Michael J.

Maggs
1223 8th Ave West Seattle, WA 98119 (206) 755 1803 michaelmaggs@gmail.com
SUMMARY Results-oriented business development leader with 15+ years of experience in cloud, Web services, and software industries. Adept problem solver with data-driven approach. Thought leader drives share and revenue in dynamic and complex business environments. Award-winning professional creates and manages service and product offerings, distribution channels, pricing/licensing strategies and marketing programs. EXPERIENCE APPTIO, INC. Bellevue, WA. Director of Business Development. December 2010 September 2011 Designed and execute tactical plan of 3rd year IT Financial Management SaaS start-up providing the equivalent of SCM for IT. Owned all sales materials and processes creation and execution. Drove top line revenue of $750M from strategic alliances with Cisco and Wipro. o Closed first partner deal (SuperValu via Cisco); $1.5MM TCV. Built pipeline of $5MM TCV from $0. Established 3-year go-to-market strategy and business framework for proprietary system integrator and strategic consultant partner ecosystem. Execute on prioritized partner targets. Created process to manage sales leads and engagement in addition to defining selling scenarios with and for the partners field. Key partners included: KPMG, PWC, Cisco and Deloitte MICROSOFT CORPORATION. Redmond, WA. April 2001- December 2010 Senior Director, Partner Strategy and Business Development - Windows Azure. September 2008 December 2010 Built team to drive partner strategy and marketing for Widows Azure, Microsofts cloud computing platform. Designed and set strategic vision, investment framework and revenue targets for partner businesses. Established, managed and drove value for all strategic partner negotiations and alliances, including Accenture, Fujitsu, and Capgemini. o Drove technical and business readiness programs spanning internal sales team and external partner community. Grew from 0 partners trained in 2008 to 175% of goal in 2009. o Established investment targets, market segmentation, messaging, positioning and go to market plan for all partner types (ISVs, System Integrators, Service Providers, and VARs/LARS) to drive platform adoption. Garnered 35,000 wins in FY10. Shared Microsoft cloud strategy and partner vision at key industry events (e.g., 2009 Under the Radar, 2009 Microsoft Worldwide Partner Conference, 2009 & 2010 Strategic Partner Summit, 2010 Western Europe ISV Summit, 2010 EMEA Hosting Summit). Senior Director, Business Development MSN. February 2008 September 2008 Managed team of 4 Business Development Managers for MSN Search, Portal and Advertising businesses. Established annual and quarterly revenue targets. Built $40MM portfolio of annual revenue from distribution; $5MM+ in licensing. With executive management and product managers, guiding principles, long-term strategic direction, and competitive analysis. Executed MSN Local distribution agreement with WP.com for $3MM over 18 months. Director, Product Management - Windows Client. March 2007 February 2008 Managed Windows Client price waterfall across all SKUs and geographies including list price and in-market promotions. Developed Windows Client value chain and sales channel to maximize profit and share across all geographies and user segments. Implemented $350MM marketing and pricing campaigns to maximize share and increase revenue per license (RPL) on a global basis (across developing and developed markets). Director, Business Development - MSN/Windows Live. June 2005 March 2007 Managed team of 3 BDMs accountable for licensing and distribution deals for the MSN/Windows Live Communication (Messenger, Mail, Blogs/Spaces). Set prioritization framework, negotiation strategy and budget/revenue targets for all assets. Drove business from a sub $10MM/year to $40MM in 2005, $60MM in 2006. Notable deals included Real Networks anti-trust settlement and Yahoo/Microsoft public instant messaging network interconnection (first of its kind). Senior Business Development Manager - MSN. April 2001 June 2005 Oversaw all licensing and distribution for MSN Communication. Managed Brightmail/Symantec (Hotmail anti-spam service, ~$5MM/year); McAfee (AV client and server licenses, ~$3MM/year; and Logitech (messenger webcam license, ~$3MM/year). YAHOO, INC. Sunnyvale, CA. Business Development Manager, Y! Entertainment. April 1999 March 2001 Managed business development for Yahoo! Entertainment. Set prioritization framework, negotiation strategy and budget/revenue targets for all assets. Completed 50+ deals to drive $5MM in revenue. Reduced costs by $750K THE WALT DISNEY COMPANY, North Hollywood, CA. Manager, Affiliate Sales. September 1997 March 1999 Increased market share of Disney Onlines subscription service, Disneys Blast, across OEM, ISP markets to support divisions objective of being the premier provider of Kids content online. Drove $600K in revenue via first-of-its kind (for Disney Online) pre-install distribution agreement with Epson EDUCATION University of California at Berkeley. Berkeley, CA. Bachelor of Arts: English Literature May 1995

PERSONAL Patents: US Patent 11613676 for COMMUNICATION LINK GENERATION IN A CLOUD (2006). US Patent 11536497 for RESILIENT COMMUNICATIONS BETWEEN CLIENTS COMPRISING A CLOUD (2006). Interests: Competitive rowing, reading, cooking