Summary
Overview
Work History
Education
Skills
Professional Development
Timeline
BusinessDevelopmentManager

Michael F. Watson

Montclair

Summary

As a result-driven Global Strategic Executive, I have delivered multi million-dollar revenue growth and expanded market share for high-growth and Fortune 500 companies. Known for driving performance through talent, I create high-performing teams that achieve sales and performance objectives across various verticals. My expertise spans senior leadership, strategic vision, business transformation, and operational excellence, with a strong focus on sales strategy and global alliances. I excel at fostering cross-functional collaboration, breaking down silos, and implementing customer-focused strategies that drive shared value. Adaptable and skilled in building consensus and leading initiatives to address challenges. I create a change-driven environment that maximizes productivity. With a strong sense of responsibility and a commitment to inspiring others, I lead teams toward a common goal of success.

Overview

20
20
years of professional experience

Work History

Co-Founder & Managing Partner

CATALYST GROUP
01.2020 - Current
  • Architect and Lead sales organization from inception, designing and executing a data-driven market-responsive sales strategy that outperformed company's benchmark achieving sustained revenue growth averaging 240% year over year
  • Forged and expanded high-impact strategic alliances, cultivating key partnerships, enhanced market positioning, accelerated revenue streams, and contributed to 60% increase in new customer acquisition within the first two years
  • Optimized customer retention and expansion strategy, implementing cross-sell, up-sell and customer engagement initiatives that increased Net Revenue Retention (NRR) and reduced customer churn
  • Drove investor and stakeholder confidence, presenting revenue growth strategies, KPI metrics, and market expansion plans to managing members, investors, and key business stakeholders

Sr. Director, Mid-Enterprise Northeast Division

LUMEN
01.2018 - 01.2020
  • Recruited to expand Mid Enterprise Business Unit to accommodate CenturyLink and Level 3 business merger, oversaw regional sales directors and 45-person sales team, led aggressive sales initiative, advanced 2017/2018 sales and revenue production from $135 million to $180 million, and achieved 100% of targeted revenue growth objective
  • Conceptualized and executed multi-year business development strategy, hired, trained, and developed top-performing sales talent, inspired team collaboration and accomplishment, and created and sustained a winning sales organization

Director of Strategic Alliances

LUMEN
01.2011 - 01.2018
  • Directed go-to-market strategy execution, developed cross-collaborative external vendor, customer, and stakeholder partnerships, leveraged sell-with, sell-to, and sell-through concepts and white labeling integration co-selling strategy, expanded WAN, Cloud, UC&C portfolio value proposition, and achieved targeted end-to-end solution deliverables and profit performance
  • Led field sales initiative, educated sales team on complementary, joint, and funnel-development sales solutions, and optimized team sales competencies and multi-sales channel impact and profitability
  • Developed internal cross-functional and cross-organizational Product Marketing, SAT, Corporate Strategy, Procurement, Legal, and Sales Department team relationships, analyzed market sales channels and partner technologies, identified/leveraged potential market opportunities, and successfully onboarded/managed major accounts including HPE/Hewlett Packard Enterprises, DXC, Microsoft, Avaya, IBM, Carousel Industries, Logicalis, and Avanade
  • Conceived, visualized, and deployed a large-scale Cloud and UC solution, replaced on-premise PBX methodology, successfully secured an RFP win for HPE account with 19 global data centers, delivered $3.6 million in 2015 sell-with and sell-to revenue, and positioned company with a 5-year $100 million recurring revenue increase

Vice President/General Manager

CBEYOND
01.2009 - 01.2011
  • Led business growth and market expansion initiative, trained and directed five Boston and Washington DC-based sales teams, developed/executed sales and marketing plan, successfully penetrated new markets, and delivered $40 million in market expansion revenue
  • Collaborated with Product, Marketing, HR, and Finance Department leaders, developed/executed short and long-term program, sales, and lifecycle management strategies, and optimized/leveraged new sales opportunities
  • Successfully launched two major office locations in Boston and Washington DC markets, and increased organic sales and existing revenue

Director of Sales, Enterprise Accounts

XO COMMUNICATIONS
01.2005 - 01.2009
  • Trained, mentored, and directed six sales and customer care managers and 30 sales professionals, educated team members on business development, acquisition, and sales strategy, and substantially impacted existing and new account growth and profitability
  • Developed/implemented marketing strategy, established team sales goals and objectives, monitored team performance, and consistently increased sales productivity and ROI
  • Championed/implemented a customer-escalation resolution process, reduced sales leader distractions, and optimized sales team utilization and customer satisfaction
  • Collaboratively developed a sales playbook, detailed cross-functional sales techniques, increased prospecting, cold calling, and lead-quality efficiency, and achieved 100% of targeted sales and revenue growth objectives for two consecutive years

Education

Completed Four Years Towards a B.S. in Business Management -

CULVER STOCKTON COLLEGE
Canton, Missouri

Skills

  • Strategic Planning
  • Leadership Development
  • Revenue & Profit Growth
  • Strategic Partnerships
  • P&L & Financial Reporting
  • Budget Management
  • Market Research
  • Competitive Intelligence
  • Global Alliances
  • Change Management
  • Performance Management
  • Channel & Segment Expansion
  • Emerging Markets & Technologies
  • AI Transformation
  • SaaS
  • IaaS

Professional Development

  • Global Executive Decision Making, Cornell University
  • DDI Leadership, Development & Assessment, Cornell University
  • Essentials of Leadership, Cornell University

Timeline

Co-Founder & Managing Partner

CATALYST GROUP
01.2020 - Current

Sr. Director, Mid-Enterprise Northeast Division

LUMEN
01.2018 - 01.2020

Director of Strategic Alliances

LUMEN
01.2011 - 01.2018

Vice President/General Manager

CBEYOND
01.2009 - 01.2011

Director of Sales, Enterprise Accounts

XO COMMUNICATIONS
01.2005 - 01.2009

Completed Four Years Towards a B.S. in Business Management -

CULVER STOCKTON COLLEGE

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