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Work Background
Infinia MLChief Revenue Officer (CRO)
Aug. 2022 - Dec. 2023United StatesDrove sales strategy and revenue growth for InfiniaML, a large intelligent document processing (IDP) service. Wrote and orchestrated a brand-new go-to-market (GTM) strategy that shifted InfiniaML from direct sales-based plan to 100% partner and channel-focused sales plan. InfiniaML was acquired by Aspirion in 2023.
● Utilized new GTM plan and channel sales strategy and methodologies to accelerate sales cycles and closings, reducing sales timelines from 18 months to 6 months and growing the sales funnel from $500,000 to $1.5 million
● Implemented partner playbook to educate all new and existing sales teams and executives nationwide on InfiniaML’s software services, thereby increasing sales teams’ product expertise and reducing sales cycle timelines ● Supervised and directed quarterly partner business reviews (QPBRs) to track new partner engagements, client retention, and new client acquisitions and opportunities for each partner
o Designed and shared new IDP savings calculator to display total cost of ownership (TCO) and cost justification savings for all partners and prospects, thereby increasing new partner opportunities by >50%
● Initiated, developed, and contracted 10 new partners, including 3 new cloud partners (AWS, Google, and Azure) by the close of Q2 2023, thereby exceeding the CEO’s KPI of adding 10 new partners by the end of FY 2023
● Grew new partner opportunity revenue, going from $1.8 million by EOY 2022 to >$3 million by end of Q2 2023, resulting in >20 new opportunities tracked through the customization of InfiniaML’s CRM (HubSpot) ● Closed large sale to an insurance firm in first 3 months on the job, resulting in $150,000 in total contract value; directed the closure of two other large insurance firms’ IDP software licenses for Amwins and USPF, resulting in an uplift of >$500,000 in annualized software revenue
Next Step Foundation (formed out of StepWise, Inc.)Chief Revenue Officer (CRO)
Jan. 2020 - Jul. 2022Austin, Texas, United StatesBuilt and implemented a new GTM plan and $3 million annual sales goal for StepWise Inc., a social impact business processing outsourcer (BPO) providing annotation and transaction services to disabled and disadvantaged youth in Kenya. Hired, supervised, and trained a world-class sales team of 5 within the first 12 months of the project’s inception, ultimately servicing >300 clients on 5 continents. ● Collaborated with CEO and CTO to build Next Step Foundation, a nonprofit service dedicated to using AI and ML for social good and helping establish new jobs, software training, and funding for disadvantaged communities across the continent ● Facilitated integration of two acquisitions in my first year, thereby creating a fully functional Africa-based operations center and service delivery team capable of delivering BPO services around the world
● Utilized new GTM strategy to capitalize on US-based partners and competitive BPO platforms, creating a top-performing channel and partner ecosystem that drove growth by >100% quarter over quarter and eliminated costs and time expenditures associated with investing in a new in-house platform ● Grew funnel to >$2 million in new BPO sales opportunities for partners, prospects, and customers in <6 months, all during the height of the COVID-19 pandemic
TPxActing President/General Manager, Central & South Texas Regions
Oct. 2017 - May. 2019Austin, Texas AreaRestructured and led direct sales organization in Central and South Texas regions. Quickly accelerated sales organization to exceed annual revenue plan of >$250,000 in new net revenue. ● Directed sale of the region’s largest multilocation, multilevel managed services contract in 2018 to Arrow Ministry’s 16 locations, edging out a competitor and seizing a 60-month term contract bringing in $2.1 million in revenue ● Promoted to President of Texas Region in 2018; controlled entire Texas-based sales organization consisting of 2 general managers, 4 sales managers, and 30 account executives
● Achieved strongest-ever bottom-line results for Texas region in 2018; exceeded forecasted plan by $350,000 while slashing $450,000 in expenses and retaining all personnel
CenturyLink Business for EnterpriseSenior Lead Relationship Manager
Apr. 2015 - Apr. 2017Austin, TexasHand-selected to lead new sales channel for CenturyLink’s SaaS, ISV, and cloud services products. Prospected and established a new client base throughout Texas; facilitated all sales and technical leadership across services.
● Identified and closed new sales opportunities within an assigned base of software customers, producing >$1 million per month in net new recurring revenue YTD in 2016
● Leveraged executive relationship with BMC Software’s CIO to orchestrate the single largest cloud-based data center and cybersecurity solution sale in CenturyLink’s newest SaaS channel, resulting in annualized contracted revenue of >$5.4 million over a 3-year period
Apogee, Inc.Vice President - National Sales & Marketing Leader
Jan. 2011 - Sep. 2013Austin, Texas AreaSupervised and directed all aspects of sales and marketing channels for Apogee, the nation’s largest, most innovative provider of on-campus residential networks in higher education.
● Oversaw integration of Salesforce as a new CRM tool; created new comp plans for sales, customer service, and sales engineering teams, motivating the entire team to achieve over 125% of annual sales target, a company record ● Executed 10-year, multimillion-dollar licensing contract that secured a designated suite and placed our company’s logo in the University of North Texas’s new stadium, leading to broader name exposure which quickly led to adding 5 new colleges to the sales funnel ● Hired and trained topflight sales and marketing team that drove net new revenue by >34% quarter over quarter for 2 years
● Delivered 125% of annualized revenue plan, generating >$15 million in net new contract revenue for 2012 and 2013
MCI & Verizon BusinessExecutive Director - Enterprise Accounts, Emerging Markets and Wholesale Accounts
Jan. 1989 - Mar. 2006Dallas/Fort Worth AreaDuring my 18 year tenure with MCI, Worldcom and Verizon I held a number of executive management positions including 6 different promotions. I was also tasked to create and hold several roles which had not yet been created and which I wrote the business plans for and then held the actual positions. These roles included Branch Operations & Business Manager, Sr. Branch Services Manager and Executive National Director for State & Local Governments nationwide. I was promoted to rebuild and repair large Sales Organizations in Texas including Sales Director over South & Central Texas and then promoted again to Executive Sales Director for DFW & North Texas. Achievements Included:
*Leading South & Central Texas managing 7 sales offices and over 100 employees for 1500 customers and over $100MM in revenue moving incremental revenue from 89% of plan upon arrival to over 115% of plan consecutively for 3 years.
*As the Executive Director for DFW & N. Texas I had responsibility for leading the largest and fastest growing branch in the nation, achieving the #1 branch in Revenue & Pipeline Sales for 2 consecutive years producing over $150MM in ARC serving over 2500 customers.
*From 2004 - 2006 I led the #1 Team in Wholesale & Carrier Growth in Texas achieving over 115% YTD in revenue growth on an annual basis and sold the single largest MSA contract in corporate Carrier history to Broadwing resulting in over $15 milion in revenue uplift over a 3 year contract.
*Awarded multiple Chairman's Inner Circle, Circle of Excellence awards (5 times) as well as becoming a 5-time winner of MCI Master's Awards which was the Top 5% of Sales Leaders in revenue.
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