MM)Hold 14 U.S. Patents

EXPERIENCE 

KineMatik, Inc. (August 2009 to February 2016)

Vice-President of Sales

Responsible for all KineMatik scientific informatics, electronic laboratory notebook, project & programmanagement solutions, and related professional services within the Americas. Revenue generated from on- premise, SaaS and dedicated hosting (private cloud) implementations. Both team leadership and direct sales toR&D (CSO, SVP and VP), Business Units (SVP and VP), IT (CTO, CIO and VP) and Legal (CLO, SVP andVP). Consistently exceeded team and personal goals.

  Successfully managed all team sales and marketing efforts leading to substantial revenue growth

  Personally managed direct sales to the Global 100

  Captured key wins: Abbott Laboratories, WestRock, Cameron International, NIH

  Typical sales ranged from $500K to $1.2M

  Achieved personal & team Target quotas all 6+ years

  Managed successful Strategic Partner relationships with Microsoft, OpenText, GXP, Accenture,CapGemini & IQBG, leading to successful sales opportunities

Access Commerce, Inc (May 2008 to August 2009)

Senior Sales Executive

Responsible for hunting & cultivating new business for Access Commerce (PROS), a provider of software for product configuration and pricing optimization to the manufacturing industry. Target industries were medicaldevice and communication services providers. Acquired by PROS based in Houston.

  Sold enterprise licenses to: Zimmer; IMS Health (total revenue of $1.2M)

  Exceeded assigned quota by 130%

  Market development responsibility for communication services providers with new product launch

  Managed Strategic Partner relationships in the telecom space with Accenture, CapGemini & CSC

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8/17/2019 Director Manager Enterprise Sales in Chicago IL Resume Michael Price

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Coveo Inc. (October 2006 to April 2008)

Regional Sales Manager

Responsible for new revenue growth for provider of proprietary enterprise search technology, heavily integratedto Microsoft’s SharePoint product. 

  Managed & successfully attained $3M quota in Midwest territory to a horizontal market

  Due to the Microsoft acquisition of FAST (now “Bing”), business quickly stagnated and U.S. salesactivity funding was suspended

CambridgeSoft Corporation (September 2001 to October 2006)

Executive Director –  Major Accounts

Pure hunter across a wide demographic, cultivating CxO relationships in a range of business units for a providerof web-based knowledge management and informatics solutions, electronic laboratory notebooks, and the premier chemical drawing tools, and services at the enterprise-level, for leading pharmaceutical and chemicalresearch organizations. License revenue generated through both on-premise and SaaS implementations.Acquired by Perkin Elmer Informatics.

 

Managed & successfully attained $1.5M annual quota in the Central & West Regions  Exceeded quota by at least 120% all five-years

  Top salesperson 2002, 2003, 2004 & 2005 qualifying for the President’s Club 

  Crafted & closed the first significant customer to adopt emerging Electronic Laboratory Notebooktechnology: Merck & Company

  Key significant license wins to: Merck; Eli Lilly; Abbott Labs; Dow Agrosciences; ICOS; Roche;and others

I2 Technologies, Inc. (January 2001 to September 2001)

Senior Strategic Account Manager  –  Process Industry

Hunter and cultivator of newly expanded business unit addressing needs of the process industry for internet- based, enterprise-level eCommerce content and services enabling transformation to eProcurement, supplierenablement, SRM & SCM. Acquired by JDA.

  Managed $5M quota in the U.S.

  Achieved 65% of $5M target in the first 9-months

  Additionally, designated leader for Life Sciences account management team

  Closed key sales with: DuPont; Merck; Rhodia; Kraft; P&G & OxyChem

Open Text Corporation (February 1998 to January 2001)

Area Sales Manager

Pure hunter role for OpenText, a premier provider enterprise-level eCommerce ECM, Content & Collaborationsoftware solutions, and related professional services. Typical sales were conducted at the Senior VP and CxOlevels.

  Closed largest deal in company history, still standing, of $7.2M to Sprint Communications

 

Exceeded $2.5M quota (125%, 135%, 320%) over & President’s Club over the three year period  Top sales person 1999 & 2000

  Closed other key enterprise agreements with: AT&T; Yellow Freight; Nalco Chemical; Bank ofAmerica; Underwriters Laboratories; Abbott Laboratories & Merck

Beilstein Information Systems, Inc. (January 1994 to February 1998)

Vice-President, Sales, Marketing & Customer Service (Americas & APAC)

Entrepreneur, hunter and cultivator successfully guiding U.S. start -up of established, well-recognized German parent company, Beilstein Information Systemme GmbH, a premier provider of enterprise-level scientificeContent, the single largest collection of electronic scientific journal references. Successfully developed newmarket through and team sales. All licensing revenue based on pure subscription model. Acquired by MDLInformation Systems.

8/17/2019 Director Manager Enterprise Sales in Chicago IL Resume Michael Price

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  Started & managed U.S. subsidiary

  Grew U.S.-company (Inc.) revenues from $0 to $34M in a four-year period

  Crafted global University academic consortium, growing to over 300 participating institutions infour-year period, resulting in annually recurring revenues of $9M

 

Grew business from 0 to 234-clients in North & South America, and Australasia

MDL Information Systems (October 1986 to January 1994) Regional Sales Manager

As the first commercial provider of enterprise-level scientific eContent, scientific informatics and decisionsupport software and services, my responsibilities were pure hunting and cultivating the U.S. Life Sciencesvertical. Acquired by Symyx, then Biovia (Dassault).

  Exceeded quota ($1.8M) all seven years by at least 115%

  Earned “Rookie-of-the-Year” in 1987 

  Top salesperson the last two of those seven years

  President’s Club member 5 of 7 years 

  Chairmen’s Club member last two years 

 

Closed key, significant licenses with: Abbott Labs; 3M; Monsanto; Eli Lilly; P&G; Alcon &HMR

EDUCATION 

 North Central College –  Dual BS Chemistry/Computer Science –  magna cum laudeUniversity of Illinois –  Pharmaceutical Sciences coursework

PROFESSIONAL SALES DEVELOPMENT

Strategic Selling; Solution Selling; Spin Selling