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Work Background
SoftwareOneSr. Area Sales Director | Leading Digital Transformation & Enterprise Growth for Corporate Clients
Feb. 2024Toronto, Ontario, CanadaIn my role as the Area Sales Director, I am responsible for leading a team of Field Account Managers (Canada-wide) within our Corporate segment. My primary objective is to expand SoftwareOne’s business by driving sales across a broad range of digital transformation solutions, ensuring we meet or exceed GP and EBITDA targets.
I provide guidance, support, and feedback to my team members to optimize their performance and professional development. By fostering a collaborative and high-performance culture within the sales team, I ensure we consistently achieve our goals.
I analyze market trends, customer needs, and competitor activities to identify new opportunities and address challenges effectively. Acting as a trusted advisor to our clients, I offer insights, guidance, and support to help them achieve their business objectives.
Durham CollegeAdjunct Professor | Cloud Computing & Cybersecurity | Faculty of SEIT
Sep. 2023 - Aug. 2024Toronto, Ontario, CanadaAs an Adjunct Professor at Durham College, I was committed to shaping the future of IT by delivering unparalleled education in cloud computing and cybersecurity. My role encompassed:
• Innovative Course Delivery: Crafted and presented dynamic, cutting-edge courses in Introduction to Cloud Computing and Cybersecurity, ensuring students were well-versed in these pivotal disciplines.
• Engaging Lectures and Rigorous Assessments: Designed and delivered compelling lectures, created thought-provoking assignments, and implemented rigorous assessment methods to foster a deep and comprehensive understanding of the material.
• Practical, Hands-On Learning: Immersed students in real-world scenarios with hands-on experiences in managing and securing cloud infrastructure, bridging the gap between academic theory and practical application.
• Staying Ahead of Industry Trends: Continuously updated the curriculum to reflect the latest advancements and trends in cloud computing and cybersecurity, ensuring that our students were equipped with the most current and relevant knowledge.
• Collaborative Curriculum Enhancement: Partnered with esteemed faculty members to elevate the curriculum, aligning it with industry standards and best practices to ensure our graduates were highly competitive in the job market.
• Dedicated Student Support: Provided personalized guidance and mentorship, assisted students with their academic projects, career aspirations, and professional development, ensuring they were well-prepared for success in the fast-paced world of IT.
By integrating innovative teaching methods, real-world applications, and a commitment to excellence, I strove to empower the next generation of IT leaders with the skills and confidence they needed to excel in the rapidly evolving fields of cloud computing and cybersecurity.
Amazon Web Services (AWS)Sr. Sales Leader | Spearheading Enterprise Client Acquisition & Market Expansion in Cloud Computing
Jun. 2019 - Jan. 2024Toronto, Canada AreaIn my role as Senior Sales Leader for AWS Customer Acquisition, a wide array of responsibilities were under my purview to further organizational goals. Comprehensive market research and analysis were critical aspects of my job. This in-depth work provided actionable insights that greatly informed our strategic direction, highlighting emerging trends, customer demands, and competitive landscapes in the cloud computing sector. Strategic business plans also fell within my responsibilities. Developed and executed with an eye on growing revenue and expanding market share, these plans were tailored to reach key customer segments and geographic markets. As a result, our team was well-positioned to capitalize on new business opportunities and consistently met or exceeded quarterly objectives. Customer relationship management was another area where I excelled. Maintaining and cultivating relationships with key clients and partners were part of my daily routine. My understanding of their unique business requirements allowed me to align AWS cloud solutions effectively, achieving high levels of customer satisfaction and retention. Coordination with cross-functional teams was a critical part of my role. Collaboration with sales, marketing, product management, and technical departments ensured that our initiatives aligned well with broader company objectives, contributing to an efficient and productive work environment. Outside of these core duties, I also established myself as a thought leader in the cloud computing industry. My presence at industry events, conferences, and webinars helped elevate the AWS brand, enriching its reputation and standing in the field. In summary, my work had a substantial impact on AWS Business Development. Through detailed research, strategic planning, robust customer relationships, and internal collaboration, I made significant contributions to our market position, customer satisfaction, and operational efficiencies.
OracleSr. Managing Director | Broadening Sales Growth & Deepening Client Retention
Jun. 2015 - May. 2019Toronto, Canada AreaIn my role as Senior Managing Director of Customer Experience at Oracle Marketing Cloud, I initiated several pivotal changes to enhance client relations and operational efficiency. I developed and implemented policies to improve client retention and satisfaction. This led to an increase in customer loyalty and fortified our market standing. I also scrutinized our customer service operations, recommending changes that elevated accuracy, efficiency, and responsiveness. These updates had a direct positive impact on client satisfaction and reduced churn. Managing Client Success was another key area. I created and supervised programs to optimize our on-site Client Success Managers' performance, resulting in higher client engagement and better account renewals. My expertise in our products and services not only helped to improve service quality but also boosted sales and cross-sell opportunities, further enriching our revenue streams. Lastly, data-driven insights were a cornerstone of my role. I routinely analyzed client requirements and Account Health Reports, targeting upsell, cross-sell, and renewal opportunities while identifying areas that required improvement. Overall, my leadership significantly contributed to client satisfaction, operational efficiency, and business performance at Oracle Marketing Cloud.
Microsoft (via Invenio Canada | International Financial Group)Sr. Manager, Enterprise Field Sales | Orchestrating Sales Strategies & Cultivating High-Performance
Oct. 2014 - May. 2015Toronto, Canada AreaIn my tenure as Enterprise Sales Manager at Microsoft, I wore many hats but the most important was that of a leader. Each week, I conducted personalized reviews with each Account Executive. This wasn't just about metrics; it was about building communication and identifying areas for individual development, which invariably led to elevated team performance. Leadership was key in my role, and not just in a hierarchical sense. I assembled a dynamic sales team and led them not just to meet but to exceed our profitability and growth targets. This was achieved through a shared vision and collective ethos, which I was responsible for instilling. Adhering to company policies and ethical standards was non-negotiable. I ensured these were more than just words on a page; they were principles adopted and practiced by every team member. Financial prudence was another area I focused on. Crafting monthly and annual expense projections, I was proactive in ensuring expenditures were aligned with our budget, thereby guaranteeing profitability. My role also involved laying down the strategy. I designed market-specific business plans and sales blueprints. These were not generic, off-the-shelf plans but carefully tailored strategies that ensured we met our sales objectives. Investing in my team's skills was not an afterthought; it was a priority. I facilitated regular skill-building and motivational sessions that significantly boosted sales acumen across the board. Lastly, I had a direct hand in formulating sales strategies, structuring compensation, and crafting tailored sales plans. This was not leadership from a distance; this was about taking ownership of all sales-driven activities to ensure consistent performance excellence.
Postmedia Network Inc.Client-Focused Sales Strategist | Leading in Media Monitoring, Data Analytics, & Product Innovation
Dec. 2013 - Sep. 2014Toronto, Canada AreaIn my role at Postmedia Network, I led an account management team focused on building a robust sales pipeline through strategic lead sourcing and cold outreach. We engaged prospects with product trials, creating a steady stream of opportunities. I acted as an industry advocate, promoting the synergy of media monitoring, research, and data analytics. This integrated approach elevated our marketing and communication strategies, resulting in more effective campaigns and happier clients. I earned a reputation for reliability and trustworthiness by emphasizing a tailored selling approach. This customized focus led to higher levels of customer satisfaction and loyalty, solidifying long-term relationships. Marketing & PR initiatives were part of my core responsibilities. I coordinated with our Product, Professional Services, and Marketing teams to launch new offerings and improve existing products. These collaborative efforts enhanced the quality and scope of our portfolio. Innovation was a constant. I initiated promotional activities focused on client engagement and business outreach. Each initiative was strategically planned to meet the specific needs of our diverse clientele. I also conducted persuasive sales pitches, targeting prospective investors and partners. These presentations weren't just about selling but building mutually beneficial relationships that added value to both parties. In summary, I wore multiple hats: strategist, advocate, consultant, and team leader. My holistic approach to account management and business development made a meaningful impact on our bottom line and customer satisfaction metrics.
Flybits (via Ryerson Centre For Cloud and Context Aware Computing | Digital Media Zone)Strategic Partner Liaison | Bridging Sales & Engineering for Enhanced Solutions
Jun. 2013 - Nov. 2013Toronto, Canada AreaIn my role as Channel Sales Executive at Flybits via Ryerson Centre for Cloud and Context-Aware Computing, I was pivotal in driving key initiatives. I effectively created a broad support network among stakeholders, facilitating collaboration across various virtual teams within the company. One of my key responsibilities was to act as a liaison between the sales and engineering departments. By orchestrating inter-departmental meetings, I helped both teams align their goals, enhancing project execution and streamlining operations. On the customer front, I guided them towards more comprehensive plans and a broader range of product offerings. This not only increased our revenue but also significantly contributed to higher customer satisfaction and retention rates. I was also instrumental in customizing experiences tailored to meet the unique needs of channel partners and end-users. These targeted programs led to positive feedback and helped in building enduring relationships. I thrived within a dynamic development team where creativity and collaboration were the norms. My contributions enhanced our ability to innovate, ultimately leading to the delivery of high-quality products. In a mentoring capacity, I nurtured sales units within our channel partners, aiding them in becoming more effective and contributing to mutual success. Finally, I closely collaborated with our design team, ensuring that projects were completed even under tight deadlines. I was meticulous in drafting detailed requests for proposals and statements of work, laying a clear pathway for prospective partnerships and ventures.
Alftroika Consulting GroupBusiness Coach Serving Small Business Owners and Entrepreneurs
Apr. 2013 - May. 2019Toronto, Canada AreaMission:
Focused on imbuing clients with strategy, drive, and accountability, ACG is committed to fostering success in both professional and personal spheres. Small Business Specialization:
ACG is proficient in resolving challenges unique to startups and small businesses. Tailored services are provided to ensure a competitive edge in the market. Service Offerings:
- Business Plan Development: Creating actionable, robust plans for sustained success.
- Brand and Network Building: Establishing impactful brands and facilitating strategic connections.
- Digital Solution Implementation: Offering custom solutions to bolster online visibility and reach.
- Market Entry Strategy: Expert guidance for successful market launches or expansions.
- Leadership Development: Programs designed to empower and cultivate effective leaders.
- Public Relations Management: Strategies for maintaining and enhancing brand reputation.
- Sales Excellence Training: Comprehensive courses to maximize sales potential.
- Technology Process Improvement: Focused efforts to update and streamline tech-related processes. Career Advancement Support:
ACG extends Consulting Services such as Mock Interviewing and Resume Analysis to assist in career development. Consider ACG a dedicated partner on your path to success.
Microsoft (via Invenio Canada | International Financial Group)Senior Manager | Client Engagement & Sales Excellence at Microsoft
Jun. 2012 - May. 2013Toronto, Canada AreaIn my capacity as Inside Sales Manager at Microsoft, I had the responsibility for both the Tele-Partner Account Management (Tele-PAM) and Software Asset Management teams. I led the entire Inside Sales operations, right from the genesis of opportunities to orchestrating a robust sales pipeline. My hands-on approach enabled us to meet revenue milestones and exceed forecasts consistently. One of my key duties was the end-to-end management of team personnel processes. I was deeply involved in the recruitment process, ensuring that we onboarded talent aligned with our goals. I also undertook performance evaluations and implemented incentive programs that fostered a culture of accountability, thereby driving role-specific outcomes. I made it a priority to mentor our sellers. Through continuous coaching and professional development programs, I emphasized the importance of value-driven communication. This approach served us well in cultivating lasting relationships with our partners and establishing trust, which is a cornerstone of long-term success in sales. Another critical aspect of my role was revenue management. I ensured that sales projections were always in line with our set pipeline revenue benchmarks. By closely monitoring and realigning our strategies, I also made sure we met or exceeded our monthly opportunity generation objectives. In summary, my role as an Inside Sales Manager at Microsoft was a blend of operational expertise, personnel management, and strategic oversight. I was committed to not just meeting but exceeding our goals, while simultaneously nurturing a team that was driven, accountable, and highly effective in sales and partner relations.
IBMSenior Manager | Driving Customer Growth & Lifecycle Strategy at IBM
Apr. 2010 - May. 2012Toronto, Canada AreaIn my tenure at IBM, I led high-impact initiatives that significantly boosted our brand presence and market share. I spearheaded merchandising campaigns that set us apart from competitors, strategically positioning our brand for success. I actively nurtured key accounts by representing IBM at industry and community events. This not only increased retention but also elevated client satisfaction across our portfolio. A key aspect of my role was providing actionable feedback to leadership on the efficacy of sales strategies, driving iterative improvements in our sales approach. I managed the recruitment and onboarding of Account Executives, ensuring they met our company's high standards. Once part of the team, I focused on their holistic growth, promoting a culture of accountability and excellence. I engaged consistently with all market clients and conducted a thorough analysis of economic trends. This data informed our tactical and long-term sales strategies. Finally, I upheld the confidentiality of sensitive data, maintaining trust within the organization. My leadership contributed positively to team morale and significantly impacted the bottom line, embodying a style of active engagement, data-driven decision-making, and continuous improvement.
IBMSenior Sales & Channel Growth Strategist | Expanding Market Reach at IBM
Dec. 2007 - Mar. 2010Toronto, Canada AreaIn my role as Distribution Account Executive at IBM Canada, I spearheaded local marketing campaigns and user engagements that significantly increased our brand visibility. I initiated strategic partnerships focused on online marketing and SaaS mechanisms. These alliances augmented our product reach and contributed to holistic account planning and territory expansion. I rolled out cross-selling and regional marketing strategies, effectively boosting brand awareness and market capture. To optimize our revenue streams, I designed channel-specific blueprints that closely aligned with the company’s core strategy. These plans were supported by well-defined targets and KPIs, offering a clear path to success. Recognizing the vital role of a skilled team, I introduced comprehensive training programs in sales and marketing. This not only enhanced our team's skill set but also paved the way for sustainable growth. Serving as a central liaison, I streamlined communication between departments, clients, and external partners. This role was crucial for maintaining organizational efficiency and consistent revenue. To cultivate enduring client relationships, I led various initiatives, including strategic foresight sessions and quarterly business reviews. These efforts contributed to our long-term success and customer satisfaction. In summary, I was committed to strategic planning and operational excellence, aligning both immediate and long-term objectives to realize organizational goals.
IBMBids Desk Manager | Optimizing Sales Operations & Partner Engagement at IBM
Feb. 2006 - Nov. 2007Toronto, Canada AreaAs the System X Bids Desk Manager at IBM, I initiated key process enhancements that streamlined operations. I led the reconfiguration of the Triage Process and launched a user-friendly web interface to facilitate interactions with our business partners. These steps significantly optimized our workflow. I was instrumental in bridging gaps between IBM’s Channel & Direct sales units. Through focused internal projects and constructive feedback loops, we enhanced inter-departmental synergy. I oversaw the introduction of a web-centric pricing tool that aligned with global System X Bid desk requirements. This tool played a key role in augmenting business efficiency and facilitated seamless field integration. Leading a global team focused on Special Bids for Business Partners, we set a high standard for service quality. We implemented best practices globally, ensuring consistent excellence across the board. I conducted thorough, activity-based evaluations of business workflows, translating the findings into actionable insights. This led to the rapid incorporation of optimized operational strategies. Stakeholder engagement was another focal point of my role. Through structured interviews and surveys, we integrated multiple perspectives into our decision-making processes. I was honored with the Director’s Award for my dedication to fostering key executive relationships and exceeding customer satisfaction metrics.
IBMRSI Operations Manager | Advancing Integration Strategies & Market Position at IBM
May. 2005 - Jan. 2006Toronto, Canada AreaAs a Regional System Integrator Operations Manager at IBM, I acted as the central liaison between clients and internal teams, aligning goals and ensuring timely project deliverables. I teamed up with account executives to identify new business opportunities, facilitating product showcases to expand our client base. I collaborated with cross-functional teams to execute direct marketing campaigns, significantly enhancing our market reach. I developed a comprehensive record-keeping system via a daily correspondence database, streamlining our operational workflows and improving overall efficiency. I conducted internal control assessments, navigating complex business procedures to fortify our operational robustness. I led efforts to elevate service engagement in IBM's ICSF program, implementing operational enhancements and optimizing channel communications. In partnership with the Contracts & Negotiations department, I authenticated updates to the Lead Pass Agreement, aligning our business strategies with regulatory requirements. I initiated changes in our program fee structures, resulting in increased partner engagement and sustained growth. I coordinated with IBM's tech teams to enhance database and tool functionalities, fortifying system robustness and user-friendliness. I managed HR profiles for our representatives, refining the RSI Operations mechanism. I held regular interactions with the Americas' Brands & Channels Team and communicated key ICSF program changes to our international teams in Europe and the Asia Pacific region.
IBMTeam Lead, Opportunity Management & Execution | Enhancing Operations & Compliance at IBM
Feb. 2003 - Apr. 2005Toronto, Canada AreaIn my role as Opportunity Management Execution Support Team Lead at IBM, I directed a dynamic team, overseeing all facets of daily operations and recruitment. I successfully elevated the Partner World Lead Management (PWLM) Helpdesk, addressing compliance issues and enhancing business partner support. I was instrumental in audit readiness, particularly for Business Partner Opportunity Management (OM). My insights during these sessions significantly aided our audit preparedness and compliance metrics. I provided targeted guidance to Marketing and Brand Sponsors on pipeline management, including effective utilization of the CRM Siebel tool. This had a direct positive impact on our revenue streams. I organized on-site tours for Business Partners in collaboration with Client Representatives. These tours effectively disseminated productivity strategies and promoted the PWLM tool, strengthening our business relationships. I engaged closely with senior leadership to identify new business opportunities and participated in key sales deliberations, ensuring alignment with our corporate objectives. I consistently focused on refining operational processes to boost efficiency and client satisfaction. In addition, I took the initiative to diagnose operational bottlenecks, implementing streamlined processes and policies. I crafted and executed reseller and integration contracts, and facilitated smooth audit phases by working closely with auditors. I put in place rigorous administrative protocols aimed at optimizing operational efficiency. My role also included strategic task allocation for both individual and team performance metrics. Overall, I aimed for continual improvement, both immediate and long-term, contributing to team and organizational success.
IBMInside Sales Team Lead | Driving Sales Excellence & Strategic Growth at IBM
Jul. 2000 - Jan. 2003Toronto, Canada AreaIn my role as Inside Sales Channel Team Lead at IBM, I had multifaceted responsibilities that were crucial to the team's success. I set revenue benchmarks and carried out weekly performance evaluations, along with daily pipeline assessments. I also took a keen interest in mentorship, providing emerging sales talents with actionable insights for career advancement. To ensure the team met essential Sales Center metrics like Customer Engagement Duration and Revenue Goals, I utilized strategic coaching and motivational techniques. My aim was to bolster team engagement and performance, for which I implemented an effective internal communication framework. As the team manager, I led my team in developing intricate solutions to capitalize on extensive business opportunities. I was also the first point of contact for customer satisfaction, adeptly handling and resolving complex product-related challenges. My role served as a nexus between the sales team and project leadership, facilitating seamless communication and project execution. I was recognized and promoted to Team Lead within three months, a role that included onboarding and mentoring new hires. I maintained a strong focus on market trends, competitor activities, and targeted accounts, keeping the team aligned with broader company goals. My responsibilities also encompassed strategic planning. I created growth plans that identified key clients and potential market avenues, always aligning with the company's strategic objectives. I actively participated in leadership meetings, contributing to informed decision-making processes that shaped team and company directives.
IBMStrategic Inside Sales Leader - Enterprise Client Acquisition & Market Expansion at IBM
Aug. 1999 - Jun. 2000Toronto, Canada AreaIn my role as Inside Sales Specialist at IBM, I led sales conversions through inbound and outbound calls, aligning with direct marketing and client acquisition goals. My proactive approach in negotiating and closing an enterprise deal with a key retail corporation within the first year showcased my skills in customer alignment and contract negotiation. I was responsible for generating and following up on leads from customer interactions, campaigns, and field sales referrals. I emphasized active promotion and in-depth product knowledge dissemination to existing and potential clients, thereby increasing market penetration and positioning IBM as an industry thought leader. I utilized advanced lead generation tools to improve profitability and expand IBM's product market share. I maintained transparency in communication, ensuring all key stakeholders were updated on crucial developments and challenges. This facilitated timely decision-making and issue resolution. My role also involved diversifying revenue streams by exploring new sales channels through direct engagements, tele-sales, and email marketing. I diligently addressed and resolved customer inquiries about product specifics, pricing, and availability. By maintaining a focus on customer satisfaction and driving sales strategies, I consistently added value to IBM’s overall goals and objectives.
TD SYNNEX North AmericaStrategic Channel Sales Leader & Market Growth Innovator at Tech Data
Jun. 1996 - Jul. 1999Toronto, Canada AreaIn my role as Channel Sales Executive at Tech Data, I was instrumental in forging strong relationships with potential clients to develop impactful product marketing strategies that fueled business growth. By strengthening the nexus between sales engineering, marketing, and customer support teams, I enhanced internal efficiencies through targeted training sessions. One of my core achievements was the introduction of innovative sales strategies that boosted revenue while significantly improving customer retention. My knack for identifying and nurturing new channel partners allowed me to offer unique business development insights, positioning these partners for success. Recognizing the value of strategic alliances, I leveraged market intelligence to establish a competitive edge in a crowded marketplace. My focus on networking and content-driven marketing approaches yielded fresh accounts, thus expanding our customer base. I also specialized in designing marketing plans aimed at boosting customer satisfaction and loyalty, ensuring that these initiatives aligned with our overall business objectives. In collaboration with channel partners, I successfully executed specific marketing endeavors that had a measurable impact on our bottom line. By meeting and often exceeding Sales and Marketing benchmarks and Key Performance Indicators (KPIs), I maintained a proactive approach in nurturing cross-functional relationships within the organization. These contributions collectively optimized sales performance and business growth, reiterating my role as a vital asset to the team.
GenX SolutionsCorporate Key Account Manager | Driving Growth & Strategic Client Relations at GenX Solutions
Jun. 1993 - May. 1996Toronto, Canada AreaIn my role as Corporate Key Accounts Manager at GenX Solutions, I led diverse teams in analyzing the impact and opportunities presented by technological changes on our operations. This analytical approach enabled us to stay ahead of the curve, informing our strategic decisions in a rapidly evolving landscape. Building robust relationships with key industry figures was a cornerstone of my role. I effectively created and sustained mutually beneficial referral networks that served as a reliable source of new business. My proactive approach to identifying new opportunities within our existing client base led to the enhancement of our revenue streams, demonstrating my commitment to both maintaining and growing key accounts. A crucial part of my job involved interacting with prospective and current clients to articulate how our services could meet their specific needs. My ability to customize marketing proposals and craft compelling Request for Proposal (RFP) responses contributed to our strong customer engagement and conversion rates. Internally, my focus on cultivating a collaborative work environment ensured that the team operated cohesively, maximizing productivity and workplace satisfaction. I took pride in consistently exceeding sales targets, which emphasized my role in driving revenue growth and expanding accounts in my designated territory. Additionally, I was diligent in monitoring RFPs and bids, which allowed me to identify and capitalize on fresh business prospects effectively. This attention to detail made me a valuable asset to the organization as I contributed to our growth objectives consistently.
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