Performance-driven senior executive with a passion for building customer-focused technology companies and a proven record of achievement. Skilled at conceiving strategies, building and energizing high performance teams, and orchestrating implementations that enable companies to exceed their business and growth objectives in the face of rapidly changing conditions. Demonstrates visionary leadership and strong business acumen in executing viable strategies and bold action steps to rapidly advance business concepts from the planning stage. History of developing strategic and tactical programs to expand revenue in highly competitive and emerging market sectors. Skilled communicator with extensive experience in conducting presentations to international audiences of business professionals and investors. Skilled networker and business developer with an far-reaching database of C-Level decision makers at Fortune 500 companies.
Jun 2008 - Present
Executive Vice President of Sales
$120 million P&L sales and customer service responsibility for entire TASER product line.Key member of the core executive team reporting to the CEO.Developed and executed business cases and market strategies to extend and diversify business beyond Law Enforcement. Managed 4 Vice Presidents, 48 direct reports and all international sales personnel in business development, channel sales, and direct sales positions.
- Exceeded Q3 2008 plan by 8% to $22.8 million beating street expectations
- Exceeded Q4 2008 plan by 14% beating street expectations in most difficult economy in 25 years
- Established new “go to markets” strategies for each of the sales departments and for revolutionary Axon and Evidence.com product line
- Implemented robust CRM system to improve customer relationships and incremental revenue
- Developed strategy and infrastructure to increase international revenue by 25% to offset declining domestic revenues
- Diversified existing products into new market segments to expand revenue opportunities
- Designed and implemented best-in-class distributor channel program
- Key sponsor and co-architect of the company’s Balanced Scorecard initiative
Apr 2006 - May 2008
Founder / Vice President of Sales & Marketing
Co-founded this real estate development company and fund that develops Class A institutional grade buildings in India. Provided the vision, strategy and leadership that was instrumental in building the company from concept to a viable $300 million enterprise with interests in commercial office and industrial real estate and a current pipeline of more than 7 million square feet in proposed transactions. Designed all of company’s corporate and property marketing plans.
√Developed and presented business plan that was successful in securing venture funding from California’s largest construction company, Webcor builders.
·Conduct 50 - 60 presentations and speeches, actively promoting company to international real estate professionals and investors.
·Operate one of the most widely-read blogs in India covering a variety of real estate topics.
·Sourced and recruited CEO with international recognition that established the credibility essential for attracting foreign direct investment needed to grow the company / fund in the Indian market.
·Cultivated and manage relationships with top-tier real estate brokers in India including CBRE, Jones Lang LaSalle, Colliers, Trammel Crow Meghraj and Cushman & Wakefield.
·Built tenant acquisition database of more than 2500 companies from scratch.
Oct 2000 - Apr 2006
Director of Sales Western Region and Asia
Recruited to build a sales team from scratch to support sales for a revolutionary new technology solution offering rolled out in 2000. Managed performance of East Coast team of 10 and West Coast team of 16 with additional dotted line management oversight of approximately 30 consultants in Asia.
√Consistently ranked as #1 or #2 manager for each year with company; exceeded sales plan as follows: 121% in 2005, 114% in 2004, 148% in 2003, 101% in 2002, 118% in 2001 and 130% in 2000.
·Developed comprehensive sales and marketing strategies for key midmarket software and technology companies
·Developed and supervised the creation of cost reduction and supply chain strategies for the F500 and government driving costs down by an average 34%
·Developed supply chain and document management solutions for leading banks like HSBC, Capital One, JP Morgan and American Express.
·Co-developed and implemented $50M Asia strategy for AT Kearney’s technology suite.
·Developed the corporate strategies for selling full integrated systems and for $1B in sales to worldwide corporate customers
·Developed proposals for $100M in integrated supply chain development programs
Aug 2002 - Apr 2004
Investor and Advisor
Retained as strategic advisor and lead investor for this startup business networking site that was purchased by IAC, an interactive conglomerate run by media mogul, Barry Diller, that operates more than 60 diversified brands across a variety of internet, online and offline sectors. Devised business strategy, helped with the design of product ideas and personally funded company during its early formative stage.
√Was a valued advisor throughout the entire process
Apr 1999 - Aug 2000
Eastern Regional Sales Manager
Played pivotal role in launching operations of this startup company that provided internet-based project software platforms for the engineering, construction and architectural fields. Built Eastern Region sales team of 15 from the ground floor, starting with nothing more than a cell phone and computer, and established sales offices in Boston, New York City and Washington, DC.
√Recognized as Top Sales Manager of the Year.
√Achieved 134% of target in 1999 and 161% of amortized target in 2000.
·Transformed Northeast region from zero revenue into a $3 million territory within 6 months.
·Created strategy and introduced one of the first online document and project management technologies.
Feb 1996 - Apr 1999
Strategic Account Manager
Managed direct sales and VAR channel for Western region for the 4th largest Computer Aided Design company in the world. Directed the activities of VAR sales team, overseeing the implementation of dealer activities and promotions. Managed sales and contract negotiations of products into strategic accounts and through Value Added Resellers (VAR). Delivered strategic solutions ranging in size from $500K to $12 million.
√Achieved President's Club for each of two full-term years with company.
√Averaged 110% of annual quota that included 140% of $8.2 million quota in FY1999, while overall company sales languished at 80%.
·Personally directed selling activities to major accounts that included companies such as Bechtel, Fluor Daniel, Hewlett Packard, NASA, Disney, Dreamworks, HOK and Sony.
·Directed a team of 10 salespeople, and 200+ VAR’s that simultaneously performed sales activities and financial results for new technology verticals in the government and commercial markets.
·Served as team leader for the largest technology deal on the West Coast.
·Recommended changes in VAR program that resulted in a 10% improvement in forecast across the sales team.
·Spent 18 months on multimedia sales team selling to major clients that included Electronic Arts, Dreamworks, Sony and many other top game developers.
·Built and expanded business relationships with C-level decision makers of Fortune 1000 and ENR 500 companies.