MIKE KILGORE 14 Monarch Bay * Monarch Beach, CA 92629 (714) 264-6902 * mk19d0040@westpost.

net ECOMMERCE CHANNEL SALES LEADER Dynamic Senior Sales Executive with more than 15 years of proven success in managing ecommerce sales and reseller/channel relationships focused on retail, manufacturing, and distribution industries. * Strong passion for streamlining operations/profit increases while conscientious of customer end user expectations. * Talents in sales strategy and negotiation to drive revenues through innovative sales force and channel development programs, as well as building relationships with C-Level clients in highly competitive markets. * Solid expertise in supply chain processes and functional capabilities, including order management, configurations, pricing, quotes, and transportation/warehouse management enabling customers to manage orders from multiple channels and coordinate fulfillment across all stocking locations, including store, warehouse, suppliers, and partners. * Sales Leadership in IBM WebSphere Commerce Channels expansion situations for renowned companies in global IBM ecommerce ISV/Channels sales force, including Infosys, Wipro, Accenture, Cognizant Technology Solutions, Capgemini, Sapient, Sogeti, Sirius, Proficient, Ascendant, Rosetta, Crossview, Salmon, Trifecta, Alpine, Coremetrics, and Bazaar Voice. * Product Evangelism to drive market enthusiasm via Webcast to peers, channel partners, analysts, and industry trade groups. * Sales strengths: channel strategies, account/territory management, ROI, product development, best sales practices, closing, technical demonstrations, contracts/agreements, marketing campaigns, and representing companies at business settings. * Designed/executed IBM WebSphere channel ecommerce sales strategy to increase sales from $20 to 100+ million in 4 years. Revitalized worldwide partner sales channel; delivered $60 million in sales in 2 years. * Consistently ranked as Top Worldwide Ecommerce Channel Sales Manager; earned top ranks in sales performance in each position by bringing profits and market share to new heights. * Recognized for pioneering programs sharing personal sales best practices with resellers subsequently adopted by all worldwide territory sales managers. Solution Sales Consultant Certifications: WebSphere

Product and Retail (IBM); Back Office Retail B2C/B2B (NRF) Areas of Expertise * * * * * * * * * * * Leadership Sales/Marketing Strategy Business Development Customer Service Relationship Cultivation Negotiation Consultation Presentations Staff Recruiting/Training Innovative Solutions Research/Analysis

PROFESSIONAL EXPERIENCE ZOBRIST CONSULTING GROUP, INC., Los Angeles, CA * 2010-Present Senior Sales Executive: Lead IBM WebSphere commerce sale operations in Western territory, including creating marketing plans with IBM resellers to generate contracts with superior profitability across software portfolio. Identify quality leads to guarantee closings. Conduct technical demonstrations of IBM software brand and marketing campaigns to focus on each expertise in verticals. Selected Achievements: * Achieved sales quota of $2+ million within 6 months through design of new sales strategy for Southern California market and development of new and existing customers. * Impacted $2.5+ million in annual sales through signing of B2C/B2B WebSphere Contracts with Disney Movie Club, Mazda Motor Sports, Toshiba, and Vanity Fair (The North-Face brand) for first quarter 2011. * Developed sales campaigns to drive commerce sales resulting in 7 times required qualified customer opportunities; closed deals with largest accounts in Southern California. * Successfully closed deals in Western territory for first time with IBM by signing SaaS offering contract to focus on SMB/GB markets; company recognized as only commerce partner to accomplish status with IBM. * Established company as Premier IBM certified partner in both Sales and Technical Competencies. * Contributed to reduction in sell cycle by 6 months through assisting Technical Team in producing -Smart Merchandiser- company assets to drive sales as added value in sell cycle. * Revitalized underperforming 6-member sales team through implementing operational changes and recruiting results-driven professionals delivering sales at 15% over quota.

* Received IBM 2011 NRF Beacon Award for best industry retail solution; IBM Impact 2011 Best of Show Award resulting in sales to high profile apparel retailers such as The North Face, Lee, Wrangler, Fossil, and Vans. WORLDWIDE IBM WEBSPHERE, (city/state) * 1997-2009 Global Leader in Commerce Software Technologies with 1000+ offices in 130 nations Ecommerce Channel Sales Executive (2005-2009): Oversaw revitalized launch of WebSphere Commerce for global software division, including rescuing underperforming operations and establishing new sales distribution channels across 5 business units in North/Latin America, NE/SW Europe, and Asia Pacific territories. Collaborated with product/marketing teams in creating product differentiation to secure competitive advantage. Acted as Product Champion to evangelize products to channel sales partners, internal sales teams, press market analysts, and industry trade groups. Selected Achievements: * Developed global sales strategy to provide for $100+million in annual sales, 2010 (compared to $20 million, 2005). Analyzed existing sales channel relationships and focused new sales planning on market leaders increasing sales/market presence. Recognized for driving 240% increased sales level, 2009. * Established company Ecommerce Strategic Alliance Premier Partner Program to allow key partners to sell/deliver ecommerce site for renowned clientele such as Staples, Home Depot, and Sears. * Closed 3-year SaaS ecommerce alliance partnership with 9 top partners, valued at $25 million in 1st year and $50 million in annual sales by 2010. Targeted Internet retail Top 500 customers in U.S., Asia Pacific, and NE Europe as well as personally led sales charge. * Fostered relationships with Global SI partners such as Cap Gemini, Infosys, and Wipro; closed more profitable SaaS agreements with WebSphere Commerce license valued at $30 million in 2nd year. * Developed worldwide training program to educate 200+ sales associates on product/sales best practices. * Achieved IBM 100% Sales Club (3 consecutive years). * Received IBM Top Gun Partner Training Award; Ecommerce Channel Sales Manager of Year Award. Business Development Executive (2000-2005): Recruited by Senior VP to reestablish relations with key worldwide system integrators for one of top 3 global application servers with broad range of software portfolio.

Selected Achievements: * Led new strategy designed to establish Global SI as value-added partners instead of traditional supplier. Delivered detailed business plan identifying market opportunities; positioned Global SI to deliver higher margins business. Complemented strategy with compressive field operations plans, including product and sales training. * Closed agreement to deliver $53 million in sales (2000); $105 million with one of IBM top account -SAP- (2003). * Reinvented method for sales team interaction with SAP by introducing team selling concepts. Increased sales: * 340% by shifting sales focus to high margin teams (2003). * $20 million through design of 12-month Commerce sales play -Commerce in Box- SI offering. * Received President Award for exceeding goals and targets. Regional Sales Manager-Software Division (19972000): Directed 12 sales/technical staff to expand 3-State territory. Selected Achievements: * Increased California territory into 3rd largest domestic market (up from 6th) with 36% sales increase to 19 million. * Delivered 112% of regional revenue goal, producing $25million in annual sales. Noted for increasing sales to National Accounts by 8.7%. * Pioneered program to share sales best practices with Worldwide WebSphere Sales Force, Global SI, and ISV, including audience of up to 200, with high profile clients such as Sears, Staples, and Home Depot. Program subsequently adopted by sales managers worldwide. * Designed partner operational guide for WebSphere Commerce. Noted for creating WebSphere Commerce ROI Tool environment to assist sellers in justifying commerce investment. * Selected to develop/deliver global presentation, -The Pillars of Success- demonstrating effective personal sales and marketing techniques. Personally delivered methodology at annual WebSphere University sales meetings. * Recognized as sole Regional Manager (out of 20) to develop/communicate sales strategy with defined performance metrics. * Ranked as one of nation`s Top Regional Managers. IBM, (city/state) * 1981-1997 Technical Account Manager-Global Services Division (1991-1997): Handled North American hard/software services regarding platforms from System 36, 38,

AS400 to RS600, including maintenance, upgrades, and issue resolution. Selected Achievements: * Managed Aetna insurance rollout of premier WebSphere Application server in North America; successfully deployed solution across insurance industry. Awarded multimillion dollar contract to IBM over next 5 years. * Delivered first WebSphere Application server strategy to American Century Investments in Kansas City, allowing New York Stock Exchange to adopt platform as standard, resulting in millions of dollars in company revenue. * Selected as Lead Technical Account Manager to oversee Top North American Accounts. Final Test Lead Technician-Storage Lab Division (1984-1991): Ensured passing of new disk drive (-Model 3880-) and controller (-3880-) tests. Selected Achievement: * Resolved critical disk drive model error to allow company in proceeding with product launch; resulted in Ross Perot purchasing hundreds of thousands of disk drives as well as several multimillion dollar contracts. Customer Service Representative-Office Product Division (1981-1984): Managed government accounts, including U.S. Navy/Air Force technical office equipment issues aboard carriers/submarines; obtained 100% customer satisfaction. Selected Achievements: * Rated as Top Performer for 3 consecutive years (out of 1500 service representatives in Southern California. * Received IBM Prestige Services Award for all 3 years of government account service. EDUCATION Bachelor of Science in Business Administration UNIVERSITY OF SAN DIEGO, San Diego, CA