Michael St. Martin is a senior sales executive with over 30 years of experience in business development, sales leadership, and growing revenue. He has a track record of exceeding sales targets and building productive sales teams. Most recently, he was the founder and COO of Cognoscape, an IT services company that he grew from zero to $2 million in revenue over five years before selling his share.

1. Dallas, TX
Cell: 972.979.7630
mstmartin@mac.com
Michael St. Martin
Entrepreneurial spirit/ start up fire and passion/ business, sales and marketing
acumen/sales executive that drives business and produces results
Leadership Profile
Senior sales executive with a highlighted career of achievement building productive sales organizations, exceeding
revenue targets and increasing market penetration. Business growth through astute strategic planning and
practical implementation of self-generated initiatives for direct and indirect distribution channels. Secures and
manages key sales accounts and establishes both internal and external long -term strategic partnerships.
Specializes in hiring/retaining the right people and creating an environment for team success through thoughtful
direction, aggressive realistic goals and consistent process improvement. Constant attention to customer concerns
and market trends allows rapid reshaping of approaches to the business.
Core Competencies
Business Development Organizational Change Infrastructure Development
Channel Management Hiring/Retention/Recognition Sales Process Development
Vendor Management Motivation CRM Implementation
Key Account Development Sales Team Development Pipeline & Forecasting
Strategic Alliances Individual Development Contracts and Licensing
Analyst Alliances Compensation & Incentive Plans Solution and Value Selling
Professional Experience
Cognoscape LLC (2009 – 2014)
Founder - COO
Recent successful sale of my share of company to partner and angel investor.
50% owner of a pure play Managed Service Provider (MSP) offering outsourced IT to small and medium
business.
 Successful execution of building a new business from the ground up
 Grew revenues from zero to 2 million in less than five years
 Involved in all aspects of company with focus on Operations including Sales, Marketing, HR, Facility, Product and
Service Management.
 Created, developed and executed numerous successful initiatives in all areas of company
 Viewed as a strategic and creative thought leader in the MSP community
 Cognoscape was voted Favorite IT Company in Addison/North Dallas in 2011

2. Blazent - Dallas, TX (2007 – 2008)
Manager of New Business
Developed a new line of business for Blazent’s Asset Management solutions. Created an entirely new business
division with IT Outsourcing companies including Perot, Unisys, ACS, Dell, HP, CGI and SAIC.
 Raised pipeline activity by 100%
 Streamlined assessment process and generated new assessments with Perot Systems and IBM.
 Developed and implemented strategic plans, go to market strategies, business plans, and messaging
 Developed new product packaging and pricing
Permeo Technologies Inc. - Dallas, TX (acquired by Blue Coat Systems March 2006) (2004 – 2006)
Director of World Wide Sales
Successfully built and managed Permeo’s direct sales force, channel program and strategic alliances reporting to the CEO
and selling Permeo’s Remote Access and End Point Security products . As an executive team member I was responsible
for transforming Permeo into a growing company, attracting a 60M+ purchase of Permeo by Blue Coat Systems.
This transaction was recognized as extremely successful by the industry, our shareholders and our customers.
 Increased revenue by 3M in first year
 Personally closed 2 deals totaling 1.9M at EDS and JP Morgan
 Deals with Bank One, Bloomberg, Novant Health, Sun Healthcare, Societe General, Atos Origin, etc.
 Hired and trained an A+ sales team consisting of 4 Inside Sales Reps, 3 Account Managers and 4 Sales Engineers
 Developed and instituted a new value based sales process and methodology
 Recruited 15 new channel partners
 Participated in key marketing and product management initiatives
NetIQ Corporation - Dallas, TX (acquired Mission Critical Software April 2000) (2002 – 2004)
National Sales Director
Attained executive management recognized results as the director of an elite team to assist the NA sales force
generate revenue and build pipeline selling NetIQ’s Windows Administration, Systems Management and Security
Products. Key advisor to corporate engineering, product management, marketing and sales in building successful
solutions, products, packaging and initiatives utilized by the field sales force.
 Direct contributor to $165 million quota for NetIQ’s core product lines in NA
 Developed and managed an elite team of 5 sales experts and 5 technical experts having a direct positive impact on
revenues and pipeline
 Elevated proficiency and success of 30+ sales teams over 2 years increasing revenue substantially with
accounts like 1-800 Flowers, Data Return, Lockheed Martin, Motorola, Mary Kay, etc.
 Created and successfully deployed various initiatives which have become the cornerstone of NetIQ’s selling
methodology

3. NetIQ Corporation - Dallas, TX (continued) (1999 – 2002)
Southwest Regional Director
Successfully built and managed a $35+ million business in the southwest region. The southwest region
consistently placed in the top 3 regions during this time and grew in revenues from $8 to $35 million.
Recognized as a thought leader among the Regional Director group at NetIQ.
 Successfully integrated sales teams during three major M&A executions including the NetIQ/MissionCritical
merger and subsequent acquisitions of WebTrends and Pentasafe
 Built an overachieving sales team of up to 9 direct reports and 40 indirect reports with 90% retention
 Implemented a forecasting and value based sales process to replicate proficiency and produc tion
 Developed strategic and channel partners to increase revenues and maximize regional bandwidth
 Top Regional Director of the year in 2000
 Orchestrated three deals of one million plus at Dell, Wal-Mart and Enron
Mission Critical Software - Dallas, TX (acquired by NetIQ April 2000) (1998-1999)
Account Manager
Achieved recognized success as an Account Manager in my first year at Mission Critical Software. Successfully
developed and expanded a previously underachieving territory to become one of the top revenue generators for the
company. Promoted to Southwest Regional Director in October 1999 (see NetIQ).
 Exceeded revenue targets by 140% in the first 12 months
 Received stock bonus for generating 3 Mil in revenue during first year with company
 Closed a million dollar deal with GTE
 Grew customer base from a handful to over 25 in 12 months
 Attained President’s club award
 Mentored a Sales Engineer to be promoted to Account Manager
LBMS - Dallas, TX (1994 – 1998)
Account Manager
Promoted from Account Manager to Selling Manager after two years of accomplished revenue growth and
established business presence in the Southwest region selling Process Management and CASE tools. Led a three
person team and managed the professional development of Account Managers transitioning from Inside Sales and
System Engineer. Became LBMS’s top Account Manager while expanding the Southwest region and growing a
previously underachieving territory.
 Acquired and managed strategic accounts for LBMS throughout the Southwest region with a concentration
in the Oil and Gas industry
 Developed strategic partner relationships to increase bandwidth and business
 Consistently over quota all years and attained all President’s club awards
 Top Salesman of the year award in 1998
 Managed and closed a one million plus deal at Exxon

4. Andersen Consulting (now Accenture) - Dallas, TX (1991 – 1994)
Sales Director
Attained success as a Sales Director in building the Southwest Region Foundation Suite (Application Development)
software sales as well as developed Andersen partner relations to augment their business re -engineering practice.
Participated in the development of client excellence centers to generate new and add-on revenue as well as
outsell the competition.
 Exceeded revenue achievement goals all years
 Consistently placed in the top three Sales Directors for quota attainment
 Attained all President’s Club awards
 Managed and closed two deals of one million plus at Sprint and Lonestar Gas
 Contributed in client planning meetings with Andersen Consulting partners
Intersolv Corporation - Boston, MA (1987 – 1991)
Account Manager
Moved from Boston to Dallas as Account Manager and succeeded in building a successful business in an
undeveloped territory. Achieved significant success by developing relationships with many strategic clients in the
Southwest concentrating on the Oil and Gas industry. Gained experience in true value based selling to fortune 500
companies, which became a springboard to my achievement as a sales professional.
 Achieved or exceeded quota three out of four years and attained three President’s club awards
 Increased the client base 500%+
 Succeeded in signing new strategic partners resulting in 300k revenue growth in first year
 Developed and implemented a business plan that doubled the opportunity pipeline in the first six months
Manager Software Products Inc. - Boston, MA (1985-1987)
National Account Representative
First position in technology sales as an Inside Sales Representative selling application development tools to
Fortune 1000 companies. Quickly achieved success attaining quota and was promoted to National Account
Representative managing major accounts including AT&T, Sprint, Raytheon, and BC/BS.
 Achieved 140% and 165% of quota during two years.
 Created a national account business plan and template organization chart recognized by the company
president
 Became a leader within the inside sales group and assisted in training new employees
Education
University of Massachusetts - Bachelor of Science