Michael Little
Grapevine,TX
Summary
Dynamic and results-driven global leader with over 10 years of experience. My passion lies in meeting and exceeding sales initiatives and a strong dedication to building a robust, diverse team that embraces the behaviors of leading with transparency and acting with humility at a core baseline in every internal and external interaction. With consistent focus on customer and business development, and a deep understanding of the complex sales cycles within the commercial aviation industry in the United States, my commitment is to deliver strategy and standard work to drive sustainable growth and retain exceptional talent.
Overview
10
10
years of professional experience
Work History
Senior Sales Director
GE Aerospace, Software as a Service
Dallas, Texas
01.2022 - Current
- Coached team of customer success managers and sales architects to enhance performance.
- Established and maintained C-Suite relationships with tier 1 airline accounts, driving a 15% increase in renewals.
- Led negotiations for three significant contracts with American Airlines, Southwest Airlines, and AeroMexico, contributing $10 million in revenue in 2023.
- Orchestrated transition of Southwest Airlines’ network solution from on-premises to cloud-based system in a major deal.
- Successfully negotiated Safety solution restructure for American Airlines and Envoy, ensuring client satisfaction.
- Spearheaded relationship-building efforts with Senior Leadership Teams, resulting in sustained revenue increases.
- Drove strategic initiatives for sales territory encompassing tier one accounts across North America and Latin America.
- Consistently exceeded target quota by achieving 125% performance metrics.
Customer Lifecycle Marketing Manager
GE Aerospace, Software as a Service
Dallas, Texas
01.2021 - 01.2022
- Developed and executed comprehensive customer lifecycle marketing strategies to enhance engagement and retention.
- Led strategy for crafting press releases and customer stories for Software as a Service group.
- Organized cross-functional teams to establish quarterly customer round tables for each SaaS product line.
- Managed customer forums for Commercial Engines Services group to facilitate feedback and interaction.
- Implemented A/B testing on email marketing campaigns to increase open and conversion rates.
- Collaborated with product teams to synchronize marketing efforts with product launches and enhancements.
- Formulated innovative marketing strategies for aerospace products and services, driving market presence.
Sales Enablement Program Manager
GE Aerospace
Austin, Texas
01.2020 - 01.2021
- Successfully created and managed commercial enablement program for aviation software sales and success teams.
- Executed digital events and webinars to enhance customer engagement effectively.
- Oversaw lead passing operations from LinkedIn, GE Digital website, and SFDC.
- Delivered learning solutions projects while facilitating quarterly cross-functional discussions.
- Designed focused training sessions on Seismic functionality to improve user proficiency.
- Worked closely with Learning and Development leaders at GE Digital to ensure program alignment with overall strategy.
Training Program Manager
Corelogic
Dallas, Texas
01.2016 - 01.2020
- Coached and led team of technical writers to redesign client-focused training, reducing time to first dollar by 43%.
- Executed instructional design for sales and account management training programs.
- Collaborated with senior leadership, HR, and legal to develop training that cut new hire ramp time by 23%.
- Established 'Learn More' employee resource group at Dallas campus to enhance engagement across 12 business units.
Education
Bachelor of Arts - Business Administration
Tarleton State University
Stephenville, TexasSkills
- Complex problem solving
- Project management
- Business development
- Competitive analysis
- Client relationship management
- Team leadership
- Strategic sales planning
- Sales forecasting
- Contract negotiation
- Adaptability and growth mindset
Accomplishments
Presidents Club Winner-GE Aerospace- 2022,2023,2024 for top global Sales Director
Timeline
Senior Sales Director
GE Aerospace, Software as a Service
01.2022 - Current
Customer Lifecycle Marketing Manager
GE Aerospace, Software as a Service
01.2021 - 01.2022
Sales Enablement Program Manager
GE Aerospace
01.2020 - 01.2021
Training Program Manager
Corelogic
01.2016 - 01.2020
Bachelor of Arts - Business Administration
Tarleton State University