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Enterprise Cloud Leader: Helping Enterprises Realize their Journey to the Cloud


Accomplished Enterprise Cloud Leader with proven strengths in driving real business value through pre-sales leadership, new market development and sales execution.  Consistent top performer, exceeding goals year over year in both negative economic conditions and market change.  

Demonstrated strengths in building, motivating and retaining high quality cross functional global pre-sales teams. Solid track record in driving solution selling and competitive differentiation across diverse technologies.

RELEVANT Work experience


Senior Director - Sales Engineering Cloud and Infrastructure


Leading team of cloud and infrastructure architects and specialist across the Eastern US and Canada with a revenue goal of over $350M

  • Consistently exceeded targets with year over year revenue growth:
    • Financial Services: Growth FY12-FY15: 35%  Quota FY13-FY14: 120%, FY15: 135% 
    • New England: Growth FY14: 25%, FY15: 49%     Quota FY15: 101%
    • North East: Quota FY15:101%                     
    • Canada and Eastern US Growth FY16: 47%
  • Rapidly promoted within first 12 months with increased responsibility and territory
  • Engaging as the Executive Sponsor in key transformation clients, opening relationships in new clients, netting over $15 million in revenue and three new clients.
  • Orchestrated the development and field roll out of a Private Cloud solution providing a catalyst to modernize customers investments, led to over $10 million in additional revenue within territory.
  • Transformed engagement model to maximize resources, increase customer value and footprint through architectural and value based selling principles. 
  • Empowered as the Enablement Lead across North America. Championing field needs and priorities. Launched enablement programs to address skill gaps including weekly enablement series.
  • Mentored and promoted seven individual contributors and two into management role.
  • Recruited by GVP as Chief Community Officer, transforming client and community engagement through volunteerism and philanthropy, driving 3,000 hours of services within organization.
  • Created a culture of open, collaborative communication lifting overall employee engagement, recognized by executive leadership and measured by high retention and revenue attainment.

Vice President - Global Solution Consulting 

TIBCO Software

Recruited by Global Head of Sales and Marketing to head up international pre-sales and industry solutions teams. Supporting a license quota of over $110 million and services quota of $375 million. Created new vision and strategy for organization that focused on transforming from a technical lead approach to solution selling and industry alignment. Internally and externally recruited and placed a significant amount of highly effective and experienced talent.

  • Consecutive over achievement of quota in three business units 2005-2006.
  • Act in the capacity of Executive Sponsor in successful sales cycles with strategic customers: Limited Brands, Merck, Ingram Micro, Armstrong and Proctor & Gamble.
  • Led the OEM and partner pre-sales organization, supporting over 180 vendors and partners.
  • Instrumental in international expansion into Latin America, leading the build out of the solution consulting organization resulting in over 300% revenue growth.
  • Architected national team, providing specialized domain and technical expertise to critical sales cycles resulting in decreasing the average POC time by 250% from 10 days to less than 4.
  • Launched offshore pre-sales services to enable consistency & scalability of global sales teams.
  • Championed methodologies, programs and pre-sales effectiveness training to embrace solution selling techniques, resulted in effective customer engagements and increased win rates: InfoMentis, Demo2Win and Customer Centric Selling.
  • Established and led industry solution team, created compelling vertical value propositions and industry specific messaging to identify and align closer to customer business needs. Led to global adoption and organizational alignment.
  • Mentored and promoted three individuals into management roles.

Vice President Solution Consulting


Overall leadership and management of national NetWeaver solutions team of over 18 sales consultants. Drove pipeline growth and customer satisfaction across all markets, including public and private sectors.

  • Championed as Americas lead and evangelist for branding of technology platform - NetWeaver
  • Spearheaded the development of joint partner solution offerings, packages and sales promotions that led to over $8 million additional revenue.
  • Instrumental in new product introductions resulting in over 140% of a $64.5M quota in 12 months.
  • Developed and promoted five direct reports into management roles, two into executive positions.
  • Led the roll out of solution messaging and presentations designed to either neutralize technology as a barrier or to position it as a competitive advantage.

Director, Solution Engineering & Product Management (1999 – 2002)

Promoted specifically by SVP of Sales to rebuild technical pre-sales organization and product management from staff of 3 to over 20 by recruiting, training and establishing efficient engagement models.

  • Exceeded national quota across two product lines in 2000-2002
  • Increased sales field effectiveness via personalized sales and product training.
  • Advanced the integration of presales talent, field enablement and assimilation of product management from TopTier acquisition.

Senior Solution Engineer (1996 – 1999)

Supported complex sales cycles across multiple market segments.

  • Exceeded individual quota by over 125%, every year consecutively
  • Credited with $32 million in license sales in 3 year timeframe, rewarded with Presidents Club
  • Direct impact on closing strategic accounts including Lockheed, IBM, Philip Morris, Colgate Palmolive, Hershey, Johnson & Johnson, Perdue, AT&T, Merck, Bayer, Pratt & Whitney, Motorola, Giorgio Foods, Elizabethtown Water, Lilly, and DuPont.
  • Sales enablement and rollout of new/emerging products - including BW, ITS and e-Procurement.

Product Manager (1994 – 1996)

Led the roll-out of SAP’s new technology solutions

  • Successful launch of two new solutions and three product releases
  • Designed and developed technical components of SAP’s implementation methodology ASAP.
  • Worked in conjunction with pilot customer to validate methodology framework and successfully rolled out methodology and best practices to internal consultants and partners.