M ICHAEL I.

W ILLIAMS
5 Lexington Court East Windsor, NJ 08520 C: 917.838.2628 H: 609.448.4889 mikewilliams37@comcast.net

VICE PRESIDENT OF SALES

Accomplished, results-driven sales executive offering solid history of delivering year-over-year revenue growth for both established and start-up operations. Career marked by achieving, the largest license deals in the history of Tivoli, BEA and TIBCO repeatedly penetrating new Fortune 500 markets, and developing solutions driving sales generation. Natural leader skilled in instituting effective action plans and empowering teams to execute. Recognized for instilling team focused environment and consistently meeting and exceeding aggressive goals. Areas of expertise include: Sales Force Leadership Business Development Process Improvements Consultative Solutions Selling Field Marketing Management Productivity Improvements New Market Penetration Channel Management Customer Service

PROFESSIONAL EXPERIENCE
TIBCO Software Inc; Palo Alto, CA 2007 March 2013

Vice President & General Manager Global Banking (2012 March 2013) Promoted to run banking for the company in Americas, EMEA and APJ 100MM dollar business with direct sales staff of 30 Global Account Executives to ensure maximum revenue and collaboration with sales team covering TIBCOs largest banking clients. Vice President & General Manager FSI & North East Region (2009 2011) Promoted to run and course correct an under performing North East Region in addition to FSI responsibilities, 30MM dollar business grew it to 55MM rebuilt sales team, new sales management implemented new forecast and C-Level targeting to clients, Nielson, Cablevision, Merck etc. Vice President & General Manager FSI (2007 2011) Led a team of 75 sales, presales and professional services in North America, focused on financial services grew the business from 25MM to 50MM, sales strategies; moving away from ELAs to prepay agreements, targeted clients, messaging on company capabilities, C-Level focus, partnering with SIs with intent on target 10MM + size deals, achieved with Citigroup 25MM license deal, B of A 12MM, CME 9MM BEA Systems, (acquired by Oracle); San Jose, CA 2002 June 2007

REGIONAL VICE PRESIDENT / GENERAL MANAGER EAST SALES & OPERATIONS (2007 Present) Selected to lead 65-member sales organization to meet and exceed $75M annual license sales budget for software licensing, consulting, support, VAR channel, business development, and field marketing. Target Fortune 500 verticals in telco, financial services, and pharmaceuticals with key clients including Verizon, Citigroup, JPMorgan Chase, Johnson & Johnson, and Pfizer. Key Achievements: Improved quarter-end close ratios and quota achievement by initiating, developing, and instituting a pipeline management system. System is proactive, measurable process including qualification for all transactions over $150K. Built and led cross-functional core team to submit recommendations and key initiatives for pipeline process and leadership metrics. Page 1 of 3

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Spearheaded development of Financial Services Bea Realtime Application Server by leading team to gather client requirements and integrate customer voice into product managements design efforts.

DIRECTOR OF SALES FINANCIAL SERVICES (2004 2007) Promoted to drive financial services sales throughout metro area including New York, New Jersey, and Connecticut. Managed 15-member sales team. Key Achievements: Grew license run rate from $16M to $22M over three years by cultivating C-level relationships, gaining in-depth understanding of business requirements and drivers, and developing strategies to target investment banking. Named Sales Manager of the Year for developing, presenting, and closing $6M deal with Bear Stearns in Q106, and closing $20M+ transaction with Citigroup in Q406.

GLOBAL ACCOUNT EXECUTIVE CITIGROUP (2002 2004) Led team of 22 global account executives to meet and exceed sales quota while managing relationship with client account worldwide. Key Achievement: Increased Citigroup license sales from $2M to $9.5M annual revenue within two years through extensive worldwide travel to cultivate relationships with client executives, drive business opportunities, and align company with major client projects. 1999 2002

Bowstreet; Portsmouth, NH

SALES EXECUTIVE Recruited to expand companys reach from client base of strictly dotcoms to Fortune 500 financial services market. Educated C-level executives on WebServices, identified funded projects, and capitalized on technology opportunities. Key Achievements: Established company as enterprise player in insurance market by identifying and meeting client needs for WebServices software. Closed sales with MetLife, AIG, and Merrill Lynch as companys first Fortune 500 clients in financial services vertical. Named Sales Executive of the Year in 2001 for outstanding performance and client acquisition in new vertical. 1997 1999

Tivoli Systems; New York, NY

JPMC GLOBAL ACCOUNT EXECUTIVE Recruited back to build and lead companys first team of 15 sales executives to develop business and relationships with financial services vertical worldwide. Forged long-term relationships with C-level executives at Chase Manhattan and IBM. Key Achievements: Validated financial services vertical and established company throughout global FS community by leading team to close companys largest single transaction in 1998 for $27M with JPMorgan Chase. Won Sales Executive of the Year Award in 1998 for selling largest transaction of year. 1995 1997

DBMX Limited; New York, NY

SALES DIRECTOR Recruited to establish company operations for start-up based on Tivolis platform for database management. Key Achievement:

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Created market for database management tolls and supported 1997 acquisition by Tivoli/IBM through penetration and sales into key accounts including Eastman Kodak, State Street, and Pillsbury. 1993 1995

Tivoli Systems; New York, NY

SALES EXECUTIVE Recruited to open start-up firms New York office as first sales executive in field and companys 31 st employee. Managed metro territory covering New York, New Jersey, and Connecticut. Key Achievements: Named Sales Executive of the Year in 1994 for meeting and exceeding annual quota. Acquired business with companys first key Wall Street clients including Chase Manhattan Bank and Prudential Securities. Played instrumental role in successful growth from ground up to $10M in revenue with first 24 months by personally selling 25%+ of $10M. Achieved 150%+ of over $1.5M quota for two consecutive years. Additional career experience as Sales Representative with Candle Corp., ADP, and Swintec Corp.

Education New Jersey City University Computer Science 2 Years

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