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Work Background
IBM iXPartner, Global Adobe Commerce Lead
Oct. 2021 - May. 2024New York, New York, United States- Responsible for leading the Commerce arm of the Global Adobe practice: 2021-2022 - $59m - $129m (121%)2022-2023- $129M to $188m (45%)
- Responsible for leading and contributing to global Digital Transformation pursuits >$2M inclusive of wider Adobe MarTech suite
- Responsible for creating cross-platform commerce strategies, inclusive of Revenue/Subscription, Marketplace, OMS, MACH/Composable, Enterprise Design Thinking, and AI
- Established the strategy and led the tripartite effort between IBM, Adobe, and Zuora to create an integrated Revenue/Subscription Offering inclusive of Product Management, Integration, Sales/ Marketing/Customer assets and enablement, and, Consulting assets including Strategy, Assessment, and Delivery frameworks, resulting in an Adobe Marketplace listing to which IBM has 18-month exclusivity for all resultant lead flow.
- Representative in Executive steering committee for design and implementation of [redacted], a proprietary GenAI-enabled sales and consulting enablement toolkit
- Responsible for representing IBM in analyst reports, conferences, webinars and speaking events
United Virtualities | We Are UV Chief Revenue Officer (Acting)
Jan. 2021 - Oct. 2021New York, New York, United States- Responsible for leading Enterprise sales pursuits on Salesforce Commerce, Service, Sales and marketing clouds, personally closing UV's first Enterprise account
- Responsible for creating account based, outbound and channel-focused go-to-market strategies and leading their execution
- Responsible for improving contracting processes
- Responsible for organizing existing assets into rebranding them as productized service frameworks
- Responsible for roadmapping new service offerings to promote the firm’s growth and reach - Having been recently acquired, responsible for integrating UV’s enterprise commerce division into the acquiring firm’s portfolio
CorraChief Revenue Officer
Jun. 2020 - Dec. 2020New York, New York, United States- Responsible for the PMO, Client Services and Strategic Alliance Teams
- Re-organized the underperforming PMO and Client Services teams
- Identified and proffered remedies for unorthodox applications of EOS - Reduced non-billable utilization from ~20% to ~2%
- Implemented PMO practices to incorporate Agile methodologies appropriate for a Professional Services context
- Implemented new estimation and contracting processes to better set client expectations and reduce the firm’s significant legal exposure
- Implemented change management processes to recoup change order costs while increasing customer NPS. Change order revenue rose 30% and NPS scores rose from an average of 4/10 to 6/10
- Chartered a reusable asset program to reduce development costs and create a more consistent delivery experience
- Chartered a more expansive alliances program to accommodate services with better recurring revenues
- Created growth strategies to leverage previously unprofitable technology investments
BORN GroupChief Strategy Officer (CSO)
Jun. 2019 - Jun. 2020Greater New York City Area- Evolved BORN’s partner relationships, leading to being named the #1 Global Partner for Salesforce Commerce Cloud, Magento’s #1 Global Elite partner, SAP Global Partner (Silver).
- Speak on behalf of BORN at conferences, events and webinars
- Frequent publication of eCommerce industry POV articles
- Established formal practices for Client Services and Business Analysis
- Established formal Marketing and Strategic Alliances roles
- Established an improved sales workflow inclusive of deal stage qualification, win theme-guided pitches, delivery-guided estimations, and legal review
- Led the selection and implementation of a CRM and Marketing Automation platform
- Led the selection of a Professional Services Automation Platform - Identified new opportunities for service offerings related to CRM and Digital Marketing.
- Identified and chartered a new service offering that combines content strategy and data analytics to create demand for multichannel content production
BORN GroupPartner & Managing Director, North America
Apr. 2016 - May. 2020Greater New York City Area- Responsible for the North America P&L, (~$46M, representing 70% of the total commerce business and 50% of the total content business)
- Over a 4 year period, improved the topline revenue from ~$17M to ~$46M, gross margins from ~25% to ~55% and EBITDA from -3% to 15%
- Personally sourced and closed net new accounts including HanesBrands, Harman/Kardon, and David’s Bridal Participated in most new business pitches extending relationships withNestlé, Billabong, and Medifast
- Draft and negotiate all MSAs and SOWs
- Directly manage department heads for Sales, Marketing, Operations, Creative, UX, Project Management, Back End Development, Front End Development and Content Production
- Established charters and knowledge bases for all practices, including Creative, UX, Commerce (Hybris, Magento, Salesforce Commerce Cloud, BigCommerce, Elastic Path, Adobe Experience Manager, Mirakl, Vtex) and Project Management by introduction of practice-specific artifacts and the processes to maintain them, including wiki templates, boilerplate scope and assumptions tables, traceability matrixes, estimators, reusable asset capture, and skills matrixes
- Established an end-to-end Experience Management Practice that covers above-the-line services such as Content Management and Digital Marketing, below-the-line services including Marketplace solutions and the analytics and data science layers that connect them
- Indirectly manage a staff of 200 in North America and up to 400 global resources (when they are engaged in North America projects)
- Evolved BORN’s partner relationships, leading to being named the #1 Global Partner for Salesforce Commerce Cloud, Magento’s #1 Global Elite partner, SAP Global Partner (Silver).
Accenture InteractiveGroup Account Director
Apr. 2015 - Apr. 2016San Francisco Bay AreaResponsible for connecting top G2000 companies with perfect fit digital solutions for Strategy, Creative Design, Service Design, User Experience, Digital Marketing, Content Management, eCommerce, Personalization, and Operations within the Salesforce, SAP and Adobe ecosystems. Exceeded go-to-market target by >100% Adobe Marketing Cloud Sales Certification.
Tacit KnowledgeSenior Vice President, Americas
Jul. 2013 - Jan. 2015San Francisco, New York, GuadalajaraTacit Knowledge is a digital commerce consultancy that has applied Software as a Craft to deliver innovative eCommerce and Content Management solutions to top internet retailers such as Nike, Converse, Williams Sonoma, and The Gap with Tacit’s technology partners including Adobe, SAP, Salesforce, and ATG. - Drive sales and new business through leading pitches and personally closing 60% of new business in North America, including key accounts in new practice areas.
- Build and manage strategic relationships with technology partners, resulting in a significant increase in lead generation. 2014 partner referrals were responsible for ~70% of new business.
- Champion a collaborative culture, thoughtful professional development, and rigorous hiring practices to cultivate innovative, pragmatic and effective teams as measured by project success (100%), employee churn (5%), gross margins (~60%) and EBITDA (~20%).
- Build and manage the leveraged service and delivery teams of six direct and 60 indirect reports at locations in SF, NYC and Guadalajara, covering sales, account management, general management and engineering roles.
- Manage the P&L for the North American service regions and Guadalajara delivery practice, which contributes ~$12M in annual gross revenue (~75% of company total) and ~20% EBITDA
- Created a core competency management system to better develop and retain key talent, resulting in 5 director-level promotions.
- Lead efforts to consolidate disparate existing systems into a single resource planning tool with minimal expenditure of ~$2k
- Provide strategic guidance for new service offerings, including a PaaS – based eCommerce platform, Data Driven Strategy consulting and a Managed Commerce offering.
- Created a new service offering to address underutilized offshore staff, yielding improvement from 40% to 100% of fully allocated resources
- Developed a rigorous hiring and screening practice for account managers and managing directors.
Tacit KnowledgeManaging Director, Western Region
Sep. 2010 - Jul. 2013San Francisco- Created and managed official partnerships with industry leaders such as Salesforce, Hybris, Adobe, which opened previously unavailable marketing channels, deal flow, and technical exchanges
- Formed collaborative relationships with online retail industry decision makers and closed deals in excess of ~$7M with cornerstone accounts, including Nike and Daimler Trucks
- Expanded “co-opetition” practice to 30% of revenue stream, which converted firms previously considered competitors into customers and sales channels
- Institutionalized crucial metrics and processes, both internal and external: including a quarterly company-wide Performance Management system and a Customer Satisfaction and Engagement Experience, which promoted accountability across Sales, Account & Project Management, and Technical Leads, resulting in a 30% turnover reduction within Engineering - Created a consistent hiring process and conduit to thoughtfully scale the region, which approximately doubled the previous billable headcount, while also building the Associate Consultant & Internship programs
- Established charters and made strategic hires for key roles, including: Engagement Manager, VP Engineering, Director of Business Development; created Director of Engineering and Delivery Services roles
- Managed the P&L for the highest revenue producing region (~$6M annually) and consistently exceeded gross margin goals
EightFive PartnersCEO and Founder
Jun. 2010New York, United StatesCurrent Engagements:
- Independent services consulting for GenAI-based agency
- Fractional Chief Digital Officer for Financial Services firm
Past Engagements
- Built and sold a Salesforce Commerce Cloud staff augmentation firm to a $5B IT Services Firm
- Chartered a Professional Services and Strategic Alliances Practice for an eCommerce platform provider
- Sourced and closed Accredited Investors for an entertainment production company
Tacit KnowledgeEngagement Manager, Western Regional
May. 2009 - Sep. 2010San Francisco- Responsible for daily client and project team interaction for all accounts in the regional portfolio, representing ~$3M in annual revenue, and personally spearheaded ~$1.5M in new business
- Pursued and aligned successful relationships with important retailers, such as Sephora and Williams-Sonoma, and built key partnerships with Endeca and Day Software
- Negotiated and drafted all relevant paperwork and contracts, including: MSAa, NDAs and SOWs
- Maintained pulse of morale and work satisfaction of delivery teams
Tacit KnowledgeConsultant
Nov. 2007 - May. 2009- Responsible for the day-to-day management of Agile software development projects, acting as direct liaison between the development and client program management teams - Managed and directed large teams (15+ member) that were globally distributed among multiple constituencies
- Clients included Gap, Inc., Macys.com and Sephora, Inc.
Wells FargoProject manager
Jan. 2005 - Nov. 2007- Responsible for gathering business and technology requirements as well as costing and coordinating Data Center, Security, Circuit Order, and Engineering groups to implement external and internal firewall/network connectivity projects
- Coordinated remote deployments of firewall/network devices, servers, and circuits.
- Dedicated resource for high profile internal customers, E-Payments and Internet Services Group
- Demonstrated the ability to work in fast paced environment, often handling over 30 WAN/Firewall projects simultaneously. - Key role in leadership team to implement the first ATM in Antarctica
SuccessFactorsInside Sales/Lead Generation
Jan. 2004 - Jan. 2005San Mateo- Responsible for generation of leads for Employee Performance Management Software product
- Performed at 120% of goal for cold call volume and contributed $2.5M to the sales pipeline
The Wave MagazineMarketing Manager
Jan. 2002 - Jan. 2004- Managed marketing programs across all business units and determined effectiveness of expected value through comprehensive profit & loss analysis
- Created and maintained partnerships with broadcast media outlets, resulting in a 500% increase of unpaid broadcast media exposure
- Established robust business processes and evaluation methods to control costs across all business units, resulting in savings of ~35%.
- Developed and executed advertisements, sales collateral, press releases, and special inserts
- Created revenue opportunities within existing marketing efforts in excess of 200% of goal by transitioning promotions from cost to profit center
- Prospected and sold both print advertising (136% of goal) and content licenses (+200% of goal)
The Wave MagazineStaff Writer
Jan. 2001 - Dec. 2002- Contributed editorial content for magazine (minimum of 5000 words per month), including movie reviews and celebrity interviews.
SpeechWorksSenior Channel Sales Engineer
Jan. 2000 - Dec. 2001
Moai TechnologiesSales Engineer
Jan. 1998 - Dec. 2000
Brobeck, Phleger & HarrisonHelp Desk Manager
Jan. 1998 - Dec. 1999
ExecuTrain WestSenior Technical Trainer
Jan. 1996 - Dec. 1998San Francisco Bay AreaSenior Technical Trainer responsible for providing training across the Microsoft Office Suite, MS Project, Visual Basic and HTML. Editorial credit for ExecuTrain's HTML teaching manual.
Trek AmericaTour Leader
Jan. 1994 - Dec. 1996Greater Los Angeles Area
Inova SystemsTraining Director and Marketing Manager
Jan. 1992 - Dec. 1994Greater Minneapolis-St. Paul Area- Established Inova as a Certified Borland Training Center
- Sold and led advanced courses in Paradox application development
- Wrote database applications in Paradox
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