1. E. M ICHAEL N EWMAN P.O. Box 51733, Irvine, CA 92619-1733
714-227-4136 (cell) / emnewman@earthlink.net
SOFTWARE AND PSO SALES MANAGEMENT PROFESSIONAL / ENTERPRISE ACCTS.
Past Employers: VMware, Microsoft, McAfee, Digital (partial list)
Past Clients: AMEX, Schwab, First America Title, LA County, State of CA EDD,
Apollo Group, USC, Hoag Hospital, Allergan, Southern Cal. Edison (partial list)
Top Producer with over 20+ years of experience in Licensing & Professional
Services Sales and Sales Management
$183+ million profitable sales of Information Technology solutions & services
to Financial Services, Healthcare, Public Sector, Education /Enterprise Accts
Overachiever of Financial Targets by employing Outcome, Consultative &
Solutions-Focused selling techniques – Sell to “C” Level buyers (Top Down)
Formally-trained in Sales and Negotiation Techniques and use those methods to
close larger transactions, more often, and more profitably
Successfully sell to both Technical and Non-Technical decision makers
Direct knowledge of decision making process and sales cycles of Fortune 500,
large D&B, Government, Education and Healthcare clients to close sales faster
Successfully and Profitably Grow/Turnaround Businesses through Strategy
Development, Reorganization/Restructuring, Focused Execution, Hiring Right,
Motivating Teams to Win and focusing on solving Customer’s Business Problems!
Formally-trained public speaker – compelling presentations – 79% Close Rate
Develop Services / Services Portfolio’s to support Software Solutions including
“Go To Market” and “Early Adopter Programs” – use SDLC processes thru lifecycle
Use Business Intelligence to Analyze Performance Metrics to Drive Results
Compelling writing skills that cause readers to say “YES!” to Sales Proposals,
Professional Services Scopes of Work, RFP responses, and Management Reports
Mergers and Acquisitions Expertise - Identify Acquisition Targets and Negotiate,
Integrate and/or Liberate the target through the M&A lifecycle
First-hand expertise with CLOUD, VIRTUALIZATION, SAAS, ITAAS, PAAS,
SAN, SECURITY (Anti-Virus, Firewall, PKI, IDS), HIGH AVAILABILITY-BCDR,
CRM, ERP, Hosting, Email, Unified Messaging, Multi-Tiered Apps, and Networking
Technologies (DEEP VMWARE, MICROSOFT, AND MCAFEE STACK EXPERTISE)
TRAINING, EDUCATION & AND AFFILIATIONS
FORMAL SALES AND NEGOTIATION TRAINING
Xerox Professional Selling Skills, Advanced Seibel Target Account Selling
Acclivus Sales Negotiation Training Sandler Sales Training
Karass Negotiation Training Decker School of Communications (Public
Speaking for Fortune 500 CEOs)
INFORMATION TECHNOLOGY CERTIFICATIONS
VSP (VMware Sales Professional)
MCP (Microsoft Certified Professional – several products)
CNA (Certified Novell Administrator) & Trained and Certified on (abridged list):
CALIFORNIA STATE UNIVERSITY, NORTHRIDGE (Top 10 Ranked Business School in ‘80s)
Bachelor of Science, Business Administration, Finance, 1986
Bachelor of Science, Business Administration, Real Estate, 1986
AFFILIATIONS
Active Member Information Systems Security Association (ISSA)
2. E. MICHAEL NEWMAN, P A G E |2
CAREER HISTORY
VMWARE, INC.
Progression of Titles (7/2007 – Present)
Senior Services WW Product Manager - Cloud, Security, and Compliance
Responsible for the development of both the strategy and the creation of services to be
consumed and sold by the VMware PSO organization worldwide and VMware partners for
vCloud, Security and Compliance solutions
Developed Strategy, Reorganization and Governance plans to restructure the Global
Technology Services organization to better align with field PSO and Corporate Initiatives
Developed first “solutions-/outcome-based services” for Cloud, Security and Compliance
empowering field PSO sales to lead the licensing sales process
Recruited, mentored and groomed new Services Product Managers to develop a more
complete services portfolio aligned to product/solution offerings
Developed, Managed and Led intra and inter-company (e.g. with RSA, EMC, and Cisco)
“Go to Market” and “Early Adopter” plans/programs including sales, marketing and
consulting assets and IP used by WW field PSO to sell services – recognized as having the
most successful “Early Adopter” program in VMware history
Collaborated on the development of an SDLC and governance processes to align WW PSO
leadership stakeholders needs to determining services portfolio development roadmaps
and development resources activities
Key Team Member in Mergers and Acquisitions - identified and helped acquire and
integrate target technology companies and/or related IP into VMware (EMC Ozone
products [ADM, Service Manager, Configuration Manager, Shavlik Technologies,
TriChipher, Integrien, Digital Fuel) that led to greater strategic advantages and market
share by VMware
Restructured services collateral and development processes to create services kits that
standardized the development of services across the technology stack and reduced
development times and cost by over 38%
Senior Services Sales Management Executive
Turned around a $250K anemic existing pipeline of business into a healthy $3.5M pipeline
of business and received an award from the VP of Sales for turning a $300K opportunity
into a $1.9M solution sale within my first quarter
Developed and executed a strategy that resulted in changing the perception of Account
Executives from not working with PSO, to leading with PSO – received an award from the
AVP of Sales for the Americas as it grew sales by over 100%
Introduced and drove repeatable $1M strategic PSO transactions quarter over quarter
verses previous behavior of $30K to $100K tactical transactions prior to my tenure
Repeatedly over-achieved on MBOs and grew both transactional and large opportunity
business into the pipeline to develop a balanced and health $12M pipeline at the end of my
second quarter in the territory (over 4x pipe vs. quota)
Grew strategic licensing deals to the point that in my second quarter in the territory my
methodology was highlighted by the VP of the Americas Technical Services and the VP of
Sales for the Geography on how to perform “Outcome Selling” – this had a materially
positive effect both in licensing and PSO sales WW
Changed the selling behavior of VMware PSO Sales Managers from tactical to strategic;
from point solution to enterprise solution selling against an outcome; from hundred
SOFTWARE AND PSO SALES MANAGEMENT PROFESSIONAL / ENTERPRISE ACCTS.
3. E. MICHAEL NEWMAN, P A G E |3
thousand dollar transactions to multi-million dollar transactions; and helped our customers
see us as an enterprise vendor and solution, versus a utility software vendor (more and
more customers included VMware in “Trusted Advisor” meetings as a result of same)
EEYE DIGITAL SECURITY
Director of Sales, North America & LATAM (3/2007 – 6/2007)
This was a short term position I accepted by the direct request from the then CEO of the
company to help him analyze, restructure and grow the sales organization quickly and
help him initiate a “soft-restart” and “hard-restructuring” of a failing company
In one quarter, the Senior Executive Committee of which I was a part was able to bring
the company back to profitability and growth and win several product awards and third
party recommendations
Member of the Senior Executive Committee reporting to CEO and Board of Directors
Restructured the inside and outside sales team in three months to exceed a $16M targeted
annual quota managing all commercial and public sector accounts in North America and
Latin America (with Worldwide responsibility)
Built and hired an inside sales team and opened a new office in Dallas, TX focused on SMB
direct and partner driven sales in a period of three weeks
Personally negotiated and closed the largest single transaction of the company to the
Department of Information Services Agency of the Federal Government for products,
services and support (600% greater than any previous sale to DISA)
Increased sales in the LATAM region by over 300%
Developed and grew new distributor relationships and widened the channel distribution
path. Trained and mentored both outside and inside sales managers and sales engineers
to win at 114% greater rates of closure
Implemented best practices and solution selling and implemented a standardized selling
process among the Worldwide Sales Organization
MICROSOFT CORPORATION
Sr. Services Management Executive (5/2004-3/2007)
Responsible for the sales and management of Microsoft solutions including consulting and
support services to major accounts in the Western United States territory
Grew the business in the territory at 300% of the rate of overall Microsoft business growth
nationwide
Lead a sales and delivery organization of over 200 people
Responsible for strategy and tactics for internal Microsoft re-alignment and re-structuring
that accelerated Enterprise and Large Regional Account penetration and growth at over
56% year over year and increased profitability by over 36% year over year, while
improving customer satisfaction by 11% year over year
Sold and managed large, complex, multi-million dollar transactions and RFI/RFP/RFQ
responses both directly and in conjunction with Microsoft partners as prime and sub-
contractors
Working extensively with “C” Level and “Director” level executives and IT managers to
provide them solutions to their business requirements
Helped Grow Partner Eco-System and JVs (Deloitte-Touche, PWC, IBM, Unisys, Cisco, etc.)
Managed Service Sales Managers, Technical Account Managers and Consultants
SOFTWARE AND PSO SALES MANAGEMENT PROFESSIONAL / ENTERPRISE ACCTS.
4. E. MICHAEL NEWMAN, P A G E |4
MCAFEE (during my tenure the company was known as Network Associates)
Sales Manager (9/2001-4/2003)
Top producing Territory Manager for McAfee Anti-Virus and Security software
Largest growth in quota attainment of Western Regional Team
Annual quota of $8.4M+
Sold to Government, Corporate, Healthcare and Education clients (2,500 Users and
above). Re-captured lost market share and increased sales revenues through license
compliance efforts and customer service as well as quality of service
Structured blanket licensing transactions to gain largest sale in territory (University of
California School System and County of Los Angeles)
Increased profitability by over 281% for expired license renewals to clients and at the
same time increased client satisfaction
Wrote winning RFP responses that closed $1.65 million in new business
Developed new selling techniques that were mirrored by the other managers including new
more compelling PowerPoint presentations that better communicated products benefits,
resulting in higher attainments
DIGITAL BUSINESS SYSTEMS, INC.
Progression of Titles - V.P. Sales & Marketing Then President (3/1979-9/2001)
Private $50M Dollar Systems Integrator / VAR of Security, CRM, ERP, Software & PSO Corporation
President
Successive achievements in meeting corporate mission and objectives led to becoming
President of the corporation
Year over year growth of 112% plus both in revenues and net profits while President
Direct Profit and Loss and Balance Sheet responsibilities for over 10 years ($50M)
Grew organization into largest reseller of Network Associates, Inc. software and hardware
(security, anti-virus, and help-desk) on the West Coast
Designed professional services scopes of work and developed hiring and training
techniques to quickly ramp up a highly project management oriented technical
professional services organization that serviced the company’s direct sales as well as
outsourced services contracts from vendors (Microsoft & McAfee) at a 32.5% profit margin
Developed exclusive representation of many hardware and software technologies
increasing sales revenue growth incrementally by 28.8%.
Personally negotiated large complex sales of hardware, software and professional services
to both Government and Education as well as Corporate client with over 75%+ closure
Implemented and deployed SOPs and infrastructure solutions - increased productivity 38%
Created branch office franchises that scaled and accelerated the growth of the business
V.P. of Sales & Marketing
Recruited, hired, trained and grew both inside and outside sales teams (over 30 direct
sales reports in the Americas) resulting in increased sales growth that added multi-million
dollars of incremental revenues to the company
Built a client base of nationwide Fortune 500, large Dunn & Bradstreet, Gov/Ed and SMB
clients from scratch employing direct mail, out-bound telemarketing, seminars, webinars,
and on-site demonstration techniques growing sales at 83% year over year
Employed CRM to provide Business Intelligence and the use of Performance Metrics to
analyze and drive business outcomes
SOFTWARE AND PSO SALES MANAGEMENT PROFESSIONAL / ENTERPRISE ACCTS.
