Download PDF

Summary

A Senior Executive with extensive business-to-business sales and business leadership experience in technology. Demonstrated ability to consistently deliver results, drive growth and create value. Possesses a broad spectrum of knowledge and experience in areas that include sales management, enterprise sales, sales channels, operations, corporate development and strategic planning. A passionate and charismatic thought leader with the ability hire, develop and motivate high performance teams and to drive vision and change throughout an organization.

Work History

Nov 2007Feb 2009

Director, Global Accounts

Autodesk

Senior member of the Autodesk Global Accounts Sales Management Team reporting to the VP Global Accounts. Responsible for Global Accounts sales organization for Media & Entertainment Industry.

  • Successfully launched Global Accounts program for Media & Entertainment vertical as a startup initiative within Autodesk. (10 accounts and $20M in revenue)
  • Built, lead and inspired high performance sales team (9 direct reports) by recruiting senior talent, creating clarity of purpose and ensuring a focus on delivering results. This resulted in dramatically improved team performance, customer satisfaction and employee engagement.
  • Grew revenues by 68% and achieved 120% of sales plan in first year of operation by building trusted advisor relationships with accounts and securing several multi-year global enterprise agreements.
  • Developed a 5 year strategic and investment plan for Global Accounts program and secured global alignment from corporate and divisional leadership and stakeholders to the plan.
  • Autodesk Diamond Club winner for FY09
Feb 2007Oct 2007

Senior Director, WW Channels

Platespin Ltd. (Aquired by Novell)

Senior member of PlateSpin's Global Sales Management Team reporting to the VP of Worldwide Sales. Responsible for building and managing the North American Channel and Distribution Sales Organization.

  • Successfully recruited North American Channel Sales Organization (6 direct reports) within 90 days of start resulting in annual growth rates of channel revenue in excess of 200%.
  • Drove alignment of internal stakeholders and sales resources to VAR business model increasing revenue directly contributed from business partners by more than 300%.
  • Implemented business planning methodologies, sales reporting and performance based KPIs to provide key reporting to executive leadership team and board securing investment for key program.
  • Rolled out new North American Channel Program, recruiting 100+ preferred VARs.
  • Launched Value Added Distribution adding more than 3000 VARs and 20+ additional preferred VARs.
Jan 2006Feb 2007

Director, World Wide Channel Business Development

Autodesk

Senior member of Autodesk Media &Entertainment Global Field Sales Management team reporting to the VP of Worldwide Sales. Responsible for Worldwide Channel Business development of the $250M Media & Entertainment Division and leading the integration of the Alias Systems and Autodesk sales organizations following the acquisition of Alias Systems by Autodesk.

  • Successfully completed the integration of Alias and Autodesk M&E sales force, sales operations and reseller channels following the acquisition of Alias Systems by Autodesk in January of 2006. Delivered in excess of $10M in cost synergies and maintained business momentum throughout the processes.
  • Senior Member of the worldwide channel review board for Autodesk, accountable for business development of a $1.5B reseller channel, gaining insight and experience into the operations of one of world's largest and most successful channel sales organizations.
  • Acted as Sales Manager for Americas Region during integration period delivering sustained business momentum and growth.
Aug 2000Jan 2006

Director, Global Business Development and Sales Operations

Alias Systems (Aquired by Autodesk 2006)

Director, Global Business Development and Field Operations (2004 - 2006)

Senior member of Alias' Global Field Sales Management team, reporting to VP Global Sales and Marketing. Managed team of 18 professionals responsible for industry business development, global channels business development, strategic alliances, Market Research, and eCommerce.

  • Consistently overachieved $100M+ global sales quota including two President's club awards.
  • Successfully recruited and integrated Industry Business Development team whose effort resulted in growth rates in select verticals of upwards of 90%.
  • Developed a three-year strategic business plan for Alias and for Sales and Marketing that became the basis for Alias' long term investment plan.
  • Co-led acquisition committee and developed an acquisition strategy, framework and funnel for Alias.
  • Involved in due diligents and integration planning for a number of acquisition targets.
  • Led integration of Kaydara (Montreal-based Software Company acquired by Alias in 2004) for sales and marketing resulting in the successful incorporation of the sales and marketing functions globally.
  • Consistently rated as one of the top performing managers in the company by corporate employee opinion survey.

Director, Global Field Operations (2000 - 2004)

Reporting to the VP of Global Sales and Marketing, managed team of 10 professionals responsible for global channels' business development, strategic alliances, eCommerce, education programs, field communications and sales operations. General Manager for the Sketchbook Pro product line.

  • Restructured global sales model from a direct to a channels focus model, driving software sales volume increases of upwards of 400%.
  • Gained sales and business development experience in all major European and Asian markets.
  • Launched eCommerce and grew on-line revenues from $20K to over $2.5M per annum.
  • Implemented key forecasting, CRM, lead management and targeted marketing infrastructure, including Siebel and Blue Martini managing upwards of over 200,000 sales contact per year.
  • Implemented Targeted Account Selling programs for enterprise accounts, driving increased product and services revenue for the company.
  • Global sales and marketing responsibility for Sketchbook Pro product line. Grew the product from launch to over $500K in revenue while creating a business-to-consumer channel for Alias.
Oct 1994Aug 2000

National Channels Sales Manager

SGI

Reported to the Canadian President with a team of three direct and eight indirect reports. Senior member of SGI Canadian Management team and Americas Channel Management team. Responsible for all Canadian partner and distribution sales strategies including Telesales.

May 1993Oct 1994

Sales Repressentative, Enterprise Accounts

Hewlett-Packard

Large Account SalesBanking

Education

19911993

MBA

The University of Western Ontario - Richard Ivey School of Business

Graduated 1st Quartile

Sep 1985May 1989

B.A.Sc.

University of Toronto
Graduated with Honors