Michael J Bonadies
Kyle
Summary
A dynamic, driven, results-oriented sales leader with 24 plus years’ experience in high performance B2B, and B2C SaaS software and technology sales. A proven track record of driving revenue and pipeline growth within net-new and existing business while meeting and exceeding individual sales quota and goals. Intrinsic ability to successfully drive complex enterprise sales cycles from lead to close while pulling together multiple resources within different business units, partners and executive leadership, while maintaining and closing accurately predicted forecast data. Excellent verbal and written communication skills.
Overview
15
15
years of professional experience
Work History
Enterprise Sales Director
Board International
Boston
12.2020 - Current
- Responsible for driving net-new sales of Board’s Planning, Budgeting, Forecasting, BI & Analytics SaaS software application suite to an enterprise target market through close cooperation with internal stakeholders such as Marketing, Business Development, Pre-Sales and Professional Services teams.
- Identified and engaged closely with net-new enterprise target companies between 2 billion to 500 million in annual revenues with a primary focus on manufacturing, retail, professional services, high tech, utilities, and financial services vertical markets in a western USA based territory.
- Developed and delivered value propositions to C-level and senior management stakeholders within Finance, Operations, Sales, Marketing, and IT business units effectively positioning Board’s comprehensive set of software solutions while managing and owning the full sales cycle from prospecting, qualification, and contract negotiations.
- Build and maintain high growth of quality sales pipeline through extensive outbound sales activities leveraging our Business Development team and Marketing team utilizing email, cold calls, webinars, quarterly vertical marketing events, whitepapers and Microsoft sponsored webinar events to drive new customer meetings, create new sales pipeline that lead to closed won sales forecasted revenue.
- Work closely with Vice President of Channel Partners to engage in account mappings, developed joint go to market business plans, building in-depth knowledge of client’s software application priorities, challenges and initiatives working with Big 5 Consulting partners to develop and create new sales pipeline within in key strategic accounts like Nike, Puma, and Intel.
- January 2021 to date: Increased Sales Forecast Pipeline 3x of $700mil sales annual goal. Closed $200k in two software. Closed 350k Q2 deal with top strategic account to obtain 60% of annual sales quota.
Enterprise Software Sales
Lloyd’s Register (Digital Solutions Group)
North America
05.2019 - 12.2019
- Enterprise software sales role created for North America business launch responsible for driving sales and business development around SaaS software application sales revenue, implementations and professional services revenue in USA and Canada focused on asset performance and risk management software opportunities.
- Worked closely with new business division leadership to build out enterprise sales campaign aligning new NA Sales with existing marketing and internal public relations teams to create custom marketing campaigns with Whitepapers, network organizations, and online advertising focused on new SaaS application platform product launch to create warm sales pipeline development.
- Developed and executed on yearly territory sales plan which included quarterly sales forecasting, partner account mappings, developed joint go to market business plans, building in-depth knowledge of clients’ software application priorities, challenges and initiatives in USA and Canada focused on companies >Billion in revenue and >10,000 assets in the technology, manufacturing, energy, transportation, engineering, professional services, and utilities.
- Created and maintained relationships with C-level executives at top prospect accounts and new customer acquisitions.
- Work as a cross-functional sales team in collaboration with a selected group of service partners who work with us on key accounts and provide our software implementations along with industry-specific professional services that help expand and diversify our core SaaS software platform.
- Attained 110% of up $600k of six-month ramp-up of SaaS software subscription sales quota plan.
Enterprise Account Executive
Marketo, an Adobe company
Denver
05.2018 - 04.2019
- Enterprise software sales role responsible for selling Adobe Marketing Cloud applications to key corporate accounts in enterprise division >Billion in revenue.
- Collaborated closely with customer marketing, sales, and business development teams within companies in Healthcare, Information Technology, Financial Services to enable marketing and the CMO office to prove impact to the business by aligning marketing and business development activities to revenue, building a better brand, and improving their customers' digital experience using the Marketo enterprise marketing automation platform with AI tools.
- Drove quarterly territory planning focused on increasing sales of Marketo and Adobe marketing cloud suite of software focused on increasing both net-new and cross-sell opportunities.
- Managed, trained, and collaborated with 4 inside sales reps and 4 business development reps to prospect and manage the smaller transactional business. They hit 100% of their metrics and quota over Marketo’s fiscal year.
- Developed and maintained relationships with C-level marketing, sales, and finance executives at top prospect accounts and new customer acquisitions.
- In charge of creating and managing industry-specific enterprise sales campaigns using visible marketing campaigns, lunch and dinner business social events, sporting events focused on driving net new revenue with prospects, and expanding incremental sales revenue within key accounts.
- Attained 109% of my sales quota totaling $1.9 mil in Annual Revenue Recognition.
Applications Sales Manager
Oracle Corporation
Denver
11.2015 - 02.2018
- Field Applications sales manager role responsible for selling Oracle Enterprise suite of SaaS Cloud applications within ERP, Supply Chain Management, Project Management, Planning & Budgeting, Human Capital Management, Warehouse Management, and Transportation to companies 500M -1.5Billion in revenue.
- Developed and managed multi-state territory sales plan focused on business development of net new and incremental sales opportunities within existing key accounts. Managed, trained, and developed a three-man inside sales team to prospect, and provide sales and customer support coverage and manage the day-to-day sales activities necessary to successfully run a multi-state sales territory.
- Built and maintained relationships with C-level executives in finance, operations, sales, and IT at top prospect accounts and new customer acquisitions. Worked closely with C-level executives on joint execution plans while appropriately aligning Oracle executives to each account within a sales cycle to help ensure successful closure.
- Hosted multiple business marketing events, lunches, dinners, sporting events, and trade shows (Oracle Open World).
- Year 1: Attained 125% of my sales quota totaling $2.3mil in Annual SaaS Revenue Recognition.
- Year 2: Attained 110% of a 2.5mil annual sales quota.
- Year 3: On target to Attain 130% of my annual sales quota as mid-year sales revenue attainment.
Partner Sales Executive – Enterprise
Dell | EMC
Denver
09.2012 - 01.2015
- Cross-functional sales role responsible for selling EMC solutions within Enterprise partner accounts across a six-state region.
- Owned, executed, managed, and delivered $90 Million in sales revenue of EMC software, hardware, and professional services.
- Created and executed on a territory sales plan built-in line with multiple Enterprise and Commercial EMC District business sales organizations in six state regions.
- Led channel sales and partner training and development through compelling EMC value propositions for enterprise-class customers through effective presentations, demonstration, and technical support of EMC specialty solutions.
- 2013 Attained 115% of annual sales goal.
- 2014 Attained 140% of annual sales goal.
Software Account Executive
NetSuite | Oracle Corporation
Denver
07.2010 - 09.2012
- Role focused on hunting, qualifying, managing, and closing complex sales cycles of SaaS software encompassing ERP, Supply Chain, e-commerce and Professional Services within 200Million -1Billion in revenue accounts.
- Responsible for both net new and expanding existing customer revenue built around a 1.2mil sales quota focused on selling the full suite of NetSuite applications while targeting key stakeholders in Finance. Operations and IT.
- Developed and executed on a quarterly focused territory sales plan, working on a multi-faceted sales campaign using web tools, marketing events and email campaigns, onsite meetings to build 3x pipeline growth while maintaining and closing accurately predicted forecast data.
- In 2010: Attained 120%+ quota on 6 months’ ramp-up.
- In 2011: Attained 105% on 1.2M annual revenue sales quota.
- In 2012: Attained 84% of target sales quota in September booking $930k in SaaS sales subscription.
- Presidents club 2010.
- Presidents club 2011.
Education
Bachelor of Arts & Science - Business Administration
INDIANA UNIVERSITY
Bloomington, IndianaSkills
- Leadership
- Strategic Selling
- Strategic Planning
- Strategic Partnerships
- Enterprise Sales and Marketing
- Business Development
- Enterprise Sales Cycle Execution
- Sales Management
- Mentoring
- SaaS sales
- Enterprise account management
Websites
Additional Skills
MEDDIC, Value Selling, Challenger, Salesforce, Microsoft 365, Microsoft Teams, Microsoft SKYPE, Microsoft Dynamix, Microsoft Windows, Microsoft Outlook, SLACK, NetSuite ERP, Oracle ERP, Adobe Experience Cloud, Zoom Meetings, Wholesale Distribution, eCommerce, Retail, Manufacturing, High Tech, Professional Services, Automotive, Financial Services, Hospitality, Insurance
Timeline
Enterprise Sales Director
Board International
12.2020 - Current
Enterprise Software Sales
Lloyd’s Register (Digital Solutions Group)
05.2019 - 12.2019
Enterprise Account Executive
Marketo, an Adobe company
05.2018 - 04.2019
Applications Sales Manager
Oracle Corporation
11.2015 - 02.2018
Partner Sales Executive – Enterprise
Dell | EMC
09.2012 - 01.2015
Software Account Executive
NetSuite | Oracle Corporation
07.2010 - 09.2012
Bachelor of Arts & Science - Business Administration
INDIANA UNIVERSITY