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.