Michael Burn
Denver, Colorado
Overview
As a transformational executive, I drive revenue growth, architect go-to-market strategies, and scale sales operations for mission-driven public and private companies. I lead enterprise sales organizations guided by 3 fundamental principles: WE play for the team, not ourselves; WE believe in the mission more than the payout; and WE are empowered to be autonomous, dynamic decision-makers. SIGNATURE STRENGTHS: ◉ Revenue & Growth Strategy ◉ Sales Team Optimization ◉ Mergers & Acquisitions (M&A) ◉ Go-to-Market (GTM) Strategy ◉ Customer Success ◉ Win:Win Relationship Ethos ◉ Forecasting Accurac
About
As a transformational executive, I drive revenue growth, architect go-to-market strategies, and scale sales operations for mission-driven public and private companies. I lead enterprise sales organizations guided by 3 fundamental principles: WE play for the team, not ourselves; WE believe in the mission more than the payout; and WE are empowered to be autonomous, dynamic decision-makers. SIGNATURE STRENGTHS: ◉ Revenue & Growth Strategy ◉ Sales Team Optimization ◉ Mergers & Acquisitions (M&A) ◉ Go-to-Market (GTM) Strategy ◉ Customer Success ◉ Win:Win Relationship Ethos ◉ Forecasting Accuracy (+/-3%) ◉ Deal Structuring & Negotiation ◉ Revenue Operations (RevOps) ◉ Strategic Partnerships A customer-first B2B sales leader, I leverage deep understanding of prospects’ revenue ecosystems to provide value delivery and fair exchange of utility. I enjoy aligning diverse stakeholders to scale value propositions into board-level strategic initiatives. NOTABLE HIGHLIGHTS: Increased enterprise valuations by ~28% at SSB and a data analytics & AI/ML startup. Transformed an $800M sales organization with 10 BUs and 500 sales resources at IHS Americas. Grew portfolio revenue by 54%. Led sales due diligence and integrations for 6 acquisitions valued at $2B+ and assessed a pipeline of 15+ prospective deals at IHS. Secured $1M transformational agreement with Tennessee Valley Authority while at E Source after a lengthy 5-year pursuit. Achieved $4.1M through a save/win strategy leveraging lobbyists to regain $3.2M contract lost to government sequestration. As a servant leader, I believe that success is built with extraordinary recruitment, courageous people management, and individually meaningful motivation. I guide and support exceptional teams to deliver extraordinary results, overcoming painful challenges along the way. The rest is discipline and process. INDUSTRIES (sold & sold into): Technology (SaaS, Data & Analytics, AI) • Cybersecurity • Media • Manufacturing • Financial Services • Consulting • EdTech • Government (SLED, Federal) • Oil & Gas • Renewable Energy • Utilities • Telecom • Chemical • Automotive • Retail • Construction • Transportation/Maritime • Professional/Collegiate Sports