SUMMARY:

• My Passion is building and leading technology sales teams.
• I am a hands on leader that earns the respect of my team.
• I lead by example and believe that my team’s success is my success.
• I have significant experience in maximizing sales performance in the software and technology industry with particular strengths in both enterprise and SaaS software and services sales models.
• I have built and lead sales and marketing teams for multiple start - up and enterprise organizations and built new vertical strategies each experiencing strong growth and tremendous success.
• That experience has given me a solid foundation in building the sales processes, market assessment, training programs, competitive differentiators and sales support structures necessary to drive a successful sales effort.

AREAS OF EXPERTISE:

• Leadership Field Sales Start-up Environments Channel Sales Marketing
• Cloud/SaaS Enterprise Sales Training New Business Development Strategic Planning
• Consultative Selling Cross-functional Team Leadership Problem Solver Pricing Methodologies
• Excellent Presentation Expertise P&L Proficiency Key Account Management
• New Product Launch Vertical Strategies Confidential 1000 P&L Proficiency
• Retail Government Non-Profit Manufacturing Distribution Supply Chain Healthcare eCommerce ERP SCM PLM WMS EAM CRM Omni Channel

PROFESSIONAL EXPERIENCE:

Confidential, New York, NY

National Director - Sales

Responsibilities:

• Leading all sales efforts for Infor’s Manufacturing and Distribution vertical in North America with concentration on M3 ERP in both SaaS and On-Premise solutions
• Drove increased sales of Edge solutions: CRM, SCE, WMS, EAM, HCM, CPQ, eCommerce
• Rebuilt existing sales team and implemented structured sales process
• Implemented outbound campaigns to increase activity and customer relations programs tripling existing pipeline

Confidential, New York, NY

Vice President of Sales and Marketing

Responsibilities:

• Led all sales and marketing efforts for AllSector’s Cloud based application solutions and managed technology services selling into the Health and Human Services markets
• Created new vertical market, built demand for new SaaS software solution and grew customer base from 0 to 63 customers in less than 18 months
• Built new sales and consulting teams while implementing structured sales process
• Created SaaS model strategy to redirect revenues from perpetual licensing to subscription model
• Increased pipeline through continuous outbound activities
• Implemented SalesForce.com and built vertical contact database of 22,000 target contacts

Confidential, Palo Alto, CA

Field Sales Manager

Responsibilities:

• Lead all Healthcare sales and marketing of TIBCO’s core infrastructure solutions in the Northeast and Mid-Atlantic Regions primarily selling to Payers and Providers.
• Improved awareness of Confidential through vertical campaigns and webinars
• Increased pipeline through continuous outbound activities

Confidential, Garden City, NY

Vice President of Sales

Responsibilities:

• Built new vertical and led all marketing and sales efforts of TIBCO’s MFT B2B, Managed File Transfer solutions ( Confidential ’s CFI Suite) to the Healthcare, Federal Government and State and Local Sectors
• Grew company from $3M to $19M in annual revenue prior to acquisition
• Drove improved awareness of MFT through vertical campaigns, outbound activities and webinars
• Developed vertical strategy for Federal/State Government/Healthcare replacing Sterling Commerce, the major incumbent, resulting in sales of more than $11M in license fees

Vice President of Global Sales

Confidential

Responsibilities:

• Built and led all Direct Sales, System Engineers, Channels and Marketing focused on selling Confidential ’s Managed File Transfer solution worldwide to the Global 2000
• Implemented sales programs to meet/exceed revenue quota, expense goals, and improve customer satisfaction
• Developed vertical strategy for Telco replacing Sterling Commerce, the major incumbent, resulting in sales of more than $8.5M in license fees and services
• Implemented Customer Centric Selling methodology (based upon Solution Selling)

Confidential, New York, NY

Regional Director of Sales

Responsibilities:

• Successfully led team of sales, presales and customer support personnel in the Northeast and Canada
• Led all sales and implementation initiatives of Confidential ’s Corporate Performance
• Management software which includes consolidation, budgeting, planning, forecasting and business intelligence reporting for the Global 2000 market
• Implemented Customer Centric Selling methodology throughout sales team (CCS is an advanced
• Methodology based upon the fundamentals of Solution Selling)

Confidential, Eden Prairie, MN

Area Vice President

Responsibilities:

• Start-up and hired as 13th employee responsible for building new sales team
• Successfully built and led a team of direct sales and presales consultants in the Northeast and Eastern Canada selling Confidential ’s Web based, B2B, Logistics software solution to the Confidential 500 market
• Drove efforts in building and maintaining all strategic alliances with third party consulting firms and business partners

Confidential, Mt Laurel, NJ

Director of Sales

Responsibilities:

• North American responsibility sales of Confidential ’s Style 21 ERP solution to the Apparel/Retail vertical
• Developed new vertical strategy based on “ Confidential ” methodology resulting in $13 million in sales the initial year of launch
• Built and led a team of sales and presales consultants focused on marketing, sales and implementation of Confidential ’s System 21 ERP solution to the General (Process/Discrete) Manufacturing, Automotive, Chemical, Service and Food/Beverage industries.
• Responsible for building and maintaining strategic alliances with third party consulting firms and business partners
• Created and implemented strategic business plans with focus on ROI and “Competitive Advantage”
• Provided strong leadership and motivational skills
• Key team Successes included: