Mike Derlatka
Fort Lauderdale,FL
Summary
Results-driven strategic partnership leader with over 8 years of experience driving revenue growth and fostering collaborative relationships within the cloud industry. Proven track record of exceeding sales targets and optimizing partner strategies to achieve business objectives. Adept at negotiating and managing complex partner agreements, driving product adoption, and identifying innovative opportunities for collaboration. Experienced in leading cross-functional teams and providing strategic guidance to drive continuous improvement and market expansion. Possesses a deep understanding of cloud technologies and market trends, with a demonstrated ability to translate insights into actionable strategies. Ready to leverage expertise in strategic partnerships and cloud solutions to drive growth and innovation as the Senior Strategic Partnership Manager, Cloud at HubSpot.
Overview
8
8
years of professional experience
Work History
Sr. Manager, National Accounts
GoTu Inc.
04.2023 - Current
- Spearheaded the restructuring of the department, implementing a new organizational framework to enhance efficiency and effectiveness.
- Introduced the National Account Management position, strategically aligning accounts and segmenting the customer base to optimize service delivery and revenue generation.
- Directed a team of National Account Managers, Operations Manager, and Recruiting staff, ensuring cohesive collaboration and alignment with company objectives.
- Managed all Dental Service Organizations (DSOs) accounts, representing 60% of the company's total revenue, and served as the primary liaison for key stakeholders.
- Developed and executed strategies to deepen relationships with DSO partners and drive revenue growth.
- Led cross-functional teams to streamline operations and improve service delivery to DSO accounts.
- Collaborated with internal departments to identify opportunities for upselling and cross-selling, driving incremental revenue.
- Conducted comprehensive performance evaluations and provided strategic guidance to team members to drive continuous improvement.
- Played a pivotal role in expanding GoTu's market share and solidifying its position as a leader in the dental staffing industry.
Senior Strategic Partnership Manager, Cloud
Nextiva Inc.
08.2021 - 12.2022
- Led strategic partnership initiatives with cloud distributors, driving market penetration and revenue growth within the Cloud Communications Transformation sector.
- Established and maintained relationships with key cloud partners, negotiating Reseller Agreements and driving joint marketing and sales efforts to exceed revenue targets.
- Developed and executed comprehensive partner plans, identifying opportunities for collaboration and co-sponsorship of industry events, resulting in increased demand generation and brand visibility.
- Managed deal cycles and facilitated smooth partner integrations, ensuring alignment with company objectives and customer needs.
- Provided insights into cloud industry trends and opportunities, advising executive leadership to inform strategic decision-making and product development efforts.
Senior Manager, Enterprise Account Management
Nextiva Inc.
02.2018 - 08.2021
- Directed a team of Enterprise Account Managers, driving revenue growth and client retention through proactive account management strategies.
- Implemented KPIs and operating principles to enhance team performance and customer satisfaction, resulting in increased renewal rates and upsell opportunities.
- Spearheaded process automation initiatives to streamline operations and improve cross-departmental collaboration, enhancing overall efficiency and productivity.
- Collaborated with product and sales teams to identify market trends and customer needs, informing product development and sales strategies for sustained growth.
- Developed and executed customer engagement initiatives, including onsite meetings and strategic account reviews, to strengthen relationships and drive customer loyalty.
Enterprise Account Manager
Nextiva Inc.
04.2016 - 02.2018
- Cultivated and maintained relationships with channel partners and key stakeholders, driving organic growth and securing new business opportunities.
- Achieved exceptional portfolio growth through cross-selling strategies and contract renewals, consistently exceeding revenue targets.
- Leveraged customer feedback to inform product roadmap decisions, ensuring alignment with customer needs and preferences.
- Conducted regular business reviews with C-level executives, identifying areas for improvement and growth opportunities within customer accounts.
- Recognized for outstanding performance and promoted to increasingly responsible roles within the organization.
Education
Associate of Arts - Business
Maricopa Community Colleges - Scottsdale Community College
Scottsdale, AZ12.2014
Skills
- Strategic Planning
- Cross-Functional Collaboration
- Operations Management
- Data-driven decision-making
- Team Leadership
- Project Planning
- Negotiation and Conflict Resolution
- Customer Relationship Management
- Performance Tracking and Evaluation
- Consultative Selling
Timeline
Sr. Manager, National Accounts
GoTu Inc.
04.2023 - Current
Senior Strategic Partnership Manager, Cloud
Nextiva Inc.
08.2021 - 12.2022
Senior Manager, Enterprise Account Management
Nextiva Inc.
02.2018 - 08.2021
Enterprise Account Manager
Nextiva Inc.
04.2016 - 02.2018
Associate of Arts - Business
Maricopa Community Colleges - Scottsdale Community College