Mike Shaw — Business Development Executive

After a 35+ year career in enterprise sales and sales leadership I have decided to retire as of 4/24. Throughout my career, I've had great success delivering complex IT solutions to both Commercial and Federal accounts. My experience covers Open Source, Cloud, Enterprise software, SaaS, and IT infrastructure solutions. I'm very comfortable developing and implementing an Enterprise Account Strategy and managing Strategic Accounts to drive revenue. I began my career in a traditional sales organization (ADP) where I learned the value of weekly/monthly goals, hard work, and the importance of building relationships within my company and my customer accounts. Although I gained my original experience with a large organization, the past 20 years of my career have been with smaller/emerging enterprise software and IT solution companies. My responsibilities have included direct and channel sales, sales engineering, and consulting services teams Specialties: Enterprise Account Management, Sales Administration & Leadership, Direct & Channel Sales, Competitive Market Intelligence, Solution Selling & Referral Strategies, Product & Market Positioning, Strategic Planning & Execution, Budgeting Creation & P&L Management, Customer Service & Retention, Performance Management, Customer Relationship Management, Product & Market Identification, Turnaround Expertise, Mergers & Acquisitions

Stackforce AI infers this person is a seasoned sales leader in the SaaS and IT solutions industry.

Location: Washington, DC, United States

Experience: 36 yrs 11 mos

Skills

Enterprise Account Management
Sales Leadership
Strategic Account Management

Career Highlights

Over 35 years in enterprise sales leadership.
Expert in managing strategic accounts and driving revenue.
Proven success in delivering complex IT solutions.

Work Experience

Confluent

Regional Sales Director - Strategic Accounts (5 yrs 2 mos)

Cloudera

Regional Sales Director - Strategic Accounts (3 yrs 5 mos)

Edge Hosting, LLC

Vice President of Sales (2 yrs 5 mos)

Bay Bridge Decision Technologies - acquired by Interactive Intelligence

Vice President of Sales (9 mos)

Fishbowl Marketing

Vice President of Sales (1 yr 7 mos)

Metastorm

Exec VP Sales/GM Americas Operations (4 yrs 8 mos)

Director of Sales (3 yrs 8 mos)

MicroStrategy

Strategic Channel Manager (1 yr)

ADP

VP of Sales (4 yrs 1 mo)

Sales Executive (4 yrs)

Sales Director (3 yrs)

Account Executive (3 yrs 2 mos)

Education

Bachelor of Science (B.S.) at University of Maryland - Robert H. Smith School of Business

Mike Shaw

Business Development Executive

Washington, DC, United States36 yrs 11 mos experience

Highly Stable

Key Highlights

Over 35 years in enterprise sales leadership.
Expert in managing strategic accounts and driving revenue.
Proven success in delivering complex IT solutions.

Stackforce AI infers this person is a seasoned sales leader in the SaaS and IT solutions industry.

Contact

Skills

Core Skills

Enterprise Account ManagementSales LeadershipStrategic Account Management

Other Skills

Sales ManagementCloud ComputingData InfrastructureBig Data SolutionsOpen SourceCloud Hosting SolutionsCyber SecurityEnterprise Capacity PlanningData AnalyticsSaaS SolutionsBusiness Process ManagementSoftware SolutionsBusiness Intelligence SolutionsSolution SellingSales Process

About

Experience

36 yrs 11 mos

Total Experience

4 yrs 7 mos

Average Tenure

Current Experience

Confluent

Regional Sales Director - Strategic Accounts

Feb 2019 – Apr 2024 · 5 yrs 2 mos · Southeast

Confluent is pioneering a fundamentally new category of data infrastructure focused on data in motion. Our cloud-native offering is the foundational platform for data in motion --- designed to be the intelligent connective tissue enabling real-time data, from multiple sources, to constantly stream across the organization. With Confluent, our customers can meet the new business imperative of delivering rich, digital customer experiences and real-time business operations. Our mission is to help every organization harness data in motion so they can compete and thrive in the modern world.
To learn more, please visit www.confluent.io

Sales ManagementStrategic Account ManagementCloud ComputingData InfrastructureEnterprise Account ManagementSales Leadership

Cloudera

Regional Sales Director - Strategic Accounts

Sep 2015 – Feb 2019 · 3 yrs 5 mos · Mid-Atlantic

Responsible for managing Strategic Sales team covering the Mid Atlantic Region.
Organizations are becoming more dependent on accessing, analyzing and understanding Big Data. Cloudera develops open-source solutions that enable rich interaction with the world's largest Big Data sets at the speed of thought — enabling leaders to ask bigger questions in the pursuit of driving real business value and measurable growth.
As the industry leader in Apache Hadoop based data management systems, Cloudera provides a comprehensive data platform. By expanding upon Hadoop’s operational efficiencies, Cloudera provides a full-scale, cost-effective, integrated suite of business capabilities for all of your data, providing real-time interactive query and search, data discoverability and lineage, unified security and governance.

Big Data SolutionsSales ManagementOpen SourceStrategic Account ManagementSales Leadership

Edge hosting, llc

Vice President of Sales

Mar 2013 – Aug 2015 · 2 yrs 5 mos · Baltimore, MD

Managed team of sales associates and direct Strategic accounts to provide fully managed cloud hosting solutions that include; Dell, CISCO UCS, VMware, NetApp, EMC, Nimble Storage, Veeam, as well as best in class Enterprise Security/Cyber Security technologies

Cloud Hosting SolutionsSales ManagementCyber SecurityEnterprise Account ManagementSales Leadership

Bay bridge decision technologies - acquired by interactive intelligence

Vice President of Sales

Jan 2012 – Oct 2012 · 9 mos · Annapolis, MD

Managed team of sales associates and direct Strategic accounts to provide enterprise capacity planning software solutions to leading call centers in North America

Enterprise Capacity PlanningSales ManagementEnterprise Account ManagementSales Leadership

Fishbowl marketing

Vice President of Sales

May 2010 – Dec 2011 · 1 yr 7 mos · Alexandria, VA

Managed team of Enterprise and mid market sales associates to provide data analytics, customer acquisition and engagement SaaS solutions to the restaurant and hospitality market in North America

Data AnalyticsSaaS SolutionsSales ManagementEnterprise Account ManagementSales Leadership

Metastorm

2 roles

Exec VP Sales/GM Americas Operations

Promoted

Apr 2005 – Dec 2009 · 4 yrs 8 mos · Baltimore, MD

Managed team of Enterprise Software AE's who were responsible for providing Business Process Management solutions (Software and Services) to Fortune 500 and Fed government target accounts in North America. Actively involved in all phases of the sales process from qualification to close

Business Process ManagementSales ManagementSoftware SolutionsEnterprise Account ManagementSales Leadership

Director of Sales

Aug 2001 – Apr 2005 · 3 yrs 8 mos · Baltimore, MD

Field sales manager for Enterprise Software AE's selling Business Process Management solutions (Software and Services) to Fortune 500 and Fed government target accounts. Actively involved in creating territory and strategic account plans as well as all phases of the Enterprise sales cycle

Sales ManagementBusiness Process ManagementEnterprise Account ManagementSales Leadership