mike fuard

Hanover Research provides high quality, custom research and analytics through a cost-effective model that helps clients in the corporate, education, and healthcare sectors make informed decisions, identify and seize opportunities, and heighten their effectiveness. In my current role, I manage the strategic development, direction and implementation of all strategic partnership activities. The goal is to establish new revenue streams for K12 client growth through foundations, municipalities, enterprise level state agreements, and other third party payer models to increase district adoption.

As the Corporate Accounts Manager, I am honored to be supporting the game-changing launch of revolutionary authoring platforms, bringing the power of adaptive learning into the hands of corporate organizations worldwide. Grounded in research and refined over the course of a decade by millions of students and thousands of authors, these adaptive learning science platforms leverage MHE’s reach and scale, and when applied in a corporate environment, achieve immediate and dramatic improvements in learning impact, and demonstrate measurable efficiencies in authoring, delivery, and reporting capabilities. The power of adaptive learning on an authoring platform that works with any LMS and the content from your existing authoring tool, translates into immediate game-changing ROI. If you would like to learn more, and how you may advance your business case for learning, please reach out.

* Promoted to Senior Account Executive, Foundations & Non-Profits based on prior years ability to generate revenue within new market segment. * Closed first state level deal in company’s history and largest deal for the year. * Responsible for generating new business sales while recruiting, training, and mentoring new group members to this business unit. * Market segments include CMO/EMO, Outreach/Mentorship, Foundations, Grants Management (Federal/State/County/Corporate), Non-Profits, and Partnerships.

* Promoted to Senior Sales Executive based on prior years sales performance. * Responsible for new business sales in NY and NJ. * Helped identify federal and state level funding sources, and generated associated revenue. * Ranked as #1 salesperson (out of 25) in 2012. * Consistently delivered against quota on a quarterly and monthly basis. * Generated new revenue stream for Naviance. * Helped acquire and develop salespeople. * Initiated, constructed and executed business plan and go-to-market strategies for acquiring Non Traditional clients (non-profits, workforce development, mentorship/outreach organizations, CMO’s, ESC’s, etc.) as direct consumers and/or funding sources for schools. * Exceeded annual quota.

* Promoted to Strategic Sales Manager based on prior years sales performance. * Responsible for new business sales and the retention and growth of existing clients in NY, WI, TN, and OH. * Ranked as #1 salesperson (out of 15) in 2011. * Consistently delivered against quota on a quarterly and monthly basis. * Individually contributed to over 30% of total team sales. * Initiated and helped establish Urban Advisory Council to help address secondary and post secondary challenges faced by students. * Attained 175% of quota in just 10 months. * Received “K12 Salesperson of the Year” award. * Gained President's Club membership for outstanding sales achievement in 2012.

* Responsible for new business sales in NC, SC, and OH. * Helped acquire 2 largest school districts in OH (Cleveland and Cincinnati) for 2010. * Mentored and trained new sales representatives.

* Licensed Real Estate Professional * Member of Westchester Board of Realtors, Multiple Listing Service, National Association of Realtors, and New York Association of Realtors * Residential Listing Specialist * First time Homebuyer Specialist * Neighborhood Specialist

* Initially supported the sales teams by preparing and delivering software demonstrations and sales presentations to prospective Fortune 1000 clients. * Promoted to Sales Manager with the responsibility of independently closing new business as well as assisting other reps in managing long sales cycle with average deal size ranging between $30 million and $500 million. * Responsible for developing and managing the sales infrastructure and executing on the revenue number; developing, executing and managing the 2008 sales plan (including quota, commission structure, etc.); management of quarterly webinar series, and attending tradeshows. * Member of the product development team, partnerships, and strategic initiatives team; Sales & Marketing strategy process and collateral development; and involved with RFI/RFP submittals. * Client base includes Mass Mutual, Pfizer, Pepsi, United Technologies, and AT&T.

* Sold on-demand (ASP) and on-premise solution offerings to SMB's in the Northeast (NY, NJ, CT, and MA) and conducted onsite product demonstrations and presentations. * Involved with senior management in product development, construction of sales rep compensation plans, managing existing client relationships, creating go to market strategies, and developing marketing collateral. * Attained 110% of $1.5m quota while assisting other sales executives meet or exceed their objectives so that overall corporate objectives were satisfied.

* First account executive hired in Canada to support business development efforts in the Northeast U.S. * One of the few reps to assume Sales Engineering functions to conduct product demonstrations and requirements gathering; prepared SOW’s; and responded to RFI/RFQ/RFP’s. * Closed the first deal in the Canadian office; worked on the largest deal; and was the only person in the sales organization to receive customer references. * Promoted to manager responsible for training, coaching and mentoring new employees and ensuring their success in growing the sales department to over 120 reps in the first year. * Spearheaded and developed tools for implementation managers and account executives to work collaboratively to provide a seamless transition to clients. * Conducted weekly coaching sessions with account executives to build motivation and selling skills and establish an environment that was conducive to knowledge transfer and sharing of best practices. * Exceeded quota in just 8 months.

* Developed and administered IT training programs for enterprises and individuals in the private sector in Toronto and the east coast. * Promoted to team lead responsible for operational activities of other team members, federal government accounts, and east coast private sector accounts. * Collaboratively prepared a $50 million RFI for the Ministry of Health with the assistance of internal resources (Training Managers, Sales Engineers, Consultants, and Licensing). * Performed quarterly reports and made presentations to senior management on behalf of the sales team. * Only rep that was responsible for Sales Engineering tasks such as conducting product demonstrations and assisting other reps when necessary. * Among top 3 account executives in North America even 1 month after leaving the company to join NetSuite, a prior Oracle management team start up. * Attained 125% of $3m quota.

* Hired to help change sales culture from transactional (selling sponsorships) to strategic (selling partnerships that are sustainable and mutually beneficial). * Created a reporting structure and metrics to ensure accountability and transparency for NSBA leadership that was previously nonexistent. * Charged with overseeing all revenue (in-kind, sponsorships, and exhibits) that resulted in an increase of over 46% year over year. * Helped increase BD team morale, relationships with internal program managers, and corporate partners that was initially lacking. * Created content, collateral and a web presence for Corporate Partnerships that was previously lacking or nonexistent.

Activities and Societies: National Marketing Team.

C++, SQL, CCNA (1-4), Unix/Linux, Computer Architecture, and Network Administration"]

Organized the Graduate Business Forum (i.e., Mobile Commerce) for graduate students and faculty at Clarkson University * Manager of CANUS (Canada-US Consulting Services) Activities and Societies: Consultant at CANUS [Canada/US] Consulting Services.

MS Project, Primavera, Oracle, Access, SQL, .NET, HTML, Java, Cisco, SilverRun, Visio, IBM Intelligent Miner/WebSphere, and SAP."]