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Work Background
Demand Driven TechnologiesSr. Enterprise Account Executive
Dec. 2023 - Jul. 2025Atlanta, Georgia, United StatesNew Logo Sales
Enterprise Account Management
Strategic Alliance Management
Marketing Strategy / Biz Dev
Rev Ops
Sales Strategy
Demand Driven TechnologiesAccount Executive
Dec. 2023Atlanta, Georgia, United States
LeanDNASr. Account Executive
Mar. 2023 - Dec. 2023Austin, Texas Metropolitan Area
ZycusSales Director
Feb. 2022 - Mar. 2023Minneapolis, Minnesota, United StatesResponsible for driving sales efforts in the North America Region. Driving new customer acquisitions and hunting new logos by developing key growth sales strategies, tactics and action plans. This is an individual contributor role and responsible for hitting sales quota and overachieving it. Responsibilities:
Identify and close sales opportunities with Fortune 500 companies
Manage complex sales cycle selling the Source to Pay Suite to the CIOs, CPOs and CFOs
Manage large enterprise accounts of $10 billion and above in revenue
Growing revenue via prospecting, qualifying, selling and closing enterprise client accounts
Forecast sales closures accurately based upon realistic opportunity assessments
Work with Inside sales and marketing to maximize territory penetration
Providing a consultative solutions sales process to prospects
Build key customer relationships with Zycus customers
TurnKey Technology Services, Inc.President
Feb. 2010Twin Cities Minneapolis St. PaulTurnKey offers professional services to organizations using TEM (Travel and Expense Management) software (occasionally crossing over to procurement/AP). TurnKey services include Implementation Consulting (Project Management, Functional Configuration, Technical Integration, Strategic Consulting) or Advisory Consulting on TMC and/or Corporate Card program RFX and Best Practices. Additionally TurnKey offers a wide range of Outsource/Retained Services such as Expense Report Auditing, Sys Admin, Travel Management, Corporate Card Program Management, User Support and more. Using only US based workers, TurnKey handles these things for clients every month so they don't have to. TurnKey is application agnostic and provides services in: Concur, Workday PeopleSoft, SumTotal/CyberShift, Oracle, OfficeCast and soon Chrome River. Direct Sales and General Executive Mgmt. of 20+ employee professional B2B services firm in TEM software space • Sold 100+ new customers on new services over 10 years. IQVIA, Polaris, Janus, Aramark, Allianz, Guardian Manufacturing, Humane Society, Merkle, Lombard, Inventiv Health, TPG, EVERGY, etc. • Direct management of sales staff and partners/alliances
• Collaborated with department heads to design, develop, price, and sell 7 new services into SAP Concur customer base.
• General Management included overseeing day to day operations, accounting and financial Mgmt. (Payroll, Banking, Tax, GL, AR, AP).
• Created and signed multiple OEM/Biz Dev deals with partners including: SumTotal, CyberShift, Birst, GlobalVaTax and more
TurnKey Technology Services, Inc.Vice President of Sales and General Manager
Feb. 2010 - Jan. 2022Twin Cities Minneapolis St. PaulTurnKey offers professional services to organizations using TEM (Travel and Expense Management) software (occasionally crossing over to procurement/AP). TurnKey services include Implementation Consulting (Project Management, Functional Configuration, Technical Integration, Strategic Consulting) or Advisory Consulting on TMC and/or Corporate Card program RFX and Best Practices. Additionally TurnKey offers a wide range of Outsource/Retained Services such as Expense Report Auditing, Sys Admin, Travel Management, Corporate Card Program Management, User Support and more. Using only US based workers, TurnKey handles these things for clients every month so they don't have to. TurnKey is application agnostic and provides services in: Concur, Workday PeopleSoft, SumTotal/CyberShift, Oracle, OfficeCast and soon Chrome River. Direct Sales and General Executive Mgmt. of 20+ employee professional B2B services firm in TEM software space • Sold 100+ new customers on new services over 10 years. IQVIA, Polaris, Janus, Aramark, Allianz, Guardian Manufacturing, Humane Society, Merkle, Lombard, Inventiv Health, TPG, EVERGY, etc. • Direct management of sales staff and partners/alliances
• Collaborated with department heads to design, develop, price, and sell 7 new services into SAP Concur customer base.
• General Management included overseeing day to day operations, accounting and financial Mgmt. (Payroll, Banking, Tax, GL, AR, AP).
• Created and signed multiple OEM/Biz Dev deals with partners including: SumTotal, CyberShift, Birst, GlobalVaTax and more
BEW InteractiveEVP Sales and Business Development
Oct. 2009 - Feb. 2010Greater Detroit AreaExecutive Vice President responsible for top line growth through direct sales, marketing and partner alliances. Left successful position at Concur to take 40% ownership stake in Concur's main professional services partner. My mission was to expand company vertically and horizontally. Concur represented 90% of BEW revenue, which necessitated diversification. A single service (Audit) represented 90% of Concur related revenue, which necessitated diversification within the Concur alliance. In five short months I sold the largest DIRECT deal to a T&E customer for implementation services in BEW's 10 year history (6 figures to Avaya), introduced 3 new OEM services to Concur that I personally invented (Reporting, Sys Admin and End User Support) - thereby diversifying the revenue stream, and sold a new OEM partnership for 6 new services to a new T&E partner. BEW's primary source of revenue offered to extend BEW's contract for 3 additional years if we stopped expanding our offerings, stopped selling direct, and stopped working with additional partners. Against my advice, the majority shareholder agreed, and I left to start TurnKey to support the Avaya implementation and the new OEM partnership I had sold. Barely half way into the extension the audit service was moved to the Philippines and BEW was out of business.
Concur TechnologiesRegional Sales Executive - National Accounts
Jan. 2007 - Oct. 2009Greater Minneapolis-St. Paul AreaDirect sales to mid market (500 - 3000 employees) throughout a defined geographic territory. Responsible for the entire sales cycle, from prospecting through booked sale. Was aggressive, success-oriented and developed a record of exceeding sales targets. Presidents Club Winner. Demonstrated high level of commitment and strong desire to lead a top-notch sales team. Reported to and acted as Regional Sales Director while position was frequently unfilled. Achieved sales objectives through sales to new customers. Led the way strategically, bundling product and services for single solution and price, simplifying negotiations, reducing cycle time, increasing revenue per sale.
Identified new sales opportunities through direct prospecting, and partner relationships. TMCs, Card Providers, Service Partners. Managed sales process through qualification, needs analysis, product demonstration, negotiation and close.
Successfully worked as team with Sales Engineer (IT) and Sales Consultant (Functionality)
Developed and maintained elite knowledge Concur’s products, services, value proposition - situational fluency.
Understood the territory, competitive offerings and business issues relevant to market.
Effective time and territory management maximized results.
Managed RFPs/RFIs, responses, coordinating input from multiple sources. Documented daily sales activities in SFDC, accurately forecasted, and managed pipeline. Drove sales revenue while accurately communicating activities to sales management.
Active team player. Helped teammates strategize. Trained new sales reps for company quarterly.
Provided feedback from field to cross-functional teams re product, selling, competition, etc.
Operated under moderate supervision with frequent reviews of work.
Brilliant Cities IncDirector of Sales / Director of Community Development
Jul. 2005 - Jan. 2007Greater Minneapolis-St. Paul AreaB2B and B2C Sales methodology and plan development from the ground up, expansion management and corporate fundraising for Fiber To The Home Telco startup. Highlights
- Developed sales plan; selling strategy, sales organization, job descriptions, staffing plan, training plan, CRM plan, resource development, equipment, budget (OpEx/CapEx), reporting, etc.
- Identified target markets for expansion based on strategic criteria I personally developed
- Met with 50+ communities and economic development orgs. throughout Midwest, laying groundwork for our growth
- Supported company Chairman in fundraising activities with personal and institutional investors, developed PPM presentation and follow up. Met with, presented to, and personally handled prospective angel investors.
- Organized Monticello, MN and Marshfield, WI RFP responses
- Direct report to CEO and Chairman
DatastreamRegional Sales
Jan. 1999 - Dec. 2001Greenville, South Carolina AreaDirect Sales of Enterprise Physical Asset Management Software to the telecommunications vertical. Responsible for all aspects of building pipeline from zero (new product, new vertical market), and introducing customers to new model (SaaS) in early 2000's. Closed company's first ever SaaS deal to Cricket Communications. Sold 7 figure deal to Qwest Communications. Was #1 global Sales person for public software company for 2nd time in my career here. Exceeded annual quota in 2001 by 7x. Built 6M pipeline of new business in less than 1 year.
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