Feb 2021 – Oct 2022 · 1 yr 8 mos · New York City Metropolitan Area

• Responsible for $30M of annual revenue.

Jan 2019 – Jan 2020 · 1 yr · Greater New York City Area

• Ayehu provides remediation of ITSM events, tickets and alerts through automation via workflows, AI and machine learning.
• Driving revenue and new logo acquisition by transforming sales methodology and GTM sales strategy. Introduced value selling with new product bundles and pricing; created a forecasting cadence for greater operational insight including streamlining of sales operations in general. Participate in Board of Directors meetings and providing regular updates with key board members.

Jan 2015 – Jan 2018 · 3 yrs

• Drive software revenue in key initiatives across AI, analytics, security, cloud and commerce solutions.
• Generates enterprise revenue deals including closed contracts of $5M, $15M, $25M and $77M by spearheading matrix-managed brand teams; including closing 6 and 7 figure SaaS contracts.
• Acting as lead or co-lead in presenting and negotiating multimillion dollar contracts.
• 400% of goal in 2016, 140% of goal in 2018.

Jan 2014 – Jan 2015 · 1 yr

• Created, executed and supported worldwide go-to-market strategy for IBM’s cloud integration products.
• Generated double-digit cloud growth in 1st year by transforming go-to-market strategy around SaaS solution with emphasis on self-service, and ease-of-use for rapid adoption.
• Drove product revenue by performing global internal and customer executive briefings, delivering cloud integration value proposition.

Jan 2012 – Jan 2014 · 2 yrs

• Directed strategic and tactical execution of IBM’s Connectivity and Integration software solutions across LA.
• Achieved significant turnaround and reversed stagnant gateway appliance sales through increased channel participation, resulting in record annual volumes.
• Ensured product fulfillment and revenue achievement by coordinating country import teams and factory exports via meticulous pipeline management.

Jan 2010 – Jan 2012 · 2 yrs

• Managed sales team in Western US for IBM acquisition Cast Iron Systems; a cloud and SaaS integration tool.
• Built western team, increasing revenues and establishing 40% y / y growth in 2nd half.
• Increased channel sales to 40% by working extensively with business partner ecosystem.
• Closed largest deal in the product’s history by collaborating with IBM client executives to create unique customer value proposition.

Jan 2007 – Jan 2010 · 3 yrs

• Directed America’s sales organization at Series B start-up focused on embedded software virtualization.
• Created vision, strategy and execution of America’s sales operations, defined sales goals, provided weekly forecasting and reported results to corporate executives.
• Achieved 5X growth within 12 months by attracting / retaining top national sales team and defining / implementing go-to-market strategy.

Jan 2005 – Jan 2007 · 2 yrs · Greater Boston Area

• Consulted with hi-tech startup businesses, assisting sales teams with new business development.
• Identified revenue opportunities and closed new label, strategic accounts for key customer NextHop Technologies (acquired by U4EA).

Jan 2002 – Jan 2004 · 2 yrs · Greater Boston Area

• Transformed Northeast Region from declining sales to 30% growth and 100% quota achievement.
• Achieved 97% subscription license renewal.