Jan 2019 – Present · 7 yrs 4 mos

• Providing advisory services to a variety of clients. Areas of focus include sales, services and delivery strategy and planning, segmentation and verticalization prioritization, process best-practices, KPI development and benchmarking, and optimization of GTM execution.

Jan 2019 – Jan 2023 · 4 yrs · Greater Denver Area

• Mindtickle is the leader in sales readiness and enablement, one of the largest, fastest growing segments in enterprise software. The company provides a comprehensive, data-driven readiness platform that fuels revenue growth and brand affinity. Mindtickle's purpose-built applications, proven methodologies, and best practices are designed to drive effective sales onboarding and ongoing readiness that sellers adopt. With Mindtickle, company leaders and sellers can continually assess, diagnose and develop the knowledge, skills, and behaviors required to effectively engage customers and drive growth. Companies across a wide range of industries use Mindtickle's innovative capabilities for on-demand, online training, bite-sized mobile updates, gamification-based learning, coaching and role-play to ensure world-class sales performance. Investors include Accel, Canaan, New View, Norwest, Qualcomm, and SoftBank.
• Responsibilities as CRO included building, enabling and scaling the global sales, sales consulting and sales operations teams, which fueled 5x growth in revenue, $200M+ in funding, and a 10x increase in market cap.
• Investors included Softbank, Norwest, Accel, NEA, and Canaan.

Jan 2015 – Jan 2019 · 4 yrs · Denver Metropolitan Area

• Apttus (acquired by Thoma Bravo in 2018 and subsequently rebranded as Conga) defined and led the "Quote-to-Cash" category spanning the vital business process between a buyer’s interest in a purchase and the realization of revenue. Apttus delivered on the Apttus Intelligent Cloud, powered by Salesforce (at the time, the largest app-exchange partner across the Salesforce ecosystem) and Microsoft. Applications include Configure-Price-Quote (CPQ), Renewals, Contract Management, Billing and Revenue Management, and E-Commerce.
• Helmed an array of ever-increasing responsibilities including SVP NA Sales (Enterprise, Commercial & Global Accounts), SVP Worldwide Professional Services, and Chief Strategy & Delivery Officer. Responsibilities included managing a team of +800 resources driving global Strategic Sales, Professional Services, Managed Services, Support, Training and Customer Success.
• My teams produced north of 70% of Global Revenue during Apttus' hypergrowth phase that saw the firm increase topline from ~$65M to $250M while optimizing our delivery model, accelerating speed-to-outcomes, and stabilizing margins and CSAT.
• Investors included K1, Salesforce Ventures, and Iconiq.

Jan 2010 – Jan 2014 · 4 yrs · Denver Metropolitan Area

• Carbonite acquired Webroot, a leader in delivering cloud-architected security solutions across endpoint, mobile and network platforms targeted towards enterprises, strategic OEM's, SMBs, and consumers around the world.
• Global Sales leader responsible for driving the a $200M top-line across all products, business segments, and geographies. Recruited, managed, coached and trained a worldwide team responsible for lead qualification, direct inside sales, field/enterprise sales, OEM sales, online sales, retail, channels/alliances through MSPs and VARs, and sales operations across the Americas, EMEA, APAC, and Japan regions.
• During my tenure, the company successfully embarked on a massive transformation into a SaaS-based B2B enterprise security firm delivering end-point, web security, and IP reputation services via direct sales, OEM (e.g., Cisco Ironport, F5, Imperva, etc.) and channels (e.g., Connectwise, MSPs and strategic VARs). We funded this transformation thru revenue generated from our legacy consumer spyware heritage.
• Investors included TCV, Accel, and Mayfield.

Jan 2009 – Jan 2010 · 1 yr · Greater Denver Area

• TrackVia is the world's most secure, flexible, and scalable cloud database and application platform designed for Business Users and championed by IT. The firm has +1000 customers across the globe who have in aggregate +1B records under TrackVia management. Customer wins included Brinks, Honda, Healthways, US State Department, TSA, and Dow Jones. As EVP, responsibilities included managing Direct Sales, Marketing, and Business Development.

Jan 2007 – Jan 2009 · 2 yrs · San Francisco Bay Area

• VMware acquired Hyperic/SpringSource in 2009 for $450M just after Hyperic, the leader in open-source web applications management for SaaS, Web-based, & Cloud-based businesses, combined with SpringSource, the leader in open source Java development, to create the leading Enterprise Java Application Lifecycle platform allowing developers to Build java applications (Spring Framework), Run those applications on Spring-optimized middleware (tcServer), and Manage those applications in production (Hyperic HQ).
• 2009 to VMware Acquisition - VP SpringSource WorldWide Management Sales.
• 2007 to 2009 - VP Hyperic WorldWide Sales, Business Development, Services & Support.
• Established 3-pronged open-source methodology that combined (a) telesales (90% closed over the phone in <60 days), (b) traditional enterprise selling (multiple six-figure transactions), and (c) indirect (OEM and channel +30% of bookings). Drove +50% annualized subscription growth and +90% renewals.
• Investors included Benchmark and Accel.

Jan 1999 – Jan 2007 · 8 yrs · San Francisco Bay Area

• IBM acquired Corio, the leading publicly traded (Nasdaq: CRIO) Application Services Provider, in 2005 for $250M. Corio focused on automating the complex management of Tier 1 ERP applications such as SAP, Oracle, PeopleSoft, & Siebel to large enterprises for a monthly recurring fee. Customers included Department of Homeland Security, Nasdaq, US Coast Guard, American Express, General Motors, and Ingersoll Rand.
• 2005-2007 - Director of strategy for IBM's $7 Billion Infrastructure Management Services group, encompassing Server, Storage, Security, Business Continuity, and Data Center services. Worked directly with the senior leadership team in Somers NY to accelerate knowledge transfer of Corio IP and productization approach across the GTS executive team, with a specific focus on automation and process standardization. Identified and executed several acquisitions including $70M Softek for the Storage business line, and managed internal and external consulting teams responsible for market mapping, segmentation, competitive assessments, and solutions strategy development.
• 1999-2005 - Corio Vice President, leading a variety of functions including corporate development, business development, channels & alliances, marketing/sales enablement, and strategy over a tenure that spanned from pre-revenue, IPO in 2000, the dot-com bust, through to the IBM acquisition in 2005. Channel and business/corporate development achievements of note included completing two strategic acquisitions (Qwest Cyber Solutions, a joint venture between Qwest and KPMG, and Nexus, a leading SAP ASP competitor) that eventually accounted for +50% of total Corio revenues; and establishing an exclusive OEM partnership with AT&T that enabled ATT’s +3000 sales organization to sell AT&T-branded applications management capabilities powered by Corio.
• Investors in Corio included Kleiner Perkins, Greylock, and Norwest.

Jan 1998 – Jan 1999 · 1 yr · San Francisco Bay Area

• Led a team of 20 with a $15M annual budget that provided global support for a broad array of industries/verticals including Government/Public Sector, Discrete Manufacturing, Transportation, Media & Entertainment, and Publishing. Determined strategy and executed end-to-end industry-specific marketing campaigns (“Wrap Around Marketing”), which involved creating content and sales tools, executing coordinated demand creation campaigns, and managing customer programs to support demand activities.
• Departed Oracle after being recruited to Corio by several former Oracle executives.

Jan 1995 – Jan 1998 · 3 yrs · San Francisco Bay Area

• Strategy consultant working with C-level executives in the Financial Institutions vertical on strategic projects that spanned acquisition assessments, customer service redesigns, credit card and payment system design, business process re-engineering of commissions structures, and strategic sourcing. Clients included Prudential, Citicorp, Bank of America, AT&T Universal Card.

Jan 1991 – Jan 1994 · 3 yrs · Greater New York City Area

Jan 1989 – Jan 1991 · 2 yrs · Chicago IL