MICHAEL A. BRITTON
Richardson,TX
Summary
Performance-oriented Sales Leader offering exceptional record of achievement over 18 year career. Tenacious leader of people with strategic and analytical approach to solving problems, bringing in customers and over-achieving sales targets. Talented in identifying and capitalizing on emerging market trends and revenue opportunities. Tenacious and charismatic leader of people - fascinated with driving people to recognizing their full capabilities for their personal benefit and that of the company.
Overview
17
17
years of professional experience
Work History
Director of Enterprise Sales
Insight Enterprises
10.2015 - Current
- Responsible for leading Insight's Enterprise Sales business in Texas, Oklahoma, Louisiana, Arkansas, Kansas, Missouri, Illinois, Ohio, Pennsylvania, and North Carolina
- My team supports over $925M in annual revenues, and includes over 115 talented individuals across multiple functions such as sales, architecture/engineering, sales support, consulting services, managed services, and professional services
- My role focuses on helping clients transform their existing infrastructures into highly agile, multi-cloud environments to deliver a better experience for their end users, as well as enabling my sales team to drive results
- I also have primary responsibility for partner relationship and engagement in my region, striving for mutual achievement of goals and success
- Initiated cross-selling strategies to maximize account revenue growth and strengthen client loyalty.
- Expanded market share by identifying new business opportunities and securing high-value contracts.
- With a heavy focus on the Digital Transformation journey, our ability to help clients with all aspects of infrastructure, cloud, virtualization, and security ensures that our client base can conform and transform to the needs of their ever-changing businesses
- Another key focal point in both client and partner engagement is ensuring that clients and partners alike are able to leverage the full capabilities of Cloud Solution Providers and ISV's to create a nimble, flexible environment, both from an end-user support (client) and sales capacity (partner)
- Additional areas of focus include partnering with cross functional groups (marketing, product management, finance, HR) to execute strategy and drive results
- I own and am responsible for the P&L for the region I am responsible for, and have driven consistent growth and results for the company.
Director, Microsoft Sales North America
Insight Enterprises
09.2014 - 10.2015
- Primary responsibility for Insight's sales success across all Microsoft segments in the United States
- I worked closely with Microsoft's and Insight's sales organization to ensure communication and collaboration in driving Microsoft solutions to the U.S
- Customer base
- This includes development and maintenance of Insight's Microsoft GTM Strategy, Value Proposition, and Resource Alignment
- I also had primary responsibility for Microsoft Sales Enablement for Insight's Sales Organization across the United States and Canada
- Helping clients transition to the Microsoft Cloud platforms, and understanding how implementation of a SAAS model enables agile and rapid adoption of new Microsoft technologies was a key tenet of the role
- Clearly defined understanding of the CSP program and Channel Engagement with Microsoft were also successes achieved while I held this position.
- Led cross-functional teams to achieve project milestones and deliver high-quality results.
- Provided strong leadership to enhance team productivity and morale.
District Sales Manager – North Texas
SHI International Corporation
07.2013 - 07.2014
- Responsible for driving SHI’s mid-market sales in the North Texas market
- Led team of 12 Account Executives and 1 Field Solutions Executive
- Reported to the South Regional Director
- Responsibilities included recruiting, hiring, training, and mentoring Account Executives, as well as providing SHI executive presence for clients and partners
- Drove over $4.4M in gross profit on an assigned sales quota of $3.9M
- Managed team added 53 new buying accounts to SHI in 12 month period
- Conducted territory optimization and maximization exercise to create structure around customers serviced and acquisition accounts being prospected.
Manager, Corporate Microsoft Sales
SHI International Corporation
01.2012 - 06.2013
- Responsible for driving revenue and gross profit numbers for SHI’s Microsoft Licensing business within the Microsoft SMS&P space
- Led team of 17 Microsoft resources, including Microsoft Renewal Specialists and Microsoft Licensing Executives
- Responsible for working closely with Microsoft Channel Leadership to identify and sponsor sales campaigns and provide feedback around channel incentives and field enablement
- Provided Microsoft Licensing training in “bootcamp” formats for new hires and district offices when requested.
Senior Account Executive – North Texas
SHI International Corporation
08.2010 - 12.2011
- Responsible for managing 25 strategic accounts in North Texas market
- Grew business from $0 to $18.2M in revenue in 17 month period
- Consistently overachieved sales quota.
Account Executive – North Texas
Softchoice Corporation
08.2007 - 07.2010
- Responsible for identifying prospective buying accounts and turning them into Softchoice customers
- Grew business from $0 and 0 customers to over $22.5M in supported revenue via 35 unique customers over 4 year period
- Overachieved sales quota each year in role
- Top Account Executive in company (% to sales quota) in 2009
- Developed relationships with manufacturer partners and systems integrators in North Texas.
Education
Juris Doctor -
St. Mary’s University School of Law
05.2006
Bachelor’s in Business Administration - Marketing -
Texas A&M University
05.2003
Skills
- Sales Lifecycle Management
- Deal Closing
- Negotiation expertise
- Sales Presentations
- Solution selling
- Organizational change management
- Partner Relationship Management
- Microsoft Dynamics CRM
- Salesforce and SAP Clientlink
- Microsoft PowerBI
Timeline
Director of Enterprise Sales
Insight Enterprises
10.2015 - Current
Director, Microsoft Sales North America
Insight Enterprises
09.2014 - 10.2015
District Sales Manager – North Texas
SHI International Corporation
07.2013 - 07.2014
Manager, Corporate Microsoft Sales
SHI International Corporation
01.2012 - 06.2013
Senior Account Executive – North Texas
SHI International Corporation
08.2010 - 12.2011
Account Executive – North Texas
Softchoice Corporation
08.2007 - 07.2010
Juris Doctor -
St. Mary’s University School of Law
Bachelor’s in Business Administration - Marketing -
Texas A&M University
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