Mike Cotton

Co-founded this software start-up focused on the channel technology for social, communications and portals. Won Palo Alto Networks, Acronis, SAP and Adobe as 1st paying customers, achieving high growth and profitability in the first year. Built sales and marketing strategy, plans and team to support global clients. Developed and presented financial model and fundraising pack to Angel and VC investors resulting in two offers. Set-up all commercial aspects including trials, contracts, pricing, forecasting, and partnerships with strategic marketing agencies and technology providers. Shaped product roadmap and expanded offering to include CMS and marketing automation, increasing customer contract values by 100%. Closed major deals with Microsoft, VMware, Xerox, Motorola, CyberArk, Juniper Networks, and Autodesk. Achieved 90% customer retention with quick-response account management and reactive product enhancements. Led the company re-brand, launch of the new website, and co-founded The Channel Meet Up.

Supported the launch of Mindleaders talent management saas platform in the European market. Create strategy for initial marketing and lead generation. Trained the sales team and created supporting materials to uncover new opportunities. Managed all new leads through the sales cycle and closed opportunities. Generated awareness with leading HR contacts and initiated partnership relationships.

Responsible for partner strategy across EMEA. Created formal partner program and commercial framework for this leading talent management platform, building pipeline from $0 to $10 million and closing $1.5 million in sales in just nine months. Developed strategic partnerships with Capgemini, Accenture, PWC, Deloitte and PA Consulting. Handpicked reseller, referral, and implementation partners with domain knowledge in key countries across EMEA. Developed enablement program including sales and technical training, marketing strategy, and a partner portal. Overall, this new program increased pipeline, drove global brand awareness and enabled localisation of the software and marketing collateral.

Head of National Accounts for the largest independent, total-energy-management company in the UK, with an overall target of £12 million. Helped reduce and sustain carbon emissions for clients such as Barclays, LloydsTSB, TK Maxx, and Tesco. Created and implemented sales and marketing strategy to achieve a 50% increase in qualified opportunities. Setup a formal partner program with facilities management companies, energy suppliers, and property developers. Created new upsell opportunities with complementary software, hardware and service offerings. Capitalised on government subsidies and Carbon Trust funding to support client business cases. Interfaced with board and investors on company direction and growth opportunities.

Responsible for driving direct and indirect revenue using strategic relationships within the EMEA and JPAC regions, for the OnDemand Software division of Global Knowledge (acquired by Oracle). Grew international annual revenue from $2 million to $20 million in four years. Closed direct sales in addition to supporting channel sales. Initiated and developed strategic alliances, ISV and OEM relationships with Accenture, Oracle, Capgemini, Business Objects, and CSC to position OnDemand Software within their product and service offerings. A member of the executive team with responsibility for EMEA operations including HR, marketing, technical support, and media relations. Prior to Alliances role, developed initial UK pipeline and exceeded annual target of £1M in license revenue as a Sales Executive. Clients included British Telecom, MCI, Unilever, Exxon, EMI, Forensic Science, TFL, and Cable and Wireless.

Director of End User Education in EMEA for this leading eBusiness software company, meeting the annual sales target of $10M. Managed team of fifty consultants, regional managers, and sales people to provide instructor-led training, documentation, eLearning, and transition services for Siebel customers. Generated additional revenue with new complementary services such as User Adoption, Behavioural Change and Call Centre Training. Coached Regional Managers to become business leaders and take full responsibility for P&L in their regions. Quarterly objectives were to hit revenue targets through enhanced service offerings and customer satisfaction. Provided executive sponsorship and closure in key deals such as British Telecom, Reuters, Abbey National, Society General, and Centrica.

Responsibility for a newly acquired company, with 12-month growth plan of £750K to £4.5M. Secured initial financing. Successfully repositioned services Generated smooth transition of existing clients Managed direct and indirect software sales Introduced on-site and off-shore development methodology Restructured sales team to close pipeline and hit quarterly targets.

Strategic development of European sales and operations with divisional profit and loss accountability of $25M. Opened new offices in Germany and Benelux and supported existing UK and French regions. Created business plan and budgets for new corporate initiatives. Managed and motivated sales team to achieve quarterly targets. Directed relocation of European Headquarters and recruited functional leadership. Guided regional managers in their implementation of sales, reporting, and recruiting strategies. Key accounts included Lloyds TSB, Guinness, and BBC.