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Work Background
Domo, Inc.Sr. Practice Lead
Mar. 2021 - Dec. 2023Colorado, United StatesBuilt and led the Retail and CPG Practice for Domo. Duties included pre and post sales SME leadership for retail, CPG, and supply chain customers delivering workshops, industry content library, creating & leading solutions, telling customer stories, building case studies, writing use cases & roadmaps, building ROI & business cases, white papers, thought leadership, webinars, events, and more. Personal financial accomplishments:
• $8M closed in 11 months for 2023 as the practice teams top performer. • Won Blue Rooster awards in 2021 and 2022 for quarterly top performers in the revenue organization. • Direct-involvement Total TCV closed-won last 18 mo: $19.2M
• My industries closed-won, last two years: $67M
• Pipeline for industries: $9M over 95 opptys indicating a 25% increase in ACV.
• Top performer on the team since joining Domo. Key team metrics include:
• Deals with PL closed 3.2x higher than deals without.
• TCV participation increased to $50M+ in 2 years.
• Workshop pipeline, last 12mo rolling: $41M on 200+ opportunities.
• Use cases created: 250+ total
• Workshops completed: 26
• Average pipeline generated per workshop: $1.6M
• Average no. use cases identified per workshop: 9-10.
Element AISr. Account Executive and Retail Lead
Jan. 2020 - Mar. 2021Greater Denver AreaSr. Account Executive:
• Exceeded Quota by 83%: Achieved $3.66M in signed deals, invoices, and committed contracts.
• Retail & Supply Chain Focus: Closed deals for AI assortment optimization and computer vision OCR in retail.
• Full Sales Cycle Ownership: Responsible for prospecting, qualifying, proposal creation, negotiation, and close.
Element AISr. Pre Sales
Nov. 2018 - Jan. 2020Greater Denver AreaSr. Solutions Consultant (Global):
• Industry Expertise, Advocacy and Thought leader: Recognized across retail, supply chain, manufacturing, and insurance. As solution architect, designed and delivered customer-centric solutions using AI and LLM technologies.
• Represented the company at analyst meetings and trade shows. Developed GTM strategies and visions. Business communicator: Created compelling business cases, solution demos, and value stories. Content creator: Authored white papers, blog posts, and other marketing materials.
JDA SoftwareSenior Solutions Advisor - Pre-Sales
Jan. 2013 - Nov. 2018Greater Denver AreaAchieved 101% and 178% of my personal quota in 2016 and 2017 respectively and was recognized as a JDA Global Top Performer both years. Contribute to regional team goal of $39.3 M by closing deals for the retail and supply chain solution bundle through various activities – conducting demos, presentations, and webinars, responding to RFPs, and writing business cases with ROI. Assist in filling the sales funnel and pipeline through various marketing functions – competitive intelligence and positioning, collateral and content creation, writing white papers, conducting analyst interviews, aligning go-to-market strategy, and identifying cross sell opportunities. Most recently have started to combine SNEW insights from AI/ML partners to strengthen forecasting approach.
RedPrairieDirector Global Solution Strategy
Jan. 2011 - Jan. 2013Greater Denver AreaOwned global strategy to meet $11M license goal, including new market growth. Met with NORAM, EMEA, LATAM, and APAC customers including WMT/ASDA, M&S, HEMA, and others to define new market opportunities and establish enterprise labor requirements for the store and distribution centers. Performed quarterly business reviews with executive team responsible for identifying growth sectors, white space acquisition targets, competitive intelligence and positioning, win/loss, go-to-market strategy, and financial reporting on average deal size trends, license achievement against budget, and other critical financial KPIs. Directed product management to focus R&D investment for labor solutions to meet financial and growth targets. Owned labor track for annual user conference, including lining up customer, partner, and industry expert speakers. Delivered enterprise labor strategy presentations in conferences globally. Created go-to-market strategy for mobile software to span all solutions including requirements for iOS, Android and Windows Mobile. Owned partnerships for AirWatch, Shopper Trak, Brickstream and other third-party vendors. Interviewed by industry publications including Stores Magazine, DC Velocity and other as a mobile, retail, and WFM expert. Wrote mobile and WFM articles published by IHRIM, spoke at retail and supply chain industry events and tradeshows including NRF. Acted as press and analyst spokesperson with Gartner, RSR, Supply Chain Insights, and others.
RedPrairie (formerly StorePerform)Product Owner and Technical Consultant
Apr. 2006 - Jan. 2011Greater Denver AreaManaged agile process and sprints to deliver new release features, designs, user interfaces, and integration between flagship products. Triaged, prioritized, and planned sprint defects and stories, supported sales cycles, and customer relationships. 1. Drove requirements and stories for new user experience and features, including integration, format publishing, and reporting, owning all aspects of sprints, backlog, and stories led to ASDA and Wal-Mart license $23M combined w/ 60% recurring maintenance and support 2. Improved and drove requirements for first generation integration including non service and task labor scheduling, in new persona based UX - led to Sterling WFM License $2M 3. Designed, wrote stories, managed backlog, and planned sprints for first integration between our retail flagship retail products - led to Sears license $2.7M 4. Built stories, and managed sprints for new iPhone and iPad task management application 5. Owned all aspects of sprint process triaging, prioritizing, and grooming backlog for all customers, balancing quality fixing defects, performance to improve scalability, and stories to add value 15 retail customers, including JCPenney, Lowes, CVS, Sterling, ASDA, PTT
303 SoftwareProfessional Services Director
Mar. 2005 - Mar. 2006Greater Denver AreaResponsible for customer management, and provided consulting services. Drove successful time and motion study for Pepsi in Honolulu, HI, optimizing delivery and replenishment supply chain. Drove requirements for new mobile music web portal for Sony BMG.
CGI (formerly AMS)Consultant
Mar. 1998 - Mar. 2005Denver, Colorado | Columbus, OhioManaged Technical Software and Data Center M&A, consulted to large Telco’s on network, systems and security, and owned large scale production software deployments. 1. M&A of Quintessent software - $1.2M annual license and maintenance, acquired software 30% under value, and relocated operations. Negotiated new licenses, drove new requirements, supported sales, and owned technical CRM, Implementation, and Escalated Support for Time Warner, Bell South, and Verizon. 2. System Engineer - Managed Solaris, EMC and Oracle products. Responsibilities included design, storage config, server admin, DBA, network operations, and vendor relationships. Delivered performance strategy to optimize Bell South SAN, $800K in services - improved production by 20%. 3. Qwest Consultant - Designed HA network security architecture to meet regulatory requirements, $1M in services. Sold idea to champion, managed procurement, and owned requirements / design. Owned IMA software deployments, worth $5M annually in license and maintenance to Qwest - managed twelve production releases. 4. Ohio HSG Consultant - Owned SLA Program for the Ohio Department of Human Services $2.1M annual budget. Negotiated 30 agreements, built director relationships, performed site evaluations, and setup quarterly conferences. Owned county agency training curriculum saving $1M in training costs.
Huntsville HospitalNetwork and System Intern
Mar. 1996 - May. 1998HuntsvilleResponsible for network and systems operations, projects, and maintenance.
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