Mike Mallamo
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.
Years Working With MSP's To Achieve Their Desired Outcomes
Work History
Revenue Operations Leader / Sales Manager
3 Months- 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.
Channel Development Manager
8 Months- 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.
Sr. Sales Leader
6 Months- 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.
Strategic Account Manager (2-Tier)
11 Months- 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.
Sr. Channel Account Manager
1 Year 3 Months- 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.
Business Development Executive
2 Years 9 Months- 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
Bachelor's Degree - Business Administration and Management
Skills
Core Competencies
Additional Information - Scoutable Strengths Profile
I have never had the tidy version of a sales career, and I think that is exactly why the numbers work.
I came up in the channel selling security to MSPs and VARs. That means I learned to sell through people instead of at them. You do not control the call. The partner's rep is the one sitting in front of the customer, so the whole job is making somebody else good at selling your product. That taught me more about influence than any direct seat would have.
Then I did the thing nobody recommends. I took a first channel hire role at a startup with no program, no partner list, and no playbook. I built all three and finished at 138% of quota in eleven months. They handed me a small team after that and I hit 191%.
Now I am in payments at North, selling Authorize.net gateways among other things, at 127% to quota. Third industry, same pattern every time. Figure out how the money actually moves, find the people who win when I win, and go.
The thread through all of it is that I hit the number. Rookie of the Year, Strategic Channel Account Manager of the Year, President's Club. Different products, different buyers, same result.
Timeline
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
Work Availability
Work Preference
Work Type
Full TimeContract WorkLocation Preference
RemoteImportant To Me
Career advancementCompany CultureWork from home optionStock Options / Equity / Profit SharingSoftware
Excel
Word
CRM
Cyber Security
IT Networking
Python
Power Shell
AI
VOIP
Google Sheets, Drive etc
Revenue Insight
PSA