Jan 2020 – Dec 2020 · 11 mos

• A boutique consulting firm created to help software companies create and execute the perfect Go-to-market strategy.

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

• Responsible for the worldwide sales and systems engineering organization. Developing the go-to-market strategy for AppviewX's amazing no-code automation platform. Building a team that is focused on solving real customer problems. Led the organization to record revenue growth in a short period!

Jul 2018 – Mar 2019 · 8 mos · San Francisco Bay Area

Jan 2018 – Jan 2019 · 1 yr

• Advising on GTM, sales strategies and sales execution

Jun 2017 – Aug 2018 · 1 yr 2 mos · Portland, Oregon Metropolitan Area

• As a member of the executive leadership team, my assignment was to revitalize the stagnant sales growth rate and energize the global sales, customer success and support teams. I developed a new sales and customer relationship vision and strategy to align with the company objectives.
• SCOPE: Staff: 35 | Geography: Worldwide 3 Regions: North American, EMEA, APAC
• ►► Closed successful acquisition of company by Ctrix | Improved YOY Growth Rate by 25% in short time period | Surpassed Quarterly Goals | Integrated 3 Disparate Sales teams into one Global Organization ◄◄
• ►Increased Average Sale Price 50% by changing packaging and pricing in partnership with the Product Management team.
• ►Decreased the length of the Average Sales Cycle by 23 days implementing a sales methodology and process that better aligned with the buyers journey and our core competencies.
• ►Completed assignment by leading the integration of the Cedexis team into the Citrix organization.

Jun 2015 – Jun 2017 · 2 yrs · Mountain View, CA

• Recruited into senior-leadership role based on track record of success driving revenue growth in early-stage companies by building sales strategies and high-performance teams. Manage direct and channel sales teams accountable for unearthing new customers and recruiting / training new channel partners.
• SCOPE: Staff: 27 | P&L to $20M | Geography: 3 Regions, 8 Territories | 4, 2-Tier Distributors
• ►► Closed $6.8M New Enterprise Software Revenue | Realized YOY Growth of 300% | Surpassed Annual Goals | Expanded Global Market ◄◄
• ►Delivered millions of dollars in revenue, exceeding targets YOY developing sales revenue, expense, and resource plans. Started at $360K (2014), $1.7M (2015), and $6.8M in 2016.
• ►Surpassed revenue targets FY2016, creating a sales infrastructure to reduce onboarding time for sales reps. Implemented digital sales enablement process along with accurate forecasting (+/- 10% in each quarter).
• ►Signed 2-tier distribution partnership with Promark Technologies, a division of IngramMicro, and added distribution partners in Canada, EMEA, and APAC.
• ►Saved more than $500K by personally recruiting top sales talent and executing on sales targets.
• ►Major Account Wins: ICE/NYSE, NASA, Williams-Sonoma, HomeDepot.

Dec 2014 – Jun 2015 · 6 mos · San Francisco Bay Area

• Delivered YOY growth of 200% within Eastern US region, build pipeline of talented sales staff, and source / close new enterprise software deals. Developed go-to-market strategies and value propositions for channel/vertical markets to close new business in high-growth markets.
• SCOPE: Staff: 8 | P&L to $22M | Geography: Eastern US, 8 Territories
• ►►Closed $9M in New Enterprise Software Revenue | Realized YOY Growth of 200% | Surpassed Quarterly Goals | Secured #1 Sales Position, Eastern Region ◄◄
• ►Powered $9.4M in new identify and access management software revenue and $9M+ in annual software revenue by leveraging partner relationships.
• ►Executed $2M+ agreements with key clients and won 2 high-profile financial institution contracts by identifying client requirements for digital business transformation initiatives and working with engineering team to incorporate them.
• ►Led high-profile sales presentations and negotiations with C-level executives to market products and services; focused on building relationships with marketplace influencers.
• ►Major Account Wins: Capital One, Morgan Stanley, General Services Administration (GSA).

Oct 2012 – Nov 2014 · 2 yrs 1 mo

• Promoted due to success identifying market trends and aligning sales organizations in driving growth. Served as top sales leader directing field, inside, pre-sales engineering, and channel sales in North and South America.
• SCOPE: Staff: 70+ | P&L to $75M | Geography: North & South America / US Federal Government, 6K+ Accounts
• ►►Closed $65M+ in New Advanced-Threat Intelligence Software Revenue | Transformed Sales Methodologies and Closed Multiple $4M+ Deals | Top Performance Region Globally ◄◄
• ►Developed sales integration strategy combining the sales organizations upon acquisition of nCircle (2013) and oversaw cross-training of entire new sales organization worldwide.
• ►Renovated sales methodology focusing on large strategic account management, resulting in a return to 30%+ growth and a record number of 7-figure transactions. Significantly improved company’s predictability and forecasting accuracy.
• ►Attained 25% improvement in sales rep productivity leading redesign of global sales organization and improving overall sales productivity (measured by average revenue per sales rep).
• ►Powered $30M+ in annual software sales revenue by leveraging partner relationships.
• ►Major Account Wins: Credit Suisse, Deutsche Bank, Liberty Mutual, Nationwide Insurance, Rogers Communications Canada, Comcast , Aetna

Jan 2011 – Oct 2012 · 1 yr 9 mos

• Promoted to VP of North American Sales and served as Interim VP of Worldwide Sales based upon dual over-quota results. Managed company’s largest sales region and boosted productivity by taking reins to improve performance, hire specialized talent, establish new leadership, and reinforce team initiatives – all critical moves to drive revenue and market share.
• SCOPE: Staff: 8 | P&L to $17M | Geography: Eastern US, 8 Territories
• ►Closed multiple $1M deals and $23M in new enterprise cybersecurity software revenue, turning around underperforming region and growing region’s bookings YOY 35%.
• ►Expanded global footprint and powered millions of dollars in sales revenue by leveraging partner relationships and identifying strong downward trend in traditional compliance revenue and shifting focus targeting the cybersecurity market.
• ►Won channel contract with IBM Global Services and executed multimillion-dollar agreement identifying client requirements for device functionality and working with engineering team to incorporate requirements.
• ►Recognized as Sales Leader of the Year, President’s & Circle of Excellence Clubs.
• ►Major Account Wins: Credit Suisse , Deutsche Bank, Liberty Mutual, Rogers Communications Canada .

Dec 2005 – Jan 2011 · 5 yrs 1 mo

• I had responsibility for managing the relationships of the largest accounts in the PA, NJ and DE area.

Jan 2005 – Dec 2005 · 11 mos · Greater Philadelphia

• Hired to manage strategic relationships within government enterprise organizations creating end-to-end client-centric value propositions for IT Governance solutions.
• ►Delivered 107% of plan in 2005 by optimizing territories and establishing several routes to market. Major Account Wins: City of Philadelphia, Giant Eagle and Tyco International.

May 2003 – Jan 2005 · 1 yr 8 mos · San Mateo, CA

• Recruited as individual contributor on special sales taskforce assigned to launch new product in a new market and increase the company’s market share in web content management market.
• SCOPE: Geography: Pennsylvania & New Jersey | 100+ Accounts | Account Wins: The Vanguard Group, and Barnes & Noble
• ►Became top sales producer within 18 months, securing 50% of business previously contracted to two competitors.
• ►Accelerated new sales growth, closing $4M+ in new enterprise web content management software revenue.
• ►Recognized for quota attainment 127% (FY2005) and 154% (FY2004) against higher-density territories.

May 2002 – May 2003 · 1 yr · Bellevue, WA

• Appointed to position company for acquisition by Mercury Interactive Software Company, rapidly building sales team and creating a customer base to strengthen revenue.
• SCOPE: Staff: 5 | Budgets to $5M | Geography: Eastern US, 100s of Accounts | Account Wins: Citigroup, First Data Corp
• ►Drove revenue growth to $5M by developing sales strategies and infrastructure from ground up for early-stage, VC-funded software company.
• ►Trained and mentored new sales reps and inspired teams to deliver outstanding levels of service and quality including $1M joint solutions deal with Mercury.

Aug 2001 – May 2002 · 9 mos · Greater Philadelphia

• Handpicked to penetrate new markets and evangelize / educate the market about disruptive technology throughout Northeastern US.
• ►Closed $3M in new enterprise eCommerce product configuration software revenue and two $500K deals.
• ►Achieved YOY revenue and territory growth of 50%.

Sep 1998 – Aug 2001 · 2 yrs 11 mos

• Secured 2nd sales-related position and charged with building a high-performance sales team to sell disruptive and very complex integrated eCommerce and web content management platform to enterprise accounts.
• SCOPE: Staff: 6 | Managed Fortune 1000 Accounts
• ►Delivered market-leading results including $30M+ in new enterprise revenue and $1M deals.

Jan 1993 – Jan 1997 · 4 yrs