Summary

A highly motivated results-oriented sales professional with over 10 years of proven success and leadership in highly competitive markets.  Adept at accelerating revenue growth and improving sales performance with creative methodologies.  Tenacious in building new business, stabilizing and securing customer loyalty, and forging strong relationships with key industry influencers.  Proven presentation, team building, negotiation, and closing skills.

Work History

Work History
Jul 2010 - Present

Sr. Director, International Sales

Deltek, Inc.

Responsible for international sales for all Rest of World geographies. This includes sales and account management to new clients, new markets, as well as existing customers.  Manage a team of 3 global sales representatives, 1 account managers and 1 services business development specialist.  Contribute to pipeline and forecast review calls with executive management.  Contribute to quarterly review meetings to discuss and improve on quarters past.

Mar 2009 - Jul 2010

Sr. Director, Sales & Services

Deltek Australia

Required to temporarily relocate to Adelaide, South Australia.  Responsible for Enterprise Project Management software sales for Deltek's subsidiary, Deltek Australia.  This included all existing and new client sales in Asia Pacific.  Managed all parts of the operation, P&L, as well as a  a team of 3 consultants, 2 account managers and 1 inside sales associate.  Contribute to pipeline and forecast review calls with executive management.  Contribute to quarterly review meetings to discuss and improve on quarters past.  Stablize customer base, which includes the Department of Defence, BAE Systems Australia, Boeing Australia, and Lockheed Martin, to ensure consistent renewal of maintenance & support contracts.  Migrate the overall sales & services operation to an indirect model leveraging partners.

Accomplishments

  • Sold the company's first software deal in China
  • Recruited and signed partners for all other regions of Asia
  • Sold and signed enterprise licenses to the largest defence contractors in Australia
  • Successfully executed the partner strategy for Australia sales & services
Feb 2005 - Mar 2009

Sr. Director, Sales & Services

Deltek, Inc.

Deltek is the leading provider of enterprise management software for project-focused organizations. Founded in 1983, Deltek enables companies to maximize profitability and productivity, integrating all aspects of their businesses. Today our software applications and solutions help more than 12,000 organizations achieve success worldwide.

Responsible for Enterprise Project Management software sales in Deltek's largest and most strategic client base.  Also responsible for all sales and account management into new clients, markets, as well as existing EPM customers.  Manage a team of 4 global account managers, 2 account managers and 1 sales associate.  Contribute to pipeline and forecast review calls with executive management.  Contribute to quarterly review meetings to discuss and improve on quarters past.

Accomplishments

  • Innovator of the Year 2006
  • Sales Director of the Year 2007
  • Presidents Club 2006-2007
  • Led the team to complete a corporate agreement with Lockheed Martin (#1 aerospace & defense company globally)
  • Led the team to complete a corporate agreement with Boeing (#2 aerospace & defense company globally)
  • Led the company to over $29 million USD in software revenue in 3 years
Mar 2004 - Mar 2005

Account Executive

http://www.deltek.com

 As of March 20, 2006, Welcom was acquired by Deltek Systems, Inc. Welcom, based in Houston Texas, was a company which globally provides project and cost management software solutions to organizations for which serious project management is a necessary part of their business.

Hired primarily to target the competitor's accounts and recruit them as clients.  Responsible for the central U.S. region as well as several global accounts, including Lockheed Martin and The Washington Group International.  Also responsible for selling consulting & implementation services as part of a total enterprise solution. 

Accomplishments

  • Closed the largest single transaction in the company's history (Lockheed Martin - $1.4 million USD)
  • Generated over $2 million USD in services revenue for Welcom
  • Closed new deals with the Washington Group International and other Lockheed Martin sites
Jul 1997 - Feb 2004

National Business Manager, Aerospace & Defense

Previously considered to be the world leader in enterprise project management solutions to the aerospace & defense industry and more recently entering into the project portfolio management space.

Expanded business into existing accounts and created new accounts through proactive selling.  Worked at C level and also with senior management to thoroughly understand customer's business.  This also helped to identify other opportunities to introduce additional software as part of their solution.  Drove considerable services revenue and created additional channel relationships to further our success.  Created industry related marketing collateral.  Managed trade show initiatives related to the aerospace & defense industry.

Accomplishments

  • Improved client satisfaction from 33% to >90%
  • Achieved Sales Rookie of the Year 1999 (654% of quota)
  • Achieved Account Manager of the Year 2000 (124% of quota)
  • Achieved Presidents Club every year from 1999 to 2002
  • Completed a corporate agreement with Lockheed Martin (#1 aerospace & defense company globally)
  • Led the company to over $13 million USD in consulting services revenue in less than 2 years
  • Sold the largest single transaction in the company's history to date totaling over $2 million USD

Consultant

Responsible for implementing Artemis' enterprise project management solutions for top aerospace & defense companies.  Clients included Lockheed Martin, Pratt & Whitney, Northrop Grumman and others.

Dec 1989 - Jul 1997

Krug Life Sciences

Earned Value Management Focal Point

Led a team and company to successfully implement performance based project management and earned value on 2 major programs with the National Aeronautics and Space Administration (NASA) Johnson Space Center (JSC), Houston, TX - Space Flight Hardware and JSC’s Medical Support and Integration Contract (MSIC). . 

The largest of the two (MSIC) resulted in total awarded cost plus fee of approximately $82 million.

Services provided under the MSIC include: medical operations and program planning supporting flight crew health care, flight vehicle crew compartment and environmental monitoring, and life sciences space flight investigations; medical sample acquisition and analysis; laboratory maintenance and operations for the JSC biomedical laboratories; and medical operations and medical research flight equipment requirements development and integration for flight projects.  The majority of the work will be performed at JSC, with the remaining work completed at the contractor’s facilities, remote locations at the U.S. launch and landing sites, and associated sites in Russia.

Space & Life Sciences Zero Gravity Coordinator

Coordinated Space & Life Sciences experiments and personnel aboard the KC-135 aircraft to perform testing and/or training in a reduced or hyper gravity environment.  Also helped many of the laboratories perform testing on astronaut crewmembers upon reentry after shuttle landings. 

Education

Education

Customer Centric Selling

2007 - Student

Solution Selling

1999 - Student

2001 - Coach

2003 - Student

2004 - Coach

1989 - 1994

Bachelors of Science