Apr 2024 – Dec 2024 · 8 mos · Global · Hybrid

• Responsible for transforming, building and leading the Global Enterprise and Midmarket sales, business development, and presale teams and driving the go-to-market strategy and execution of the business.
• SELECT ACCOMPLISHMENTS:
• Developed and executed an end-to-end demand generation framework, technology stack, and set of cadences for continuous pipeline generation and revenue conversion to grow and scale the business.
• Rebuilt the entire Midmarket, Enterprise, and Business Development organizations and GTM
• including territories, sales teams, comp plans, sales methodology, demand technology stack and strategy, and new hire enablement program.
• Grew pipeline by over 400% and increased conversion rates from 12% in 2023 to 45% in 2024 well, increasing the average deal size and decreasing the average days of sale.

Jun 2023 – May 2026 · 2 yrs 11 mos · Boston, MA

May 2021 – Apr 2025 · 3 yrs 11 mos · San Francisco Bay Area

Apr 2019 – Mar 2024 · 4 yrs 11 mos · Hybrid

• Responsible for leading the North America Midmarket business and its supporting channels organization. Responsible for go-to-market strategy, sales (B2B sales, channel sales, digital sales), digital demand functions, partner programs, channel development, market development and overall operations. Elevated this business to its next level of success through transformation, innovation and execution.
• SELECT ACCOMPLISHMENTS:
• Scaled and coordinated sales and sales operations for the North American Midmarket to increase efficiencies and effectivness well enabling skill development, coaching and career pathing of early and senior talent.
• Created and implemented a digital transformation through the creation and buildout of a digital hub inclusive of people, enablement, process, shared services, reporting and technology stack to support more effective and efficient demand management, demand execution and sales execution with scale, planning and analysis.
• Bifurcated of channel business to focus on “build” and “run” allowing us to focus on new, scalable routes to market (e.g., investment firms, selection firms, technical advisory) while maximizing the revenue and profitability of the existing ecosystem and focusing on the recruitment and onboarding of new partners to support implementation, presales supporting and demand generation efforts.
• Elevated the brand of our business by creating a customer reference team function focused on amplifying the successes of our customers and partners and working closely with marketing to create brand recognition and increase our consideration rates in the Midmarket.
• Developed and executed an end-to-end demand generation framework, technology stack and set of cadences for continuous pipeline generation and revenue conversion to grow and scale the Midmarket cloud business.
• Achieved SAP Winner’s Circle in 2021 & 2022.
• Awarded SAP Midmarket Exceptional Leadership Award in 2021.

Jan 2017 – Apr 2019 · 2 yrs 3 mos · Hybrid

• Responsible for leading and driving the go-to-market strategies and operations in North America for the Leonardo & Analytics lines of business. I was responsible for strategic planning, developing field teams, driving customer satisfaction, revenue execution, and the overall operations of SAP’s North American AI & Analytics Business Unit. Lead the business and its supporting channels organization. Responsible for go-to-market strategy, sales (enterprise sales & channel sales), digital demand functions, partner programs, channel development, market development and overall operations.
• SELECT ACCOMPLISHMENTS:
• Managed a $130M+ revenue budget with 10 leaders and 80+ team members. Implemented and ran a cadence based on operational excellence in support of pipeline generation and conversion.
• Promoted to COO of the Analytics & Leonardo organization and implemented a comprehensive framework for success focused on demand generation, linearity and incrementally to drive volume, velocity and account penetration.
• Developed and executed a new go-to-market strategy and coverage model for Leonardo (GenAI) Innovations for North America in 2018 and achieved 164% of quota and achieved year-over year revenue growth of 780%.
• Awarded SAP North America Analytics and Leonardo Foundation Award in 2017.

Apr 2015 – Jan 2017 · 1 yr 9 mos · Hybrid

• Responsible for leading, guiding, energizing, and exciting my direct sales team of 11 Analytics and Insight account executives and 65 Industry account executives across 10 Industry and Market Unit teams. Well evaluating the effectiveness of my direct team and the Market Unit sales teams by developing and implementing short and long-term sales programs, objectives, strategies, and goals and executing them in the correct time frames and levels.
• SELECTED ACCOMPLISHMENTS:
• Managed a $20M+ revenue budget, developed and executed a new go-to-market strategy and coverage model for Analytics and Insight for the Northeast Market Unit that achieved year over year revenue growth of 40% in 2015 & 86% in 2016.
• Awarded North America Analytics and Insight VP of the Quarter Q2 of 2016.
• Promoted to SVP & COO in Q1 of 2017.

Nov 2011 – Apr 2015 · 3 yrs 5 mos · New England and Eastern Canada · Hybrid

• Responsible for leading, guiding, and managing the field sales force, as well as the supporting inside sales and technical resources for Qlik in the Enterprise business segment in the US and Canada. Well-evaluating and adjusting the effectiveness of the regional sales teams by developing and implementing short- and long-term sales objectives, strategies, and goals and executing them within the required timeframes. In addition, responsibilities include developing and executing the regional marketing and go-to-market strategy to cover and grow the territory and market segment for Qlik.
• SELECTED ACCOMPLISHMENTS:
• Awarded North America's Sales Director of the Quarter Q2 of FY13
• Achieved 428% YOY Revenue Growth in 2012 and achieved 96% of quota
• Achieved 252% YOY Revenue Growth in 2013 and achieved 101% of quota
• Developed and executed a new go-to-market strategy and coverage model that grew revenue from under $2M to over $20M annually.

Aug 2006 – Nov 2011 · 5 yrs 3 mos

• Guided, directed, trained and led my sales teams of Core Technology, Business Intelligence, Security, Middleware and Engineer Hardware/Software systems account managers and sales representatives. Well evaluating effectiveness of account managers and sales representatives to develop and implement short- and long-term sales strategies and objectives to meet their quarterly and annual sales quotas and grow revenues year over year. In addition, responsibilities include leading my team of technical resources, partners, inside sales representatives and marketing resources to cover and grow the business in the Northeast region.
• SELECTED ACCOMPLISHMENTS:
• North America Sales Leader of the Quarter Q1 & Q3 of FY08 & Q1 of FY11.
• Overachieved quota and achieved President’s Club in 2006, 2007, 2008, 2010 & 2011.
• Achieved YOY Revenue Growth from FY07 to FY12, which ranged from 19% to 203%

Jun 2000 – Aug 2006 · 6 yrs 2 mos

• Responsible for generating the sale of database, middleware, application development tools, consulting services, education and other software product solutions. As well as manage and direct my team of technical resources, partners and direct telesales representatives to cover and grow the business in my territory.
• SELECTED ACCOMPLISHMENTS:
• Over achieved quota in FY01 (101%), FY02 (109%), FY03 (108%), FY04 (130%), FY05 (100%) & FY06 (127%)
• Achieved President's Club from 2001 to 2006

Mar 1999 – Jun 2000 · 1 yr 3 mos · Northeast US and Eastern Canada

Jan 1997 – Mar 1999 · 2 yrs 2 mos · Northeast US

Jan 1994 – Dec 1996 · 2 yrs 11 mos · Northeast US and Eastern Canada