MICHAEL ROBINSON
Bartonville,TX
Summary
Accomplished sales professional with a track record of driving revenue and cultivating client relationships, pursuing a challenging SaaS/AI sales role that leverages expertise in relationship development with Department of War, partners, and OEMs, while offering avenues for professional advancement. Dynamic Senior Account Executive with a proven track record in driving strategic account growth and delivering impactful SaaS solutions for the federal market. Expertise in developing complex solutions and cultivating relationships with CXOs.
Overview
12
12
years of professional experience
Work History
Senior Account Executive
Databricks
01.2024 - Current
- Consumption and SaaS data and AI platform seller, directly working with the US Army and industry partners.
- Over achieved attainment first year achieving 144% of number and tracking towards a 110% attainment for calendar year 2025.
- Successfully led numerous senior level meetings to include many mission owners and CxO's.
- Drove successful approach to extracting SAP data and ingesting with the Databricks platform to unlock value for numerous Army financial organizations and System Integrators supporting this mission set.
Client Executive
VMware
01.2016 - 01.2024
- Supported strategic Army focus areas and acquisition accounts such as USACE, PEO STRI, MEPCOM, and others while averaging well over 150% annual attainment during tenure.
- Successfully replaced all storage and compute within the Tactical Server Infrastructure with a software defined approach to include vSAN that became the fielded stack for Mission Command.
- Presently modernizing the Army Corps of Engineers by leveraging the VMware full software defined solution, Cloud Foundation, to build an on-premise private cloud that will also migrate their critical financial management system off SPARC.
- Currently replacing Nutanix with vSAN at the individual Military Entrance Processing Centers.
- Recently sold $2.4m in Cloud Provider Points to the Persistence Cyber Training Environment whose task is to be the Cyber Training Platform for all Cyber Mission Warriors.
- This will allow PCTE to become a true consumption model program and continue to grow their existing VMware install base.
Major Account Manager
Dell Federal
01.2015 - 01.2016
- During my years supporting the Army Team at Dell, I managed numerous transactional and programmatic customers to include every PEO and numerous MACOM’s within the Army.
- Notable highlights:
- Wins of over $8m in Force 10 switching to support DCGS-A Intelligence Fusion Center and Geospatial Intelligence Workstation Platform, which at the time was Dell’s largest North America Networking deal.
- Created unique deployable kits for Army Cyber Protection Teams that encompassed entire Dell portfolio.
- Cultivated and grew the Joint Tactical Program account set to ~$85m+ annually and received the 2013 North America Dell Solution Sale of the Year for replacing Netapp and Cisco within the Battle Command Common Services stack with Eguallogic and Force 10.
- Developed custom server, nicknamed the “DartFrog,” that went on to replace thousands of fielded servers within the tactical community and led to roughly $15m annually.
Enterprise Account Manager
HPE
01.2014 - 01.2015
- Managed the Enterprise Group initiatives within the Tactical and Intel Army Programs as key acquisition accounts.
- Produced custom rugged server with a focus on vehicle related operations for CRAM and WIN-T.
- Successfully supplanted Dell as the server of choice within Aberdeen Test Center.
- Won strategic 3par storage opportunity with CECOM SEC.
Education
BACHELOR OF BUSINESS ADMINISTRATION - MARKETING
TCU
01.2002
Skills
- Results driven seller with over 22 years of Infrastructure, SaaS, Consumption and Cloud selling experience in the Federal market
- Top Secret Clearance
- Ability to integrate and develop complex solutions while also engaging key partners
- Proven ability in developing, growing, and fostering white space and green field accounts within the DOW
- Demonstrated success harvesting key relationships with top CXO level customers and day-to-day operations/administrative teams
Activities
During my spare time I enjoy watching my 14 year-old son play competitive soccer, and my 9 year-old daughter compete in gymnastics and acro tumbling. My wife and I have been married for 22 years and enjoy spending time in the outdoors and traveling. Other passions include hunting, fishing, and time well spent in the gym.
Timeline
Senior Account Executive
Databricks
01.2024 - Current
Client Executive
VMware
01.2016 - 01.2024
Major Account Manager
Dell Federal
01.2015 - 01.2016
Enterprise Account Manager
HPE
01.2014 - 01.2015
BACHELOR OF BUSINESS ADMINISTRATION - MARKETING
TCU