Feb 2025 – Present · 1 yr 1 mo · Apex, NC · On-site

• Hyvara.ai is an AI-powered presales and sales enablement platform designed to replicate the expertise of multiple subject matter experts in real time. The system transforms how enterprise software companies research, prepare, and execute sales cycles — from discovery to RFP.
• Key Highlights:
• Developed “Hive” model (Research, Discovery, Technical Win, RFP, Enablement) guiding teams through every stage of the sales cycle.
• Launched Hyvara podcast series with design partners and industry leaders.
• Leading MVP development and patent filings for AI-driven presales automation.

Aug 2022 – Present · 3 yrs 7 mos · Cary, NC · Remote

• SE Worklife LLC
• Freelance work via Upwork at SEworklife - helping companies with Customer Experience Journey Mapping events, Sales Enablement and Project Development with On shore and Offshore developement teams - (Canada, Switzerland, Romania, Pakistan
• Founder, Author & Advisor – Life, Health, and Innovation
• Aug 2022 – Present · Cary, North Carolina (Remote)
• After three decades leading global presales and solution engineering teams at Adobe, Oracle, Elastic, and Snowflake, I founded SE Worklife LLC as a platform for coaching, writing, and building purpose-driven startups.
• Founder & Author | SEWorklife.com
• I’ve authored three books in the SE Worklife series, capturing lessons from a 30-year career in technical sales and leadership. My work focuses on enabling the next generation of Solution Engineers and leaders to navigate the evolving intersection of technology, people, and performance.
• Publications:
• How to Become a Sales Engineer – Breaking into the SE career path
• SE Worklife – Field Guide (Books 1–3) – Tools, methods, and enablement strategies
• Unlocking Technical Sales – The mindset and mastery behind presales success
• Through my writing and coaching, I continue to mentor professionals and teams around the world on career growth, storytelling, and solution-selling excellence.
• Co-Founder & Advisor | Canairy.co
• (2023 – Present)
• Canairy is redefining healthcare referral management by connecting EHR systems and closing the gap between physicians and patients. The platform automates referral orchestration, eliminates administrative friction, and helps practices track and grow patient relationships.
• Founder | Hyvara.ai
• (2024 – Present)
• Hyvara.ai is an AI-powered presales platform designed to act like “an earpiece in the anchor’s ear” — guiding sales and solution engineers through every stage of the sales cycle with real-time intelligence, research, and insight.

Jan 2022 – Present · 4 yrs 2 mos · Apex, North Carolina, United States · Remote

• Canairy automates healthcare referrals and orchestrates care journeys to reduce leakage, improve collaboration, and strengthen practice growth. Built from real-world provider frustrations, Canairy bridges EHR, CRM, and analytics systems to give physicians and staff full visibility into referral outcomes.
• Key Highlights:
• Built partnerships with care networks and MSOs using AthenaHealth and other EHRs.
• Leading product design, legal, and go-to-market strategy for early-stage pilots.
• Focused on HIPAA-compliant architecture and referral analytics intelligence.

Jun 2020 – Jun 2022 · 2 yrs · New York, New York, United States · Remote

• At Snowflake, I played a critical role in expanding and unifying the Eastern U.S. and Canada presales teams, doubling headcount and enhancing collaboration across regions. My focus was on driving value-selling, optimizing team performance, and navigating the challenges that come with rapid growth, particularly during Snowflake's historic IPO.
• Key Contributions:
• Expanded SE team across Eastern U.S. and Canada, growing from 5 to 8 managers and significantly increasing overall headcount.
• Drove alignment between sales and presales teams, shifting to a 70/30 tech-to-sales model, which improved customer engagement and overall sales efficiency.
• Helped Snowflake adjust to post-IPO challenges, including managing shifts in team dynamics and customer success strategy after the removal of the CSM team.
• Played a key role in strategic decision-making, ensuring seamless operational transitions and helping Snowflake's presales organization adapt to new market demands.
• My leadership contributed to Snowflake’s ability to maintain momentum and growth while navigating both the opportunities and challenges of a high-profile IPO.

Aug 2018 – Jun 2020 · 1 yr 10 mos · Greater New York City Area

• At Elastic, I led the transformation of the Solution Architect team, scaling from 8 to 22 members in under a year. We shifted our focus from a heavily technical approach to a balanced 70/30 split between technical expertise and sales, which allowed us to increase enterprise sales by demonstrating more proof of value to clients.
• Our mission, centered around Cloud, Bottom-Up, and Solutions (CBS), was supported by a comprehensive presales enablement program and a strategic shift toward enterprise selling. This transformation positioned us as leaders within the company, enabling us to move from primarily working with developers to engaging at the C-level and driving business growth.
• Key Achievements:
• Grew the team by 175%, promoting from within and accelerating career development through a structured growth program.
• Led the transition to enterprise selling, improving sales alignment and helping close more complex deals with fewer features and higher customer value.
• Fostered a culture of innovation and collaboration, integrating regional teams and focusing on long-term partnerships.
• During my tenure, we achieved the highest level of career advancement within the company, thanks to our leadership development programs. It was a privilege to work alongside an incredible team during Elastic's pre-IPO period, as we established ourselves as key contributors to the company’s continued success

Oct 2017 – Apr 2018 · 6 mos · Greater New York City Area

• Support of Sales teams and all revenue streams across the Resonate business (Brand Direct, Media, and Politics & Advocacy). This position includes all subscription revenue streams including new business, upsells, renewals and professional services.
• The Primary objective is to expand the solution engineering team across N.A. and EMEA. The secondary, but equally important is to establish a consistent SaaS sales enablement program.

Sep 2014 – Sep 2017 · 3 yrs

• Led a national team of 14 CX professionals, including 1 manager, and was responsible for driving $27M in annual revenue. My work centered on optimizing the Customer Experience (CX) journey, from awareness to advocacy, for major clients in sectors such as healthcare, life sciences, and financial services.
• Key Achievements:
• Redesigned the CX Architecture program, transforming it from a revenue loss to a revenue-positive team. Increased deal size from $60K to $380K on average, with $1.8M revenue per head annually.
• Transformed the team from transactional sales to a strategic relationship-focused model, increasing team size from 3 to 8 members and establishing clear roles and responsibilities.
• Developed an in-house design team to create innovative sales experiences, hiring UX designers, video editors, and content creators. Reduced sales cycles by 4 months, contributing to an additional $27M in annual revenue.
• By improving CX journey mapping and aligning our strategy with customer needs, particularly in the healthcare and life sciences industries, we enhanced client satisfaction and achieved measurable growth in revenue.

Dec 2012 – Sep 2014 · 1 yr 9 mos

• As the Director of the CX Social Team following Oracle’s acquisition of Involver, I led the integration of three acquired companies (Collective Intellect, Involver, Vitrue) and built a high-performing team focused on delivering social media and customer experience solutions. My leadership involved restructuring teams, streamlining processes, and driving alignment across presales, sales, and customer engagement functions.
• Key Leadership Contributions:
• Merged and led three newly acquired organizations, creating a specialized, cross-functional team of 37 members, including 3 managers, to support Oracle’s strategic focus on social media CX solutions.
• Unified Oracle’s Go-to-Market strategy for social solutions, resulting in consistent messaging across all sales and presales teams, driving increased market penetration and client engagement.
• Optimized sales engagement by reducing non-essential SA involvement from 87% to nearly 0%, allowing the team to focus on high-value client interactions, significantly improving operational efficiency.
• Provided actionable insights that led to the hiring of additional resources, enhancing team capacity and contributing to a measurable increase in revenue growth and customer satisfaction.
• By leveraging data-driven decision-making and a unified strategic approach, I helped Oracle solidify its position as a leader in the social media and CX space while driving operational efficiencies and boosting team performance.

Jan 2011 – Dec 2012 · 1 yr 11 mos · New York City

• I worked directly with the CEO, Don Beck and with an amazing group of talented social visionaries. My mandate was to drive the creation of a world-class social solution engineering team, participate in go to strategic market development and work in close collaboration with Don's executive team to build out sales execution plans.
• Created SA Organization
• built an SA org for a 2:1 and 4:1 relationship model
• total team before acquisition 5 FTE’s
• Acquired Professional Services
• hired and grew that team from 2 to 4
• Influential in the biggest deal with Pepsi $2MM and with Nike $1.7MM

Jan 2009 – Jan 2011 · 2 yrs

• Led a team of 130 people, including 5 managers and 15 specialists, across North and South America. My main focus was to drive revenue growth and improve customer relationships by transitioning from a technical, "Ask Me Anything" format to a more engaging, relationship-building approach.
• Key Achievements:
• Promoted to lead teams across North and South America, managing over 130 individuals.
• Established leadership expectations and implemented specialized requirements.
• Spearheaded major deals with top-tier clients such as RBC, Citibank, Pfizer, and Merck.
• Transformed the discovery process to foster deeper customer engagement.

Nov 2007 – Jan 2009 · 1 yr 2 mos

• From November 2007 to January 2009, in the Greater New York City Area, I led two specialized teams across North America in the Financial Services and Life Sciences verticals. My role focused on building strong, industry-specific teams to drive business growth and deliver targeted solutions to key markets.
• Key Achievements:
• Built and led a 14-person team focused on the Financial Services and Insurance markets.
• Developed a comprehensive enablement strategy with vertical-specific language, positioning teams as specialists and evangelists within the broader sales organization.
• Designed and deployed targeted solution demos and value-based storytelling to engage decision-makers.
• Built and led a 12-person team for the Life Sciences and Pharmaceutical sectors.
• Hired specialists with deep expertise in CFR Part 11 compliance and the pharmaceutical clinical trial lifecycle to ensure regulatory alignment and targeted customer engagement.

Nov 2004 – Nov 2007 · 3 yrs

• Lead team of 27 Individual contributors and 3 Managers

Apr 1998 – Nov 2004 · 6 yrs 7 mos

• Lead national team
• Lead a team of 18 individual contributors
• Two Leaders across the country
• Strategic Business Planning
• Participated in the new go-to market plans by Bruce Chizen CEO of Adobe and key executives to represent the field in business planning
• Established POC Program
• Shorten sales cycles by 6 months and increase revenue by 87%
• Reduced lost opportunity costs through the reduction of unqualified and limited skin in the game
• account relationships
• Responsible for closing over $6.7 million in revenue the first year and 2x in the second program year
• Copy of Plan - https://bit.ly/APO_Project

Jan 1997 – Jan 2001 · 4 yrs

• JetForm, also known as Accelio was the Leading provider of web XML / client server based electronic forms, ERP / Legacy application output and Web / E mail enabled administrative workflow solutions. JetForm was acquired by Adobe Systems Incorporated.

Jan 1992 – Jan 1997 · 5 yrs

• Moore was the leading business forms and electronic forms provider, with operations in 56 countries, 18,000 employees and $2.1 billion in 1996 revenues. They are now part of RR Donnelly