Description
Savvy marketing strategist, with broad go-to-market expertise across cloud, SaaS, and enterprise technologies, diverse vertical markets, and outside-the-box solutions. Highly skilled in defining and launching new multi-million dollar products and services using a strategic market development approach that aligns territorial expansion with operational capacity and revenue expectations.
Work Experience
| COMPANY | POSITION HELD | DATES WORKED |
|---|---|---|
| (Confidential) | VP of Sales - NA Sales Leader | 1/2011 - Present |
| Sterling Commerce | VP of Sales | 10/2004 - 12/2010 |
Education
| SCHOOL | MAJOR | YEAR | DEGREE |
|---|---|---|---|
| University of arkansas | Marketing | 1981 | Bachelor Degree |
Accomplishments
Highlights:
Chronology of Achievements: ♣ 2011. Led consolidation of four business units into one cohesive team, aligning and mobilizing a unified performance-based culture in first 90 days that delivered 104% quota attainment on $169M, in newly integrated unit. ♣ 2012. Provided strategic leadership as Executive Sponsor to close IBM's first IBM Smarter Commerce solutions valued at $37M for one of the world's largest big-box retailers, while leading organization to double-digit YoY growth. ♣ 2013. Recognized with Sales Eminence Achievement Award for providing executive leadership and individual sales that propelled business unit to overachieve target during rebuilding year (only unit to overachieve out of five divisions). ♣ 2014. Hand-selected to transform declining business unit with severe attrition and instability. Led revenue turnaround from $11.2M to $23.6M in 6 months, reversing 40% downward cycle and raising sales rep productivity. Earned Managers Choice Award for elevating division from lowest performing division of five to within top two at IBM.Companies I like:
Companies focused in new technologies such as SaaS, cloud, big data, social, Omni Channel, and Iot
Job Skills
| Sales Strategy and planning |  |
| Sales process models | |
| solution selling | |
| Go to market strategy | |
| Channel Sales | |
| Mid Market Sales Leadership | |
| Enterprise Sales Leadership | |
Keywords
Responsibilities
Hand-selected to lead Eastern US consolidation and integration of complex B2B and B2C global sales organization following acquisition of Sterling Commerce. Led multiple sales organizations of varying size and scope, over a four-year period, with quotas from $24M to $169M and teams of 25-175. Restored employee morale and engagement by formalizing a shared vision and new corporate strategy. Recognized as Top Performing Division in 2011 and 2014
