Michael R. Tarbet
Michael.Tarbet@gmail.com Frisco, Texas 75050 972-369-9383
EXECUTIVE SALES LEADER:
A highly effective leader with a career built by growing revenues for small and mid-size organizations by improving
their sales strategy, planning, execution and results. Have developed effective models and processes for driving strong
results in target markets.
A disciplined leader for transformation and results – brings vision and discipline to the building of multiyear strategic
plans, supported by yearly operational plans, investment models and metrics. A finely tuned ability to enroll the
organization in the “journey of change” required to achieve these plans.
Experienced at improving gross margins by changing the existing services and solutions mix within a business.
A highly collaborative leader who has built “High Performance” as a cultural marker within multiple businesses –
setting high standards for the sales organization - with “Accountability” as a foundational pillar. Experienced with
CRM, BPM, Customer Service and Support, and Virtualization Software.
Effective at creating and growing businesses by building customer intimate operational models to support existing
LEADERSHIP SKILLS / COMPETENACIES
Talent Identification & Acquisition: Effective recruiter who has hired, trained, and managed the top global performing
teams in my past 4 organizations.
Sales Methodology & Skills Development: Trained in Value Vision, TAS, Value Selling, Solution Selling, SPIN, The Great
Demo. Lead ongoing manager and sales rep training to initiate processes resulting in successful results against Oracle /
Siebel, SAP, MSFT, SFDC, Rightnow, Inquira, Kana and others.
Professional Development & Sales Trainer: Developed leadership mentoring and ongoing education programs to increase
employee productivity and team retention.
Sales Analytics & Performance Tracking: Extensive experience with enterprise applications and the associated metrics that
drive Sales Operations, Marketing and Support. Experienced in defining key performance indicators to track
productivity, results and customer satisfaction, and then leveraging this for operational planning and training.
Strategic Planning: Developing strategic and quantitative analysis to assist in product portfolio moves, go-to-market
planning and game changing investments.
Industry Awareness / Vision: Frequent content author and industry speaker for groups such as TPSA, Destination CRM,
CRM Magazine, Aberdeen, Gartner, 451 Group, Forrester Research, The Yankee Group, CCNG.
Motivational Speaker: Spokesman for press releases, industry trade shows, analyst interviews, and industry webinars.
CONSONA CRM April 2007 – January 2010
Private Equity funded consolidator of CRM focused software and services that include Case Management, Knowledge
Management, and Customer Service & Support solutions. Recruited to transform the field organization and lead the
sales integration and turn-around efforts of acquired organizations in the Americas, improve overall profitability of field
operations, and to initiate a strategy of Customer Intimacy for installed base accounts.
Vice President of Sales -The Americas
Results Oriented: On an annual basis, achieved operating profit growth of 30% in 2008, and 17% in 2009 while
rebuilding and restructuring Americas Field Operations. Managing 35M of products and solution mix consisting
of Sales Revenue, Maintenance, Education and Professional Services.
Strategic Planning: Drove the portfolio change and transformation to Knowledge Driven CRM from Enterprise
CRM to allow business to better compete in target markets, and to differentiate from Oracle, MSFT and SFDC.
International Sales Strategies: Drove sales process improvements for Deal Qualification, Bid and Response,
Forecasting and Reporting. Developed tools and techniques which became the Global standard for all customer
interfacing field employees. Led and coordinated Global Sales Kickoff Meetings while also implementing “The
Great Demo” methodology for global sales personnel. Results included significantly lowering cost of sales, and
improving win ratios to 60% from previous 28%.
Project Management: Implemented Customer Intimacy strategies to grow existing customer base via Tiering and
Segmentation, Score-Carding, Quarterly Business Reviews with customers, and Vision Alignment presentations
which resulted in a 65% growth rate in 2008 and 27% in 2009, in key segments. Served as Executive Sponsor in a
majority of our key tier one accounts such as AOL, Verizon Wireless, Avaya, Hilton, Cannon, Wells Fargo, GE.
New Customer Acquisition: Responsible for 80% of all global new customer acquisitions from 2007 - 2009. New
client examples: ADP, GE, Sony, Avaya, Verizon, ACS, McKesson, Yale, Bank of California, Rio Tinto resulting
in $12M+ of new sales revenues.
Mergers and Acquisitions: Led the Americas field, cultural and processes integration post the acquisitions of Knova
and SupportSoft, resulting in a 30%+ growth in profit in 2008 and 2009.
Alliances: Responsible for many of our organizations third party industry relationships. Frequent presenter and
speaker for industry shows, research papers, webinars, and interviews.
Business Models: Perpetual, Cloud, Managed Services
SURGIENT INC. December 2005 – April 2007
As a $15M late stage start-up, Surgient provides a leading cloud service-based solution for optimizing the provisioning
of online sales demo’s, proof of concepts, software evaluations, training, and quality assurance / testing environments.
Recruited as the first VP of Sales for the Americas to build out the organization, improve sales processes, and take the
organization to the next level.
Vice President of Sales – The America’s
Exceeded Sales Quota: Grew license revenue 184% in 2006 by improving forecasting processes, introducing multi-
year deal models, and initiating new demo and deal presentation processes.
Sales Management: Result-oriented, replaced 60% of the existing Sales team in my first 3 quarters with higher caliber
performers and still grew the organization by implementing new sales processes, coaching, tools and deal
techniques. Led organization to structure the first multi-year hosted deal at CA valued at over $1.8M.
Strategic Pre-Sales Activity: Partnered with Marketing to develop sales plans for new go-to-market portfolio offering
for QA and Test automation. Drove development of sales collateral and training.
Project Management: Initiated new processes for managing existing customers to better link Sales, Support, and
Professional Services, resulting in 40% year over year revenue improvement.
New Customer Acquisition: Responsible for 100% of all new customers signed globally during my tenure. New client
examples: CA, Oracle, NetApp, GE, BMC, IBM, Filenet, Adobe, Ultimate Software. Personally managed and
closed $1.5M deal at Hyperion, Surgient’s 2nd largest historical transaction.
Partnership Alliances: Drove co-selling relationships with VMware, MSFT, Wipro and HP.
Business Model: Cloud / SAAS
ONYX SOFTWARE July 2002 – December 2005
$60M global provider of Customer Relationship Management (CRM) and Business Process Management (BPM)
Software Solutions. Recruited to reinvigorate Central US sales team and operations. Promoted within 9 months to
also manage Eastern US, Canada, and Latin America.
Vice President Sales –U.S. Eastern Region
Exceeded Sales Quota: Managing 27M consisting of License, Maintenance, Education and Professional Services
revenues. Achieved 2003 - 102%, 2004 - 100%, 2005 - 94%. Top ranked worldwide VP in 2003, 2004, 2005.
Closed 48% of Onyx’s worldwide revenue in 2004. Grew 2003 to 2004 revenues by 139% in a tough economy
while company’s growth rate declined.
Driving Sales Strategies: Implemented and trained Value Vision sales methodology for all US based field employees,
which included new Forecasting Definitions, Qualification, Bid and Response, Demo, Presentation, and Close
processes. Developed supporting tools for field, which resulted in a 60% closure rate for qualified prospects.
Project Management: Responsible for 2/3rds of all North American customers. Drove Quarterly Business Reviews
with top segment clients, initiated Strategic Account Plans and teams, and led quarterly Regional Customer User
Strategic Planning: Worked tightly with executive team over multiple months in a rebranding exercise to move Onyx
from a pure play CRM vendor, to a BPM / CRM solution provider. Activities included inputs to product road
map, supporting marketing activities, sales process changes, training and organizational operational improvements
which resulted in a 150%+ growth rate in license booking to this segment in the Americas. Through these
changes, helped produce the first full year of profit in Onyx’s 11 year history.
New Customer Acquisition: Responsible for 57% of all new global new customers during my tenure, including 3 of
the 5 largest transactions in the organizations 14 year history.
Motivational Speaker: Delivered keynote speeches at 2003, 2004 and 2005 Worldwide Sales Meetings. Won 2005
“Broken Foot Award”, Onyx’s most prestigious award recognizing performance, leadership, initiative and
achievement. Nominated by peers.
Partnership Alliances: Responsible for co-selling leadership, to include training, for IBM, Green Beacon, Sonda,
Unisys, Montera, Genesys Telecommunications, Cognizant, and Crowe Horwath. Grew partner influenced
revenue 100%+ - accounting for 18% of license revenue in 2005.
Business Model: Perpetual
EGAIN COMMUNICATIONS CORPORATION August 1999 – July 2002
$35M global provider of customer service and contact center software. Recruited to improve sales processes and
results and to initiate the field integration of recently acquired Inference Corporation’s Knowledge Management
Director of Sales – Southwest Region
Exceeded Sales Quota: Managing 12M in revenue. Achieved 2000 - 128%, 2001 - 92%, 2002 - 160%. Top ranked
region globally in 2000, 2001 and 2002.
Driving Sales Strategies: Developed new sales processes and selling strategies for my Region which led to
overachieving results. In 2001 I was charged with rolling out sales best practices and processes to the entire
North America field sales operations.
Partnership Alliances: Responsible for, and trained Accenture, PWC, KPMG on our solutions. Also developed new
regionalized partner “sell-with” models with Aspect, Witness, Blue Pumpkin, Genesys Telecommunications and
New Customer Acquisition: Top global new customer region in 2001 and 2002, with wins at organizations such as
Seagate, ATT Wireless, Experian, Janus Funds, Software Spectrum, Qwest Communications, and Hewlett Packard.
Business Model: Perpetual, Cloud / SAAS
COMPUTER ASSOCIATES INC. December 1997 – August 1999
Recruited as an Account Manager for local accounts in Texas and Oklahoma by Platinum Technology prior to the
acquisition by CA. Promoted twice within twelve months to the highest level sales position within the organization.
National Account Manager
Exceeded Sales Quota: Achieved 1998 - 92%, 1999 - 160%
Client Management: National responsibilities for the management of Sysco Corporation, Enron, and AMD
New Customer Acquisition: As a pure Hunter, I closed new license deals in organizations such Baker Hughes, United,
Harte-Hanks, City of San Antonio, Univ. of Texas, Univ. of Oklahoma, Bexar County.
Recognition: Top New Client Closure rep in office of 70+ sales executives. Ranked in Top 25% of amongst all US
Business Model: Perpetual, CPU Based
BAXTER HEALTHCARE CORPORATION October 1990 – December 1997
Global Fortune 50 supplier of medical products including devices, pharmaceuticals, biotechnology, equipment, EDI
software and supplies.
Senior Account Executive
100%+ Quota Performance ’92–’97 (6 of 7 years with company)
Largest global territory ’96–’97, $48Million in annual sales revenue – grew territory by 16%-20% each year
Closed transactions to include $5, $8, and $20 Million dollar deals
1995–1997 – Ranked in top 2% of Global Reps (peer group 1100+)
1997 Motivational Key Note Speaker at World Kickoff Sales Meeting in Orlando, Florida
1996 US Sales Representative of the Year (538 Sales Reps)
1996 Designed new marketing plan / compensation program for sales operations
1995 Chosen by Executive Management for Sales / Executive Management Strategy Board
1994 Rising Star of Company for North America
1991 Rookie of the Year for North America
1991–1997: Accountable for product presentation, customer pricing, negotiating and closing, and business
development / alliances with dozens of organizations such as 3M, Johnson & Johnson, and Smith Nephew. Also
responsible for supply-chain inventory management and distribution for my customers, and all EDI initiatives.
Sigma Alpha Epsilon National June 1988 - August 1990
The largest National Fraternity based in Chicago. Upon my graduation, I planned to enter in to Real Estate
Commercial Development with one of several leading firms in Dallas, Texas. In 1988, the market was in a strong
recession and my internships did not extend to full time positions. As a founding father in college of my local
chapter, I was recruited by the National Office to serve a 2 year contract as a Leadership Consultant charged with
working at 67 campuses across the US. My responsibilities included working with alumni, students, and university
administrators providing seminars and planning sessions on topics ranging from alumni development, chapter
programming, finances, motivation and leadership.
Solution Selling – Bosworth
Target Account Selling – Siebel
Value ROI Selling – Enhanced Communications Group
Value Vision Selling – Value Vision Inc.
Situational Selling – Bay Group
Leading People / Management – Singer Consulting
Breakthrough Thinking – GAP International
The Second Derivative – Great Demo Training
Bachelors of Business Administration, Finance Minor – 1988
Real Estate Finance & Commercial Development focused curriculum
University of North Texas, Denton, TX
(worked my way through much of college with various internships and positions)
Elected to campus Student Senate / Member of Real Estate Business Developers Club
Internship with Brennan / Nassiff Commercial Real Estate – Dallas, Texas