This page adds color to my Enterprise Sales leadership results as summarized on my resumé and provides examples of accounts I’ve sold into over the years. I list my roles in reverse chronological order but they show a progression of sales successes that span a variety of mission critical Enterprise Software domains, from cloud and data platform solutions at AWS, Microsoft, and Oracle, to CX SaaS solutions at Zendesk, and AI at Yext. I’ve sold to IT as well as line of business executive leadership, and have led sales teams in both Bookings- and Consumption-based comp models.
US ISV Sr. Leader, Security ISVs
I lead a team of four Account Managers in sell-to motions, driving adoption of AWS cloud services at 18 Cybersecurity ISVs spanning IAM, XDR, NDR, VMDR, container security, threat intelligence, and email protection. We also support sell-with, in which we enable SaaS ISVs to innovate and deliver software more efficiently using the AWS platform. FY24 quota is $300M.
FY23 104% quota attainment
FY24 106% quota attainment YTD (through November); $300M quota
FY24 2nd highest YoY growth percentage in US ISV Segment
All four AMs forecasting to achieve 100%+ quota attainment in FY24 (through November)
Secured multi-year private pricing agreements (PPAs) at Barracuda Networks, Tanium, Jumpcloud, Sysdig, and Anomali
Regional Vice President, Enterprise Sales West (5 AEs)
I was only at Yext for one year, leaving in January 2023 due to a company-wide layoff, the third round of layoffs in a 10-month span. I had been recruited for the RVP role based on CX solutions sales I had led at Zendesk that were relevant to Yext’s new Answers platform (subsequently rebranded from Answers to “Search”). Despite having taken on an underserved Region with few existing customers and no qualified pipeline, as of the end of my 3 full quarters in role (October 31st) my team & I built a solid book of business such that our rank among the 9 Regions of Enterprise North America was as follows:
#4 in overall revenue attainment
#1 in new logo revenue attainment and #1 in number of new logo wins
#1 in Search platform revenue (64% above next highest team) and #1 in number of Search platform wins
Finished Q3 (October 31st) at 129% of our quarterly quota.
Director Enterprise Sales (7 AEs)
Prior to joining Zendesk I had spent the previous 10 years selling PaaS and IaaS data platform solutions at Microsoft and Oracle. Zendesk brought me in as an outsider specifically to apply enterprise sales methods and metrics I had developed at those larger, mature enterprise sales organizations. Plus I wanted to expand my sales leadership expertise to include SaaS and welcomed the opportunity to lead a team of 7 AEs in selling for a leader in the CX space. Also, I liked that Zendesk was smaller compared to my prior companies (they were still pre-$1B annual revenue when I joined in 2020), with the agility and entrepreneurial mindset to match. My quarterly achievement:
105% in Q3 FY20
101% in Q4FY20
139% in Q1FY21
Also my team led Zendesk’s West Region new logo wins.
Sales Senior Manager, Cloud Platform (6 AEs)
While I was at Microsoft, both as a seller and then as a sales leader, my top competitors were AWS for Azure and Oracle database for SQL Server. I had always regarded Oracle as a pioneering database company that supported some of the world’s most demanding compute & analytics requirements but it was during this time that I developed an even deeper respect for Oracle based on feedback from my Microsoft customers, who selectively used SQL Server and Oracle for different workloads. When Oracle fully committed to competing in the enterprise cloud space, the opportunity to lead a team of AEs there was too compelling to pass up.
Exceeded annual quota in FY17, FY18, and FY19
Drove over $100M in total revenue over 14 quarters
Achieved several notable ‘firsts’ as sales leader including:
First Oracle Autonomous Data Warehouse (ADW) win with a major golf equipment manufacturer
First AWS competitive takeout with Oracle Cloud Analytics resulting in a $1.2M cloud contract with a provider of subscription fulfillment services
First Oracle Cloud @ Customer sale, an $8M TCV cloud contract with a global automotive manufacturer
First Perpetual Unlimited License Agreement (PULA) win, a $9M license and cloud contract with a global investment management firm with $1.8T AUM)
Sales Director, Application Platform Solutions (9 AEs, 4 Technical Sales Specialists)
I joined Microsoft in mid-2010 as an individual contributor selling the Application Platform suite (including Azure, SQL Server, and PowerBI). This was a critical period for Azure in gaining PaaS and IaaS share from AWS, and winning true enterprise-caliber deals was key.
In my final quarter as an IC I delivered 123% of my license and 106% of my Azure quotas, earning promotion to the Sales Director role
My team grew the number of $1M+ Application Platform accounts in Microsoft’s Southwest District by 46%
Selling App Plat solutions as a component of an overarching Enterprise Agreement that included other aspects of the Microsoft solution portfolio was a common sales motion that we used often, but in addition to that my team and I were able to differentiate SQL Server on its own value and sell the Southwest District’s two largest deals for $4M total
As Director my team of 13 sellers completed surveys scoring my management performance at 91% in FY14 and 95% in FY15
