Michael Morsilli
Johnston,RI
Summary
As a dedicated and results-driven professional with extensive experience in sales and management, I aim to leverage my strong work ethic, enthusiasm, and passion for driving significant growth and change within the partner ecosystem. With a challenger mindset, deep knowledge of the technology industry, and superior interpersonal skills, I am committed to empowering teams to expand our robust ecosystem of world-class partners. My goal is to build and sell Microsoft Cloud applications, services, and devices with partners, delivering market-defining solutions to our customers and contributing to Microsoft’s mission of empowering every person and organization on the planet to achieve more.
Overview
11
11
years of professional experience
Work History
Territory Manager
PepsiCo
07.2023 - Current
- Expertly managed the integration of product offerings into the sales strategy, aligning with fiscal revenue projections and overseeing operations of three distribution centers across New England to achieve a $1 billion sales goal
- Collaborated closely with product owners to create a revenue taxonomy, integrating product offerings across 2,700 accounts from Massachusetts to Connecticut, and ensuring consistent sales performance
- Led a team of 480 associates, including 14 direct reports, to support sales and distribution activities
- Translated regional and national priorities into effective district and route-level activity plans, contributing to the development of short and long-term forecasting plans and identifying performance improvement actions
- Responsible for sales distribution and merchandising standards of products and solutions across all customers, ensuring alignment with sales strategies and quarterly pipeline analysis
- Handled HR planning, partnerships, staffing, and training, fostering a positive culture that resulted in a 90%+ participation rate in the 2023 organizational health survey
- Supported execution on landing and change management plans to define seller portfolio and sales experience
- Achieved over 99% customer satisfaction through continuous improvement, service standards, and identifying opportunities to develop and improve the sales pipeline
- Implemented training, coaching, and developmental programs for sales/service teams, resulting in a 25% increase in year-over-year sales performance
- Supported sales workshops from initiation to delivery, tracking success criteria and performance metrics, and ensuring alignment with the broader Microsoft fiscal strategy.
Sr. Territory Manager – Microsoft Direct Sales and Support
MICROSOFT
05.2013 - 07.2023
- Drove successful outcomes in Direct Sales, SMB, and EDU sectors across 10 local offices in New England and the Midwest, managing end-to-end solutions focused on Microsoft device and cloud offerings
- Integrated product offerings into sales strategies, aligning with fiscal revenue projections
- Developed and executed Microsoft's digital front door process for acquiring and supporting new clients, enhancing customer acquisition and support, and aligning with revenue taxonomy integration
- Collaborated with direct sales and cloud sellers in a virtual environment to build new customer relationships, driving new business development through effective pipeline analysis and global sales trend examination
- Managed HR planning, partnerships, staffing, training, and fostering a positive culture, achieving a 90%+ participation rate in the 2023 organizational health survey
- Oversaw the performance of over 450 sellers, managers, and presales personnel across the Northeast territory
- Led hiring, mentoring, and employee experience initiatives, developing job descriptions, taxonomies, development plans, and learning paths for all associates
- Achieved sales targets in the SMB and EDU sectors, resulting in $500M in sales and budget accountability
- Contributed to the identification of actions that can course-correct and drive performance improvement
- Facilitated collaboration with EDU and SMB teams across New England, leading to the successful deployment of Microsoft solutions and devices, significantly driving consumption and aligning with broader Microsoft fiscal strategy
- Developed and executed strategic plans to drive business success, ensuring alignment with organizational goals and contributing to short and long-term forecasting plans
- Built and maintained strong relationships with stakeholders, including cross-collaboration with various teams to drive successful outcomes and ensure alignment with program processes
- Leveraged market insights and deep knowledge of the competitive landscape to identify top opportunities, position Microsoft as an industry leader, and support sales workshops from initiation to delivery
- Developed deep relationships with complex partners, acting as an executive sponsor and spending significant time with partners and customers, tracking success criteria and performance metrics
- Focused on the development of the team, leveraging resources to help employees grow skillsets, encouraging mentorship, and supporting career interests
- Implemented training, coaching, and developmental programs resulting in a 25% increase in year-over-year sales performance.
Education
MS - Organizational Leadership -
University of Arizona
Tucson, AZBachelor of Arts in Organizational Leadership -
University of Arizona
Tucson, AZAssociate of Arts in Business -
Community College of Rhode Island
Skills
- Human Resource Leadership
- Account and Business Planning
- Strategic Planning & Leadership
- Business Strategy
- Leadership and Coaching
- Change Management
- Program Process Optimization
- Strategic Sales Integration
- Product Expertise
- Stakeholder Management
- Coaching and Mentoring
- New Business Development
- Cross-Functional Collaboration
- Market Insights
- Stakeholder Communication
- Workshop Facilitation
- Relationship Building
- Project/Program Management
- Best Practices Sharing
- Forecasting and Reporting
- Sales Coaching
- Global Sales Trends Analysis
- Revenue Taxonomy Creation
Community Service
- Member, City of Boston’s Business Owners Program
- Supporter, Children’s Hospital; company recognized as Top Christmastime Contributor for past two years.
- Fundraiser, Breast Cancer Walk
- Coach, Basketball for Recreation and travel teams in RI
Timeline
Territory Manager
PepsiCo
07.2023 - Current
Sr. Territory Manager – Microsoft Direct Sales and Support
MICROSOFT
05.2013 - 07.2023
MS - Organizational Leadership -
University of Arizona
Bachelor of Arts in Organizational Leadership -
University of Arizona
Associate of Arts in Business -
Community College of Rhode Island
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