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Network Power<100 people
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💸100%
Marketing
🧨100%
Consulting
🔥50%
Startup Founder
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Work Background
MyTextMateSenior Advisor
Mar. 2024Denver, COMyTextMate is a patented software that aggregates benign reminder data from multiple sources and delivers it in a text reminder that can be configured let you decide what data you see and when you want it texted to you. Never miss another assignment deadline or compliance requirement again!
• Responsible for conceiving & executing strategic GTM plans in the SLED market.
• Expanded growth of pipeline by >400% using Apollo workflows and sequences
• Implemented Loomly and managing and monitoring social media posts for multiple sites.
• Wrote Grant Proposal for the Department of Education, Small Business Innovation Research program.
• Crafted business plan and budget narrative for product development roadmap.
Arrow ECS North AmericaSupplier Manager
Jan. 2023 - Dec. 2024Centennial, Colorado, United States$33BN leader in Global IT Distribution - Responsible for overall supplier account health, including channel sales, pre-sales engineering, “quote-to-order” processing, quarterly business reviews, ongoing Partner enablement and growth for Lenovo Group, the world’s largest computer manufacturer. • Grew existing Lenovo channel business by 127% from 2022 to 2023. • Developed Arrow’s partner recruitment and enablement playbook leveraging Salesloft
• Collaborated with Marketing to create Lenovo’s “Practice Accelerator” program and metrics dashboard
• Salvaged a pipeline of opportunities for partners losing their Broadcom/VMware partnerships • Grew overall pipeline of business from $13.5M to over $24M
• Completed Lenovo’s Data Center Sales Certification
OstendioPartner Enablement Manager
Jan. 2022 - Dec. 2023Arlington, Virginia, United StatesGovernance, Risk and Compliance Platform - Responsible for all Channel Partner indirect sales, pre-sales engineering, implementation, training, quarterly business reviews and ongoing Partner Enablement and Client Success
• Experience in relevant channels: Cybersecurity, Managed Service Providers (MSP), Managed Security Service Providers (MSSP), Value-Added Resellers (VAR), and other niche Technology Service Providers (TSP)
• Developed Ostendio’s first strategic partner playbook
• Collaborated on mutual GTM plans with partners and internal senior leaders • Owned account development, negotiations, and implementation of engagements
• Effectively onboarded partners and managed revenue expectations (forecasting)
• Created a pipeline of opportunities for partners valued more than $1M
• Expanded Partner program to Cybersecurity Insurance providers, Consultants and Law Firms
• Completed Cloud Security Alliance’s CCSK Certification
ChannelAdvisoreCommerce Specialist
Jan. 2020 - Dec. 2022Denver, Colorado, United StatesConnecting & Optimizing the world’s commerce with the most unique and powerful SaaS tool to compete with online. They are the experts in Digital Marketing, Marketplaces, Order Management/Fulfillment, Where to Buy and Professional Services to help eCommerce companies compete online! My primary objective was to help online brands and retailers reach consumers in a way that has significant, quantifiable effects on their bottom line. • Closed teams largest deal of the year: $277,000 (SaaS & Pro Services)
• Achieved >90% of quota via 100% self-sourced opportunities
• Team leader in sales development metrics (outbound outreach)
Reach Engine by Levels BeyondVice President of Sales & Marketing
Jan. 2018 - Dec. 2019Greater Denver AreaIn my role as Vice President of Sales & Marketing at Reach Engine by Levels Beyond, I spearheaded the implementation of ReachEngine for Marketing content generation, promoting the Partner Ecosystem, and introducing HubSpot Marketing Enterprise. I also led negotiations for new business, revised the Sales Compensation Plan, and completed the 90-day plan in record time.
PreservicaVice President of Global Sales
Jan. 2017 - Dec. 2019Denver, ColoradoDigital Preservation Software - Responsible for channels, sales enablement, implementing technology, hiring, training and retaining salespeople while leading the Sales and Pre-Sales teams in securing new business. Also responsible for retention and net promoter scores. • Achieved 40% growth in net new logos with less than 5% attrition (95% NPS)
• Tracked 79% revenue growth in then-current fiscal year
• Delivered first ever Sales Rules of Engagement, Training Curriculum & Sales Enablement Playbook • Hired and trained sales associates while managing existing multi-channel team • Clientele included SLED, FED, and Commercial Clients with Digital Preservation Compliance requirements
• Implemented Salesforce.com and Pardot Key wins: Federal Reserve Bank, World Bank Group, European Central Bank, Royal Bank of Scotland, Bank of England, Schroders, Syracuse University, Library and Archives of Canada, Kohler and Amnesty International
ProgressSenior Account Executive
Jan. 2016 - Dec. 2017Greater Denver AreaProgress Software Corporation (NASDAQ: PRGS) is a global software company that simplifies the development, deployment and management of business applications to successfully execute their "Digital Transformation". Delivered expectations for revenue & customer relationship management for twenty-three named accounts. -Completed 2016 as the #1 Ranked Sales Person @ 437% of plan
-Closed the company's largest licensing deal with a Big 3 Automaker for $3.2M.
-Key deals included Ford, Molina Healthcare and American Express
Iron Mountain Intellectual Property ManagementDirector of Sales
Jan. 2008 - Dec. 2016Managed a team of six strategic sales resources who consulted with business owners, risk managers and legal professionals about risk mitigation strategies relating to mission critical technology investments as well as regulatory compliance matters. Led sales enablement and revenue production across multiple service lines including **ICANN related Data Protection business supported by the Iron Mountain Underground Datacenters. • Multiple Chairman’s Club Winner 2006 & 2008 • Managed top ranking Sales Executive 2008-2015
• Collaborated with Product Team to launch ICANN Data Backup services exceeding $6M in new revenue.
• Onboarded acquisition of the "Arcemus" Domain Name Portfolio Management business and subsequently grew from $5M - $11M in Annual Recurring Revenue.
• Led growth of (SEC/FINRA) D3P compliance services sales from $5M - $7M annually.
• Point contact for all Channels/Partner related development (Legal, *ICANN, Registry Operators and Registrars)
• Launched and managed a Continuing Legal Education (CLE) program for our Legal channel
• Cited for contributions to the American Bar Association, A Practical Guide to Software Licensing for Licensees and Licensors, 5th Edition written by H. Ward Classen and published in 2013. *ICANN – Internet Corporation for Assigned Names and Numbers responsible for the Domain Name System
Iron MountainRegional Sales Manager
Jan. 2002 - Dec. 2008The leader in Records and Information Management. Led revenue production across multiple service lines including Registry/Registrar Data Back-Up, SaaS Contingency Planning, Source Code Escrow and Software Testing. Managed twelve sales and pre-sales pros and Channels internationally while implementing Salesforce.com and writing a sales rules of engagement and sale enablement playbook. • #1 Sales District 2003-2008 > Multiple Chairman’s Club Awards
• Transformed #1 Sales Team within 12 months through continuous recruitment efforts
• Reduced attrition by 90% within three years.
• Managed top ranking Sales Representatives Chairman’s Club winners 2003-2006 • Conceived and delivered Best Practice toolkit for clients
• Created and implemented company-first sales playbook
• Assisted with the implementation of Saleforce.com
• Co-authored internal contract negotiations (training) guide
• Published writer (TechRepublic, CNET, Legal Times, IAITAM-ITAK, Soft*Letter and ABA)
• Accomplished public speaker (ACC, ICN Caucus, LES, IACCM, NCMA, ISM, IAITAM, SIIA)
GartnerDirector, Business Development
Jan. 2000 - Dec. 2002Formerly known as The META Group; Gartner is a leading global IT Research Consultancy. Managed a portfolio of 30 Insurance & Financial Service enterprise accounts with $1B - $25B in annual revenues. • #1 in Executive Directions (coaching subscriptions for CIO/CTOs) • Top Ten Director Business Development • Grew additional revenue by 20% selling into the Third-Party Administrator (TPA) market
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