Michael A. Hopwood
Senior Executive: Sales Strategy Development & Execution
Extensive experience in: Start-up Funding, Global Sales and Channel Management Development, IT Management, Engineering Innovation Collaboration and Operations Management.
Drove sales that took company from zero to public offering, positioning the firm for future acquisition by a fortune 100 company.
Areas of Interest: Cyber, AI, Machine Learning, Blockchain, HPC Automation Tools, Hyper-Converged Computing, Storage and SDN
Driving business revenue growth and top and bottom-line profitability in new and established businesses by focusing on:
Leveraging Opportunities
Assessing market and technology changes to identify and take advantage of emerging opportunities, building internal and external partnerships to increase revenue for all stakeholders.
Developing Resources
Building internal and external partnerships / channels with the best players able to leverage opportunities generating the greatest short and long-term value at the highest gross profit.
Resolving Roadblocks
Anticipating, assessing, and mitigating roadblocks that prohibit the company from positioning itself as a key player in its market / product segment.
Enhancing Teams
Ensuring the success of the organization by placing the prime people in the right positions with the tools, training, accountability, and communications necessary to achieve individual, team, and corporate success.
Sales Performance
Bringing sales processes to a profitable close through clear communication with customers, building trust, identifying needs then following through to achieve win/win outcomes.
Achievements
Work History
Vice President of Sales
Create the fundamental sales team building blocks to strengthen the sales process.
- 300% increase in sales positioned for the next 18 months through the development of infrastructure and application of metrics to measure performance consistency.
- Created actionable sales funnel and support team through redesigning Salesforce.com application for the company.
Vice President of Sales
Built the sales and marketing teams, implementing a plan and process to accelerate revenue growth. Bolstered company culture while focusing on providing solutions for the semiconductor / components, computer peripherals, consumer electronics, and industrial manufacturing markets.
- $7.44 million revenue generated by developing a team that landed the two largest contracts in company history.
- $597,000+ of new three-year income engagements generated within nine months by identifying and closing Microsemi, Elo Touch, and Toshiba’s SSD division.
- Closed ISV agreement with Salesforce.com working with ISV management and sales to increase exposure of company’s channel management solutions to established Salesforce.com customers.
- 500% contract size increase by redefining go-to-market strategy and leading a transition from single module annual deals to multi-module / multi-year / high dollar enterprise engagements.
- 300% growth in closure rate and 100% surge in active prospects achieved by redefining sales operations and go-to-market strategies, simplifying product definitions, and presenting clear solutions for customers to incorporate the enterprise solution base.
Chief Executive Officer | Chief Sales Officer
Drove business planning, investor relations, funding and finances, strategic partnerships, and product definition. Developed the sales strategy and the enterprise sales methodology.
- Defined and worked with engineering to create the first ever, enterprise level, Cloud platform to integrate OEM, Representative and Distribution POS information to create one system used by all parties to forecast, quote, log design activity, commission and provide complete data analytics for the complete channel network.
- $1.75 million in multi-year contract engagements recorded with major public companies and fast-growing startups by targeting and meeting specific customer needs with adaptive software solutions.
- Turned a profit in the third year and positioned company for future growth by leveraging awareness of the market and customer base while multiplying partner engagements.
- $750,000 in angel investments produced in two rounds of financing by developing a sound business plan for product launch, development, and market penetration. Presented to key financial relationships, bringing in first time and follow up investors.
Vice President of Sales and Business Development
Led the worldwide sales team, business development, channel partners, field applications, technical applications, and IT. Managed up to 40 direct reports.
- $3.7 billion in sales facilitated for Cisco’s largest selling Access platform gained by establishing a strategic OEM contract / partnership with Advanced Micro Devices (AMD), provisioning a key platform component.
- $48 million in income (representing over 61% of total income) and company rank as number one in the industry achieved by spearheading the strategic building of vendor relationships with major fortune 100 companies including Cisco, Sun, IBM, EMC, Intel, and Hauwei (China).
- $80 million in revenue grown from zero by targeting the best possible channel partners, establishing representative offices and facilities, and training and supporting global partnerships.
- 65% gross margin against an industry standard of 35% to 40% posted through a consistent focus on product value and company support / reputation rather than only the raw price.
Sr. Field Sales Engineer
- 110% plus winner, growing a territory from zero to $8.5 million in annual revenue from emerging networking, video, and systems companies. Including a systems company purchased by Intel for their strategic position and growth.
- Grew field-engineering experience to include CPU design, memory architectures, and I/O performance at both the chip and system level.
Education
Bachelor of Science
in Physics / Engineering
Pacific Lutheran University
ExecRanks Courses – Governance, Finance, Mergers & Acquisitions, Growth Management, Fundraising