Michael Napoli
Petaluma,CA
Summary
Results-driven enterprise sales executive recognized for consistently closing high-value deals within Fortune 1000 companies. Proven ability to drive account expansion, establish relationships with C-suite executives, and collaborate with major technology partners to enhance market presence and optimize sales performance.
Overview
31
31
years of professional experience
Work History
Enterprise Account Executive
Domo
American Fork, UT
12.2020 - Current
- Closed new-logo and expansion deals averaging $250K to $1M with companies exceeding $1B in revenue, contributing to significant growth.
- Managed Domo's largest strategic accounts, including Omnicom, Hearst Media, Kaiser Permanente, and Simpson Strong-Tie, ensuring alignment with client goals.
- Co-sold with technology partners Snowflake, Databricks, Google, and AWS, and with implementation partners, to create joint pipeline and facilitate larger, faster deployments.
- Won multiple quarterly top sales awards.
Senior Account Executive
Bloomreach
Mountain View, CA
04.2018 - 07.2020
- Sold the Bloomreach digital experience platform (DXP) to B2B and B2C organizations over $1B in revenue, running a top-down, C-level sales strategy with an average deal size of $220K.
- Transformed lowest-producing territory to #1 in US pipeline within 14 months.
- Achieved ranking in top 10% of sales reps globally.
- Developed joint go-to-market plans with SAP, Salesforce, Accenture, and IBM iX to enhance collaboration.
Director of Sales
RedPoint Global
Wellesley Hills, MA
03.2016 - 04.2018
- Secured enterprise accounts for RedPoint's Convergent Marketing and Customer Data Platforms.
- Surpassed quota in years 2 and 3 while providing marketing support with collateral and trade show presence.
- Developed Retail vertical in the West through direct sales and establishment of new indirect channels.
Sr. Manager, Business Development
SDL plc, Social Analytics Division
Seattle, WA
02.2013 - 03.2016
- Closed the largest single Customer Journey Analytics sale in SDL history and exceeded 100% of quota.
- Managed major accounts including Microsoft, Brown-Forman, Frito-Lay, Dell, and Nordstrom; developed cross-sell strategies with SDL's business units.
- Sold SDL's customer experience (CX) analytics suite, launching Customer Journey Analytics product to enhance market research offerings.
Sr. Director, Business Development
iSoftStone Inc.
Kirkland, WA
01.2012 - 01.2013
- Led sales initiative for Cloud Solutions Group; generated $12M pipeline for cloud deployment and planning services, booking $1.2M in 6 months with gross margin exceeding 34%.
- Led strategic partnerships to expand market presence and drive revenue growth.
- Developed innovative business strategies aligned with company objectives and industry trends.
- Managed cross-functional teams to execute large-scale projects and initiatives effectively.
Regional VP, Sales
VancelInfo Technologies Inc.
05.2010 - 01.2012
- Headed sales for Business Intelligence practice in Northwest, targeting retail and CPG; pursued VancelInfo's largest accounts.
- Led American Express China expansion initiative with executive team, achieving 110% of quota in year 1 and 130% in year 2.
- Led regional sales strategy development for technology solutions.
- Guided sales teams to enhance customer engagement and relationship building.
- Analyzed market trends to inform product positioning and pricing strategies.
Sr. Director of Business Development (promoted 2010) / Director of Business Development
NetReflect Inc.
03.2008 - 05.2010
- Closed deals and managed renewals with The Walt Disney Company, Kawasaki USA, Microsoft, ADP, and Starbucks; strengthened Microsoft relationship contributing 25%+ of company revenue.
- Secured partnership with Customer Carewords, establishing a leading line of business; achieved 110% of quota in year 2 as top salesperson.
- Developed strategic partnerships to enhance market presence and drive growth.
- Led cross-functional teams to align business objectives with operational capabilities.
- Conducted market analysis to identify emerging trends and competitive opportunities.
Sales Director
SeaTab Software (Pivotlink BI)
09.2005 - 03.2008
- Presented Pivotlink Business Intelligence to Fortune 1000 executives, highlighting its strategic benefits for data-driven decision-making.
- Developed strategic sales plans to enhance market presence and drive growth.
- Led cross-functional teams to implement innovative sales strategies effectively.
- Managed key client relationships to ensure satisfaction and retention.
Sr. Sales Director, Future Information Research Management / ConfirmIt
Earlier career
01.2003 - 01.2005
- Surpassed sales targets, contributing to significant revenue growth.
- Led strategic sales initiatives across multiple regions to enhance market presence.
- Developed and maintained strong relationships with key clients and stakeholders.
- Oversaw sales team performance and provided mentorship for professional growth.
Director of Business Development, BondHub
Earlier career
01.2001 - 01.2003
- Developed strategic partnerships that increased market presence and facilitated growth.
- Led negotiations with key stakeholders to secure favorable agreements.
- Collaborated with team to exceed sales quota by 150% through strategic planning and customer engagement.
- Conducted market analysis that identified new business opportunities and emerging trends.
Director of Channel Sales and Sales Operations, 2WAY Corporation
Earlier career
01.1996 - 01.2001
- Exceeded sales goals by implementing targeted strategies, enhancing revenue growth and career progression.
- Developed strategic channel sales plans to enhance market penetration.
- Managed relationships with key partners to drive collaborative growth initiatives.
- Analyzed market trends to identify new business opportunities and channels.
Education
Business Management
LIU CW Post
Graduate Gemology
GIA
Santa Monica, CASkills
- Enterprise new-logo acquisition
- Strategic account expansion
- Consultative / value selling
- C-level and executive engagement
- Complex multi-threaded deal cycles
- Partner and ecosystem co-selling
- Pipeline generation
- Negotiation and closing
- Team leadership and enablement
- Account management
- Value-based selling
- Sales forecasting
- Pipeline management
- B2B sales strategy
- Negotiation tactics
- Strategic planning
Personal Information
Title: Enterprise Sales | Data & Analytics
Accomplishments
- Multiple quarterly top sales awards at Domo; manage some of Domo's largest accounts, including Omnicom, Hearst Media, Kaiser Permanente and Simpson Strong-Tie.
- Turned Bloomreach's lowest-producing territory into the #1 pipeline territory in the US in 14 months; ranked in the top 10% of reps globally.
- Closed the largest single Customer Journey Analytics sale in SDL history and exceeded quota; first "million dollar" Sales Director at SeaTab ($1.4M vs. $750K quota).
- Consistent top producer closing enterprise deals with Omnicom, Hearst Media, American Express, Bloomberg, Microsoft, Boeing, Dell and Merrill Lynch.
Affiliations
- Affiliations: Co-Chair, IAOP Northwest
- Guest speaker, UW Foster School of Management
EDUCATION & PROFESSIONAL DEVELOPMENT
- Training: Challenger Sale certified
- Value Selling
- Miller Heiman, Selling to VITO
- Selling Through Curiosity
- John Costigan
Timeline
Enterprise Account Executive
Domo
12.2020 - Current
Senior Account Executive
Bloomreach
04.2018 - 07.2020
Director of Sales
RedPoint Global
03.2016 - 04.2018
Sr. Manager, Business Development
SDL plc, Social Analytics Division
02.2013 - 03.2016
Sr. Director, Business Development
iSoftStone Inc.
01.2012 - 01.2013
Regional VP, Sales
VancelInfo Technologies Inc.
05.2010 - 01.2012
Sr. Director of Business Development (promoted 2010) / Director of Business Development
NetReflect Inc.
03.2008 - 05.2010
Sales Director
SeaTab Software (Pivotlink BI)
09.2005 - 03.2008
Sr. Sales Director, Future Information Research Management / ConfirmIt
Earlier career
01.2003 - 01.2005
Director of Business Development, BondHub
Earlier career
01.2001 - 01.2003
Director of Channel Sales and Sales Operations, 2WAY Corporation
Earlier career
01.1996 - 01.2001
Business Management
LIU CW Post
Graduate Gemology
GIA