1. Michael Beringer
Westminster, CA * (714) 622-4437 * beringermj@google.com or
mjberin@comcast.net
Linkedin address http://www.linkedin.com/pub/michael-beringer/8/392/17
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Senior Sales Leader
Results oriented sales professional with a proven track record of leading software sales teams
Experienced in Enterprise Software Applications including: ERP, HR, CRM, GRC,
Packaged Integration, Project Management, PPM (Project Portfolio Management) and
Professional Services Automation (PSA) Software Solutions.
• Over twenty (20) years of successful business and sales leadership experience in the
software industry.
• Cross industry experience including: Financial Services, High Tech, Healthcare, Utility,
A&D and Oil & Gas with a focus on selling to the “Office of Finance”, other CXOs as
well as other appropriate executive stakeholders.
• A Tactical (hands-on) as well as a strategic Sales Leader.
• Successful management of teams challenged with complex B2B selling environments.
• Directly managed teams of up to 12 Account Executives as well as pre-sales consultants
and inside sales reps.
• Managed complete selling teams as large as 400 contributors through a management
structure that recognized individual contributions and improving their contribution to the
firm.
• Skilled in the execution of both Solution and Insight selling from a
coaching/training/mentoring and execution perspectives as well as a situational
perspective.
• Managed Sales Managers who managed Account Executives.
• Managed Sales Managers while managing Account Executives.
• Managed Sales Managers while managing Account Executives and carrying an individual
sales quota.
• I have extensive experience in contract negotiation and I am "gifted" in finding win-win
scenarios which maximizes corporate revenues and builds customer satisfaction and long
term relationships.
• Consistently demonstrated: Leadership, Integrity and Results.
• I have experience in partner selling/management – IBM, Deloitte, Accenture,
DEC/HP, Impress Software, SAP and Lawson Software.
• I am passionate about building, developing and mentoring sales teams. My goal in
sales management is to reverse the 80/20 rule so that 80%+ achieve quota. You
will find that AEs I have managed that they attribute professional growth to my
leadership and management style.
• I am both a strategic & tactical sales leader; but I do not micro-managed, as I have
explained to all my teams is that if you feel that you are being micro-managed - it
is your issue not mine.
“A contributor at all levels in meeting and exceeding sales goals and corporate targets”
(former CEO of Account4, Inc.)
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2. Accomplishments:
• Built revenues from <$1M up to $40M+ for multiple software firms.
• Repeated success in an entrepreneurial environment by transforming small firms as well
as sales teams, within large corporations, into larger enterprises.
• A major contributor in the acquisition of Account4, Inc.
• Extensive experience in selling to major accounts (companies with annual revenues
>$10B).
• Success in penetrating the SME market space.
• Built & retooled sales organizations to meet corporate demands for accelerated growth.
• Repeated success in the accuracy of sales plans and forecasts.
• Repeated success in guiding ALL team members to success; not just a few (over-
comes the 80/20 rule).
Employment History:
Project Management Associates (PMA) – Vice President Sales January 2010 to Current
PMA is a professional services and software firm that supports and sells integration and ERP
solutions for Impress Software (packaged integration to SAP /Project Management System to
support the SAP PLM vision) and Lawson Software (ERP, HR, SA, PPM, and CRM).
Implemented sales methodology and associated sales processes to provide an actionable and
audible environment resulting in: shortened sales cycles, more predictable revenue streams and
increased accuracy in the sales pipeline. Mentored sales teams to understand when Solution
Situational, Selling or Insight Selling is most appropriate on a situational basis.
I worked with multiple partners to bring On-Premise Enterprise Applications to the Cloud, as well
as SaaS offerings.
Imagem Software International (ISI) – Director North American Sales June 2009 to
January 2010
ISI is a start-up software firm that provides SAP Certified software applications (GISConneX)
that bridge the technologies, cultures and applications from SAP to geo-spatial systems (ESRI).
ISI is a solely owned subsidiary of Imagem (Brazil) and has launched a global initiative to bring
GISConneX to the market place. I was responsible for all areas of sales (direct and indirect), as
well as delivery for the North American Market.
Independent Consultant 2008 to 2009
Provided assistance to small and mid-sized software firms in the validation and refinement of
their current sales methodology and associated sales processes to provide an actionable and
audible environment resulting in: shortened sales cycles, more predictable revenue streams and
increased accuracy in the sales pipeline. I also lead sales teams on specific major accounts.
Impress Software, Inc. – Vice President Sales, the Americas and the Pacific Rim - 2005 to
2008
Impress Software is a software firm that provides SAP Certified software applications that bridge
the technologies and applications from SAP or Oracle to project management (Primavera and/or
Microsoft Project) as well as geo-spacial systems (ESRI).
• Grew the company revenues from $3.1M to $9.45M.
• Responsible for sales in The Americas, Australia and New Zealand.
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3. • Rebuilt entire sales force, replacing 90% of the sales team and managed 10 Account
Executives nationally.
• Instituted a new structured sales methodology appropriate to the business & market.
• Developed key partner relationships such as ESRI, Microsoft and Accenture.
• Significant expansion (software & services) in the installed base.
• Effective contributor to the Senior Management Team.
• Personally closed multiple multi-million dollar deals.
Lawson Software, Inc. – National Sales Director - 1997 to 2005
Lawson Software is an ERP and Service Automation (SA) software development firm that
focuses on the financial services, healthcare and public sector markets as well as other service
centric verticals.
• Responsible for sales teams (up to 12 Account Executives nationally and 6 Account
Executives on a regional basis) that generated annual software revenues > $10M
• My teams were focused on Major Account Sales for ERP, HR, CRM and PPM software
suites and associated professional services.
• My sales team closed multiple, multi-million dollar contracts.
• My teams were focused on the financial services industry, territorial responsibility and
cross vertical sale of Lawson’s Service Automation Suite.
• Transitioned to Lawson as a result of the acquisition of Account4, Inc. in July of 2001.
Account4 Inc. – Vice President Sales (1997 to 2001)
Account4 provided Work Management, PPM, SA and CRM software solutions to the services
industry and was acquired by Lawson Software in July of 2001.
• Increased revenues from under $3M to over $10M while positioning the firm for a
positive acquisition.
• Built the sales organization from 1 to 15 (sales representatives, sales engineers and inside
sales representatives). Managed a Regional Sales VP while managing a team of Account
Executives.
Metra Corp. (San Jose, CA) - Vice President Sales & Marketing - 1993 to 1997
Metra was a hardware and software provider of shop floor control and management information
solutions to the manufacturing industry (focus on the discrete manufacturing segment).
• Increased revenues from <$1M to over $7M while leading the company to transition
from a proprietary hardware manufacturer to an open systems software supplier of
distributed control and management information solutions.
CimTelligence Corp. (Lexington, MA) - VP Sales & Marketing - 1989 to 1992
CimTelligence was a manufacturing information and documentation software company that
focused on discrete (build-to-order & engineer-to-order) manufacturing companies.
• In a challenging economy, increased revenues from under $2M to over $8M by focusing
on multi-million dollar opportunities and increasing the revenue contribution from
alliance partners (DEC & HP).
• Expanded the sales offices to include the West Coast and the UK.
Bechtel Software, Inc. (Acton, MA) - Senior Vice President Sales - 1986 to 1989
Bechtel Software, a start-up company (tier 1 corporation) of the Bechtel Group, was chartered to
bring to market a suite of internally developed and third party project management, engineering,
and CAE/CAD software solutions to the commercial market place.
• Responsible for building and directing a direct sales force that grew the business from $0
to over $40M in revenue.
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4. Education:
• BS in Science & Engineering - Loyola University, Los Angles, CA
• BA in Psychology -Loyola University, Los Angles, CA.
• MBA - Financial Analysis - Loyola University, Los Angles, CA.
• Licensed Californa Realtor
•Project Management Certificate (University Level)
•Currently presuming a graduate degree in hospital/public health administration
Professional Training:
•Customer Focused Selling, Customer-Centrist Selling, The Complex Sale, Solution
Selling, Xerox PSS and PSS II. Certified AE and Sales Manager by Lawson Software.
Recognized by the Project Management (PMI) and the American Association of Cost
Engineers (AACE) for thought leadership. Project Management Certification at the
University Level
Please feel free to visit me at Linkedin http://www.linkedin.com/pub/michael-beringer/8/392/17
Activities: Eagle Scout - BSA, Volunteer coach and on the BOD - Youth Football Association,
Golf, Tennis, & Skiing.
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