D'arcy Roper

D'arcy Roper

Awards

President’s Club, HP Software, 2007

President’s Club, Mercury, 2006

President’s Club, webMethods, 2004, 2003, 2002, 2001

Sales Club, Object Design, 1999

Summary

I have over 15 years of industry experience and expertise in managing and growing sales organizations at leading software companies. Cultivating my leadership skills as an individual contributor, manager and director at HP Software, Mercury Interactive, webMethods and Object Design, I have directly and positively impacted each sales organization's ability to regularly achieve and exceed quota goals. In addition to driving sales and marketing strategies, I have been responsible for operational aspects of Sales and Field Support, including defining budgets, comp plans, product pricing models, productivity metrics and motivational processes.Throughout my career, I have facilitated a high degree of interaction and team synergy, fostering a collaborative environment across Sales, Field Support, Engineering, Product Management and Marketing.With strong technical knowledge, a broad business acumen and solid presentation and solution selling skills, I am adept at architecting solutions that span various technologies including ITIL, IT Service Management, Business Service Management, Application Lifecycle Management, SOA, major CRM/ERP, Web applications, integration solutions, etc. My proven record of success is demonstrated through my effective management of diverse organizations, and in my ability to consistently lead sales teams in closing large, multi-million dollar deals.

Work History

Work History
Jan 2008 - Present

Director, Pre-Sales

Hewlett Packard (Mercury Acquisition)

Director, HP Software BTO Practice, Americas (Present)

·Promoted to manage a team of 5 senior managers and organization of 200+, responsible for managing the GTM business and driving the field activities for all of pre-sales technical delivery services in the Americas.

·Responsible for sales strategy, standardization and execution for all accounts in the Americas, resulting in more than $1 Billion in annual revenue and over 25% organic growth year over year.

·Responsible for defining and executing go to market strategies for all software products and for defining and driving sales best practices across the entire software sales organization in the Americas.

·Drove the reorganization of the Americas Pre-Sales organization, totalling 350+ individuals, to move from small regional teams to larger, more focused functional teams, leading to driving down field selling costs, while drive up pipeline and growing deal sizes. 

Director, Pre-Sales, US East (Jan ’07-Oct ‘08)

·Responsible for technical sales strategy and execution for all accounts in East territory, resulting in more than $500 Million in annual revenue and over 25% organic growth year over year.

·Promoted to manage and realign a team of 75+ pre-sales consultants, including 7 regional pre-sales managers, 2 Technical Account Manager, and 1 ROI Analyst, to deliver on strategic solutions more in line with the corporate goals and objectives in HP Software.Implemented more stringent sales processes and activity processes that have since been adopted across the America’s team.

·Led East territory to 110% achievement against a $325 Million quota in first year of HP & Mercury sales integration.

·Organize strategic account teams and partner with sales executives to drive activities in accounts for sales solution specialists and pre-sales consultants.

·Responsible for driving business at top sales opportunities across the East coast.Adept at driving senior level executive conversations around software solutions and managing the sales cycle from qualification through closure.

Apr 2006 - Present

Director, Pre-Sales

Mercury Interactive

Director, Pre-Sales, SouthEast US and Brazil (4/05-1/07)

·Responsible for technical sales strategy and execution for all accounts in Southeast territory, resulting in more than $100 Million in annual revenue.

·Manage a team of 25+ pre-sales consultants, including 2 regional pre-sales managers.

·Implemented and enforced highly successful TAS training throughout sales organization

Director, SOA Sales Team (6/06-1/07)

  • Lead a virtual team of 15 sales and pre-sales individuals responsible for enablement, strategy and execution of all SOA related sales opportunities in North America
Oct 1999 - Apr 2005

Senior Director, Pre-Sales

webMethodsOctober 1999– April 2005

Senior Director of Technology (9/04-3/05)

·Responsible for developing and executing technical strategy for large global accounts; defining and delivering technical marketing message and demos; driving architecture knowledge and best practices to the field; and representing the field in product development

·Provide technical leadership to position webMethods as a leader with industry analysts and in influential industry rankings, including Gartner's Magic Quadrant for Integration, MetaSpectrum for Integration, and Forrester Integration TechRankings.

Senior Director, Americas, Systems Engineering (1/03-9/04)

·Promoted to manage a team of 40+ pre-sales consultants, including 5 regional technical directors

·Responsible for growing the pre-sales organization nationally, implementing training programs, coordinating strategic partners, raising the level of strategic account selling capabilities, improving team motivation and synergy, and defining strategic direction.

Director, South East, Government and Latin America, Systems Engineering (9/00-1/03)

·Promoted to manage a team of 14 pre-sales consultants and responsible for all recruiting, training, mentoring, and sales activities for the Southeast US, Latin America and Federal Government accounts.

Senior Systems Engineer (10/99-9/00)

·Supported sales teams and provided technical product information and demonstrations.

Feb 1997 - Oct 1999

Manager

eXcelon/Object Design (now Progress Software)

National Manager, Technical Sales, eXcelon Division – Fairfax, VA (4/99-10/99)

·Promoted to establish and grow the eXcelon Division of Object Design. 

·Implemented policies, procedures and processes in eXcelon’s pre-Sales organization.Grew the organization to 10 people nationwide and delivered $5 Million in revenue in first 6 months.

Eastern Regional Manager, Technical Sales (1/98-4/99)

·Promoted to Manage a team of 15 pre-sales consultants and responsible for all recruiting, training, mentoring, and sales activities for the Eastern US.

Senior Systems Engineer (2/97-1/98)

·Supported sales teams and provided technical product information and demonstrations.

Oct 1994 - Feb 1997

Senior Consultant

Booz Allen & Hamilton

Booz-Allen & HamiltonOctober 1994 - February 1997

Senior Consultant

·Managed a team of developers and actively developed distributed simulations for training the US Army for strategic missile defense.

Education

Education