Michael Horne

Tive offers comprehensive shipment visibility, real-time location and condition tracking, and active monitoring of shipments.

As the Strategic Enterprise Lead for the DACH region, my responsibilities include:

• Developing and executing strategic plans to drive business growth in DACH region.
• Identifying and pursuing new business opportunities.
• Establishing and maintaining strong relationships with key stakeholders, analyzing market trends and competitor activities.
• Collaborating with cross-functional teams, conducting regular performance assessments ensuring timely delivery of services and products.
• Representing company at industry events, and continuously monitoring and evaluating effectiveness of business strategies.
• Improved enterprise architecture by developing and implementing comprehensive strategy for technology systems and integration
• Conducted gap analyses to identify areas for improvement in existing technology systems, proposing targeted enhancements that improved overall functionality
• Enhanced system performance with the implementation of new technologies and upgrades, ensuring alignment with business objectives

ReverseLogix is a comprehensive returns management system (RMS) that enables companies to streamline return requests, logistics, inventory, and processing, all through an intuitive and flexible SaaS platform.

• Provided exceptional pre-and post-sales support to clients, ensuring their satisfaction and driving repeat business.
• Leveraged CRM tools effectively to manage customer information, track sales activity, and forecast pipeline development accurately.
• Conducted thorough market analysis to identify trends and stay ahead of competitors in offering innovative solutions to clients.
• Developed comprehensive account plans outlining short-and long-term goals as well as action steps required for success.
• Presented solutions at International conferences.
• Mentored junior Account Managers, sharing best practices and insights to enhance overall team performance.
• Successfully negotiated multi-year contracts, resulting in long-term business commitments and increased profitability.
• Expanded market share through targeted prospecting and strategic relationship-building with key decision-makers.

A leading provider of digital events and virtual conferences in Europe. We coordinate over 10 million conference minutes every month for over 3,000 customers in all industries.

• Specializing in new international business development and account management and major market expansion across Europe.
• Managing inhouse teams, contractors and outsourced firms.
• Combining entrepreneurial drive with business-management skills to realize gains in revenue, market share, and profit performance.
• Boosted client satisfaction by effectively managing and resolving account issues.
• Streamlined account management processes, improving overall efficiency and productivity.
• Developed long-lasting client relationships by providing exceptional customer service and support.
• Provided valuable input during product development discussions, ensuring alignment with customer needs and expectations.

One of Europe’s leading automation platforms that uses Artificial Intelligence and deep learning to automate customer service and help enterprise customers scale. Ultimate.ai is used by

1 million customers worldwide.

• Developed a growth strategy focused both on financial gain and customer satisfaction.
• Identified and analyzed external opportunities for new product expansion, services and partnerships that will drive adoption.
• Presented regularly to the Executive Team and Board of Directors on the pipeline of opportunities and status of in-progress opportunities.
• Evaluated competitor offerings to maintain a competitive edge in the market space.
• Collaborated cross-functionally to develop innovative solutions for complex client challenges.
• Streamlined internal processes, improving efficiency and productivity within the team.
• Expanded company presence into new markets with well-researched strategies aligned with current industry trends.

A digital information platform focuses on helping businesses with their digital transformation by providing events, webinars, forums, and whitepapers.

• Improved brand visibility with well-executed promotional campaigns and engaging social media content.
• Increased market share by identifying untapped customer segments and developing tailored offerings to meet their needs.
• Negotiated contracts skillfully, achieving favorable terms that contributed to bottom-line results.
• Delivered persuasive presentations to key stakeholders, securing buy-in for critical projects or proposals.
• Excelled in territory management, optimizing travel routes for maximum client engagement and time efficiency.
• Launched innovative products with strategic marketing plans that generated significant buzz within target markets.
• Performed competitive analyses and adjusted sales and marketing strategies accordingly.

Manage the Outbound sales and Business development of the Online Portal in respect to webinars and papers.

• Establish and foster a relationship with enterprise clients.
• Analyzed data on client behavior patterns to inform future account management strategies, resulting in higher retention rates.
• Regularly updated sales forecasts based upon current pipeline status/anticipated deal closures, allowing for accurate resource allocation/planning within the organization.
• Expanded market share by identifying new business opportunities and securing high-value accounts.
• Pitch new business ideas to C levels based on the ability to use webinars and whitepapers to effectively improve communication with inside and outside stakeholders.
• Negotiated favorable contract terms with suppliers/vendors on behalf of clients while maintaining strong relationships with them at the same time.

ResearchGate is the professional network for researchers. Over 25 million researchers use researchgate.net to share and discover research, build their networks, and advance their careers. Based in Berlin, ResearchGate was founded in 2008. Its mission is to connect the world of science and make research open to all.

• Negotiated contracts and pricing agreements, securing advantageous terms for both the company and the client.
• Established trust among clients by demonstrating extensive knowledge of industry trends and providing tailored recommendations based on their specific needs.
• Analyzed sales and customer data to identify trends and opportunities for increased profitability.
• Met existing customers to review current services and expand sales opportunities.
• Manage projects within client relationships, working to carry out client goals while meeting company goals.

• Delivered impactful presentations, showcasing product value propositions and compelling clients to take action.
• Coordinated with marketing teams to create customized campaigns that resonated with target audiences.
• Tracked account performance metrics, using insights to guide future strategy development and execution.
• Managed a portfolio of strategic accounts, driving customer satisfaction and fostering loyalty.
• Assessed market trends to identify emerging opportunities and develop targeted sales initiatives.
• Increased revenue by identifying growth opportunities and developing tailored account strategies.

• Enhanced the company''s profitability by identifying and eliminating inefficiencies in existing business processes.
• Managed a diverse portfolio of accounts, consistently exceeding revenue targets through upselling strategies and exceptional customer service.
• Increased client base by identifying new business opportunities and cultivating strong relationships with key decisionmakers.
• Spearheaded initiatives aimed at improving customer retention rates by proactively addressing concerns before they escalated into larger issues.
• Launched new product lines by conducting extensive competitor analysis and identifying gaps in the existing market offerings.

• Providing status reports to the project sponsor.
• Facilitating project training within the budget.
• Working closely with users to ensure the project meets business needs.
• Definition and management of the User Acceptance Testing program. Identifying user training needs and devising and managing user training programs.
• Managed risk assessments and implemented mitigation strategies to minimize potential issues during project execution.
• Ensured regulatory compliance by closely monitoring applicable laws and regulations within the industry sector throughout each stage of the project life cycle.
• Developed strong relationships with stakeholders through regular communication updates, fostering trust and confidence in the team''s ability to deliver results.
• Effectively managed scope creep by establishing clear boundaries on requested changes while keeping projects aligned with original objectives and budgets.