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Work Background
GTMpact Solutions LLCPresident & Fractional Chief Revenue Officer
Dec. 2023Atlanta, Georgia, United States
Mahdlo Executive AdvisorsChief Revenue Officer | Executive Advisor
Jan. 2023Atlanta Metropolitan AreaI help SaaS Founders and C-Suite Executives grow from early stages through $30M in revenue With over 20 years of success leading B2B SaaS and software sales teams, I launched and ran my own CRO consulting firm, helping build and scale SaaS companies. I joined Mahdlo Executive Advisors to further enhance my ability to execute revenue and GTM strategies with SaaS companies looking to ramp their revenues in an aggressive, sustainable framework. Recent Successful Client Engagements:
- Digital Medicine Society: engaged as DiMe’s fractional CRO to lead business development and collaborate with marketing to further increase sponsorship and productized revenue. - Forefront Health Advisors: hired as Fractional Head of Sales to help launch their luxury concierge healthcare startup and implement scalable revenue systems and processes. - Upvia: acting in a co-founder and CRO role to gain pilot customers and implement the GTM strategy including all sales and marketing leadership.
- Stealth Startup: joined this exciting AI CX startup to help them create and implement a strategic GTM plan to grow revenues and position them for the VC funding rounds.
- Jamison Private Wealth: I worked closely with their team to develop a GTM strategy targeting affluent individuals. This involved building relationships with key referral sources and leveraging those relationships to drive high-value client introductions. I also helped them optimize their CRM system in conjunction with the other work. Check out the team here ----> https://www.mahdlo.net/mahdlo-fractional-executive-network
VerintVice President of Sales, leading Account Executive Teams
Jan. 2019 - Dec. 2023Greater Atlanta AreaLed the Verint CX automation enterprise sales team in the South Region of the US. Hired to execute turnaround on an underperforming team in the South Region. During a very challenging 2020 pandemic, the team finished the first fiscal year of the turnaround well over targets and more than doubled revenue YTY. The South Region continues to grow revenues and win key new logos across all types of industries, while driving positive outcomes at our existing customer base.
AvayaArea Sales Director
Jan. 2014 - Dec. 2019Greater Atlanta AreaHad the privilege of leading Digital Transformation & Customer Experience sales teams who performed all aspects of Account Management for enterprise accounts in Georgia. Responsible for achieving bookings, revenue, profitability, and expense objectives. My team served as trusted advisors to maintain a high level of customer satisfaction and to protect the strategic interests of both the customer and Avaya. Our mission was to help our customers through their Digital Transformation and to leverage our Digital Engagement platform to increase their end-customer satisfaction.
IBMWorldwide Sales Director, IBM Infrastructure Security Products
Jan. 2010 - Sep. 2014Greater Atlanta AreaLed worldwide sales for all of IBM's infrastructure security product sales (formerly, Internet Security Systems). Responsible for managing this complex, international sales team in a very highly competitive market, including overall sales strategy, sales management, budget attainment, skills enablement, channels optimization and other sales programs. Finished first year of turnaround project at 100% of revenue plan. - Led the successful sales integration and migration of ISS into new IBM Security Division, with the business segment representing $130M of revenue for the division.
IBM Internet Security SystemsDirector for Worldwide Security Sales (Mid-Market)
Feb. 2008 - Dec. 2009Greater Atlanta AreaLed field sales and telesales teams for mid-market business segment. Built new sales leadership team to effectively manage the rapidly growing business worldwide. Grew revenue contribution to the division from 22% in 2007 to 33% in 2008. - Developed an implemented global sales strategy for small- and medium-sized business segment. Hired new sales leadership team in major international markets. Grew 61% year-to-year in 2008, from $69 million to $111 million in revenue. - Helped launch new portfolio of products and services aimed at mid-market clients. Raised the mid-market channel pipeline funnel activity by over 100%. - Achieved full-year revenue plans, and received 3 executive sales awards for outstanding leadership and teamwork.
IBMBusiness Unit Executive, Rational Software Sales
Apr. 2007 - Feb. 2008Greater Atlanta AreaLed East Region (U.S.) sales for Rational Software, a division of IBM, representing over $100 million in revenue annually. Managed 5 sales managers and approximately 100 sales and technical sales specialists, and provided direction to regional telesales teams. - Achieved full-year revenue plan in addition to making up shortfall from early 2007 before taking over the team. - Quickly turned around the business by understanding each of the unique business teams in the East Region, and then putting recovery action plans in place, including pipeline build targets, channels re-enablement and tactical sales plays and promotions.
- Implemented new financial selling tool, which the sales team leveraged to help clients position ROI business cases, and increased the team's progressional services signings by 20% in one year.
IBMBusiness Unit Executive, BuildForge Sales
Apr. 2006 - Mar. 2007Greater Atlanta AreaManaged sales integration of private software company, BuildForge, into IBM's Rational software division after leading the sales due diligence prior to acquisition. After quickly and successfully integrating the sales force into IBM, transitioned to second-line sales executive for Rational BuildForge Americas. - Overachieved revenue plans for 2006 and 2007, growing from $10 million to nearly $20 million in first year, receiving Vice President's Leadership Award for 160% revenue plan performance.
- Quickly executed a very aggressive hiring plan, doubling sales and technical sales teams in 3 months to 24 total sales professionals, including 3 sales managers, 11 sales executives and 20 technical sales representatives.
- Increased average sales price from $80K to $120K by closely managing sales process, ensuring successful proofs-of-concept and ROIs were included in deal qualification steps.
IBMSales Executive, Rational Software Sales
Jan. 2005 - Apr. 2006Greater Atlanta AreaLed Americas mid-market sales for Rational Software, responsible for revenue and white-space market penetration in US, Canada and Latin America. Responsibilities included leveraging all channels to broaden the reach of Rational software in the marketplace, including face-to-face, business partners, ISVs, and telesales. - Led $40 million SMB business for Rational Software, directing 30 field sales and 30 telesales resources.
- Given 2005 Vice President's Award for 100% SMB revenue attainment and significant revenue growth.
IBMSoftware Sales Manager and Senior Sales Representative
Jun. 1997 - Jan. 2005Greater Atlanta Area- Managed inside sales team of 10 software sales representatives, focused on selling all IBM software brands to Small & Medium Business Accounts in the Southeast U.S.
- Successfully grew business double-digit YTY and made revenue objectives
- Executed on hiring plan to grow sales team by 2X within 3 months.
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