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Mike Martinussen

Mike Martinussen

VP of Global sales & Partnerships - Tech / SaaS
Ishøj, Ishøj Kommune

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Om Mike Martinussen:

Mike is an esteemed figure in the realm of Sales Leadership, particularly within the B2B Tech & SaaS domain. With a remarkable track record, he has demonstrated his prowess in building and steering global sales organizations. His reputation is built on his exceptional coaching acumen, adept problem-solving abilities, and a talent for value-based selling.

At his core, Mike is a Strategic Thinker, guided by a structured and strategic mindset. He places a strong emphasis on value-based selling and strategic planning, consistently driving growth and success.

What sets Mike apart is his dedication to Coaching and Empowering his team members. He fosters a collaborative and supportive work environment where individuals can flourish. His team-centric approach has consistently yielded outstanding results.

Mike is unreservedly Results-Oriented, constantly striving to achieve targets and drive revenue growth. His proven ability to meet KPI targets underscores his commitment to achieving goals.

A customer-centric approach is a defining trait of Mike's. He excels in understanding customer needs and is adept at forging robust client relationships, a testament to his customer-centric philosophy.

Innovation is at the heart of Mike's approach. He possesses a knack for thinking outside the box, and consistently finding creative solutions to intricate challenges.

Even in high-pressure situations, Mike maintains a Positive Attitude, injecting a sense of humor and balance into the work environment. His ability to stay composed under pressure is highly valued by colleagues.

Mike's proficiency extends to Management Skills, encompassing both strategic and people management. His ability to lead and guide teams makes him an invaluable asset to any organization.

Empathy is another hallmark of Mike's leadership style. His humanistic approach fosters strong connections within his team, promoting a collaborative and empathetic work culture.

Perhaps most notably, Mike is an exceptional Motivator, capable of inspiring teams to reach their full potential and consistently perform at their best. His leadership leaves a lasting and positive impact on those he leads.

Erfaring

2021- 2023  Vice President, Global Sales & Partnerships, Creative Force (SaaS sales)

Leading global sales, key account management and partnerships, P&L, creating and executing a foundation for scaling and accelerating ARR sales growth, 300% sales growth in 6 months and +200% growth in sales the following year in North America and EMEA, and acquired top tired logos in APAC. +12 headcount in the US, Canada, Germany, Sweden, and Denmark – 4 Regional Sales Directors in direct reference to me.

✅ +150% YoY growth in ARR, +200% growth in new ARR and +120% NRR

✅ Closed & won Top 10-tiered logos in both North America, EMEA and APAC

✅ Led start-up / scale-up revenue past $5 Mill. ARR mark

✅ Build and scaled Global Sales, Key Account, and Partnerships organization

✅ Build and executed GTM plans and playbooks, implemented Value Selling

✅ Logo’s signed: Inditex Group (Zara), Chewy, Nike, Finishline, Moda Operandi, Stichfix, Ssense, PVH, C&A, Intermix,

Arcteryx, Nelly.com, Hogarth Australia, Marc O’Polo, iHeart Studios, SGK Studios, Lowe’s and many more.

 

2019 – 2021 Vice President Global Channel Sales, Capture One (SaaS sales)

P&L responsible for Global Channels Sales teams (Enterprise Sales, Reseller Partners, and Strategic Accounts) -15 head counts in DK, Sweden, US, Singapore, Spain, Ukraine + Directors in Denmark – We engaged in all relevant sales channels and marketplaces to ensure market reach and freedom of choice for prospects to get started with Capture One.

✅ Completed strategy process and redefined Value Propositions for all segments and purpose & principles process

✅ Recognized as a “high performer” in the capital fund management assessment process

✅ Re-structured Channel Sales business model and executed new GTM plan

✅ Gathered teams and build one High-Performance Channel Sales team

✅ Launched BtB software eCommerce sales & online reseller partner portal

✅ +200% growth reseller revenue in 9 months, improved on major KPI's and onboarded +100 new resellers globally

✅ Doubled brand software sales for Fuji Film & Sony, signed new strategic partnerships with Nikon, Sigma, and Leica

✅ Launched high volume Enterprise Software sales and signed Net-A-Porter, Boohoo, Amazon, Walmart, Showroom Prive, H&M, ASOS, Ssense, Boozt, NA-KD, Industrial Color, and many more.

 

2017 – 2019 Senior Sales Manager, Agillic A/S (SaaS sales)

MarTech Company listed on Nasdaq First North Copenhagen, and winner of the FDIH eCommerce prize for best eCommerce tool 2018. Omnichannel Marketing Automation SaaS platform & Artificial Intelligence (AI) driven Customer Journeys sales.

 

Helping companies to be relevant in all channels, with personalized content marketing, superior customer experience, and optimizing AdTech spending - increasing Customer Lifetime Value and creating outstanding conversion rates.

✅ +160% YOY growth

✅ Completed IPO and listed on Nasdaq First North

✅ #1 FDIH eCommerce prize winner

✅ CRM & Value selling implementation

✅ Execution of GTM plan

✅ +20 mayor new account deals in the Nordics incl. Amedia (N), Imerco, AO, Danish Red Cross, TDC, Danske Bank, SEAS

NVE, TopToy and more.

 

2016 – 2017 Sales Director, Enterprise Accounts, Crayon Denmark

Digital transformation of 250 largest enterprise accounts. Execute corporate strategy, conceptualize, and develop the business as well as motivating and developing Account Executives' skills toward Cloud-based sales.

 

Member of management, referring to the CCO, responsible for 12 Account Executives as well as sales support.

✅ Strategy & business plan launch, GTM plan execution

✅ Winning large Accounts like DONG, Danfoss, and NNIT

✅ Revitalized and kickstarted strategic partnerships

✅ Defined & implemented value chain process

✅ Structured CRM process

 

 

2014 – 2016 CCO – Chief Commercial Director, UdbudsVagten A/S (part of Mercell group)

Strategy and execution of all commercial activities within sales, marketing, and partner channels, delivering technology-driven, and subscription-based Market Intelligence and Analytics services.

 

Launching and executing new strategies, building the structures and foundation for growth and

expansion. Building and growing a team of 12 head counts in Sales, Marketing & Business Development.

✅ Launch and execution of new strategy

✅ Created a sales excellence foundation for future growth

✅ Optimizing SEO and AdWords with 80-90 %

✅ Stabilizing and building partner Channels, and creating +100% growth rates

✅ Introduced and grew new subscription MRR model to +300%

✅ 120% growth in new deals and 111% growth in overall revenues - in one year

✅ Signed the biggest deal in company history with a financial institution (Danske Bank)

2007 – 2015 Executive Business Coach & Founder, CoacheGo

Based on a self-coaching SaaS, the tasks developed into Business coaching, CXO coaching, coaching candidates, performance coaching, Fitness Coaching, and Energy and power coaching.

Consulting services and Interim Sales Management, within digitalization, sales management processes, strategy, and execution in Denmark, Sweden, and the US.

✅ +300 coaching sessions
✅ CoacheGo SaaS self-coaching start-up & launch

2011 – 2014 Head of Sales- & Marketing, Postnord, Digital & e-Boks

Moving digital business into a stable and repetitive growth phase, helping logos in their digital transformation process - eBusiness & Digital division (e-Boks.dk, eInvoice, EDI, SaaS IT services, Output Management, Integration services, consultancy, Document Management).

 

Leading a team of 9 head counts in marketing and sales - driving business through new logos and developing existing top accounts, performing pipeline management, forecasting, budgeting, and developing people and competencies. Nordic organization, product responsibility for 150 + sales org, international sales, Launch in Norway & Sweden.

 

✅ Number one e-Boks partner in growth rates

✅ Helped +800 companies with digital transformation

✅ Successful launch of new business and new markets

✅ 130% to 150% YoY growth

✅ 2 to 3-digit million revenue & >5,8 million users of e-Boks in DK, more than 9 mil users in Europe

✅ Turning Partner Channels into the best-performing channel

✅ 100+ new BtB customers per year

✅ World Class Customer Satisfaction & Best in class employee satisfaction

2009 – 2011 Head of Sales & Marketing, Strålfors Data Management Services & e-Boks

Scaling the Digital division to the next level with new business development, launching new value-added services to the cloud-based broker, introducing EDI services, new e-Boks SaaS solutions, and integrated digital-to-print solutions & Output Management. Growing business to next level, and into Nordic markets (Norway and Sweden).

 

Growing business leading a team of 9 head counts in marketing and sales

✅ Nordic EDI & eInvoice solution launch, Digital print solutions launch

✅ One to One digital transaction software as a service

✅ Reach 130% YoY Growth (Budget Compliance +)

✅ 1 to 2-digit million revenue & >3 million users of e-Boks in DK, more than 5 mil users in Europe

✅ 100+ new BtB customers per year

✅ World Mail Award winner 2009, 2010 & 2011

2002 – 2009 Head of Sales & Marketing, e-Boks (Post Denmark Distributor) IT-Services, SaaS

Start-Up - eBusiness & Digital division (e-Boks.dk, Output Management) Launching e-Boks and ePosthuset, Cloud-based broker solution helping companies implement a hybrid multi-channel strategy. Full people lifecycle management, building sales & marketing organization.

 

Growing business leading a team from 1 to 7 head counts in marketing and sales

✅ Successful business start-up

✅ Successful launch of new business areas and new markets

✅ +120% YOY Growth (Budget Compliance +)

✅ Zero to 1 digit million revenue & >2 million users of e-Boks in DK

✅ 100+ new BtB customers per year

✅ Build effective partner channel sales

✅ World Mail Award winner, 2008

2001 – 2002 Co-Founder and Sales- & Marketing Director, Handstep A/S

Sales, Marketing, and Partner lead in Business Start-Up - developing "mobile business software solutions", "mobile events", mobile counseling, and training/education.

 

Building organization and processes, strategy, people management and project management. Distribution via partners, responsible for PR, Marketing, Events, etc. International sales & negotiation (Sweden, US) and sales (DK & UK)

✅ Negotiating and winning international distribution agreements

✅ Closed and won: Novo IT, Pharmexa, Excellenet, Alexis Medical, OBH, Basisbank etc.

✅ First mover in Mobility seminars - about. 200 paying participants.

✅ Winning "IT Gazelle" company

 

1998 – 2001     Sales Manager, Software Innovation A/S

Sales Responsible for New Bizz sales of CRM and ERM software solutions, project sales, educations.

 

Building and growing New Bizz organization, sales management, pipeline management, budget and forecast, Sales Strategy and Implementation, People Management. Growing and leading a team of 8 head counts in sales

✅ 150% budget compliance for two consecutive years

✅ Customers: Electrolux (Global), Velux (Global), Nilfisk (Global), Randstad, KPMG, Smurfit, Debitel, Telia etc.

 

1995 – 1998 Key Account Manager, TrueCommerce (DanNet, Evenex)

Selling EDI solutions (Software, VANS, eBusiness) - Top100 companies.

✅ Top vendor 3 years running

✅ Logos acquired: Dansk Supermarked, EDEKA, Grafisk Brancheforening, Royal Greenland, Danish Crown, FLS, Danisco, Brandtex, Dansk Trælast, Aalborg Industries etc.

Uddannelse

EDUCATION

2009MBA Executive Management Program (INSEAD) (MBA Certificate in Innovation, Strategy and Leadership)
1994MSc (Cand. Merc. Corporate communication and design) (Copenhagen Business School)
1992BSc (HA) (Copenhagen Business School)
1989Business college (HH) (Vestegnens handelsskole)
1987Guide (Spies College)

1984 – 86 Sales & Office internships (TDC)

 

CERTIFICATES

2017 Value Selling certificate.

2016 Practical Communication (Academy Educations)

2012 Cognitive Coaching (Academy Educations) 2007 ICF Certified Business Coach (Manning) 

 

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