Current CV/Resume for Michael Fox

1. Michael Fox
3023 Oregon Knolls Dr. NW Washington DC 20015 Ph: 301-343-7643 vpofsales@comcast.net
Executive Summary
Senior sales leader with extensive experience in building highly productive teams. Focused on
enterprise solutions to the Fortune 500, Mid-Market and Federal Government. Effective in
penetrating and capitalizing on emerging market trends. Exceptional strength in negotiating
complex sales with C-Level executives. Expertise in developing strategic partnerships resulting in
improved channel and indirect performance. Efficient financial management accountability.
Increased profitability by reducing cost and operating expenses. Motivating and Inspirational
Sales Mentor, Coach and Trainer. Proven 15 year track record of improved execution.
• •
Global Sales Award Winner International Cross-Market Selling
• Collaborator : Master Global Services
Federal Sales Program Leader
•
• Customer Relationship Expert
High Revenue Performer
•
• Advanced Risk Management Knowledge:
Public Speaker/Corporate Spokesman
Sox, GLB, NIST
• Profitable “Go To Market” Strategies
• Innovative Term & Pricing Editor
champion: SaaS-Web 2.0-JMNC
Professional Profile
NTT America National Director of Sales 2002-2009
Directed and supervised all sales functions, distribution of accounts, operations for direct and
indirect teams in the US. Excellent focus on target, capture and account growth of Fortune 500,
Federal, Mid-Market, International and Multi-national Corporations. Executed territory and
vertical sales plans that improved recurring revenue. Increased new business acquisition,
expanded market share and improved productivity. Developed commission plans, deployed
resources and built sales processes to streamline proposal building, pricing approval and
implementation
• Achieved funding for successive business development initiatives resulting in brand
awareness, enhanced product/services expansion and multi-million dollar contracts
• “UP, Move and out” marketing plan produced $500,000 in monthly recurring revenue and
increased minimum acceptable datacenter pricing by 30%.
• FedTraveler.com - First outsourced solution in EDS history-$2.5M annual, 5 year contract
• Hired, trained and managed senior level sales teams: Established strategic sales program.
Web 2.0, Japanese Multinational, Fortune 500, Social Networking, SaaS and Business Services
solutions increased BU revenue 400% in 4 years – $107M in 2008
• Leveraged product knowledge to win large customized IT solutions against strong global
competitors: $10M contract for Twitter against Sun Microsystems. Captured Trendmicro,
RockYou and Liveperson against ATT, Qwest/Savvis and Rackspace respectively.
• EBITDA and Income Operating positive for Enterprise Hosting BU: 1st in 10 year history
• Top Revenue and Team producer for 6 straight years: 137% - 330% Range. Averaged 189%
• Partnered with System Integration, ISV, ASP, Data Security, Storage and Document
Management Companies to open new sales channels : Northrop Grumman, Accenture,
Symantec, Integic, ATS, IBM-ISS, HP and Bearing Point

2. MCI Worldcom Regional Sales Manager – National Accounts 1998-2002
Mid-Atlantic Sales leader responsible for the overall management and daily activity associated
with increasing sales to large strategic customer base. Delivered private and public networks,
data, voice, cpe, internet and telecommunication services to national and international, non-profit
and SMB. Hired, trained and assisted a team of 12-25 commercial account executives in the MD,
VA and DC Metro market. New Business acquisition and Account Management growth.
• Improved annualized production and total contract value 283% from 1999-2002. Increased
billed revenue business from $23 million to $65 million
• Succeeded in developing a team with the largest number of individual contributors to attend
President’s Club for MCI – First Manager with 90% team participation
• Established and implemented promotional telemarketing, cold calling and local market
penetration plan resulting in an average of 150 new accounts added per year
• Averaged 30% organic base growth and achieved 221% attainment to Quota
• Captured critical new logos in geographic territory: T Rowe Price, University of MD, Network
Solutions, VeriSign, APS, Legg Mason, Johns Hopkins Medical and Arinc
Allied Elevator Regional Sales and Project Manager-Mid Atlantic 1995-1998
Secured sales of elevator construction and maintenance contracts. Managed union and non-
union project crews. Designed proposals and presented sophisticated elevator improvement plans
to property managers, building owners and government committees.
• Leveraged legal changes in the American with Disabilities Act to open a new market in
modernization construction to meet compliance standards - First SWIFT elevator for DIA
• Improved business performance 250% in 2 years – reached $5M in total sales
Josephthal, Lyon and Ross Stockbroker and Investment Advisor 1992-1994
Individual contributor role focused on raising revenue for IPO’s and Private Placements from
“Accredited” Investors, Institutions and High-net worth individuals. Licensed in all 50 states.
• #1 New Account Opener - Averaged 7-9 new accounts per month: 300% to plan.
Top Dog, Inc Partner and Owner 1982-1992
Successfully started a retail food and catering business in the DC metro area. Expanded into
apparel focused on NFL properties. Opened 12 Kiosk/stores and employed 16 sales staff.
Education and Training:
B.S. Mechanical Engineering and Business Management University of Maryland
Miller Heiman: Strategic, Conceptual and LAMP Certification
Communispond: Managerial, Negotiations and Public Speaking Training
MCI University: Technology, Product and Service Training and Certifications
Kaizen Improvement Program and NTT International Cultural Program Completion
Sandler and Dale Carnegie Training for Sales Executives and Sales Management
Seibel – Salesforce – Hoover’s- Big Machines – Jigsaw – SalesLogix – D&B – Series 7 License