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Mike Grebitus

Phone: 916-214-2739

Email: grebitusm@gmail.com

  • LinkedIn

Professional Memo:

22 years professional experience as a result-driven Sales / Business Development leader with demonstrable success in achieving and exceeding goals.  Has the experience to lead, develop and grow sales teams or be an individual contributor in a development role.  Comfortable managing key client relationships; growing and fostering relationships to exceed revenue goals.  Dependable and detail-oriented, able to manage multiple tasks and priorities. Has diverse experience in sales, customer acquisition, account growth, and contract management, contract negotiations, and interdepartmental coordination.  Recognized for exemplary service and team collaboration.

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Deeper Dive:

Success begins with listening.  Listening closely to what people say reveals so much about their motivations, and how to successfully work with them.  In a professional environment,  listening first, formulating a response and educating clients goes much further than being a hard closer.  Same is true of internal collaborations.  

I consider one of my greatest attributes to be that I can adapt to any environment and be chameleon like in order to develop deep bonds and create a relationship based on trust and honesty.   Once that is established, everything else falls into place.

RESUME

RELEVANT PROFESSIONAL EXPERIENCE

Sr. Contracts Administrator

Tubular Labs

Mountain View, CA - Remote

  • Works directly with sales team to improve sales process specifically through negotiations with customers.

  • Customer-facing contract review, redlining, and drafting and negotiation of a wide range of commercial contracts, data privacy and security agreements, SaaS sales agreements, vendor forms, RFPs, and other related agreements.

  • Answers internal stakeholder questions about contract templates and executed contracts, and advise on contract process, status updates, and internal policies.

  • Assists with the development and improvement of standard form templates, contract playbooks, escalation processes, sales enablement training and tools, and FAQs.

  • Ensures contract terms are compliant with relevant business requirements, such as concession approvals, service terms, and revenue recognition rules.

  • Partner with attorneys to improve and maintain regional global versions of contracts.

  • Manages initial negotiation escalations and track initial deal concessions.

  • Manages aggressive departmental SLAs and priorities in a fast-moving SaaS sales environment.

  • Experience working to manage large government and financial RFP/Contract bids.

  • Manages “Deal Desk” via JIRA with all area directors to ensure commercials are adequately priced and reported.

  • Increased revenue by upwards of $1.3 million in last fiscal year by assisting in pricing negotiations.

Current

Director, Channel Management - Security Solutions

Bluefin Payments

Atlanta, GA - Remote

  • Lead driver of sales into government, non-profit, and faith based vertical selling SaaS based payment solutions

  • Manage, inspire, and mentor sales team to maximize their individual potential and professional growth.

  • Develop a deep understanding of product messaging, technology platform, and partner ecosystem, to influence decision makers and help close new business.

  • Drive revenue through existing client growth and new client acquisition, meeting or exceeding all sales targets and performance metrics.

  • Support and assist account executives with all aspects of the sales process including client presentations, proposals, contract negotiations, and final close.

  • Ensure collaboration across departments to provide an excellent customer experience, and to deliver projects on time and on budget.

  • Sales lead for government, non-profit, and faith based vertical, selling SaaS based payment solutions. Signed 11 accounts in 13 months as a new vertical.  Accounted for $2.6M in processing revenue against $2.4M goal.

  • Managed 23 partners which included offering daily service, monthly finance reports, & presenting QBR to C-level teams. Increased book of business revenue by 17% in 2021/22.

  • Managed active pipeline and presented to CEO, CFO and VP team of weekly progress (closing rate of 42% in 2021/22)

  • Lead in all contract negotiations offering redlines and proposed changes through to signature.

2021 - 2022

Sr. Business Development Manager

POS Portal (a Scansource company)

Sacramento, CA

  • Lead driver of sales into government, non-profit, and faith based vertical selling SaaS based payment solutions

  • Established relationships with C-level executives to present, negotiate and sign into multimillion dollar contractual partnership. Closed 24 partners worth $7.6M in revenue against $6.9M goal.  

  • Directed internal process of account implementation by coordinating various teams to align on project timelines (PM, Accounting, Service, and Distribution management).

  • Manages "Contract Pipeline", presents to CEO, CTO, CFO, and entire VP leadership team of monthly progress.

  • Manages all RFP requests from outside organizations, and continued oversight of redlines, through to signatures.


Performance Manager:

  • Previous role was Sales & Performance Manager to team of 19 sales reps and BDRs & LDRs. Consistently surpassed sales and engagement goals. (Average of 124% to goal in 2019)

  • Owned lead generation initiatives, monthly engagement, monthly revenue goals, and pipeline forecasting.

  • Partnered with VP’s and CEO/CFO to develop and implement revenue sales goals across sales teams.

  • Presented to C-level executives monthly regarding all KPIs.

2016- 2021

Other Experience

  • CBS Radio - Account Executive, Inside sales / key strategic accounts

  • Medisca - Outside Sales Representative, Northern California territory

  • Grebitus & Sons - Director of Sales & Marketing, Retail 

  • Verizon Wireless - Senior Data Trainer/ Customer Service Trainer, call center

2001 - 2015

EDUCATION

Cornell University

Business Contracts Certificate Program - Legal Studies

2022

University of Pheonix

Bachelor of Science in Business Marketing

 2011

SKILLS & EXPERTISE

Contract Management

  • Pre-signature (creation, negotiation/collaboration, and review/approval) 

  • Live negotiations, redlines & resolution

  • Post-signature (administration/execution, renewal/termination, and reporting/tracking)

Business Development 

  • Collaborate with senior leadership in strategic planning and tactical implementation of business goals and objectives

  • Provide business development plans, including prospecting, sales cycle management, quota attainment, client account management and relationship building

  • Generate revenue through customer acquisition by developing and executing a comprehensive sales plans

Sales Leadership

  • Build, scale and lead a high performing sales teams

  • Drive the creation of Sales Plays

  • Lead Sales cadence messaging and content strategy

  • Motivate and drive teams to achieve goals

  • Forecast and set sales goals through trackable KPIs

Galine Mishevska

I’ve worked with Mike on a number of occasions and can say wholeheartedly that he’s an incredibly kind, patient and professional individual. Mike is a natural problem solver and never hesitates to provide contractual advice as well as commercial advice.

He adds incredible value to the team by demonstrating strong attention to detail along with the ability to discover potential risks for our company.

Rachel Malette, PMP

I have had the distinct pleasure of adding Mike to my team as our Sr Contracts Admin. Mike came in and quickly ramped into the position, understanding our standard TOS and what we can and cannot negotiate around and quickly identifying process gaps we could address to become more efficient. Mike quickly ingrained himself with the sales organization, working alongside sellers, CSMs and leadership to assist in the deal negotiations and procurement processes. Most oftentimes operations hides in the background but Mike has put himself front and center to make the organization more effective and efficient while also building strong relationships with his colleagues. In a nut shell, Mike made me look good when I hired him and I would not hesitate to do so again.

Diarmuid Russell, COO

Mike made a huge impact in a short amount of time at Tubular Labs.  Any company would be lucky to have him!
CONTACT

CONTACT

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