MICHAEL D.

GUERRIERI
122 Esplanade, San Clemente, CA
339 W Webster Ave., Chicago, IL
Email:
Cell: (312) 925-6900
SENIOR REVENUE & BUSINESS DEVELOPMENT EXECUTIVE
University of Chicago MBA with a 17 -year track record delivering substantial im
provements in profit margins, shareholder value, team performance, customer sati
sfaction, and organizational effectiveness. Experience in high-growth, start-up,
and turnaround environments and across a broad range of industry verticals. Rep
utation for innovation and passionate leadership to foster peak-performing teams
and business culture. Proven skill in:
? Business Development & Sales Strategy Planning ? Channel Development & Managem
ent
? Revenue & Market Share Growth ? Strategic Partnerships / M&A
? Sales Process / Operations Reengineering ? High-Impact Business Negotiations
? New Product & Market Launch ? Venture Capital / Mezzanine Financing
PROFESSIONAL HIGHLIGHTS
CONSTRUCTION SOFTWARE TECHNOLOGIES (WWW.ISQFT.COM) 2007-2009
(SaaS company that provides online preconstruction management services to the co
mmercial construction industry)
Vice President of Business Development
General Manager, Media
Headed the structural and functional reorganization of an underperforming channe
l development and sales force. Lead the Business Unit in all product and service
development. Ad network, Online ad sales, online advertising, digital media, in
ternet marketing.
• Directed all inbound and outbound marketing activities and go-to-market strategies
as a key member
of the executive team reporting directly to the CEO; reworked and repositioned I
SQFT.com entire market strategy.
• Oversaw all corporate marketing, product marketing, public relations, and partners
hips. Directed a team
of 8 including marketing directors, a product manager, creative director, web de
signer, and copywriter.
• Researched markets and competition, provided insight on market trends and consumer
-behavior, and
gathered feedback from customers, sales, and developers to prioritize and roll-o
ut new features.
• Developed brand identity and increased brand equity by clearly segmenting our targ
et audience and
positioning against the competition to gain exposure and increase our market sha
re.
• Orchestrated sales campaigns and delivered all collateral, white papers, sales too
ls, training material,
websites, press materials, and channel support for product rollouts and ongoing
sales efforts.
• Designed and launched hundreds of webinars, e-mail campaigns, newsletters, and whi
te papers.
Optimized websites for search engines and launched search marketing programs (SE
O/SEM/Adwords).
• Developed a partner ecosystem
 Revamped direct and indirect channel plans and developed clear sales strategy, pro
cesses, methodologies, and training resulting in 200%+ increase in sales.
 Introduced a media component increasing the competitive position of the business f
or acquisition.
 Led turnaround of operations to increase national account revenues from zero measu
rable results to more than 25 million in a single year.
GRYPHON NETWORKS (WWW.GRYPHONNETWORKS.COM) 2005-2007
(SaaS company that manages Federal and State Do Not Call Legislation for complia
nce and marketing purposes)
Vice President of Business Development
Hired in a consulting capacity which turned into a full time position. Headed th
e structural and functional reorganization of an underperforming channel develop
ment and sales force. Revamped direct and indirect channel plans/incentives and
developed clear sales strategy, processes, methodologies, and training.
?  Grew revenues by over 300% thru several channel partner deals such as the Oracle
Certified Partnership, SalesForce.com & CISCO Certified Partnership.
 Directed efforts to productize and develop trademarked productivity tools. Increas
ed company valuation, expanded the business model with a licensing program, and
grew annual revenues from zero to $10 million.
 Re-launched all sales collateral, product brochures, fact sheets, sales decks, web
inars, and product
demos with improved marketing, positioning, and unified messaging throughout the
organization.
 Helped establish a Customer Success Program, touching every department, designed t
o build
momentum from new customers through case studies, customer testimonials, and joi
nt press releases.
 Researched competition and provided detailed competitive briefs and spreadsheets t
hat communicated
our positioning, promoted our strengths, and helped the sales team sell around o
ur weaknesses.
 Collected and categorized feature requests from the field, identified competitive
feature gaps, and
provided market requirement documents to Product Management to help prioritize t
he roadmap.
 Led a marketing team of product managers, marketing managers, account managers, cr
eative designers,
and a PR manager that defined, launched, and marketed B2B software and web solut
ions.
 Developed a sales pipeline in 6 months that tripled projections and resulted in mo
re than 12 new client engagements and staffing growth of 45 new consultants.
 Identified and cultivated channel partnerships that generated more than $2 million
in new billable revenues with zero cost of sales (eliminated the normal 10% sal
es commission).

MICHAEL D. GUERRIERI PAGE 2

GETTY IMAGES (WWW.GETTYIMAGES.COM ), Chicago, IL 2002-2005
(International media licensing and technology company focused on providing conte
nt to media outlets and direct consumers.)
Director of Sales, National Accounts
Direct force in building and directing an $85 million national sales organizatio
n with 28 staff. Held full P&L control for sales operations. Managed the structu
ral and functional reorganization of an underperforming sales force. Revamped sa
les commission plans/incentives and developed clear sales strategy, processes, m
ethodologies, and training.
? Grew the organization from 5 to 28 national sales staff; led turnaround of ope
rations to increase national account revenues from zero measurable results to mo
re than $65 million.
? Spearheaded market launch of a new hosted technology. Developed a market value
proposition, pricing, positioning, and sales tools. Led sales team in capturing
General Motors as a product launch partner; filled the sales funnel with 40 qua
lified sales leads within 3 months including Fortune 500 companies such as P&G.
? Reengineered sales operations to cut expenses $6 million and deliver a record
26% operating margin to shareholders while achieving sustained 14% top-line reve
nue growth quarter-over-quarter and year-over-year.
? Created a world-class organizational culture by attracting, retaining, empower
ing, and developing high-performing sales staff. Resulted in zero attrition rate
and unparalleled team loyalty. Sales revenues increased by 52% with a 22% incre
ase in productivity.
CENTERPOST CORPORATION (WWW.CENTERPOST.COM), Chicago, IL 2000-2002
(Successful early-stage web services company.)
Director of Sales
Top management authority for all aspects of sales under direct report to the CEO
. Revamped the sales and business development strategy to achieve focused execut
ion of both short-term client acquisition and long-term industry penetration goa
ls. Built a high-performing, strengths-based sales/business development team.
? Secured $12.5 million in mission-critical third-round venture capital funding
by negotiating and closing United Airlines as a marquis launch client/partner.
? Negotiated sales channel relationships with EDS, Voxeo, and Nuance Corporation
. Led to acquisition of 2 new clients in the first year that returned approximat
ely 25% of annual profits.
? Spearheaded sales processes and tools to shorten the ramp-up time for newly hi
red talent from 90 days down to 30.
? Established a new strategy for targeting specific sales opportunities. Identif
ied and built a value-based sales proposition for each new vertical market. Enab
led go-to-market 6 months ahead of schedule and changed the corporate focus to a
more marketable business service.
AMERITECH / SBC / AT&T COMMUNICATIONS (WWW.ATT.COM ), Chicago, IL 1992-2000
(Fortune 50 company with multiple subsidiaries that provide a full range of voic
e, data, networking, e-business, directory publishing/advertising, and related s
ervices to businesses, consumers, and other telecom providers.)
Sales Manager, Group Business Services
Strategic Account Manager, Enhanced Business Services
Directed activities of 12 senior sales professionals. Increased performance by e
stablishing best practices, team mentoring, and performance metrics. Created and
implemented strengths-based account plans for each member of the sales team.
? Piloted team to achieve 240% of quota in 1997, 132% in 1998, and 172% in 1999.
? Top-ranking sales performer, exceeding quota by as much as 200% each year; sel
ected for President�s Club for 3 consecutive years; fast-track promotion to manageme
nt.
? Leveraged strong relationship selling tools to guide the sales team in closing
multi-year agreements with the top 500 customers. Retained the existing revenue
base, and reduced resources necessary for future sales efforts.
? Launched a 24-hour customer service organization with measured service levels
to meet the unique needs of elite financial industry clientele. Cut customer ser
vice response time down from hours to minutes, leading to retention of key custo
mers and rapid business expansion.
? One of only two from the business unit chosen to participate in the elite Corp
orate Entry Leadership Program.
EDUCATION
MBA, The University of Chicago, Chicago, IL (2005)
Bachelor of Science in Marketing & Economics, Michigan State University, East La
nsing, MI (1992)