Current Resume

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Mike Schrock - Technology Business Veteran

4710 S. St. Andrews Ln. · Spokane, Washington 99223 · (206) 383-9090 ·  mikeschrock@outlook.com

EXPERIENCE

2005 – 2014      F5 Networks Inc. (FFIV)                                                                                                                            Seattle, WA

             Senior Business Development Manager – Technology, Security and Mobility Partnerships   

Technical Business Development Management

·         Designs and executes technology partnerships to dramatic revenue results-$15M-60M annually depending on portfolio managed.

·         Leads all alliance, solution engineering, and go-to-market execution with strategic partners including:

-       Security (2009-2014) – Cisco, Cisco-SourceFire, Symantec, RSA, ca, FireEye, Websense and Safenet

-       Enterprise Mobility (2009-2014)- Apple, Samsung, Airwatch, MobileIron, Zenprise and Google

-       ISV (2005-2009) – Oracle, IBM, SAP, Adobe

·         Develops strategies and manages solutions for optimizing and enhancing a broad set of both F5 and partner products in Security, Mobility, Data & Information Management, ERP, CRM, Middleware and Systems Management.

·         Builds leading technical solutions and integration points differentiating F5, accelerating new revenue and growing new, and protecting existing, TAM.

·         Aligns F5’s global sales, marketing and product programs with partner strategies.

·         Directs industry partnerships and general ecosystem programs and strategies for business value creation.

2005– 2005        Regus/HQ GROUP (RGU)                                                                                                                 Seattle, WA

                                District Sales Manager – Pacific Northwest       

Regional Sales and Channel Sales Development

·         Responsible for regional sales ($10M) to SMB-F500 clients for a global publically traded outsourcing firm.

·         Owned local channel marketing plans, communications, and relationships with  regional brokers channel.

·         Led sales projects coordinating the national field sales and global corporate account teams resulting in new business including BMC Software, Infosys, Lucent Technologies, BEAS, 3com, Xoriant and Fidelity.

·         Attainted 200% of quota by second month while also stepping in as interim General Manager.

2004 – 2005     Estorian (Contractor)                                                                                                                             Kirkland, WA

                                Vice President – Information Risk Management & Security Solutions       

Sales, Business Analysis and Market Strategy Planning

·         Developed and supported go-to-market strategies with senior management, key industry leaders, and technology partners including Microsoft Exchange and Captaris.

·         Aligned product strategy with Sarbanes-Oxley and other regulatory and risk mitigation needs.

·         Raised company value by increasing exposure to new customers and investment community.

·         Managed sales and marketing positioning efforts for both direct and indirect channels.

                                                                                                           

2003 – 2004         RGB Labs – Beon Media Inc.                                                                                                            Seattle, WA 

National Sales Executive

Sales and Business Development

·         Analyzed and evaluated over 25 potential vertical market opportunities and began sales and partner efforts.

·         Developed and executed market entry strategy into corporate, commercial, and retail segments. 

·         Produced key customer account and partner strategies for early exposure at companies including Microsoft, Starbucks, and Equity Office.

2002 – 2003         ON24 Inc.                                                                                                       .                            San Francisco, CA

Director of Channel Sales

Partner and Relationship Development                  

·         Designed and launched the company’s first channel partner program. Shifted company from a subscription content focus to a more profitable service provider model.

·         Retained over 150 content partners in declining environment and developed 50 new reseller and referral relationships in 10 months.

·         Repositioned product marketing to leverage channel and partner strengths and solutions. Joined the sales force to work in concert with Akamai and other key partners.

1997 – 2002       Activate – CMGI (CMGI) – LOUDEYE (LOUD) – Nokia (NOK)                   .                                Seattle, WA

                Founding and first employee of a 40 person startup purchased by CMGI and then became a 250 person profitable leading content delivery network and webconferencing firm before eventually part of Nokia.

                               

Director of Business Development (1999 – 2002)                                                                                                                                               

Partner Development Strategy and Execution              

·         Formulated financial models and controls around product and vertical market strategies resulting in deeper product breadth and more aligned segment growth. 

·         Established successful partner alliance program in response to market and strategy shifts.

·         Designed two-tiered channel program with minimal conflict and virtual teams which drove 30% of company’s revenue ($12M) after first year of inception.

·         Generated strategic proposals and contracts which won valuable clients, alliances, and partners including KMPG,  MCI/Worldcom, Akamai, Speedera, Dell, Microsoft, EMC, and Compaq (HP).

               

Director of Strategic Sales (1997 – 1999)                                                                                      

Sales Execution, Management and Business Development

·         Managed team owning national and key accounts and personally was #1 producer driving over 80% of the company’s revenue in first three years.

·         Exceeded quota consistently as individual and manager, and was awarded “Circle of Excellence” all years.

Business, Customer and Functional Requirements Gathering

·         Led original business and functional requirements for online order automation systems and product initiatives to accommodate customer, financial reporting, and partner needs. 

·         Spearheaded process improvement initiatives which lowered COGS by 40%, increased profit by 145% and drove gross margins to 70%.

1994 – 1997     MSE DEVELOPMENT                                                                                           Eagle County, CO                                             

General Manager and Project Manager

·         Conducted ongoing project and financial accounting at pre-construction, construction, and review stages.

·         Presided over a specialty construction company on $500K to $6M development projects.

1992 – 1994         ACORTO                                                                                                                                                         Bellevue, WA

                                International Technical Service Manager and Liaison

·         Established and supported the company’s primary foreign partnerships opening the Asian Pacific corridor.

·         Produced the first and largest multimillion dollar order in company history increasing revenue growth 1000%, 400%, and 300% annually. 

·         Implemented inventory, data and technical systems best practices in support of rapid growth phase.

·         Supported regional and national distributor training and technical servicing of product lines.

Leadership, Professional Activities and Awards

1998 – 2014   Speaking Engagements: SAP User Groups-20+WW, F5 User Groups, F5 Sales Conferences, Roadshows-WW Oracle OpenWorld-San Francisco, CA Networld Interop - Boston, MA; NIRI Annual Meeting - Orlando, FL;  AIMR Annual Meeting - Jacksonville, FL.

2001 – 2014         WTIA, ConnectNW, Greater Spokane Incorporated

2008 – 2014         Toastmasters

1999 – 2005         Board of Trustee, Board Vice President and Advisor-Sigma Chi Building Association

1999 – 2001         Mentor -University of Washington Business School - Marketing Program

1998 – 1999         Technology Advisory Board- CFA Institute – formally AIMR - Charlottesville, VA

1999 – 2001         NetworkWorld – Blue Ribbon – Best Streaming Media Network three years in a row.

INTERNATIONAL EXPERIENCE             

Business experience and extensive travel in Asia, Africa, and Eastern and Western Europe.  Excels in cultural sensitivity and working with foreign translators.

EDUCATION

1987 – 1991         UNIVERSITY OF WASHINGTON                                                                                                             Seattle, WA         -      Bachelor of Science in Psychology

-        Industrial & Organization Behavior Psychology 

-         Pre-Medicine concentrations