Summary

Nineteen years of enterprise sales and business development experience as an individual contributor and as a player/coach in the Information Technology Sector.

"Yes is the Destination, No is How You Get There"

Value Offered

✔Educating the Buyer with new ideas that can change their thinking.
✔Collaborating with the Buyer and working with them to develop solutions that achieve mutual goals.
✔Demonstrating to the Buyer that I understand their goals, pains, and desires.
✔Actively listening by asking engaging questions and following up in ways that demonstrate my understanding.
✔Providing objective insight by being honest with buyers about the pitfalls that can occur both before and after they buy (and how I will help to avoid them).
✔Crafting a compelling solution and showing the Buyer how it will help them achieve their desired outcomes.
✔Setting and meeting expectations to earn the Buyer's trust.
✔Maximizing value compared to competitor's in the form of insight and expertise that my company and I can provide.

Work History

Work History

Sales and Business Development

Jan 2015 - Aug 2015
MedaPoint, Inc

Enabled Medical Transportation Service Providers to increase cash flow, optimize efficiency, and gain competitive advantage using easy-to-use, SaaS.

Expanded sales reach, improved operational efficiency, increased cash flowreduced sales cycles by

✔Defining the Strategy, Structure, People, and Process that grew Q1 revenue by 56% from Q1 2014 
✔Recruiting a selling partner that provides direct access to decision makers and influencers in over 300 accounts in a primary industry segment 
✔Revamping the customer onboarding process which lead to an 18% increase in cash flow 
✔Creating a sales playbook to enable and support selling partners 
✔Streamlining the proposal process and developed metrics that provide comparative insight of close rates over time 
✔Establishing alignment of the company strategy throughout the rest of the organization by defining and monitoring metrics using dashboards built in salesforce.com

Ambulance Dispatch Software • Ambulance Billing Software • ePCR (Electronic Patient Care Record) • Analytics

Business Development

Aug 2014 - Jan 2015
SalesStaff LLC

Assisted B2B sales teams to expand their sales pipelines and accelerate sales cycles through demand generation, lead generation, and marketing programs.

Delivered revenue by 

Exceeding monthly sales quota 2 consecutive months

Ranked #3 out of 10 sellers | attained $152K of December 2014  Quota $100K
Ranked #1 out of 10 sellers | attained $118K of November 2014  Quota $100K

Creating $3.2M actionable sales opportunities in Q4'14

B2B Appointment Setting • B2B Demand Generation • Technology Sales Leads • B2B Lead Generation Marketing Programs • Allbound Marketing Services • Sales Leads

Sales Enablement Freelancer

Nov 2012 - Jul 2014
Beeson and Associates

Provided sales training to start-up and expansion phase SaaS companies.

Built repeatable processes, reduced time to first close for rookie Sellers, and drove revenue by
Designing and delivering sales training program that achieved 85% adoption rate
Mentoring sellers to close 20 deals generating $880K in revenue within 180 days
Coaching  inside Sellers that generated $875K in pipeline within 90 days
Developing "pain/gain" matrix by persona, problem, solution that accelerated a Rookie's time to first sale by 65%
Creating proposal templates that saved two hours off every proposal created
Building a content library of case studies, images and team bios that made managing proposal creation process easy
Measuring metrics that reflected the health of the revenue stream

Sales Process  Sales Tools  How to Run Customer Conversations • 1-on-1 Coaching  Proposal Creation

Territory Sales - TOLA (Texas, Oklahoma, Louisiana, Arkansas)

Dec 2009 - Nov 2012
Mashery (Acquired by Intel)

Assisted enterprises and independent developer community to build and manage APIs (application program interfaces) via a SaaS platform.

Increased revenue and activated a new territory by

Exceeding annual quota 3 consecutive years

Ranked #2 out of 9 sellers|attained $1.7M of 2012  Quota $1.2M
 Ranked #1 out of 7 sellers|attainted $1.3M of 2011 Quota  $1.0M
Ranked #4 out of 5 sellers|attainted $842K of 2010 Quota $800K

Targeting 20  accounts and evangelizing the benefits of API Management within the Central US 
Closing $100K + deals with American Express, Macy’s, comScore, Follett Higher Education, Travelocity, Tribune Media Services, Rovi Corporation, Home Retail Group, Qualcomm, Accenture, Netflix, New York Times, Financial Times
Initiating a centralized proposal process that helped the company close deals faster

API Platform  • API Management • API Insights and Analytics • Developer Tools • Mobile Analytics • CDN (Content Delivery Network) • API Exchange • Mobile Applications • Mobile Backends • Big Data Predictive Analytics

Sales and Business Development

Nov 2006 - Nov 2009
Apogee Results

Helped companies increase revenue with professional services that maximized the effectiveness of internet marketing and sales channels.

Built a sales organization, optimized lead to cash process, expanded sales reach by

Building a team of 12 consisting of Sr. Account Executives, Account Executives, Lead Generation, and Sales Operations
Increasing revenue by 220% to $3.75M in 2007 that led to expanding FTEs from 12 to 55 employees
Developing a partner sales channel that generated a consistent influx of new customers
Implementing sales enablement technology such as salesforce.com, SilverPop (formerly known as vTrenz), Data.com (formerly known as JigSaw), and ZoomInfo
Automating the proposal workflow that boosted win rates by 28%

Internet Marketing • SEO  (Search Engine Optimization) • Social Media Marketing • PPC (Pay Per Click ) • Web Analytics • CRO (Conversion Rate Optimization) • Marketing Automation Consultation • Content Development • Copywriting • Reputation Management Consulting

Territory Sales - TOLA

Apr 2006 - Sep 2006
Valchmey (Acquired by IBM)

Assisted serial acquirers to close more deals in less time via an intuitive, SaaS.  My position was eliminated when IBM acquired the company. Details Here

Targeting and Pipeline • Due Diligence • Post Merger Integration

Territory Sales - TOLA

Jan 2003 - Apr 2006
NetSuite, Inc (N)

Enabled companies to manage business operations in one integrated system through business management SaaS.

Delivered revenue and strengthened selling partner advocacy by

Exceeding annual quota 3 consecutive years

Ranked #5 out of 35 Sellers   | 125% of 2005 annual quota of $1.2M
Ranked #13 out of 29 Sellers | 118% of 2004 annual quota of $1.0M
Ranked #9 out of 18 Sellers   | 110% of 2003 annual quota of $850K

Activating and onboarding new selling partners

Accounting • ERP • Wholesale/Distribution • CRM • eCommerce • Professional Services Automation 

Territory Sales - North America

Sep 1996 - Dec 2002
Extensity (Acquired by Infor)

Aided enterprises to reduce costs through an on-premise travel and expense management solutions.

Drove revenue, increased market share, expanded sales channels, improved operational efficiencies by

Closing the company's first 12 customers and generating $2.75M
Closing largest deal in company's history for $10.2M
Assembling an 8 member channel sales, within 2 years generated $18.2M
Implementing a Partner Portal using UpShot (formally Siebel Systems) which enabled channel partners to propose, close, and service customers

Expense Reporting • Travel Authorizations • Time Sheets • Purchase Requisitions

Education

Education