Summary

SENIOR SALES LEADER

Strategic Sales Planning • Relationship Management • Market Expansion

Results–driven, Strategic Sales Leader with 18+ year record of building and leading top performance teams focused on driving multi-million revenue growth. Solid track record of securing key clients and increasing product distribution to grow market share in management positions inside very large industry leaders (AT&T, Lucent, Avaya) and entrepreneurial start ups (ClickFox)

Tenacious in building new business, forging new relationships with key clients and distribution partners. Exceptional mentor and coach; possessing charismatic ability to attract and retain top-performing sales teams.

Key Strengths and Competencies

• Multimillion Dollar Negotiations
• Recruiting and Staffing Initiatives
• Team Leadership, Coaching and Mentoring
• Customer & Territory Acquisition
• High Impact Sales Presentations
• Strategic Market Positioning
• Budget Administration / P & L Management
• Predictable Financial Forecasting
• Territory Growth Management
• New Product Launch

Current interests within the Customer Analytics/Business Intelligence, Unified Communications and Mobile Applications Space. I reside in the Pacific NW am married to my soul mate with three wonderful children. I was a varsity athlete and enjoy the outdoors.

Work History

Work History
Jul 2010 - Present

Vice President Sales, Enterprise

Polycom Inc

Led all aspects of Polycom's Sales effort within 11 U.S. Western States focusing on penetrating, creating and/or expanding the Unified Communications Strategy across Fortune 1000 clients. Created Sales Organization comprising of new Sales Regions, Microsoft, HP & Juniper WW Sell to Effort.

Selected Achievements

·Landed multiple new clients worth $10M in 2011. Winning over Cisco Systems at F5, Micron, Genentech & REI. Expanded Beckman Coulter relationship.

·Grew business twice as fast as market or nearly 70%. Recruited and on-boarded new business channels (NexusIS & ROI Networks) increasing sales coverage and revenues.

·Led team that closed significant Microsoft Lync business to enable Microsoft Cisco Compete strategy. This sale is the largest in Company history to date.

·Drove and created marketing strategies that built multiple campaigns resulting in increased pipeline volume, shortened sell cycle and increased traffic into Regional Solution Centers. 

Mar 2008 - Jul 2010

Vice-President - Sales, North America

ClickFox

Lead all aspects of Corporate North American Sales for leading Customer Experience Analytics Software Platform Firm (SaaS) with over 100 employees with offices in Atlanta, Denver & EMEA. (Privately Held.) Lead Account VP’s and Area Vice-Presidents located throughout the United States. Manage P & L and Budget Responsibilities. Conceive, Implement & adjust North American Sales Plan and various Programs for Customer Experience Analytics (SaaS) platform. Developed a two-tiered direct sales and distribution channel to foster demand within the Energy, Pharma, Telco & Financial Services Verticals. Secured (8 figure SaaS) largest deal in company history finishing 200%+ of plan. Grew cash 3x over 2008 values. Selected Achievements: •Revitalized under-performing sales team by improving executive content and establishing solution selling methodology. Shortened sell cycles that resulted in revenue growth from $7 million to nearly $30 million per annum in less than two years. •Instituted predictable forecast discipline and grew overall pipeline from <$10M to over $75M. •Spearheaded key Alliance sales relationship resulting in $7M SaaS sale and $15M+ pipeline in ‘09.

Jan 2007 - Mar 2008

SVP - Global Media Segment

Avaya
13 Years Progressive Career Growth within a $5 billion Communications Software and Services Integrator with over 20,000 employees and offices in 90 Countries. Conceived business plan that designed Avaya’s Media & Entertainment Segment strategy. Recruited, developed and led top producing sales team that upon final year of tenure spanned over $150 million in revenues across all continents. Selected Achievements •Grew total revenues from $38M to $70M in first 15 months. Additionally, landed $40M multi-year contract and Avaya first ever Software license deal with Global Media & Entertainment firm. •Consistently delivered predictable forecast and produced over 200% attainment. Ranked in Top 2% as measured via 8–quarter stack ranking report. Led organization of 20+. Ranked #1 twice. •Negotiated over 20 contracts worth $150 million in new business. Relocated to Bellevue, WA.
Oct 2000 - Sep 2004

GAVP, Area COO, Area Sales Director

Avaya Southern California
(Lucent spun off $8B Avaya Inc.) Recruited by VP and challenged to rebuild severely tarnished account relationships. $65M assignment spanned across 18 of Avaya’s largest Accounts & Business Opportunities. Selected Achievements • Won Global Sales Excellence Award as key member on one of Avaya’s most Strategic & Visible wins. CEO Category Award is delivered to only 1 team across 3,000-member global sales force. • Conceived and developed Avaya’s first ever “Blitz Day” campaign. Adopted as an Avaya “Best Practice.” Program generated over $ 110M in pipeline and $ 45M in revenues worldwide (2002.) • Met or exceeded sales team quota’s consistently throughout tenure. Averaged over $55 million in annual sales quota winning numerous achievements. Promoted 3 times in four years.
Oct 2000 - Sep 2004

Area COO/Sales Director

Avaya Southern California
Relocated to Southern Cal by Avaya VP. As operational director I led the entire $300M operation in 2002 during VP absence for over 6 months. Grew revenues by 5%. Conceived "blitz day" concept which was been adopted by Avaya HQ. This activity has been associated with tens of millions in both funnel growth and sales.
Feb 1997 - Aug 2001

Global Accounts Sales Director

Lucent Technologies - PacNW/Irvine, CA.
Managed key account relationships and team supporting the following key accounts: Microsoft/Avaya Alliance Owner, Amazon.com, Nordstrom and Boeing.
May 1995 - Jan 1997

Professional Account Executive

AT&T Seattle
New Business Development (Hunter). Key wins - Airborne Express, SCS/Compute, amazon.com. Won 30 new accounts during FY '97. Innagural Lucent Leaders Council Member in 1997. 490% of plan. (AT&T spun off Equipment Division - became known as Lucent Technologies.)
Dec 1993 - May 1995

Sales Representative

Executone Information Systems
Sert a Western Region sales record for highest margin revenue. Most deals closed and sold above NPL. Represented Executone IDS Call Center Solution Platform to F1000 accounts in the Seattle/Bellevue market. Closed 20 deals.

Education

Education
2011 - Present

eMBA

University of Notre Dame
1984 - 1986

BBA

Pacific Lutheran University

Interest

Tennis, Golf, Skiing, Weight-Lifting, Gardening