VP of Sales - LabDS

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• Transformed under-performing/stagnant sales teams by conducting thorough sales audits and assessing and interviewing sales personnel to make recommendations to CEO’s and leadership teams.

• Focused on establishing new sales culture that is performance based and data driven, while guiding the strategic direction of GTM strategies, sales structure, driving people transformation, and creating sales cadence that can be implemented to achieve desired results – from pipeline management to close rates, to improved forecasting accuracy.  

​Senior VP of Sales and Marketing - Alogent

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• Improved SaaS revenues 131% and new logos 149% in six months by implementing a 90-day action plan that transformed the sales team creating a new sales cadence including establishing KPI’s.

• Improved ASP 17% and cloud revenues 457%, by creating a “Go to Market” strategy including a new Sales Playbook to re position the brand to penetrate the digital banking market.

• Improved gross margins 6.2% by implementing a new pricing model, contracts, and approval processes.

• Improved ASP 17% and forecasting accuracy 148% by implementing a global sales cadence process using standard metrics and entrance and exit criteria by sales stage to achieve monthly, quarterly, and annual goals.

​VP of Strategic Accounts - Blackline

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• Built a new Strategic team in less than sixty days.

• Built $28M in new pipeline including 4 $1.0M+ opportunities in six months

• Improved ASP 302%, and improved renewal rate 109%, while producing 42% of the division’s revenues.

​North American Sales Leader/ VP of Sales for Smarter Commerce - IBM 

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• ​In 2016, successfully negotiated six strategic contracts involving over $200M in revenues to migrate clients from on-premise products to SaaS and Cloud Solutions.

• In 2015, successfully led the divesture of a Kenexa business unit outside of IBM maintaining revenues and sustaining employee retention.

• In 2014, transformed the Smarter Workforce Compensation business unit within the Kenexa acquisition from the highest attrition and reduction in sales to increasing revenues 34%, improving sales rep productivity 41%, and reducing employee attrition over 25%. Selected Business Unit of the quarter for Q4 improving business unit contribution from 10% to 17%.

• In 2013, selected for the “Sales Eminence Achievement” award being the only Portfolio Manager to over-exceed quota for their business unit by 107%.

• In 2012, led the sales strategy as Executive Sponsor to close the first two IBM Smarter Commerce solutions at large big box retailers for over $7.0 million in software transaction revenue and 30M overall investment that consolidated three IBM acquisitions into IBM’s new Smarter Commerce solution.

• In 2011, consolidated 4 unique sales teams into one cohesive business unit driving 35% year over year growth and 104% over quota performance. Retained over 85% of sales personnel in first year of integration into IBM.

Global VP of Sales - Sterling Commerce (acquired by IBM)

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• Strategically built a new Emerging Markets Division leading sales and marketing for the America’s expanding our global marketing reach through successful introduction of B2B/B2C/B2G solutions on cloud and SaaS platforms. Created “Go to Market” strategies, forged technology partnerships, and leveraged sales channels to overcome significant cultural and infrastructure challenges. Generated $29.3M in revenue and 147% YoY growth and 193% increase in license revenues, overachieving target and expanding sales team from 13 to 32 in 12 months

• Built a new sales team selling a new solution into the retail/distribution market for e-commerce that transformed into what is now omni-channel. Built $20M in pipeline in one year

• Led three different divisions with quota’s from $20M to $55M improving license revenues in double digit

• Led collaborative solutions process to devise an integrated B2B enterprise supply chain platform for the world’s largest retailer that was recognized with National Retail Federation Technology Innovation Award. New solution delivered multi-million dollar cost savings to the customer and restored account loyalty, leading to $15M Omni-channel solution

• Transformed Southern region from worst performing to top performing division and established new retail division focused on omni-channel solutions that generated over $10M in new license revenue the first year.