MICHAEL MINUCK
Toronto,ON
Summary
Business and Operations Analyst turned Enterprise Software, and Cloud Infrastructure Commercial Strategist and Closer with more than 15 years leading deals, and teams in EMEA, APJ, and AMER regions.
Overview
17
17
years of professional experience
Work History
Strategic Customer Engagements
Amazon Web Services
03.2017 - Current
- Developed three high-performing deal teams since 2017 through strategic hiring, extensive training, focused mentoring, and ongoing coaching
- Lead a specialized global deal team who focus on strategizing and negotiating go-to-market plus pricing deals across technology, and consulting partners. In 2 years, the team success resulted om more than $4B total contract value (TCV)
- Developed a new deal strategy process to foster holistic deal making to capitalize on Amazon's broad value proposition, working with cross-functional and regional teams for local market inclusion
- Established a Partner collaboration program aimed at fostering direct relationships, facilitating exchange of ideas, collaborating on new initiatives, and collecting feedback for continuous program enhancement. Ideas produced have led to program revisions, and new cross-functional operational mechanisms, achieving a 40% decrease in channel conflict escalations, and increased operational efficiency by more than 25%
- Mentor both emerging talent and seasoned professionals, nurturing a succession of future leaders and Amazon Bar Raisers
Office of the CEO, Strategic Initiatives
Apttus
11.2015 - 12.2016
- Responsible for developing and implementing strategies to accelerate cloud adoption (SaaS) across Global Accounts, and mentoring the global deal team
- Head Commercial Advisor for a global deal team specializing in large, complex, strategic, and highly competitive SaaS opportunities
- Oversaw and led opportunity strategy, deal shaping, and complex negotiations resulting in more than $50M in license revenue
- Developed and trained on new license models to address customers desired business outcomes
Global Strategic Initiatives
SAP
01.2010 - 11.2015
- Member of the Global Leadership team responsible for leading deals (strategy, structure, negotiations), mentoring deal team members, training, and cross-SAP commercialization initiatives (i.e., HANA packaging, pricing simplification, OEM. indirect access policy)
- Secured over $500 million in new licensing revenue (on-premise and SaaS), in partnership with sales field leadership in the US, EMEA, and APJ
- Conducted training for the deal team on deal strategy and the management of the entire deal cycle, including stakeholder management.
- Initiated process improvements that streamlined workflows, reducing deal cycle time, and increasing productivity
Manager, Business Planning and Analysis
SAP
01.2008 - 01.2010
- Developed and implemented novel financial models to accelerate customer acquisition of software and services by utilizing benchmarking, benefits analysis, business case creation and deal structuring
- Closed more than $100 million in new license revenue as a key member of a cross functional team, including account executives, solutions consulting, legal, and value engineering with three deals ranking as the largest in North America
- Created and presented both financial and non-financial analyses, offering recommendations for action to senior executives to secure agreement on innovative deal structures
- Analyzed business performance to identify areas of improvement, aiming to simplify processes and innovate to better serve customers needs
Education
CPA -
Chartered Professional Accountant
Toronto, ON01.2009
Bachelor of Commerce, Honors - Management Economics and Finance
University of Guelph
Guelph, ON01.2001
Skills
- Deal Strategy
- Contract Negotiations
- Go-To-Market Deals
- Strategic Planning
- Training and Enablement
- Sales Process Optimization
Timeline
Strategic Customer Engagements
Amazon Web Services
03.2017 - Current
Office of the CEO, Strategic Initiatives
Apttus
11.2015 - 12.2016
Global Strategic Initiatives
SAP
01.2010 - 11.2015
Manager, Business Planning and Analysis
SAP
01.2008 - 01.2010
CPA -
Chartered Professional Accountant
Bachelor of Commerce, Honors - Management Economics and Finance
University of Guelph
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