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Work Background
enosixHead of Global Sales & Success
May. 2022Atlanta, Georgia, United StatesLeading a commercial team in the space around connecting ERP systems to various business systems very simply and very quickly.
WorldpayVP, B2B Payments
Jun. 2019 - May. 2022Atlanta Metropolitan AreaWas part of start-up Paymetric and acquired by Vantiv/WorldPay. Leading and managing an incredible global account organization in the B2B merchant acquiring and fraud/security industry to serve some of the largest corporations across the globe. Successfully rebuilt a team to become more predictable in revenue management, quota attainment and forecasting. Selected Accomplishments: - Exceeding an ever-increasing quota goal each year – growing 35%+ each year for the last 3 years. - Developed X-Sale processes into the back book for organizational growth and increased margins across the enterprise. Achieving over 150% team attainment every year in core growth, professional services revenue, and X-sales. - Implemented a customer lifecycle engagement model for retention and continued growth – managing $65M+ adding $21M annually. - Focused and improved methods for DSO, QBRs and GTM methods for revenue retention with a 100% remote team. Implemented operational improvements in collections, reference management, product alignment, negotiation tactics and campaigning.
Harland ClarkeRegional VP, Major Accounts & Investment Services Division
Nov. 2017 - May. 2019AtlantaDirectly responsible for developing and managing a team of director-level account executives into the company’s largest bank clients for all check, digital and marketing solutions. Managed a team achieving over $128MM in annual revenues.
Selected Accomplishments:
- Managed a team through an organizational transformation in a critical year to achieve 25% growth in revenues and bridging new solutions under a single-owner concept.
- 100% retention of existing customers and annual revenues.
- Implemented new sales methods and practices to drive incremental growth and pipeline development – specifically around new sales and GTM methodologies.
FiservDirector of Account Management
Oct. 2011 - Nov. 2017Greater Atlanta AreaDirectly responsible for developing and managing the account and service management organizations for the financial risk management services division to the firm’s global customer base to include $900M in annual revenues.
Selected Accomplishments:
- Built and managed a team of account and service managers to cover 4,400+ clients across multiple product lines in risk, compliance, ACH, cash management and payments.
- Created and managed a reference program that increased client retention to over 99% of annual revenues and attained 92% reference base of managed accounts.
- Developed an Account Management Maturity Model Council for process improvements across the firm focused on references, revenue, on-boarding, measurement, client satisfaction and overall revenue growth.
- Client base included C&R banks, Credit Unions, money center banks and corporates.
- Organizational revenue goals and quota attainment achieved each year. Team turn-over was 0% and NPS increased by 75% from the first year. X-Sales increased 150% over the last 3 years driving growth at the enterprise level.
XpanxionVP, Account Management
Aug. 2008 - Sep. 2011Greater Atlanta AreaHired to develop an account management organization, process and program to facilitate with a corporate transaction for the firm – for a rural and offshore sourcing start-up. Selected Accomplishments:
- Developed an account management process, organization and team within the initial 3 months that enhanced the pipeline (adding 50% new opportunities) and the close rate of deals (75% of deals from account management won).
- Managed multiple on-shore/offshore projects and opportunities in the areas of check truncation, payments, data analytics and voice recognition.
- Heavily engaged with C-suite to drive long term planning and engagement processes for new work and facilitating the value prop to potential buyers.
- Fulfilled goal of facilitating the merger with an acquiring company and transition planning – the account management structure attributed to a 20% increase of the valuation of the acquisition.
ChoicePointVP, Banking Vertical Markets
Oct. 2007 - Aug. 2008Greater Atlanta AreaWas tasked with the creation of a financial services segment to build new business and create additional solutions by leveraging existing technologies and products. Responsible for managing marketing budgets, revenue targets, training and coaching for a group of field representatives across the US.
Selected Accomplishments:
- Created a net new product and GTM plan to enter the uncharted space for regional bank marketing solutions, 2 years ahead of the competition.
- Transitioned the sales force from commodity-based solutions to strategic and complex sales.
- Team closed 2 initial pilot customers within the first 4 months with two major banks.
- Instrumental role in the transition team to the acquirer (Acxiom)
AMERICAN SYSTEMSVP, Financial Services Division
Jan. 2004 - Oct. 2007Greater Atlanta AreaWas part of a start-up called thoughtmill that was acquired by American Systems. Built a start-up practice to market, sell and deliver on/offshore IT consulting, professional services and infrastructure projects nationwide, with a primary focus on the payments, banking and fintech sectors. An annual revenue growth rate of 40% was achieved through the management of the P&L, market planning and territory development.
Selected Accomplishments:
- Directly grew a practice from $0 to well over $22M in annual revenues in less than 4 years through consulting, direct sales and continued practice management of additional sellers in new practices. - Established new service lines that proved impactful for business leaders in multiple segments, which focused on outsourced full-life cycle development, infrastructure services and process improvements (ITIL and CMMi) that increased the firm’s revenue by 30% annually.
- Had oversight and direction of all financial services projects, resources and engagements, and account managers, including $20M in annual revenues.
S1 CorporationPractice Director
Jan. 2000 - Jan. 2004Atlanta, Georgia, United StatesEarly employee in a start-up - joined shortly after IPO. Primary role was that of building and managing an industry-based strategy-consulting practice within S1’s professional services organization (PSO) that would manage over $40M in revenue a year. Selected Accomplishments:
- Created the services estimating model that gave a higher level of confidence to S1 sellers and increased net profits in services by 28%. - Engaged and consulted with numerous banking prospects (C&R, CUs and major banks) in the areas of call centers, online banking, mobile banking and IVR solutions.
- Created and implemented multiple tools and methods that increased scale, quality and revenues in professional services to include product certifications, sales enablement, organizational readiness and delivery quality.
- Initiated a partner program and managed IBM and BearingPoint partnerships that developed new revenues for the company in the first two years.
BearingPointManager, Financial Services Practice
Jun. 1998 - Jan. 2000Greater Chicago AreaDeveloped and lead engagements for large multinational banks involving financial controls and processes, accounting, technology innovations and the rollout of CRM and ERP systems. Selected Accomplishments:
- Lead a team of analyst and consultants over a 9-month period, which resulted in reconciling more than $11B in ACH payments providing a major bank in the northeast major savings in their annual reporting. - Lead multiple client initiatives as a technical leader in CIO-roles that served critical functions for an internet start-up in the investments and brokerage business, creating one of the first online brokerage trading sites.
- Managed multiple projects and engagements for large banks and insurance companies in the areas of data center consolidations, technology unification and proprietary software design and development.
SunTrust BanksChief Information Officer
Apr. 1990 - Jun. 1998Atlanta, Georgia, United StatesCIO for SunTrust Securities - driving technical changes for online trading, data analytics, online reporting, back-office automation - that resulted in enhanced customer experience, increased ramp-up times, and more data availability for decision making.
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