Excel
Hi, I’m
Mike Mallamo
Channel Sales Professional
Tampa,FL
The hardest thing when you think about focusing. You think focusing is about saying "Yes." No. Focusing is about saying "No." And when you say "No," you piss off people.
Steve Jobs
Summary
Results-driven sales leader with 20+ years of experience building and scaling revenue operations from concept to execution. Expert in constructing comprehensive sales organizations, developing high-performing teams, and implementing scalable processes that drive consistent revenue growth. Proven ability to architect complete sales ecosystems including prospecting workflows, CRM optimization, team development, and cross-functional collaboration with marketing and product teams. Track record of doubling company revenues while maintaining industry-leading conversion rates and building sustainable competitive advantages.
Overview
7
years of professional experience
8
Years Working With MSP's To Achieve Their Desired Outcomes
Work History
Helpt
Revenue Operations Leader / Sales Manager
04.2025 - 07.2025
Job overview
- Architected and implemented comprehensive sales processes, developed high-performing SDR department, and established systematic approaches to inbound and outbound prospecting.
- Led cross-functional initiatives with marketing to develop messaging, collateral, and go-to-market strategies while maintaining individual contributor responsibilities.
- Designed and implemented all HubSpot sequences for automated prospecting and nurturing.
- Developed complete talk track library and sales methodology for consistent messaging.
- Collaborated with marketing to create sales decks, one-pagers, and positioning materials.
- Managed onboarding handoff workflows ensuring seamless customer experience.
- Streamlined operations by identifying inefficiencies and implementing process improvements.
- Enhanced team productivity with effective communication, collaboration, and training initiatives.
Helpt
Channel Development Manager
08.2024 - 04.2025
Job overview
- Leading channel development initiatives for innovative IT support solutions, focusing on building strategic partnerships with technically-inclined service providers.
- Driving exceptional revenue growth through consultative selling of comprehensive support services delivered by US-based technical professionals.
- Generated over $600K in revenue in only 11 months.
- Achieved 30%+ close rate, significantly exceeding industry benchmarks.
- Doubled company revenue through strategic channel development initiatives.
- Built scalable partnership frameworks for remote support solution delivery.
- Diagnosed and resolved technical challenges for customers to facilitate online order process.
Traceless.com
Sr. Sales Leader
01.2024 - 07.2024
Job overview
- Established and cultivated new business relationships across MSP, Distribution, and VAR channels through comprehensive outreach strategies.
- Created and documented scalable outbound sales processes while integrating advanced sales tools and CRM optimization.
- Developed quarterly sales plans with accurate forecasting methodologies.
- Built comprehensive sales workflows and cadences for scalable growth.
- Implemented CRM enhancements and integrated sales technology stack
- Delivered detailed monthly, quarterly, and annual sales forecasting reports.
- Achieved sales metrics consistently by creating SMART goals based on available sales data.
Malwarebytes
Strategic Account Manager (2-Tier)
10.2022 - 09.2023
Job overview
- Managed strategic partner relationships while identifying and implementing scalable solutions to drive channel growth.
- Collaborated cross-functionally to refine processes, conducted partner training initiatives, and negotiated complex partnership agreements.
- Grew Strategic unit to over $1M in channel reseller revenue within 1 year.
- Generated 60,000+ new endpoints through strategic partner relationships.
- Developed comprehensive on-boarding frameworks and training programs.
- Presented business cases and negotiated partnership contracts.
- Served as the primary point of contact for all account-related matters, building trust with key decision-makers.
- Delivered an increase in overall revenue by successfully upselling products/services in line with customers'' evolving requirements.
Malwarebytes
Sr. Channel Account Manager
07.2021 - 10.2022
Job overview
- Achieved exceptional customer retention while developing territory into the most valuable in the business unit.
- Conducted regular performance reviews with channel partners, implemented workflow improvements, and maintained relationships with key stakeholders.
- Achieved 98% customer retention rate.
- Transformed territory into highest-value unit.
- Implemented organization-wide process improvements.
- Conducted competitive landscape research and market analysis.
- Collaborated with managers to provide customer feedback and recommend operational changes to meet emerging trends.
- Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
NinjaOne
Business Development Executive
10.2018 - 07.2021
Job overview
- Acquired new business through comprehensive outbound strategies and relationship development.
- Generated qualified leads through trade show presentations, networking, and multi-channel outreach.
- Delivered interactive sales demonstrations and coordinated technical consultations.
- Built and documented scalable sales processes
- Trained new Sales Development Representatives
- Focused on Key Account development and management
- Set and achieved company-defined sales goals.
- Identified opportunities for process improvements, leading to increased efficiency and cost savings.
- Delivered presentations at industry conferences, raising company profile and attracting potential clients.
Education
Webster College
Bachelor's Degree from Business Administration and Management
01.2008
Skills
- Sales Leadership & Operations
- Sales Team Development
- Revenue Operations
- Sales Process Architecture
- Workflow Development
- Performance Management
- Scalable System Design
- Business Development
- Consultative Selling
- IT Solutions Sales
- Channel Development
- Strategic Account Management
- Revenue Generation
- Sales Forecasting
- Team Building & Training
- SDR Program Development
- Talk Track Creation
- Sales Enablement
- Cross-Functional Collaboration
- Leadership Development
- Training Documentation
- Technical Solutions
- Modern Infrastructure Solutions
- Security Technology
- Managed Services
- CRM Optimization
- Marketing Automation
- Sales Technology Stack Integration
Core Competencies
Sales Team Development, Revenue Operations, Sales Process Architecture, Workflow Development, Performance Management, Scalable System Design, Consultative Selling, IT Solutions Sales, Channel Development, Strategic Account Management, Revenue Generation, Sales Forecasting, SDR Program Development, Talk Track Creation, Sales Enablement, Cross-Functional Collaboration, Leadership Development, Training Documentation, Modern Infrastructure Solutions, Security Technology, Managed Services, CRM Optimization, Marketing Automation, Sales Technology Stack Integration
Additional Information - Scoutable Strengths Profile
https://hire.scoutible.com/profile/share/ag9zfnNjb3V0aWJsZS1hcHByEQsSBFVzZXIYgICgk6yqywkM
Timeline
Revenue Operations Leader / Sales Manager
Helpt
04.2025 - 07.2025
Channel Development Manager
Helpt
08.2024 - 04.2025
Sr. Sales Leader
Traceless.com
01.2024 - 07.2024
Strategic Account Manager (2-Tier)
Malwarebytes
10.2022 - 09.2023
Sr. Channel Account Manager
Malwarebytes
07.2021 - 10.2022
Business Development Executive
NinjaOne
10.2018 - 07.2021
Webster College
Bachelor's Degree from Business Administration and Management
Certification
Microsoft Outlook -LIL
Microsoft Word -LIL
Microsoft Excel -LIL
Agile Methodologies -LIL
Learning GDPR -LIL
Neuroscience of Selling Remotely -LIL
Think like a Lawyer -LIL
Sales -ZoomInfo
SANDLER -Silver
CISP
Accomplishments
Doubled Company Revenue in 11 months - Helpt
FY 23 MSP 2-Tier CAM of the Year - Malwarebytes
#1 MSP 2-Tier CAN Q1 & Q2 2024 - Malwarebytes
#1 MSP CAM Q2 2023 - Malwarebytes
Top in net new MRR 2019 & 2020 NinjaOne
Availability
See my work availability
Not Available
Available
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Work Preference
Work Type
Full TimeContract WorkWork Location
RemoteImportant To Me
Career advancementCompany CultureWork from home optionStock Options / Equity / Profit SharingSoftware
Word
CRM
Cyber Security
IT Networking
Python
Power Shell
AI
VOIP
Google Sheets, Drive etc
Revenue Insight
PSA
Languages
English
Native or Bilingual
Interests
Father & Husband
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