Sales Team Leadership, High-Growth Enterprise Cloud Companies
PROFILE: Over 25 years of consistently surpassing sales targets while driving multi-million dollar Enterprise Deals for leading technology companies. Well-rounded sales leadership experience spanning both New Bookings and Consumption models for SaaS, PaaS, and IaaS solutions, AI, and Analytics. Strong track record of recruitment, hiring, and ongoing development of top Enterprise sales talent.
AMAZON WEB SERVICES (AWS) — Leading provider of on-demand cloud computing platforms and data management services.
US ISV Sr. Leader May 2023 – present; San Diego, CA
Enterprise Cybersecurity ISVs, Western US
Lead a team of four Account Managers supporting 18 Security ISVs
FY23 104% quota attainment
FY24 107% quota attainment YTD (through September); $300M quota
FY24 2nd highest YoY growth percentage in US ISV Segment
All four AMs forecasting to achieve 100%+ quota attainment in FY24 (through September)
Secured multi-year private pricing agreements (PPAs) at Barracuda Networks, Tanium, Jumpcloud, Sysdig, and Anomali
YEXT, INC. — AI Search platform for Brand Management.
Regional Vice President, Enterprise Sales — January 2022 to January 2023; San Diego, CA
Western US & Canada
FY23 (ended 1/31) was a year of transformation for Yext, including replacement of the founder/CEO in March and three corporate-wide headcount reductions in March, August, and January. Of all AEs and RVPs in North America Enterprise Sales who started the year on 2/1, and were still with the company as of the end of Q3 (10/31), my team’s rank out of 9 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 Search Platform wins
In January 2022 I assumed the RVP role over a previously underserved region with limited installed base accounts and no existing pipeline. Working through my AEs we built pipeline and closed business such that we achieved 129% of Q3 quota.
ZENDESK, INC. — SaaS solutions for optimizing Customer Experiences.
Director, Enterprise Sales — 2020 to 2022; San Diego, CA
Southwest (CA, NV, UT, AZ, NM)
Led team of 7 Account Executives selling CX solutions into Enterprise accounts
Exceeded quarterly West Region quota in first 3 quarters:
105% in Q3 FY20; 101% in Q4 FY20; 139% in Q1 FY21
Grew ADS by 25%
Led West Region in New Logo wins including Aptive Environmental ($400K ARR) and Wynn Las Vegas Sports in Interactive Gaming ($400K ARR)
ORACLE CORPORATION — Leader in Highly Automated & Secure Generation 2 Cloud Infrastructure.
Sales Senior Manager, Cloud Platform — 2016 to 2020; San Diego, CA
Southern California and Arizona
Led team of 6 Sales Representatives selling Cloud solutions into Enterprise ($500M+) accounts
Exceeded annual quota in FY17, FY18, and FY19
$100M+ revenue generated in 14 quarters as West Region Sales Manager
Sales Innovator driving new Oracle product sales with multiple U.S. & West Region firsts:
First Oracle Autonomous Data Warehouse win ($520K TCV Cloud contract with a major golf equipment manufacturer)
First AWS competitive takeout with Oracle Cloud Analytics ($1.2M TCV Cloud contract with a $1B provider of subscription fulfillment services)
First Oracle Cloud at Customer sale ($8M TCV Cloud contract with global automotive manufacturer)
First Perpetual Unlimited License Agreement ($9M license and Cloud contract with global investment management firm with $1.8T AUM)
Recruited and hired top sellers into Oracle; FY18 two of my hires were honored as Sales Rep of the Year for West Region (Enterprise and Commercial segments)
Exemplary customer satisfaction having delivered multiple Oracle customer references, Cloud success stories, and customer-executive video testimonials at OpenWorld conferences
MICROSOFT CORPORATION — Worldwide leader in Cloud computing, enterprise software, services, and consumer devices.
Sales Director, Application Platform Solutions — 2013 to 2016; San Diego, CA
Enterprise Sales Group, Southwest District
Led sales team of nine Platform solution sales specialists and four technical sales specialists selling Cloud and On-Premise solutions in data platform, data analytics, and machine learning
FY14 Q1 individual attainment of 123% on-premise attainment and 106% Azure Cloud attainment, prior to promotion to Sales Director at the start of Q2
Grew SoCal’s $1M+ Application Platform (Azure Cloud and SQL Server) revenue accounts to 22 in FY15
Sold District’s two largest standalone (non-EA) SQL Server deals; $2.1M and $1.9M
As sales team Director, achieved Manager rating of 91/100 in FY14 and 95/100 in FY15
Application Platform Sales Representative — 2010 to 2013; San Diego, CA
Enterprise Sales Group, Southwest District
Led Microsoft’s Southwest District with 157% quota attainment in FY12
Closed 8 new Enterprise Application Platform contracts, securing multi-year commitments to Microsoft database technologies
ROCKWELL AUTOMATION, INC. — World’s largest company dedicated to industrial automation and information.
Sales Representative, Manufacturing Information Solutions — 2008 to 2010; San Diego, CA
Information Solutions Division
Closed first-ever order for Rockwell’s newly acquired Enterprise Manufacturing Intelligence software platform: $500K contract for predictive analytics for a division of Nestlé
RWD TECHNOLOGIES, INC. — Privately held global consulting company of 1,100 employees delivering IT implementation services.
Director, Strategic and International Sales — 2005 to 2008; Baltimore, MD
Applied Technology Solutions Division
Revenue leader within Applied Technology Solutions Division; consistently exceeded annual sales quota while managing team of 5 sales representatives (from 2005-2008).
$3.8M in 2007; 158% of quota (top accounts: Pfizer, Millennium, GSK, Chrysler)
$2.6M in 2006; 108% of quota (top accounts: Wyeth, J&J, Centocor, GSK, Chrysler)
Identified and established new channel sales and co-marketing relationship with a leading XML software vendor resulting in an ongoing $15M annual line of business.
Sales Executive — 1999 to 2005; San Francisco, CA
Siebel CRM & Content Management Solutions Practice
Sold RWD’s first consulting services contract for company’s newly-created CRM Solutions Practice: a $1.1M Siebel implementation project
Top sales representative from 1999-2005 in 200-person division; exceeded plan every year with $12M in revenue from sales of IT professional services contracts.
Sold 28 out of company’s first 36 Siebel-based CRM implementation services projects, all net-new customers for RWD Technologies.
EDUCATION:
George Mason University, Arlington, VA
M.A. Degree in International Commerce & Policy
University of San Francisco, San Francisco, CA
M.B.A. Degree
University of Maryland, College Park, MD
B.A. Degree