Aug 2020 – Aug 2023 · 3 yrs · Atlanta Metropolitan Area

Oct 2019 – Aug 2020 · 10 mos · Greater Atlanta Area

Jan 2019 – Oct 2019 · 9 mos · Greater Atlanta Area

• Lead sales management and demand generation activities for leading tech company powering the data infrastructure of industry-leading businesses with SaaS, On-Premise, Hybrid Cloud, and Multi-Cloud solutions. Accountable for hiring and onboarding Account Executives, establishing quota’s and territory assignments, and collaborating with Field Marketing to schedule events. Establish weekly sales cadence, quarterly business reviews, and monthly training sessions.
• ◼Collaborated with the CRO to create forecasting and consultative sales methodologies and best practices
• ◼Worked with Marketing to improve brand messaging, corporate overview, and outcome-based reference material to focus on solutions by providing proof points to add credibility and drive value proposition

Jan 2016 – Jul 2018 · 2 yrs 6 mos · Greater Atlanta Area

• Led team of 6 Sales Executives across the Southeast territory with responsibility for delivering SaaS solutions and meeting perpetual sales targets. Delivered application portability and high availability of critical applications for our customer base while creating solid base of referenceable customers that delivered testimonials. Collaborated with Marketing to deliver schedule of trade shows and webinars. Created cold-calling campaigns with partners and inside sales teams.
• ◼Delivered 155% of goal in the first half of 2018, receiving award for #1 Global Team with Top 2 Reps coming from the SE team; 5 out of 9 Reps hit 100% of first half attainment
• ◼Finished 2017 as # 1 team globally, 5 out of 8 reps made 100%
• ◼Built out Southeast team by hiring and on-boarding 6 new reps; earned # 1 team in the East 2016
• ◼Assumed management of Latin America in 2016 and grew business by 350%
• ◼Designed and delivered enablement sessions for CoM at sales kick off
• ◼Implemented CoM sales methodology and MEDDPIC sales qualification, which has been adopted globally
• ◼A member of advisory team for deal desk, SKO content and major contributor to new hire training sessions
• ◼Reached 300% of goal, closing the largest deal of $2.4M in company history, as Account Manager

Apr 2015 – Dec 2015 · 8 mos · Greater Atlanta Area

Jan 2014 – Apr 2015 · 1 yr 3 mos · Greater Atlanta Area

• Led a team of 4 account executives to deliver consulting services and Intellectual Property for ServiceNow customers. Responsible for driving SaaS and consulting services for the East Coast Region.
• ◼Managed and hired 4 reps covering East Coast and Canada, achieving 135% of goal 2015
• ◼Closed 12 net new opportunities with revenue values ranging from $50K to $650K
• ◼2014 Player Coach, Closed 4 out of the 5 top deals in company history
• ◼Ran inside sales team of three ISR’s and created process for lead generation increasing hit rate by 40%
• ◼Created Sales process leveraging Command of the Message resulting in cutting sales cycles in half by getting Executive sponsorship top down

Jul 2011 – Jan 2014 · 2 yrs 6 mos · Southeast

• Drove revenue within BMC’s DevOps and APM portfolio for Southeast, TOLA and West Coast. Collaborated with Product Management and Marketing to create first call presentation deck. Focused efforts on Fortune 500 clients in the financial, insurance, and healthcare vertical markets. Built sales plays that incorporated other parts of the BMC software portfolio to maximize revenue recognition.
• ◼Finished 76% of quota for pro-rated 2011
• ◼155% of quota for fiscal year ending 2013
• ◼Achieved 115% attainment, 40% was new business in 2012
• ◼Positioned Service Management Software, Application Performance Management and DevOps solutions to Fortune 500 Companies; portfolio included Release Management, Middleware automation and Application Performance Management

Jul 2005 – Jul 2011 · 6 yrs · CT/GA

• Collaborated with CIO’s, Application Owners, and Line of business executives to fully understand business initiatives and underlying IT projects to deliver sales on all 5 brands of Software. Led 15 sales specialists within Webshere, Tivoli, Rational, Information Management and Analytics. Drove and negotiated complex cross brand deals that delivered business outcomes for stakeholders.
• ◼Achieved quota of $9,000,000 in 2010, a 39% year over year growth
• ◼Closed predictive analytics and business intelligence deal for MCOM 2.4 million win over Oracle
• ◼Worked with C-Level Executives to roll out Omni-Channel initiative leveraging cross brand IBM software
• ◼Managed five brands of software for balanced performance calling online of business and IT executives

Aug 1998 – Jun 2005 · 6 yrs 10 mos · CT