Summary
Overview
Work History
Education
Skills
Accomplishments
Certification
Languages
Timeline
Generic

Mick Roberts

Mill Creek,WA

Summary

Senior business leader with over 25 years of domestic and international experience in high-growth markets and diverse product categories. Proven expertise in leading high-stake negotiations, developing scalable solutions, ensuring operational reliability, and driving multi-channel product licensing. Combining strong sales and management skills, successfully built high-performing teams, optimized revenue, and achieved success in competitive markets. Robust background in directing and managing large-scale operations, consistently driving success through strategic planning and execution. Adept at implementing innovative solutions that enhance productivity and operational effectiveness. Reputation built on fostering teamwork and adapting to evolving business needs, always ensuring alignment with organizational goals.

Overview

28
28
years of professional experience
1
1
Certification

Work History

Director Deal Desk

DataStax Inc
08.2021 - 04.2023
  • Hired to bring together deal structuring, pricing, booking policy and contract negotiations
  • Focused on driving toward quarterly ARR goals, on-boarding, training and coaching sales teams and to generate repeatable deal structures
  • Built field exception playbook, including acceptable legal language
  • Improved Deal Velocity by 50% while driving consistent deal structures
  • Developed alternate sales channels to drive zero / limited touch revenue
  • Proficient across AWS, Google and Azure Marketplaces
  • Developed & tested pricing models for new GTM offerings
  • Ensure companies largest deal structure aligned with booking policy, revenue recognition policies and operational guidelines

Director Deal Desk

Redis
01.2021 - 08.2021
  • Recruited to scale Deal Desk function, improve deal velocity and drive consistent pricing
  • Assembled a team to optimize revenue and bookings through deal structuring, and develop training for field sales organization
  • Manage and guide GTM teams on best practice management and contract structuring
  • Developed best practices within the sales, finance, and revenue recognition
  • Provide systems, legal, and pricing insight to enable a scalable and efficient turnaround

Director Global Deal Desk & Enablement

ForeScout Technologies
01.2016 - 01.2021
  • Recruited to scale Deal Desk function, drive consistent deal pricing & structuring solutions and streamline contract negotiations during explosive growth period for ForeScout
  • Responsible for assembling a team to optimize revenue and bookings through deal structuring, while managing transition from ASC 605 to 606
  • Trained and coached sales teams to ensure appropriate positioning and negotiation strategy
  • Managed field commission calculation, reporting & escalation process
  • Developed empowerment process & discount reporting, driving consistency while reducing average discounts
  • Ensure compliance with sales and business approval policies
  • Advocate & partner with internal organizations to understand complex sales issues and drive Company business
  • Streamlined Executive approval process for larger more complex deals
  • Drove transition from on premise to SaaS solution

Senior Director Pricing & Licensing

Alert Logic
07.2014 - 12.2015
  • Recruited to develop pricing & licensing strategies focused on maximizing revenue, driving market share and providing an outstanding customer experience
  • Developed empowerment process & discount reporting, reducing average deal discount from 34% to 14%
  • Established and managed Deal Desk exceptions process
  • Rationalized partner pricing models, creating consistent partner program

Senior Licensing Executive

Microsoft Corporation
07.2007 - 09.2013
  • Shifted into incubation role to drive adoption of Application Platform products, develop & enhance new licensing models & offerings and drive revenue and market share across platform
  • Developed worldwide enablement program consisting of strategy, onboarding, training and collateral materials
  • Achieved quota over 5 years with average attainment of 109%, driving $13B
  • Exceeded contract renewal quota and grew renewal revenue by 128%
  • Created & delivered new business models into mature client space growing renewal business
  • Played significant role in Midwest District winning Circle of Excellence US 'Top Subsidiary' Award

Business Desk Operations Manager, Licensing Solutions

Microsoft Corporation
07.2002 - 06.2007
  • Recruited to develop strategic & custom agreement and pilot offerings, to create & build Microsoft's initial entrée into Mid Market and to drive consistent pricing & deal structuring frameworks across mature markets
  • Managed team to build and optimize global infrastructure around communications, consistent solutions & knowledge transfer
  • Developed pricing & deal structure methodology delivering next gen offerings including Unlimited Access Framework, SQL Site License & Enrollment for Application Platform, leading to more than $25B in committed revenue
  • Facilitated consistent application of pricing & legal exceptions across the segment through creation of concession strategy, Consistency Framework and Sr
  • Management empowerment guidelines
  • Developed Global onboarding and program training framework optimizing contractual concessions and consistent pricing outcomes

Senior Business Manager, Developer Tools

Microsoft Corporation
07.1999 - 06.2001
  • Recruited to manage the VBA Business Team (technical, marketing & sales), drive budget & marketing plan, market VBA internally & externally and develop reporting metrics around VBA partner program
  • Created enablement collateral, balancing wide adoption and revenue generation, generating 130% increase in revenue during FY01

Senior Business Analyst, Finance & Worldwide Volume Licensing

Microsoft Corporation
12.1994 - 06.1999
  • Recruited to develop and maintain management reporting database, provide standard and ad-hoc analysis, identify business opportunities and co-ordinate activities of Worldwide Volume Licensing management team
  • Created management reporting, conducted financial analysis, data validation and managed worldwide training and support

Education

Master of Business Administration - Finance & Information Systems

University of Washington
Seattle, WA

Bachelor of Arts - Economics

University of Washington
Seattle, WA

Advanced Negotiations -

Schranner Negotiation Institute

Skills

  • Effective Strategic Planning
  • Strategic Team Guidance
  • Business development
  • Performance evaluation
  • Policy Formulation
  • Organizational Change Management
  • Cross-functional collaboration
  • Goal setting
  • Strategic Decision Making
  • Negotiation skills

Accomplishments

  • Collaborated with team of 5 in the development of negotiation playbook.
  • Achieved less than 40 day quote to close by completing deal checklist with accuracy and efficiency.

Certification

Advanced Negotiations, Schranner Negotiation Institute

Languages

English
Native or Bilingual

Timeline

Director Deal Desk

DataStax Inc
08.2021 - 04.2023

Director Deal Desk

Redis
01.2021 - 08.2021

Director Global Deal Desk & Enablement

ForeScout Technologies
01.2016 - 01.2021

Senior Director Pricing & Licensing

Alert Logic
07.2014 - 12.2015

Senior Licensing Executive

Microsoft Corporation
07.2007 - 09.2013

Business Desk Operations Manager, Licensing Solutions

Microsoft Corporation
07.2002 - 06.2007

Senior Business Manager, Developer Tools

Microsoft Corporation
07.1999 - 06.2001

Senior Business Analyst, Finance & Worldwide Volume Licensing

Microsoft Corporation
12.1994 - 06.1999

Bachelor of Arts - Economics

University of Washington

Advanced Negotiations -

Schranner Negotiation Institute

Master of Business Administration - Finance & Information Systems

University of Washington
Mick Roberts