Michael Fife
Salt Lake City
Summary
Dynamic sales leader with a proven track record, driving $100Ms in revenue in platform sales, advanced analytics, and predictive data. Consistently exceeds targets while fostering strong customer relationships. Recognized for reshaping sales methodologies to enhance performance.
Overview
25
25
years of professional experience
Work History
Vice President, U.S. Sales, Professional Services & Consulting
Provenir
Parsippany
04.2023 - Current
- Delivered 108-111% of plan in '23 and '24 with significant signings of net new tier 1 banks as the Leader of U.S. Sales for the AI credit and fraud risk decisioning platform-as-a-service business.
- Grew revenue to over $80M with enterprise accounts. Customers include SoFi, GM Financial, U.S. Bank, Goldman Sachs, FNBO, and organizations of similar size & scope with active team of 25 team members between AEs, CSMs SDRs, and Pre-Sales.
- Reshaped sales methodology, implementing a consultative, complex selling model where none previously existed.
- Led the rollout of expanded product roadmap deliveries, focused on AI/ML ModelOps use cases for financial services.
Regional Vice President, U.S. Customer Success & Professional Services
Backbase
Amsterdam
11.2021 - 04.2023
- Backbase is one of the leading Banking-as-a-Service engagement platforms for banks and credit unions.
- Grew the U.S. professional services business for Backbase by 17% in '22.
- Helped expand Backbase within new and existing customers, justifying a $128 million (€120 million) growth equity funding round in June 2022 by Motive Partners.
- Led the organizational redesign of 70+ person organization for a re-invigorated focus on the U.S. market.
- Resigned on excellent terms to return to risk decisioning space amid Backbase product roadmap uncertainties.
Vice President, Decisioning Software & Analytics
Experian
Costa Mesa
11.2015 - 11.2021
- Produced over-target growth of up to 115% in each fiscal year, targeting large, enterprise banks.
- Grew the $91 million Decision Analytics (cloud-based AI/ML decisioning software and data) business for Experian's strategic accounts 10% per year, including Chase, Citibank, Wells Fargo, Discover Card, and other Tier 1 financial institutions.
- Motivated & coached a team of 26 Account Execs and 5 Sales Leaders resulting in 85%+ of team at or over plan in each.
- Implemented ROI-heavy strategic selling techniques while navigating complex sales and budgeting cycles.
- Multi-year repeat recipient of Elite Performance Award (Sales Leader and Sales Teams of the Year).
President, Predictive Analytics
44ounces
Salt Lake City
01.2012 - 11.2015
- 44ounces is a predictive analytics company delivering data & advanced analytics products to clients.
- Achieved 9-15% YOY growth, acquiring new logos in health care, financial services and technology.
- Customers included Senior Helpers, Sorenson Communications, C.R. England, Celtic Bank, and other mid-market companies.
- Innovated new ways to blend consumer and commercial data to make predictive marketing decisions for mid-sized businesses.
President, Transportation Finance & Technology Solutions
C.R. England
Salt Lake City
02.2009 - 01.2012
- C.R. England family of companies financed equipment & offered business technology to freight companies servicing the U.S. retail market.
- Built the $100 million equipment finance and technology solutions businesses for 3 C.R. England companies.
- Created a new transportation-focused SaaS tax, bookkeeping and business service application as an additional revenue stream.
- Delivered 18% YOY growth in recessionary years by maximizing gains on capital equipment and implementing better sales, remarketing, and customer acquisition strategies.
- Responsible for overall financial management, sales, HR, and employee management functions.
U.S. Vice President, Sales
Dun & Bradstreet
Chicago
09.2000 - 02.2009
- Delivered up to 25% over-target growth in each year for D&B's $80 million Risk Management, Sales & Marketing, and Supplier Risk Solutions business.
- Restructured the organization to position account management, engineering, and consulting into a matrix that maximized ability to provide leadership and subject-matter expertise to customers.
- Multi-year repeat recipient of President's Club (Sales Leader and Sales Teams of the Year).
Education
Master of Science - Integrated Marketing Communications
Northwestern University
Evanston, IL01.1999
Bachelor of Arts - International Communications
Brigham Young University
Provo, UT01.1997
Skills
- Advanced analytics and data analysis
- AI/ML sales and implementation
- Consulting and strategic planning
- Digital transformation
- Banking and credit union specialization
- Sales team design
- Consulting team design
- Leadership of large teams
- Complex solution management
- Consultative selling techniques
- Enterprise account management
- Customer relationship management
- Team leadership skills
- Market analysis expertise
- Problem-solving abilities
- Effective communication skills
- Negotiation strategies
- Adaptability to change
- Budget administration proficiency
- Public speaking skills
- OKRs and KPIs management
Hobbies and Interests
- Accomplished Trail Runner: Avid competitor in outdoor trail running series.
- Avid Skier: Enthusiastic downhill skier who is always looking for the next weekend getaway.
- Origin Story: Originally from Renton, Washington.
Awards
- Salesperson or Senior Leader of the Year: 2004, 2006, 2007, 2016, 2018, 2019, 2022
- Published: Contributor to the NYT Best Seller THE BREAKTHROUGH COMPANY, Keith McFarland, 2009
Languages
English
Native/ Bilingual
Spanish
Professional
References
References available upon request.
Timeline
Vice President, U.S. Sales, Professional Services & Consulting
Provenir
04.2023 - Current
Regional Vice President, U.S. Customer Success & Professional Services
Backbase
11.2021 - 04.2023
Vice President, Decisioning Software & Analytics
Experian
11.2015 - 11.2021
President, Predictive Analytics
44ounces
01.2012 - 11.2015
President, Transportation Finance & Technology Solutions
C.R. England
02.2009 - 01.2012
U.S. Vice President, Sales
Dun & Bradstreet
09.2000 - 02.2009
Master of Science - Integrated Marketing Communications
Northwestern University
Bachelor of Arts - International Communications
Brigham Young University
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