MICHAEL M.

WOOD
1338 Larkin Street * San Francisco, CA 94109 * mw4bb182@westpost.net * 415.828.1
075
Specialties: Business Development / Region and Territory Expansion / C-Level Sal
es Presentations / Solution and Consultative Sales Techniques /
Analytical and Metrics-Driven Approach / ROI Focus / Negotiation and Closing Ski
lls / Training and Team Leadership / International Experience /
Financial Markets Knowledge / Outsourcing / Technical Skills and Systems Managem
ent
EXPERIENCE
HiFX - San Francisco, CA 2007 - Present
Corporate foreign exchange advisory and consulting services firm with $35B under
management globally
Outside Sales Manager, North America - Responsible for revenue generation and ma
nagement of business development team
Report to VP Risk Management/Senior Currency Strategist
 Increased FY'09 year on year revenue by >50% and client acquisition >20%; develo
p sales campaigns across North America targeting verticals
including technology, commodities, manufacturing, and financial services
 Conduct high impact sales presentations to CxO's and manage all phases of the bu
siness development cycle involving due diligence/research,
project scope, RFP, contract negotiation, closing, and implementation
 Secured over 80% of FY '09 firm-wide revenue through individual contribution; on
pace for similar performance in FY'10
 Explore P&L effects from market movements; compute VaR, run scenario analysis an
d stress loss tests for hedging instruments including limit
orders, vanilla and non-deliverable forwards, swaps and derivatives
ServiceSource International - San Francisco, CA & Dublin, Ireland 2004 - 2007
Global leader in service performance management for leading hardware, software,
and healthcare technology firms
Account Manager, EMEA - Responsible for new business development in EMEA region
as well as managing flagship client accounts and sales teams
Report to VP Sales, EMEA
 Drove and developed business expansion plans for Novell (Linux Software), BEA Sy
stems (Service-Oriented Architecture), and Adobe (Media
Content and Applications) in 15 countries taking into account market trends, nat
ive language requirements, client concerns, and revenue goals
 Generated >$40MM in annual sales spread across three sales teams; evaluated busi
ness trends, presented ROI analysis and recommendations to
increase revenue opportunities and improve customer retention to executive level
client contacts involving frequent travel in EMEA region
 Supervised 18 sales agents from 12 different countries with control over recruit
ment, performance appraisals and salary reviews
 Designed and managed the company's first software audit practice; scaled team of
10 to create new revenue stream from license compliance
 Participated in management training courses for negotiation strategies, consulta
tive sales method, presentation skills, management and
supervisory competence, interpersonal communication, and motivational tactics
 Increased margin per sales rep by 10% across portfolio by reducing costs, resolv
ing inefficiencies, and instituting incentives that elevated
performance while building morale and motivation after being promoted to Team Le
ader
 Selected by CEO to launch European expansion in early 2005; successfully expande
d the European employee base to 70 sales representatives in
the first year with active participation in hiring, mentoring and performance ev
aluation
 Exceeded quarterly sales goals averaging 145% quota attainment; generated >$2MM
in annual revenue by forging strong relationships with end
users and external channel partners as a Senior Sales Representative
Daystar University - Nairobi, Kenya 2003
Mission is to develop managers, professionals, researchers and scholars to be ef
fective leaders in Africa and around the world
Visiting Faculty, Finance Department
 Worked with both the private and public sector in Kenya to broaden the visibilit
y of the university and enhance its funding base;
analyzed financial statements and worked on capital expenditure projects
 Facilitated student-run radio marketing campaigns, supervised 30 student volunte
ers, member of the Executive Radio Committee;
coached student rugby team, lead rugby tours through Kenya and Tanzania
EDUCATION
University of San Francisco - San Francisco, CA 1998 - 2002
B.A., Politics and Business Administration, GPA: 3.5
Played Division I baseball; Captain of rugby club (2 years)
Internship with San Francisco City Hall - Immigrant Rights Commission
Currently pursuing Certificate of International Treasury Management (October 201
0)
SKILLS / INTERESTS
Technical Advanced proficiency in Excel, Word, and PowerPoint; Financial Softwar
e: SuperDerivatives, Reuters, Bloomberg, Business Objects Analytics;
CRM Management: Salesforce.com, ACT!, Goldmine, Oracle, SAP
Leadership Demonstrated through leading teams in both domestic and international
markets to highest performance levels; strong communication skills,
focus on creating a culture of accountability
Adaptability Experience in multicultural environments, leading teams of people f
rom 12 different countries; Spanish language proficiency;
Extensive travel in United States, Canada, Central America, Europe and East Afri
ca
Extracurricular Activities Golf, Rugby, Cycling, Running, Yoga, Cooking; Volunte
er at Larkin Street - mentor to homeless youth in San Francisco