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Work Background
AvePointGlobal Account Director
Jan. 2018 - Jan. 2022Western USManaged all sales and business initiatives across 25 global accounts based in North America and representing $3.7M in annual recurring revenue (ARR) for this Microsoft ISV. Expertise focused on driving account acquisition and deal negotiation with enterprise customers. Guided remote team through executive sales cycles of 4-18 months with global accounts based in North America. Coordinated product/business presentations, pricing structures, deal closings and solution delivery. * Negotiated several multi-year contracts with ARR ranging between $280K to $1.45M.
* Key clients included Amgen, Gilead Sciences, Edison Inc., Wells Fargo, Kaiser Permanente and others.
* Navigated complex sales cycles with wide range of decision criteria and diverse influencers worldwide.
Brackett Ventures, LLCPrincipal
Jan. 2016 - Jan. 2018Bellevue, Washington, United StatesFounded and operated this retainer consulting firm to provide contract sales and account development services to early-stage technology firms and and Fortune 500 market leaders. * Technology emphasis on leading-edge platforms such as IoT, Deep Learning, AI, Cybersecurity and Big Data Analytics.
* Created and developed sales pipeline through clients in Oil & Gas and IT consultancies, while opening new markets and handling performance analysis.
Castlight HealthRegional Sales Manager - Pacific Northwest
Jan. 2015 - Jan. 2016San Francisco, California, United StatesStarted and grew this SaaS pioneer in healthcare benefits platforms, driving new business development, lead generation, sales, technical support and customer service in Western US multi-state territory. * Succeeded in selling and delivering software solutions and professional services to two new clients in ten months, generating $1.3M in annual revenue.
* Secured two multi-year agreements with clients in Healthcare and Manufacturing.
TIBCO Software Inc.Enterprise Account Executive
Jan. 2013 - Jan. 2015Palo Alto, California, United StatesTransitioned to open up new markets in named payers, providers and integrated delivery networks across the US through aggressive prospective and the entire sales engagement lifecycle. * Targeted 14+ names accounts, including such notable clients as Xerox ACS, Kaiser Permanente, Providence, Noridian, WPS and others.
* Skillfully positioned company infrastructure and software architecture to transform delivery to US Healthcare clients, surpassing licensing and professional services quota between 2013-2014.
TIBCO Software Inc.National Account Executive / National Energy & Utilities
Jan. 2010 - Jan. 2013Recruited back to manage 18 named accounts in North America, such as PBA, OGE, Baker Hughes, Idaho Power, Boeing, Micron, Pacificorp and others in the US West and Canada. Average new business transaction ranged between $2,500-$5,800 with Healthcare deals ranging between $488-$1,5000 and Energy & Utilities ranging between $560-$4,200. * Earned membership in the elite “President’s Club” in 2011-2013; also achieved up to 232% of quota in Energy and up to 121% of quota in Healthcare accounts.
* Personally negotiated and closed major oil & gas enterprise infrastructure agreement, worth more than $4M.
Estorian, IncVice President
Jan. 2009 - Jan. 2010Bellevue, Washington, United StatesOversaw team in lead qualification and sales strategies for the company’s flagship product offering with this provider of email archiving and e-discovery solution (LookingGlass). * Closed largest enterprise client in the company’s history.
Polivec,IncSenior Vice President
Jan. 2005 - Jan. 2007Mountain View, California, United StatesRecruited, trained, motivated and managed teams of 26 field and inside sales professionals to sell governance, risk and compliance software applications. * Smoothly transitioned an existing customer base to new product platform and enterprise solution.
* Established and maintained quarterly sales plans and liaised with Marketing to enhance market knowledge.
TIBCO SoftwareSenior Account Executive
Jan. 2000 - Jan. 2004Drove all sales revenue from new licensing, services, maintenance and technical support across four-state Pacific Northwest territory, generating up to $16M annually. * Profitably expanded existing revenue from $200K to $16M during tenure, earning “President’s Club” in 2001-2003 and achieving quota in 2001-2004.
* Member of the “President’s Roundtable” for exceeding licensing and services quota by 125% and 200%, respectively.
Oracle CorporationSenior Account Executive - Major Accounts
Jan. 1996 - Jan. 2000Greater Seattle AreaRanked as #1 National Performer (181%) in Blue Cross Blue Shield in FY2000.
IMEX Medical SystemsSenior Vice President - Worldwide Sales and Marketing
Jan. 1993 - Jan. 1996Golden,ColoradoIncreased sales by 42% and profitability by 39%.
ATL UltrasoundRegional Sales Manager
Jan. 1987 - Jan. 1993Greater Denver Area
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