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Work Background
Center for Internet SecurityVice President of Sales
Jun. 2023 - Mar. 2024Charlotte, North Carolina, United StatesCIS is a forward-thinking nonprofit that harnesses the power of a global IT community to safeguard public and private organizations against cyber threats
BackbaseArea Vice President, Latin America & Caribbean
Jan. 2020 - Jun. 2023Charlotte, North Carolina AreaAs the RVP for Growth Markets, I lead efforts to extend Backbase capabilities to banks and financial institutions across several high growth markets, such as South Asia, ASEAN, the Greater China Region, Korea, Japan, and Latin America.
BackbaseDirector of Global Sales Operations
Jan. 2019 - Jan. 2020Charlotte, North Carolina AreaWe are the creators of the Backbase Omni-Channel Banking Platform, a state-of-the-art digital banking software solution that unifies data and functionality from traditional core systems and new fintech players into a seamless, digital customer experience. We give financials the speed and flexibility to create and manage seamless customer experiences across any device, and deliver measurable business results. We believe that superior digital experiences are essential to stay relevant, and our software enables financials to rapidly grow their digital business.
Strathblane Sales ExcellencePrincipal Consultant
Jan. 2016Charlotte, North Carolina AreaStrathblane Sales Excellence is a outsourced Sales Enablement consultancy, based in Mooresville, NC. We focus on delivering sales training & coaching programs, pipeline and sales forecasting support, and Salesforce.com expertise. While our programs can be customized for any industry, we specialize in supporting SaaS-based technology companies, with an emphasis on the FinTech, EdTech, and Social Marketing spaces.
Work that we do;
-Define a company's Total Addressable Market (TAM) and the appropriate segment likely to buy, or Serviceable Market (SM)
- Help sales organizations identify the KPI's that are impactful to the business, how to measure them and what to do with them
-Assist with building sales and business processes that lead to results
-Building hiring profiles for sales roles and the compensation plans to reward them
-Training and Coaching sales teams to better identify customer needs and how to align solutions to those needs
-Instilling a continuous improvement mindset, always looking to do things better
-Optimizing the use of systems and tools, such as Salesforce.com and its related ecosystem
-Tying sales results to business outcomes, making sales leaders part of the business
AvidXchange, Inc.Director, Sales & Marketing Enablement
Oct. 2014 - Aug. 2018Charlotte, North Carolina AreaI spearhead sales and marketing efforts focused on achieving goals through efficient processes and a positive company culture. I implement systems and tools to provide accurate analytics, training, and coaching for sales teams, equipping them for success and supporting their career development. My accomplishments include:
● Achieved a 10x increase in annual revenues through creating scalable and sustainable business processes.
● Increased sales staff to 5x original size utilizing effective training programs.
● Coordinated efforts to overhaul Salesforce.com as part of $500+ million VC investment.
BazaarvoiceDirector Global Sales Operations
Jun. 2011 - Feb. 2014Austin, Texas AreaI incorporated CRM data and analytics into sales strategy to effectively drive revenue growth and expand market reach. I oversaw project management systems ensuring processes operate at peak performance to support sales operations. My accomplishments include:
● Increased lead generation by 10x through developing a global demand generation pipeline.
● Expanded business development coverage to 95 global sales territories.
● Directed the complete overhaul of Salesforce.com, including the integration of multiple independent instances, supporting multi-currency CPQ.
● Improved the demand generation efforts in EMEA, increasing lead production from less than 50% of quota to 135% of quota.
● Directed sales operational improvements that contributed to a successful 2012 IPO.
Constant ContactInside Sales Leader
Apr. 2010 - Jul. 2011Loveland, CO; Waltham, MAI led generalist and industry-specific sales teams, developing their skill sets and expanding sales efforts. I drove strategy and tactics to acquire new customers across constant contact family of offerings and expand customer base. My accomplishments include:
● Delivered the single biggest sales year in company history, onboarding over 178,000 new customers with lifetime value over $275 million.
● Directed the expansion of the inside sales team from 10 sales reps to over 75 across two call centers.
BlackboardRegional Vice-President
Aug. 2008 - Feb. 2010I led a team of highly experienced sales professionals in offering Blackboard's solutions to the K-12 market in the United States and Canada.
IntuitSr. Sales Manager, Retail Firms
Jan. 2005 - Dec. 2007Reported to the VP of Sales. As Sr. Sales Manager for StoreFront, Rapid Refunds, I was responsible for the sales and promotion of tax preparation software to the retail preparation community.
- Partnered to construct go-to-market strategy for Intuit's offering in the retail tax preparation software segment.
- Generated over $15 million in annual revenue.
- Had highest net promoter scores of any Intuit product line and among all competitors
- As a leader, had highest Employee Engagement scores.
IntuitSenior Manager Sales Enablement
Jan. 2002 - Dec. 2005Reported to the VP of Sales with a dotted line to the VP of Service and Support. Responsible for the quality of the customer experience across Service Delivery.
•Designed and implemented a complete performance coaching and management program for the Service Delivery organization (500+ agents) across three sites. Redesigned customer service standards along with the supporting processes and metrics
•Managed total staff of 21 (14 trainers, 3 Master Coaches, 2 Writers, 2 Coordinators) with matrix budget in excess of $1.5M
•Directed all sales training programs
•Managed all sales pilots and campaign trials
•Responsible for all one-to-many sales channels, generating over $3.5M in incremental revenue
•93% Employee Engagement score, 15 points above company average
IntuitSite Manager
Jan. 2001 - Dec. 2002Reported to the VP of Service Delivery. Managed facility and staff after the acquisition of a primary competitor.
•Managed combined Sales, Service, and Support staff of over 60 agents with total budget in excess of $5M
•Exceeded first year migration revenue goal of $12.9 Million with lifetime value in excess of $100M
•Transitioned almost 15K new customers to Intuit products
IntuitSales Trainer
Jan. 2000 - Dec. 2001Reported to the Sales Director. Respsonsible for all aspects of the sales training program.
•Developed and delivered training content on all Professional Tax Division products to Acquisition and Renewal sales teams of over 100 agents
•Provided performance feedback to team leaders
•Managed sales TeleSeminar program
IntuitTeam Leader
Jan. 1999 - Dec. 2000•Supervised team of 12 Technical Support/Sales Representatives with total acquisition revenue goal of $3M
•Participated in trade shows and seminars
•Named Team Leader of the Year, 2000
IntuitTechnical Sales Representative
Jan. 1997 - Dec. 1999•Generated over $300K annually in revenue through direct sales
•Handled inbound technical support calls during peak season
•Facilitated sales seminars which resulted in over $200K of revenue
•Named Representative of the Year, 1998
Hecht'sDepartment Manager
Jun. 1995 - Oct. 1997Fredericksburg, VA
Stafford County Sheriff's OfficeDeputy Sheriff
Jun. 1993 - Jun. 1995Stafford, VA
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