Mike Summers

Current role involves driving revenue generation from existing accounts and new business opportunities across UK/EMEA territories within the internet voting/e-democracy market place, demonstrating effective time/people/”virtual team” management across time zones, assessment of ‘go/no go’ business opportunities, and successful management of stakeholder expectations.

Responsibilities and achievements

• Prime sales contact for UK/EMEA region responsible for sales wins in territory and delivering projects ranging in value from £30K to £2 million.
• Development and execution of corporate sales and marketing strategies for the ES&S internet voting solutions into corporate accounts and new markets at central and local government level.
• Nurturing and building of strategic relationships and partnering opportunities with distributors, channel partners and integrators (such as Unisys, Oracle, Accenture).
• Lead management of the development and delivery of concurrent complex integrated solutions, through the full life of the sales cycle from initial sales engagement, through bid (RFI/RFP) process, to delivery and fulfilment.
• Management and coordination of physical and ‘virtual’ (US based) sales executives and inside sales staff.
• First hand delivery of sales presentations to sales prospects ranging from IT Managers, CEO’s to Heads of Government.
• Generated over 80% of EMEA revenue from 2004 to present.
• Positioned ES&S as a leading internet voting supplier to the UK Government, Department of Constitutional Affairs.

Having established, recruited and managed the UK operations of the company, I generated over 75% its revenue from sales of the company’s web based digital asset management and facility scheduling software into the broadcast and creative media markets.

Responsibilities:

• Maximising revenues from existing customer base with dedicated account management of key accounts (including Disney, MTV and Corinthian Television).
• Developing and maintaining relationships with OEM/Distributors: monitoring of sales pipeline, conversion of leads and sales achievement.
• Direct management of UK sales and support staff and “virtual” support team in Spain.
• Responsible for defining long term company strategy with company board members.
• On-going feedback of market requirements to development team and input into product/solution roadmap.

Achievements:
• Consistently over target with last quarter achievement of 165%.
• Successfully retained and uplifted long term revenue stream with less than 1% churn.
• Founded and established UK sales and support office including recruitment of UK staff and services.

Responsibilities:

• Developing and managing the service provision accounts of channel partners.
• Project management of new customer installations.
• Building and managing relationships with strategic partners.

Achievements:

• Generated a Service & Maintenance revenue stream for the company.
• Successfully built and maintained commercial relationships with international channel partners.