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Work Background
R&T Deposit SolutionsGo-to-Market Consultant
Jan. 2024Remote NJ
FISRevenue Operations Leader – Banking & Capital Markets
Jan. 2022 - Jan. 2024• Led a revenue operations team to execute a major cross-business initiative, empowering 800 sales representatives across multiple regions to achieve ambitious sales targets, resulting in $700 million in projected revenue.
• Identified and capitalized on growth opportunities in new industry verticals. Designed an incentive-based compensation structure, boosting sales rep engagement by 25% and driving significant cross-sell growth. Developed and rolled out sales playbooks, equipping teams with actionable strategies, streamlined processes and practical resources to maximize success.
• Designed and deployed a dynamic sales performance dashboard, enabling leadership to monitor pipeline health, resolve bottlenecks, and refine sales strategies. Leveraged win/loss analyses and data-driven insights to develop new product bundles and optimize pricing strategies, resulting in increased win rates in high-priority markets.
FISHead of Business Value Services (Pre-Sales) - Banking & Capital Markets
Jan. 2021 - Dec. 2022• Led a high-performing value selling practice within the Banking and Capital Markets business units, successfully developing and managing a value team, and supporting $80+ million in sales transactions across a diverse product portfolio, including next-generation banking products and solutions for payments and treasury operations.
• Partnered closely with sales leadership on strategic pursuits and worked directly with C-level executives at client organizations to lead large and complex digital transformation engagements, ensuring alignment of business goals and successful project execution.
Self-employedGo-to-Market Consultant
Jan. 2019 - Dec. 2020France• Conducted a comprehensive market analysis and developed a strategic roadmap and operating model to enable a French mid-size company to successfully penetrate the EMEA market.
Dun & BradstreetLeader - Business Value Services (Pre-Sales & Post-Sales)
Jan. 2016 - Dec. 2019Short Hills NJ• Developed a value engineering team to engage with most strategic accounts (all Fortune 500 companies) during the pre-sales phase, driving significant improvements in win rates through targeted, high-impact strategies.
• Conceived and rolled out a comprehensive value realization program emphasizing business outcomes over technical features, which enabled a structured approach to KPI tracking and ROI quantification, enhancing retention rates.
• Conducted extensive analysis on customer data utilization and the resultant business value, aligning Dun & Bradstreet's data blocks strategy with Product Management, and crafted innovative SaaS and tiered value-based pricing strategies. This alignment boosted revenue by tailoring pricing to customer-perceived value and market demand, enhancing both satisfaction and financial performance.
Medidata SolutionsSenior Director - Business Value Services (Pre-Sales & Post-Sales)
Jan. 2014 - Dec. 2016New York, NY• Designed and led a pre-sales value consulting program specifically targeting high-value mega deals ($100+ million).
• Directed pre-sales efforts for two critical strategic accounts, collaborating closely with customer CxOs. Employed a consultative sales approach and coached internal teams and Medidata executives, resulting in two contract wins totaling $185 million over a two-year period. • Launched a post-sales value realization program to measure realized outcomes, align with client success goals, and clearly demonstrate ROI, which significantly boosted renewal rates and strengthened customer retention. • Developed new packaging and pricing strategy for new products, resulting in the successful launch of the Risk-Based Monitoring and Mobile Health products, with sales exceeding initial targets by 130% in the first year.
OracleDirector – Oracle Insight & Customer Strategy (Pre-Sales)
Jan. 2008 - Dec. 2014North America• Developed a consultative and value-driven selling practice in the Telecom & Media business unit, significantly enhancing license sales and deal sizes. This strategy generated an additional $110 million in license sales. • Led over 100 pre-sales initiatives, partnering directly with customer CxOs to help them understand the value of transforming their organizations using Oracle solutions (including CRM, CX, Supply Chain, BI, Finance, ERP, HCM, MDM, and specific telco solutions).
VeriSignOffice of the President - Restructuring Projects
Jan. 2007 - Dec. 2008Washington D.C. Metro Area• Advised senior executives to streamline the company’s product portfolio and reorganize the sales force to focus on key strategic opportunities to reduce costs and improve margins. • Performed in-depth market, technology, and financial analysis to identify products to retain, incubate, and divest, resulting in $1.1 billion in non-core divestitures and margin improvements.
• Provided strategic recommendations to exit affiliate distribution channels in 30 countries. Generated over $25 million of incremental margin in the first year.
inCode, a division of EricssonTechnology Strategy Consultant
Jan. 2005 - Dec. 2007Greater Atlanta Area• Recommended innovative growth strategies and developed disruptive business models for wireless carriers (Sprint, AT&T), cable providers (Comcast, Cox), private equity firms (Sequoia), and telecom equipment providers.
• Advocated for a wireless market entry strategy for a joint venture (Comcast, Cox, Charter Communications) resulting in a $2.3 billion investment to acquire spectrum licenses (2007 FCC auction).
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