Mary Johnson
Carlsbad,CA
Summary
Business development professional with track record of driving growth and uncovering sales opportunities. Skilled in strategic planning, growing partnerships, and client relationship management. Strong emphasis on team collaboration and achieving results, adapting seamlessly to changing demands. Known for leadership, results orientation, and effective communication skills.
Overview
28
28
years of professional experience
1
1
Certification
Work History
Business Development Executive
Insight Enterprises
12.2019 - Current
- Built and deepened strategic relationships with Microsoft sales executives, resulting in a significantly increased services and co-sell pipeline.
- Earned Insight status as the preferred Microsoft partner across the West Region Enterprise team and several marquee accounts, driving over $XXXM in sales.
- Spearheaded expansion into Microsoft’s Small, Medium, and Corporate (SMC) segment; elevated Insight to a “Top 3 Go-To Partner” and grew sales leads 5x within 18 months.
- Led team to establish consistent engagement with 90% of Microsoft sales leadership, driving alignment on pipeline, co-selling opportunities, offers, and events.
- Enabled strong seller and manager-level trust, resulting in proactive collaboration and faster resolution of sales blockers.
- Identified and addressed internal sales challenges, increasing lead flow and accelerating co-sell opportunities.
- Delivered targeted enablement to Account Executives, improving Microsoft engagement and increasing deal velocity.
- Analyzed internal and Microsoft data to identify customers' next logical purchase paths and developed campaigns to drive new sales opportunities.
Acting Director
Managed Solution
07.2016 - 12.2016
- Led launch of new Cloud Marketplace division, managing strategic partnership with Microsoft, including communication, product evangelism, and co-marketing initiatives.
- Developed partner strategy with other MSPs, including agreements, referral models, growth plans, and value-added services.
- Trained sales team on how to position and sell cloud service provider (CSP) licensing.
Partner Account Manager/Sales Executive
Microsoft Corporation
11.2007 - 06.2016
- Managed strategic partnerships with mid-market solution providers in San Diego, South Orange County, and Hawaii, on the Microsoft platform, driving joint sales, marketing, and technical enablement.
- Executed partner portfolio optimization—recruiting and enabling new partners to address capability gaps—resulting in a 50%+ increase in through-partner sales.
- Developed and tracked joint business plans to align sales, marketing, and readiness goals; collaborated cross-functionally to ensure execution.
- Contributed to a 6.5% increase in partner satisfaction, earning the highest team score nationally.
- Recognized by leadership with nomination to Leadership Development Program.
- President’s Club 2014; consistently exceeded sales quotas year over year.
Resource Manager/ Program Manager
Microsoft Corporation
06.2004 - 11.2007
- Managed staffing and utilization for 150+ consulting professionals across the West Region.
- Forecasted resource availability and identified skill gaps to inform recruiting and training strategies.
- Increased regional utilization by collaborating nationally to optimize cross-region staffing.
- Selected by leadership and peers to represent the team in executive forums.
Senior Manager, Enterprise Sales Productivity
Microsoft Corporation
02.2003 - 06.2004
- Led end-to-end design and implementation of global initiatives to improve sales productivity, resulting in increased customer engagement, stronger team collaboration, and clearer expectations across the sales force.
- Directed expansion of Microsoft’s solution selling process by defining process steps, system requirements, and sales manager coaching tools; integrated collaboration across partner and services teams.
- Created the Sales Execution Framework to align business objectives with improvement initiatives; framework now underpins key content delivery platforms.
Experienced Manager
Hitachi Consulting (formerly Arthur Andersen Business Consulting)
09.1997 - 01.2003
- Experienced manager responsible for sales and delivery of various projects from vision creation through implementation. Projects included process reengineering, systems implementations (CRM and ERP), and change enablement at various clients.
- Led program management office at a global leader in cloud software and services. Projects focused on customer relationship management, sales and IT rationalization and governance. All projects resulted in initiatives to evolve the company’s sales strategy from product-oriented to customer solution-oriented. Coordinated various implementation teams, drove teams toward deadlines, managed interdependencies and gained buy-in from worldwide stakeholders.
- Managed pipeline and forecasting project for provider of visitor relationship management solutions, resulting in 70 reclaimed sales hours per week and improved data integrity. Project included working with sales team to define processes, roles, system requirements and reports for opportunity management and forecasting.
- Managed customer relationship management project for global supply chain leader resulting in identification of more than $5 million in savings. Designed customer service strategy, organizational structure and responsibilities of customer service sites in the USA and Asia, and developed site consolidation plan. Conducted customer portfolio analysis to determine segmentation based on profitability, and service approaches by segment.
Education
Master of Business Administration -
Portland State University
Portland, OR01.1997
Bachelor of Arts - undefined
Fordham University
New York, NY01.1993
Skills
- Strategic territory planning
- Partnership strategy & management
- Meeting facilitation
- Behavioral interview techniques
- Process optimization
- Change management
- Team leadership
- Persuasive sales presentations
- Business development
- Relationship building
- Consultative sales techniques
- Lead generation
Certification
Basic Catechist Certificate
Timeline
Business Development Executive
Insight Enterprises
12.2019 - Current
Acting Director
Managed Solution
07.2016 - 12.2016
Partner Account Manager/Sales Executive
Microsoft Corporation
11.2007 - 06.2016
Resource Manager/ Program Manager
Microsoft Corporation
06.2004 - 11.2007
Senior Manager, Enterprise Sales Productivity
Microsoft Corporation
02.2003 - 06.2004
Experienced Manager
Hitachi Consulting (formerly Arthur Andersen Business Consulting)
09.1997 - 01.2003
Bachelor of Arts - undefined
Fordham University
Master of Business Administration -
Portland State University
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