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Network Power<100 people
Roles
👍50%
Sales & BizDev
Geos
🇺🇸100%
United States
Work Background
DextegoAdvisory Board Member
Jan. 2024New York, New York, United StatesThink of Dextego as supercharging your team. Their cutting-edge AI and industry experts-led coaching platform is revolutionizing professional development and decision-making precision at scale — expect to see employee churn slashed by half, performance gains of over 30%, and a 25% faster sales cycle. Stand out with Dextego's adaptive technology and personal growth tools, including a one-of-a-kind coachability score. Dextego delivers potent, on-the-job microlearning and bespoke insights in the flow-of-work, catapulting your team to peak innovation and skills mastery, backed by a crystal-clear dashboard for leaders to track and amplify continuous progress. Your leaders don’t have the time to upskill everyone, this is where Dextego helps you.
RevGeniusMember
Jan. 2024RevGenius is a community of revenue generating sales, marketing, customer success, and revops professionals brought together to learn, share, support, and grow with each other. You can consider us your alt work family! Our mission is to create a trusted space where curious revenue professionals are collaborating on the future of B2B GTM.
JugoSenior Vice President, Americas
Jan. 2023- Create the first GTM strategy for the Americas across all routes to market.
- Revenue acceleration synthesis across sales, channels, marketing, and customer success teams.
- Leverage data analytics to drive Revenue Acceleration and Growth, ARR, MRR, TCV, and CLTV
JugoVP, Alliances & Partners
Nov. 2022 - Jan. 2023- Create strategic alliance and partnership GTM strategy.
- Leverage data analytics to rationalize sales and marketing performance.
- Generate revenue growth across sales, marketing, and customer success.
CapgeminiGlobal Partner Director
Feb. 2021 - Nov. 2022As the Head of Capgemini's AppDynamics Partnership, I lead the development and execution of innovative go-to-market (GTM) strategies, driving indirect sell-through and sell-with initiatives. My role is central to acquiring new customers, expanding the customer base, and enhancing partner operations processes, contributing significantly to the global and regional partner sales revenue. This position is key to the incremental revenue growth within the Global Strategic Initiatives & Partnership group. Key Achievements: Strategic GTM Leadership: Developed and executed a comprehensive channel GTM strategy, aligning with fiscal priorities and revenue targets, and enhancing partner readiness and sales strategies. Visionary Team Leadership: Built and led a team of Partner Account Managers, instilling a clear, strategic vision and fostering organizational alignment with revenue growth objectives. Revitalizing Partner Sales Strategy: Overhauled partner sales strategy, evaluating existing programs and initiating new partnerships to generate new revenue streams. Operational Excellence in Partner Management: Implemented an integrated operational plan for the partner business, optimizing systems, processes, and team dynamics for peak performance. Cross-Functional Collaboration: Collaborated with Marketing, Sales, Solution Architects, and Executive teams, advocating for partner needs and driving a unified, proactive strategy. Expansion of Strategic Partnerships: Strengthened relationships with key cloud technology providers (e.g., SAP, AWS, Microsoft, Google, ServiceNow), aligning our partnership strategies for mutual profitability. In this role, I blend strategic insight, operational expertise, and revenue growth tactics to enhance partner relationships. My focus is on continuously evaluating partner needs, ensuring channel effectiveness, and adapting strategies to meet market
CA TechnologiesSenior Global Account Director, Sales and GTM programs, GSI's
Jul. 2018 - Dec. 2020Acquired by Broadcom - continued working at Broadcom in the same capacity. In my role at CA Broadcom, I oversee six critical business segments across two global system integrators (GSIs): the global APMaaS program, global ISV displacement program, North American territories for IBM, and global sales with Ensono. A key focus is managing global offering and sales program execution with IBM, our largest partner. This involves strategic engagement with business and technical leaders, implementing sell-to and sell-with strategies, and leading sales team cadence, coaching, and partner enablement sessions. Key Achievements: Quota Attainment: Achieved 100% of FY19 quota and surpassed FY20 goal by 119%.
Pipeline Expansion: Tripled new program pipeline in the first 90 days through an innovative sales program. Leadership and Development: Mentored six sales leaders and over 1,000 partner sellers, focusing on product training and client relations. Global Team Management: Led teams across AP, ANZ, EMEA, LATAM, Canada, and the US, enhancing partner and sales team performance. Partner Relationship Improvement: Transformed a delinquent pay partner's behavior from consistently late to timely payments. Revenue Growth via Marketing: Initiated a digital marketing campaign, increasing revenue by 114% and recovering $30M in lost pipeline. Strategic Partnership Agreements: Negotiated multinational and regional partnerships, enhancing business reach and impact. Product Integration: Integrated CA's AIOps platform into IBM's cloud journey, augmenting product value and market presence. My role blends strategic leadership, operational expertise, and a keen understanding of partner dynamics, contributing significantly to revenue growth and partner success. I focus on driving sales excellence, building strong partner relationships, and leading teams to exceed business goals.
DensifySenior Global Alliance Director, Strategic Accounts, IBM
Mar. 2017 - Jul. 2018WorldwideJoining the Densify team on the recommendation of IBM executives, I was tasked with transforming the IBM-Densify partnership and bolstering sales for IBM Global Technology Services and IBM Global Business Services. My role involved aligning Densify's offerings with IBM's strategic initiatives and executive programs, crafting US plans, and shaping global strategy. Additionally, I elevated Densify's partner status to Cloud Partner by leveraging my knowledge of IBM Partner programs and implementing co-funded field marketing initiatives. Key Accomplishments: Quota Achievement: Personally secured 50% of Densify's global company quota. Competitive Program Success: Led a global competitive takeout program with IBM in 2018, achieving $24M in year-to-date bookings. Business Dashboard Implementation: Developed and deployed a business dashboard for weekly updates to the cross-functional leadership team. Major Deal Closure: Facilitated a $4M signing with IBM at AT&T. IBM Offering Process Innovation: Initiated the L-code IBM offering process, establishing Densify as a "standard offering" for I2A. Sales Program Transformation: Transitioned from a reactive engagement model to a high-velocity sales program, training over 70 IBM sellers, technical sellers, and BDEs. Sales Cadence Leadership: Organized and led weekly forecast cadences for eight sales representatives across NA & EMEA. In this role, I demonstrated a unique blend of strategic alignment, partnership enhancement, and sales leadership, significantly contributing to the growth and success of both Densify and IBM. My focus on innovative sales strategies, effective team training, and strong deal closures has been pivotal in driving forward the partnership's objectives.
AppDynamicsSenior Global Alliance Director, Strategic Alliances, IBM
Nov. 2014 - Mar. 2017WorldwideAcquired by Cisco. In my role, I was instrumental in building and nurturing strategic C-level partnerships, focusing on implementing a global strategy with IBM as both a customer and partner. My responsibilities included developing regional (US) and global plans, encompassing new logo acquisition, competitive displacement, pricing strategies, training, and joint go-to-market initiatives in collaboration with IBM's sales, outsourcing, and consulting teams. I established and strengthened relationships with IBM executives, technical teams, and consulting organizations, ensuring alignment with our partnership goals and services. Additionally, I managed pipeline cadences with IBM's US and multinational sales teams and AppDynamics sales leadership. My role also involved hiring, coaching, and leading a diverse sales team, along with managing pre-sales personnel to deliver solutions that exceeded customer expectations. Key Achievements: Sales Growth: Achieved a 764% increase in sales with IBM from 2015 to 2017. Sales Cadence Management: Executed weekly and monthly cadences for 1-10 salespeople across five regions. Challenge Mitigation: Addressed and resolved complex challenges, including difficulties in developing a cooperative GTM strategy with IBM's competitive product, through cross-functional engagements. Global Model Launch: Launched the global APMMaaS model with IBM's IMI division, conducting on-site and virtual training in the US and India, and integrating AppDynamics into IBM's APMM offering. In this capacity, I demonstrated a strong ability to drive strategic partnerships, sales growth, and team leadership. My focus on collaborative strategies, problem-solving, and training initiatives significantly contributed to the success of the IBM-AppDynamics partnership.
EMCSenior Enterprise Account Executive
May. 2013 - Oct. 2014Mid Atlantic, Northeastern USAs a Senior Enterprise Account Executive, I specialized in revitalizing underperforming territories and driving sales of EMC Federation SW Solutions during a period of low EMC hardware sales. My primary focus was on identifying strategic partners and forging new relationships across various sectors, including pharmaceutical, industrial, manufacturing, financial services, healthcare, and food services. This involved developing strategies and cadences to consistently exceed sales quotas. Key Accomplishments: Global Account Acquisition: Secured a Global Account with Lockheed Martin within the first six months, leading to significant competitive win-backs and achieving over 90% of the assigned objective in the following three months. Competitive Takeout and Cross-Selling: Achieved a $700K competitive takeout by converting a Global Fortune 500 company into an EMC hardware customer, cross-selling EMC storage alongside disruptive software and Flash technologies. Goal Exceedance: Surpassed defined goals by 155% in 2014. District Milestones: Closed the first Isilon deal in the district with Lockheed Martin and initiated a new flash multi-storage frame deal for Q4. Pioneering Flash Storage Deal: Successfully closed the district's first Flash storage deal, a $2.2M agreement with Axalta Coating Systems. In this role, I demonstrated a keen ability to identify and capitalize on sales opportunities, particularly in challenging market conditions. My strategic approach to account development, combined with a focus on cross-selling and relationship building, led to significant sales achievements and the establishment of key accounts in diverse market sectors.
Streamline Revenue Management, LLC.Co-Owner
Jan. 2013 - Jan. 2017United StatesCo-Owner of a medical billing services and cloud-based EMR systems franchise business. We help doctors, and practices achieve substantial revenue and profit via our optimized revenue cycle management solutions and services. Areas include: - Reduce medical coding errors by 90%+ - Receive insurance payments within 45 days versus 90-120 days - Reduce late pay accounts receivable by 80%+ - Increase profits 50%+ by eliminating late pay clients from going to collections
IBMSenior Enterprise Sales Rep
Apr. 2007 - Apr. 2013Mid-Atlantic region, USRehired at IBM for a novel role, I focused on Tivoli Portfolio Sales, encompassing Distributed and Mainframe Systems Management, Security Solutions, and Storage Solutions. My responsibilities included coaching and mentoring junior team members, and I played a pivotal role in strengthening C-level relationships across Fortune 500 Enterprise Accounts in sectors like healthcare, public sector, industrial, manufacturing, retail, financial services, and higher education. I was also responsible for maintaining highly accurate customer and prospect information in Salesforce.com for weekly sales meetings and executive pipeline reviews, often stepping in for my manager in leadership meetings. Key Accomplishments: Leadership in Forecast Meetings: Regularly chaired weekly forecast meetings in the absence of my manager, ensuring continuity and accuracy in sales tracking. Pioneering Sales Role: Recognized as the 2nd Salesperson in the US to "pilot" the ESR (Portfolio rep) role, significantly amplifying sales and positioning over 238 solutions across automation, analytics, storage, security, and cloud solutions in diverse customer environments. Strategic Project Involvement: Played a crucial role as a member of Project Ducati under IBM NDA and as an Eagle Team member since 2010, contributing to key strategic initiatives. In this role, I demonstrated a strong capability in sales leadership, strategic relationship building, and project management. My efforts in expanding the Tivoli Portfolio's reach and my innovative approach to sales strategy significantly contributed to IBM's growth in various sectors.
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