Michael White
Victoria,Canada
Summary
Strategic business development and client relationship leader with 20+ years of experience driving enterprise growth, developing trusted executive relationships, and delivering consultative solutions across complex commercial environments. Proven success managing long-cycle client engagements, identifying growth opportunities, negotiating commercial agreements, and expanding strategic accounts across highly relationship-driven markets. Experienced in developing tailored value propositions, managing executive stakeholders, and collaborating cross-functionally to support long-term client success. Strong background in enterprise sales, partnership development, consultative engagement, and business growth across APAC markets, with recent focus on establishing and expanding professional relationships within British Columbia.
Overview
14
14
years of professional experience
1
1
Certification
Work History
Earlier Career Experience – Enterprise Technology & Business Development Leadership
- Held progressive senior business development, sales leadership, and partnership management roles across enterprise technology and SaaS-focused organizations throughout the Asia-Pacific region.
- Built deep experience working in highly matrixed, cross-cultural environments requiring:
- Executive engagement across enterprise and public-sector-oriented clients
- Multi-country business development strategy
- Long-cycle consultative sales and pursuit management
- Strategic partnerships and channel development
- Cross-functional alignment between commercial, product, delivery, and operations teams
- Revenue growth in complex and competitive markets
- Developed a strong reputation for building trusted relationships, leading strategic initiatives, and delivering measurable business outcomes across complex stakeholder environments.
Senior Partner Account Manager Team Lead, South & Southeast Asia
Minitab
07.2020 - 06.2025
- Led enterprise and partner-driven growth initiatives across South and Southeast Asia for Minitab, a global leader in data analytics and process improvement software.
- Contributed to approximately $28M in regional revenue through enterprise account development, strategic partnerships, and multi-market business growth initiatives.
- Built and managed long-term relationships with enterprise clients, consulting firms, distributors, and strategic partners across diverse APAC markets.
- Developed tailored commercial proposals and value-driven solutions aligned to client business objectives and operational priorities.
- Led strategic account planning initiatives and coordinated cross-functional collaboration across sales, product, marketing, and delivery teams.
- Negotiated commercial agreements and managed complex stakeholder relationships across multiple countries and business environments.
- Managed regional forecasting, pipeline development, and business performance tracking across enterprise accounts and partner ecosystems.
- Worked closely with leadership teams to identify new market opportunities, strengthen client engagement, and drive sustainable revenue growth.
- Recognized for building trusted executive relationships and navigating complex, relationship-driven commercial environments.
- Minitab, a global leader in data analytics and process improvement software.
- Responsibilities
- Enterprise Client Relationship Management
- Strategic Business Development
- Executive Stakeholder Engagement
- Opportunity & Pipeline Management
- Proposal Development & Solution Positioning
- Commercial Negotiation & Contract Structuring
- Cross-Functional Collaboration
- Regional Market Development
- Revenue Forecasting & Business Planning
- Long-Term Account Growth Strategy
Head of Retail Solutions
LYNX ANALYTICS
01.2019 - 01.2020
- Led business development and executive engagement for analytics and optimization consulting services.
- Partnered with C-level and senior executives at large enterprise organizations on transformation initiatives.
- Coordinated multidisciplinary consulting teams across data science, engineering, and delivery.
- Developed strong understanding of solution architecture, delivery models, and client value realization.
- AI & Predictive Analytics Consulting
Regional Director – Asia-Pacific
IMAS
01.2011 - 01.2019
- Built and scaled regional operations, including establishment of start-up offices across Asia-Pacific.
- Led regional enterprise sales, strategic partnerships, and account management initiatives.
- Managed multi-country business development and expansion strategies across complex markets.
- Developed and maintained executive relationships across enterprise and channel ecosystems.
- Led long-cycle consultative sales engagements and regional GTM strategies.
- SaaS & Digital Business Solutions
Education
Bachelor of Arts - Political Science
University of Victoria
Victoria, British Columbia, Canada01-2001
Skills
- Strategic Business Development
- Client Relationship Management
- Consultative Solution Selling
- Executive Stakeholder Engagement
- Enterprise Account Growth
- Negotiation & Commercial Structuring
- Cross-Functional Collaboration
- Risk & Business Needs Assessment
- Pipeline Development & Forecasting
- Proposal Development & Presentation
- Long-Term Account Expansion
- Market Development & Networking
Languages
English
Native or Bilingual
French
Limited Working
Thai
Limited Working
Certification
- Lean Six Sigma Training - Green Belt
SELECTED EXPERTISE ALIGNMENT TO CLIENT & BUSINESS DEVELOPMENT ROLES
- Strategic relationship development and client engagement
- Executive-level communication and stakeholder management
- Consultative business development and solution selling
- Long-cycle account growth and retention strategies
- Proposal development and commercial negotiation
- Cross-functional collaboration and team alignment
- Pipeline development, forecasting, and KPI management
- Trusted advisor approach to complex client environments
- Regional market development and professional networking
- Enterprise and relationship-driven sales environments
Timeline
Senior Partner Account Manager Team Lead, South & Southeast Asia
Minitab
07.2020 - 06.2025
Head of Retail Solutions
LYNX ANALYTICS
01.2019 - 01.2020
Regional Director – Asia-Pacific
IMAS
01.2011 - 01.2019
Earlier Career Experience – Enterprise Technology & Business Development Leadership
Bachelor of Arts - Political Science
University of Victoria