Mike Sappenfield

Oracle Enterprise Performance Management Platform, Oracle Warehouse & BI, Oracle Integrations, Artificial Intelligence

• Performed strategic presentations to Finance | IT | Operations Stakeholders solving for Financial Close & Consolidation, Planning & Budgeting, BI Analytics Warehouse, and Oracle integrations
• Currently train and support 50+ Junior Account Managers across four US time zones. Manage all aspects of the sales cycle from initial customer meeting including professional services and TCO value propositions. Conduct weekly training sessions for each region to ensure alignment on pitch strategy and overall knowledge of Oracle Enterprise solutions offered to NetSuite customers. Develops the overall deal strategy for each opportunity.
• Developed customized solutions to enhance client business processes and optimize resource management.
• Collaborated with cross-functional teams to drive product adoption and improve customer satisfaction metrics.
• Trained and mentored junior sales staff, fostering a culture of continuous improvement within the team.
• Executed comprehensive account management strategies, ensuring retention of key clients and increased revenue streams.
• Leveraged CRM tools to track sales performance, streamline workflows, and enhance reporting accuracy.
• Conducted presentations for stakeholders, articulating product benefits and aligning solutions with client needs.
• Spearheaded initiatives to refine sales processes, resulting in improved efficiency and reduced cycle times.
• Educated customers about product features and benefits to aid in selecting best options for each individuals' needs.
• Provided first-rate service to all customers and potential customers.
• Followed up with customers after completed sales to assess satisfaction and resolve technical or service concerns.
• Exceeded sales targets by consistently meeting and surpassing monthly quotas.

Record to Report Financial Close & Controls Platform

• Build strong relationships with Sr. Level stakeholders within the Office of Finance/Information Technologies as well as collaborate with all levels involved with the financial close process.
• Strategically align Partners (System Integrators) with all team members and roadmap the financial ecosystem future state.
• Coordinate and negotiate all aspects of the contract's execution process. Fortune 1000 greenfield new logo acquisitions from start to finish.
• Enterprise new logo acquisition specialist – 8 new logos
• Exceeded quarterly sales targets consistently by leveraging extensive product knowledge and effective selling techniques.
• Finalized sales contracts with high-value customers.
• Prepared sales presentations for clients showing success and credibility of products.
• Developed and executed sales strategies tailored to diverse regional markets.

Global Pricing & CPQ Software

• Build relationships with C-level, VP, and Sr Directors from Finance, IT, Marketing, Sales, and Pricing. Manage all aspects of the evaluation cycle to contract execution. Fortune 500 new logo acquisition in medical device vertical.
• Closed largest contract on the team during the Covid pandemic
• Managed cross-functional teams to deliver customized solutions for high-profile clients.
• Analyzed market trends to identify opportunities for business expansion and client retention.
• Facilitated contract negotiations, resulting in favorable terms and long-term partnerships.
• Developed new business opportunities through strategic prospecting and targeted marketing campaigns.

Record to Report Financial Close & Controls Platform

• Develop strategic relationships with decision makers in Fortune 1000 accounts including C-Suite, VP, Director, and Manager levels
• Crafted, presented, and delivered future state solutions necessary to facilitate a financial transformation.
• Managed and coordinated the evaluation process from start to contract execution.
• Coordinated and facilitated strategic meetings with customer stakeholders and implementation experts
• Stayed involved with customers throughout the implementation cycle to ensure timely project completion and secure a reference
• Assisted clients throughout sales process and provided after-sales support to assess satisfaction and resolve problems.
• Set up appointments with potential and current customers to promote new products and services.

Oracle Enterprise Resource Planning, Enterprise Performance Management, Supply Chain Management, Oracle CPQ, Business Intelligence

• Built strategic relationships with Fortune 500 C-Suite, VP, Director, and Manager levels.
• Developed and presented digital transformation roadmaps based upon customer goals
• Strategically aligned multiple internal and external teams to determine point of view analysis
• Organized regular team meetings to discuss progress toward goals, share best practices, and brainstorm solutions to challenges faced in the field.
• Established rapport with customers through attentive listening skills and deep understanding of their business requirements before recommending appropriate application solutions.
• Developed strong relationships with key clients, resulting in long-term partnerships and increased sales opportunities.
• Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
• Delivered impactful presentations to C-level executives, showcasing value proposition of Oracle products.
• Led cross-functional teams to implement complex software solutions for enterprise clients.

CPA Accounting Office Platform

• Led all sales initiatives targeting medium-sized CPA firms across Kansas, Oklahoma, Nebraska, and Texas.
• Developed a complex technical sales process tailored to demonstrate the value of having an ERP Firmware platform.
• Performed white board presentations outlining the technical advantages of a consolidated platform
• Delivered engaging presentations to stakeholders, illustrating product benefits and solutions.
• Developed and maintained strong relationships with key clients to drive sales growth.
• Mentored junior sales representatives, fostering skill development and performance improvement.
• Implemented effective sales strategies that improved market penetration in competitive regions.
• Maintained thorough knowledge of competitors'' offerings enabling effective communication of unique selling points during client interactions.
• Negotiated prices, terms of sales and service agreements.
• Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.

Enterprise Corporate Tax Software and Global Tax Law Platform

• Managed current customers and negotiated renewal contracts.
• Ensured successful project rollouts and knowledge transfer to implementation consultants, facilitating smooth go-live processes.
• Cultivated strategic relationships with C-suite and VP/Director level decision makers at Fortune 1000 companies
• Successfully acquired net new customers and expanded current customer expenditures
• Cultivated strong relationships with stakeholders, improving client retention rates.
• Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
• Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.
• Fostered lasting relationships with customers through effective communication and quick response, resulting in long-term loyalty and expanded client base.
• Fielded customer complaints and facilitated negotiations, resolving issues and reaching mutual conclusions.
• Gained customer trust and confidence by demonstrating compelling, persuasive and composed professional demeanor.
• Negotiated prices, terms of sales and service agreements.