Michael Q. Estey
Richmond,VA
Summary
Dynamic sales leader and motivator with a proven track record at street and executive levels, showcasing a hunter's mentality that drives results. Expertise in team development and mentorship empowers sales professionals to reach their full potential, fostering a culture of high performance. Strong acumen in sales management combined with business savvy ensures strategic decision-making and operational excellence. Skilled in leveraging metric-based performance analysis to consistently exceed revenue expectations and deliver optimal results.
Overview
29
29
years of professional experience
Work History
Senior BDE, Global Banking, Financial Services & Insurance
Iron Mountain
Boston, MA
06.2024 - Current
- Records management, Asset life Management & Digital Transformation
- Generate New Opportunities globally
- Responsible for Largest BFSI clients worldwide
- Current Company target to increase revenue $6B to $15B in 3 years
- Manage team of ISMs, CSMs, Global Account Managers and Account Executives
- Proficient in MEDDIC and multiple sales methodologies
- Quota of $7M annually
- Participant of IM incubation task force, assessing company direction and M&A
- Member of Transformative Thought Leadership team related to Artificial Intelligence
Senior Consultant & Business Development (Consultant 1099)
Future Point of View
Oklahoma City, OK
11.2024 - 03.2026
- Technology Strategy Firm / Artificial Intelligence Strategy
- Generate New Opportunities throughout North America
- Lead Generation Plan
- ICP ($500M – $XB)
- Increase AVG ACV $35k to $50k in 3 months
- Hyper-Growth Plan
- Creation of Sales Team - Hiring Plan/GTM Strategy
Vice President of Sales & Sales Consultancy (Consultant 1099)
Unthinkable Agency
Charlotte, NC
02.2024 - 10.2024
- Sales and Marketing Consulting
- Act as Executive Sales Consultant to Unthinkable customers
- Virtual VP/CRO
- Develop Sales Plans and GTM Strategy
- Represent Unthinkable Sales and Marketing services and generate new opportunities
- Identify and qualify ideal customers and introduce services
Senior Vice President – Worldwide Sales
Spirion, Inc
Tampa, FL
02.2023 - 07.2023
- Sensitive Data Discovery and Governance
- Manage team of 8 top-producing AE’s $7M ARR
- Manage Channel Director + Team of 3 CAMS
- Manage Director of Engineering + team of 6 SE’s
- Overall Territory Planning and Global GTM Strategy
- Channel Development Strategy & Execution
- Focused on New Logo acquisition (Target 60 for 2023)
- Hired 2 (A-Player) AEs in first 90 Days
- Performed Pipeline Cleanse to increase quality and predictability
- Improved SFDC hygiene significantly through training and expectations
- Created Forecast methodology to increase accuracy.
- Closed $720K in first 45 days, increase of 35% from previous year
- Increased Channel Deal registration by 100% (14 Deal registrations March/April)
- Increase pipeline MoM ($1.8M March, over $2M April/May) clean, qualified deals
Vice President - Enterprise Sales North America
Tessian
London, UK
07.2022 - 01.2023
- Human Layer Security, Inbound Email and Data Exfiltration
- Manage team of 8 top-producing AE’s ($4M adjusted ARR Quota)
- Enterprise 3500 employees+
- Overall Territory Planning and GTM Strategy for NAMER
- Utilize SFDC and Clari to ensure accuracy and hygiene.
- Customer Satisfaction and upsell focus.
- Cross Functional management - SDR, CSM, CAMS, SE
- $1.2M ARR in first full Quarter (4 New Enterprise Logo)
Vice President Americas - Enterprise Sales
FireMon
Dallas, TX
03.2020 - 07.2022
- Security policy management and automation, Cloud Security
- Hire, train and manage top revenue producing RSMs.
- Responsible for Enterprise Customers $2B Revenue+
- Responsible for $14M revenue generation for East, Mid-West, Canada, Gulf and Caribbean
- Target Major accounts of $2 Billion and above
- Balanced GTM strategy for CAM, CSM, BDR & RSM
- SFDC management & sales process adherence
- Forecast Accuracy and Metrics based predictability
- Q3 2021, $4M TCV
- Promoted to VP Americas after first 10 months
VP, Enterprise & Customer Success
Agility Recovery Solutions
Denver, CO
01.2016 - 01.2020
- B2B, Tech-enabled, SaaS, Compliance, recurring revenue model, COOP/BCP/DR
- Hire, train and manage team of 15 Enterprise Representatives
- Top Sales Manager 2016, 2017, 2018, 2019
- Established training program, reduced ramp-up from 6 to 3 months.
- Exceed team quota resulting in more than $2.8M ARR
- Focused on new logo acquisition, avg. 10 new logo/month in multiple industries
- Manage 5 Enterprise Relationship Managers, created overall customer success cadence and SOPs, maintained 96% client retention.
- Established sales pipeline stages, reducing sales-cycle
- Increased predictability and forecast accuracy
VP, Enterprise Sales
Agility Recovery
Denver, CO
01.2012 - 01.2016
- B2B, Tech-enabled, SaaS, Compliance, recurring revenue model, COOP/BCP/DR
- Hire, Train & Manage a team of top performing salespeople.
- Exceed team targets and expectations on a quarterly basis (150% of Quota)
- Mentor account executives’ company-wide on sales process and develop acumen
- Increase revenue by 15% (1.8M ACV)
- Strategic focus on sales initiatives and new product offerings (SaaS, Compliance, Resilience)
- Created relationships within new industries and gained national product endorsements
Senior Account Executive
Agility Recovery
Charlotte, NC
01.2005 - 01.2012
- B2B, Tech-enabled, SaaS, Compliance, recurring revenue model, COOP/BCP/DR
- Established New England territory
- Consistently exceeded Quota
- New logo sales, Managed a team of inside salespeople
- President's Club multiple years
- Top Salesperson 3 consecutive years
Account Executive
SymQuest Group.
Burlington, VT
01.2003 - 01.2005
- MSP, Virtual CIO, Microsoft, Anti-Virus, Security, Firewall, Cloud
- Exceeded first year goals at 125% of plan
Sales Representative
All Covered/Aegis Assoc.
Boston, MA
01.1999 - 01.2003
- Managed Services, IT outsourcing, Hardware & Software solutions
- Consistently met and exceeded monthly quota
- 20 New Managed Service Contracts per year
- Earned Cisco Sales Expert Certification (VOIP, VPN, Firewall)
Sales Representative
TOSS C3
Framingham, MA
01.1998 - 01.1999
- Managed Services, Cloud Based Data Services
- Consistently met and exceeded monthly quota
- New logo sales - Hardware, Software, VOIP, Virtual CIO, Data Back up/Recovery
- Earned Cisco Sales Expert Certification (VOIP, VPN, Firewall)
Sales Representative
Conversent Communications
Bedford, NH
01.1997 - 01.1998
- Telecommunications
- Telecom Sales, Internet connectivity -PRI, DSL, PtoP
- Achieved sales quota
- Top 3 (out of 40) in sales
Education
High School Diploma -
New Hampton School
New Hampton, NHPsychology
Lynn University
Boca Raton, FLPsychology - Bereavement studies & counseling
Mount Ida College
Newton, MASkills
- Situational leadership
- Strategic planning
- System implementation
- Digital transformation
- Teamwork mindset
- Problem-solving
- Customer service
- Teamwork and collaboration
- Friendly, positive attitude
Timeline
Senior Consultant & Business Development (Consultant 1099)
Future Point of View
11.2024 - 03.2026
Senior BDE, Global Banking, Financial Services & Insurance
Iron Mountain
06.2024 - Current
Vice President of Sales & Sales Consultancy (Consultant 1099)
Unthinkable Agency
02.2024 - 10.2024
Senior Vice President – Worldwide Sales
Spirion, Inc
02.2023 - 07.2023
Vice President - Enterprise Sales North America
Tessian
07.2022 - 01.2023
Vice President Americas - Enterprise Sales
FireMon
03.2020 - 07.2022
VP, Enterprise & Customer Success
Agility Recovery Solutions
01.2016 - 01.2020
VP, Enterprise Sales
Agility Recovery
01.2012 - 01.2016
Senior Account Executive
Agility Recovery
01.2005 - 01.2012
Account Executive
SymQuest Group.
01.2003 - 01.2005
Sales Representative
All Covered/Aegis Assoc.
01.1999 - 01.2003
Sales Representative
TOSS C3
01.1998 - 01.1999
Sales Representative
Conversent Communications
01.1997 - 01.1998
Psychology
Lynn University
Psychology - Bereavement studies & counseling
Mount Ida College
High School Diploma -
New Hampton School