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Work Background
HQE Systems, Inc.Head of Sales
Jun. 2023 - Nov. 2024Los Angeles, California, United StatesLed a transformative overhaul of revenue processes and technology infrastructure, significantly enhancing efficiency and fostering a culture of cross-team alignment. Founded and shaped a new sales department, crafting its strategy, organizational structure, and operational processes with vision
and purpose. Designed and implemented innovative lead generation and automation systems, including web traffic strategies, streamlining the sales pipeline, and elevating conversion rates. Established and managed Sales Operations, optimizing workflows to ensure seamless collaboration across functions and drive
success. Developed and executed effective prospecting and outreach strategies, expanding market reach and accelerating growth. Collaborated closely with marketing teams to develop and execute go-to-market strategies, aligning sales and marketing efforts for maximum impact. Led project management initiatives, overseeing cross-functional teams to deliver strategic objectives on time and within budget. Devised impactful customer support and success strategies that elevated client satisfaction, retention, and revenue growth. Managed strategic client relationships, ensuring long-term partnerships and identifying opportunities for upselling and cross-selling. Engaged in corporate development activities, identifying strategic business expansion, and partnership opportunities. Developed and refined software demo practices, enhancing product demonstrations to showcase value to prospects effectively. Directed revenue planning and forecasting initiatives, empowering data-driven decisions, and aligning financial goals with ambitious business objectives. Served as a Salesforce and Systems Architect, leading system customization, maintenance, and integration to adapt to evolving business needs and challenges. Created and managed comprehensive reporting and analytics frameworks, delivering actionable insights and empowering teams to monitor key performance indicators.
Procore TechnologiesHead of Professional Services
Apr. 2021 - Dec. 2021Productized Professional Services and Methodology - scaling Professional Services sales (bookings) at 48% CAGR over the last three years and over 100% increase year-over-year. Professional Services Pipeline & Forecasting - maintained a PS Pipeline ratio of 1.5X or better. As a Clari Admin user, I created Clari Dashboards to monitor and manage our PS pipeline, maintaining a PS Revenue (and ARR) forecast accuracy of 97% or better. Revenue Teams - established a strong and symbiotic relationship with Sales, Customer Success, and other revenue teams to scope and prescribe Service offerings to new and existing clients; while establishing an efficient hand-off process between the presales and implementation stages. Solutions Consulting and Professional Services Operations -established both functions under the umbrella of Professional Services; received a maturity score of 75% for PS Ops on a recent TSIA benchmark survey. Professional Services Roadmap - led the development and alignment towards a comprehensive Services roadmap, paving the way towards higher product adoption and PS revenue for years to come. Go-to-Market (Services Engineering) - in partnership with Marketing and various revenue teams, brought seven PS offerings to Market, increasing product adoption, usage and driving PS revenue.
Procore TechnologiesSenior Manager, Engagements
Jun. 2019 - Apr. 2021Carpinteria, CAProfessional Services Automation (Mavenlink) - Evaluated and implemented Mavenlink as Procore's Professional Services Automation platform. The platform is managed entirely by PS Ops, driving adoption and best practices. Professional Services Metrics & Reporting - Implemented accurate and consistent PS KPIs and PS Reporting to drive positive business results and alignment. Clari, Looker, and Tableau were the data platforms used.
MedalliaManager, Professional Services
Apr. 2018 - May. 2019San Francisco, CaliforniaOwned all B2B Text Analytics sales and pipeline while working with Medallia Sales teams to ensure a pleasant hand-off experience for clients. Led strategic service partner management and enablement, establishing implementation quality guidelines and standards. In addition, the initiative created a new global program designed to improve the onboarding and product training of strategic sales and implementation partners worldwide. Manage all strategic pilots that included Medallia’s Text Analytics product for enterprise-level clients and prospective clients. Attained 75% product expansions and/or new client acquisitions success rate. Successfully managed all Text Analytics global concept-to-launch enterprise SaaS implementations across three different industries. Developed and managed the implementation teams responsible for delivering Medallia’s text analytics product.
US Marine CorpsDirector of Supply Chain Finance
May. 2016 - Dec. 2017Greater San Diego AreaAs the western United States, supply chain consulting Leader created a new performance gathering tool, streamlining data processing to detect regional trends and implement corrective actions. The tool reduced consulting time by 30%. Developed a cost allocation and financial risk management regression model during the integration of two major business sectors. The model resulted in $1.2M in cost savings.
Established a new comprehensive self-audit guide, optimizing the decision process for selecting procurement and contracting vehicles. The guide resulted in 100% compliance during three enterprise audits (industry average is 78%). Designed and implemented a new operating cost forecasting model, using PERT and time series techniques, reducing budget variances by 15% between 2016 and 2017. Successfully planned and executed four multi-agency business development projects involving over 100 stakeholders across five states.
US Marine CorpsSenior Manager, Supply Chain Finance
Mar. 2012 - May. 2016Okinawa, JapanProvided audit consulting services to three business sectors, successfully completing three enterprise-level fiscal and supply chain audits. Created, developed, and implemented a lean logistics cost reduction model, focused on supplier management, logistics management, key performance indicators, benchmarking, and value-added services from external entities. As a result, the system reduced operating costs by 15%. Created a streamlining model to align strategic sourcing and managed services to qualified vendors using three different contracting vehicles, all while adhering to six financial regulatory agencies standards, improving procurement efficiency by 35%. Completed six IT international projects involving over 300 multinational stakeholders across seven different nations.
US Marine CorpsOfficer Candidate
Sep. 2009 - Dec. 2011Hand-selected to participate in a highly selective commissioning program (top 5% service-wide), consisting of the completion of undergraduate studies and transitioning to becoming a Marine officer.
US Marine CorpsElectronic Engineering Technician
Sep. 2004 - Aug. 2009Greater San Diego AreaCommand, Control, Computing, Communication and Intelligence (C4I) Analyst: Proficient on C4I systems and provided knowledge in a helpdesk environment to all military branches and military contract services. Provided fault isolation and preventative maintenance for systems in response to tasks given by maintenance managers and test directors. Managed four Sun Solaris-based platforms running on UNIX software, utilizing standard operating environment software designed to maintain several databases.
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