Summary

I am an Enterprise Sales Professional - focused on bringing predictability and discipline to a sales organization, while providing maximum value to the customer. Sales Management Principles I Bring to a Sales Organization - -Profitable Growth Focus -Ability to Inspire and Energize Employees to Achieve High Standards -Constant Communication Focused on Exception Setting and Performance -Disciplined Sales Process and Pipeline -Coaching and Mentoring Programs -MultiTasking / Wearing Multiple Hats -Focused on the Future / While Knowing How to Put in the Work Today -Have Fun / Love Sales and Sales Management -Customer Focused

Work History

Work History
Sep 2007 - Present

Major Accounts Manager

Redstone Software (Acquired by TestPlant)

Establish and Develop Enterprise Wide Standards with TestPlant Automation Solutions and Services. Quota Carrying Role with Responsibility for Product Development and Customization, Management of Global Sales and Pre-sales Employees. • 106% of Goal in 2008 - Only employee above 85% of quota • #1 Sales in Company • #1 Largest Revenue in one Quarter in Company History • Responsible for 43% of Company Revenues • Initiated and Closed Company’s 4 Largest Sales, 6 of top 10 Sales of 2008 • Doubled License Count in Company’s Largest Existing Accounts • Created Company’s Defense-Sector Sales Program, 200% of New Accounts Goal • Report Directly to TestPlant CEO - Influencing Marketing, Branding, Product Management • Named Accounts Include SAS, Cisco, Google, EMC, General Dynamics, Northrop Grumman, L3, Raytheon

Sep 2007 - Dec 2008

Business Development Executive

Gresham Computing

Gresham Subsidiary (Redstone Software) Acquired by TestPlant (Current Employer)

Mar 2006 - Sep 2007

Regional Account Manager and Certified ScrumMaster

Rally Software Development

Co-Authored Sales Playbook and Methodology to Accommodate High Growth and 3-Tiered Sales Organization. Continual Process Improvement and Training Program Updates while Consistently Growing Revenue Streams from Territory • 100% Territory Growth Year over Year in Declining Economy • Established 100% reference base within Territory • Identified Messaging Issues, Helped Develop New Company’s Enterprise Value Proposition • Established a Sales Training and Mentoring Program for Entire Company

Jun 2003 - Dec 2005

Senior Federal Sales Account Manager

CDW

Manage a Global Account Team to 119% of Goal. Changed Sales Team Strategy from Commodity Sales Fulfillment to C-level Solution Sales – Resulting in Long Term Contracts and Services Engagements, more Predictable Revenue Streams • #1 - Most Profitable Account Manager on Federal Sales Team • #1 - Largest Revenue Growth in CDWG Federal Teams • 161% of Goal in 2005 • Personally Managed the Global Account - Center for Disease Control • Revenue Generation of $16 million per year, up from $8 million previous year. Promoted to Team Lead • Global Account Team Leader, responsible for the Account Team Selling assigned to the “Department of Health and Human Services” • Managed Strategic Sales Team of 8 sales reps (5 Inside and 3 Outside), as well as 3-4 Technical Resources. • Revenue generation increased to $58 million dollars from $42 million. • Was Promoted to Team Leader Position as a Result of Consistently High Customer Service Scores and Constant Quota Over-achievement.

Jan 2000 - Dec 2003

President and Founder

S.O.S. Racing and Management
I provided outsourced Sales and Marketing services to cycling and outdoor product manufacturers. • Product and Company Representation at Major Events and Trade Shows • Product Development, Testing, and Feedback • Sales Consulting and Program Design Resulting in Average Account Sales Growth of 35-45% YOY

Education

Education

Skills

Skills

Large Account Management

Conceptual Selling

Solution Selling

Certifications

Certifications

Certified ScrumMaster

Scrum Alliance