Passionate, experienced sales leader with a proven history of leading teams to exceptional results. Consistent over-achievement of targets with direct experience in the US, EMEA, and APAC across mid-market, national, and global accounts. Strong foundation in management process and creating a culture of success in both turnaround and growth situations


Sales Management and LeadershipUS Management (Eastern US, Northwest)Global Management and Experience (UK, Central Europe and Asia, including: India, APAC, Japan)

Sales ProcessGlobal Account SalesMulti-Million Dollar Deal StructureComplex Contract NegotiationsBuilding an OrganizationManagement ProcessConsulting EngagementsFinancial Services, Telecommunications, ManufacturingSoftware: Infrastructure (Storage, Virtualization, High Availability), Security, Application Development (SCM) and Web 2.0 ApplicationsHardware


Work History

Work History
Apr 2009 - Present

Director of Sales, East

Leading growth of 30% quarter over quarter through turnaround of Eastern Region.  Responsibility for Field and Inside Sales for US and Canada, including Canadian Public Sector, reporting to SVP of Worldwide Sales.  Leading transformation of East sales teams through focus on four key areas:  Business Results, Customer Satisfaction, Employee Development and Process Improvement.  Implemented Infomentis Account Based Selling, agressive pipeline development program and field marketing strategies.

Jun 2007 - Oct 2008

Vice President of Global Accounts

Built Global Accounts Organization responsible for 9% of worldwide revenue to lead turnaround of privately held $300 Million software company.  Hired Directors, Technical Architects, and Inside Sales Leaders in New York, London, and Central Europe to transform global execution.  Reported to the SVP of WW Sales and then directly to the CEO.

  • Grew year-over-year revenue 15% in the first three quarters of FY09
  • Developed $24 Million new business pipeline
  • Team established new solution (Business Mashups) at Citigroup, Deutsche Bank, GE, Satyam, Infosys, Siemens, Barclays, and HSBC
  • Owned P&L and defined organizational objectives, budgets, job descriptions, and compensation
  • Developed On-Boarding process for employees that was implemented company-wide
  • Developed Global Account and Major Account Plan process and templates used as WW standard
  • Hired leader for Central Europe (DACH) and transferred to EMEA organization
Jul 2005 - Jun 2007

Regional Manager

Led team with $48 Million revenue responsibility across global teams and local accounts in Northwest/Bay Area region (WA - CO).  Highlights included closing a $25 Million agreement, expanding the team, building apprenticeship program , and developing and implementing custom field-marketing program for pipeline development.

Large Enterprise NW Security Team:  Led National Account Managers with responsibility for 17 relationships including HP, Wells Fargo, Visa, Boeing, Chevron, Microsoft.

  • Led turnaround effort across team with lowest performance in Western Area
  • Delivered 300% revenue growth, 100% team participation, and 148% growth in FY07 net new pipeline
Mar 2003 - Jun 2005

District Sales Manager

VERITAS Software

acquired by Symantec July 2005

Led a team of 7 Account Managers with responsibility for global financial accounts, including:  UBS, HSBC, Credit Suisse, JPMC, Deutsche Bank, Bank of America, and Merrill Lynch.  Hired #1 Account Manager in Area.  Led local execution efforts on two  $15 Million+ transactions (UBS, HSBC) and the largest transaction globally (Credit Suisse) for performance management solutions.

  • 200% growth during tenure with 5 of the 9 largest transactions in VERITAS history
  • Team exceeded all quotas
  • Direct experience in NY, London, Paris, Zurich, and Tokyo
  • Led creation of Japanese internship program in New York to focus on Japanese financial services
    • Joint team closed record transaction in NY with Nomura
    • Led session on Large Account Management and Enterprise Agreements in Tokyo
Jul 1999 - Mar 2003

Sr. Account Manager

VERITAS Software

Exceeded all goals 1999 - 2002 managing geographic and named account territories.  Extensive experience with pharmaceuticals, financial services, and early-growth stage companies.  Led our relationship with State Street Corporation and Fidelity Investment in 2001 - 2002 achieving record revenue for the business.

  • 2002, #1 Account Manager, North East Region, achieved over 125% of goal
  • 2001, #1 Account Manager worldwide:  3-year, $21 Million global agreement with State Street
    • 372% of License, 275% of Consulting, 257% of Support, 252% of Education
  • 2000, Achieved 127% of License, 428% of Consulting, 216% of Support, 252% of Education
  • 1999, Achieved 138% of License and exceeded all other goals
  • Developed relationship with MIMC (Massachusetts Interactive Media Council)
    • Awarded, Certificate of Recognition for service as a business-plan judge
Jul 1998 - Jun 1999

Account Manager

Achieved 158% of goal through major win at competitive account, aggressive management of partner relationships, leveraging or virtual teams, and strategic selling in Manhattan general territory.

  • Led NY team to win $15 Million global deal with Instinet, member of Reuters Global Account Team
  • Awarded Sales Representative of the Region, November 1998
  • MVP, Reuters Global team Meeting, March 1999
May 1994 - Jul 1998

Account Manager

Exceeded goal in four years of managing general and major account territories selling digital printers, copiers, support, and services.  Major Accounts: Fidelity, MIT, Boston University, CDM.

  • 1998, Finished 7th worldwide at over 184% of goal and year-over-year growth of 204%
  • Achieved 132% of goal in 1996, 136% of goal in 1995
  • Awarded, "Account Manager of the Region," Oct 1996, Nov 1997, Dec 1997, Jan 1998
  • Guest Instructor for Sales Training at Kodak Education and Development Center (June - Sept 1997)
  • Profiled, PCWeek, "Road Warrior," May 1996:  represented Kodak for two-page profile in magazine
  • Awarded, "Sales Representative of the District," Feb 1996, Aug 1996, Sept 1995
  • Awarded, "Award of Special Achievement" -- Helped establish Boston relationship between Eastman Kodak and National Black MBA Association and assisted in arrangement of Boston area conference