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Qualifications Summary

Results-oriented executive with extensive experience in creative marketing, sales and innovative product development.  Able to clarify issues, mobilize support and facilitate decision making in complex situations.  Proven ability to develop and implement strategic marketing programs in a cost-conscious environment and inspire people to deliver ambitious results.

Work experience

2014Present

Development Director

Sherpa Social
20162019

Enterprise Sales Director

GEOPOINTE / MAPANYTHING
  • Manage entire sales process from prospecting to close, including accurate forecasting keeping 
  • Consistently achieve monthly and quarterly sales quota by analyze market trends and developing funnel. 
  • Effectively utilize SalesForce for all stages of prospecting, identifying opportunities and sales forecasting.
  • Identify and understand prospective customers’ needs by using consultative sales approach to conduct deep needs analysis.
  • Resolve customer issues and escalations while maintaining a positive and professional attitude to ensure customer retention and increase the rate of win-back customers.
  • Train and mentor a new hire on sales strategies, industry, competitor, and product knowledge
20132016

Development Director

XYICON
  • Grew profitability 26% by creating long-term organizational strategic goals, building key customer relationships, identifying new business opportunities, and negotiating and closing new business.
  • Devised and implemented development strategies which increased revenues growth by 225%, while organization grew from 12 to 50+ employees.
  • Designed and launched Xyicon's new SaaS product and established its market position while driving new revenue growth with core and emerging target industries.
  • Built and executed a comprehensive “Go to Market” play book with strategic partners and their channels.
20092013

Sales & Marketing Development Director

LANRUNNER
  • Co-created initial SSH application requirement documents that enabled first ever management of Open Source SSH servers.
  • Provided IT and Business consulting to various clients within the areas of hardware/software security, cloud computing, networking, and datacenter infrastructure projects.
  • Successfully negotiated and sold initial software product to ISV providing a key security element for a new SaaS implementation.
  • Successfully negotiated buyout and key royalty provisions.
20082009

Channel & Product Development Manager

LEXAR MEDIA
  • Created and implemented go-to-market strategy in start-up environment for direct and indirect sales channels for new secure storage product.
  • Developed and executed channel incentive sales and marketing programs, cultivated multiple channel relationships and identified reporting procedures and mechanisms.
  • Worked collaboratively with international partners, engineering, and operations in development of new secure portable storage product surpassing existing government security standards.
  • Developed strategies leveraging relationships with Retail customers to stock product within Enterprise website along with creating promotional opportunities.
  • Developed go-to-market strategic pricing, planning and Marketing collateral for VAR partners.
20062007

Channel Account Manager

CROSSBEAM SYSTEMS
  • Identified, recruited, and trained partners in the Western Region at selling security and connectivity solutions.
  • Created and implemented a channel strategy for key strategic Reseller and Distribution partners. Designed, implemented and ran multiple channel programs with Fishnet Security supporting Crossbeam's position as a“ Premier Partner” doubling revenues over previous year.
  • Developed new relationships with two National Distribution partners(Avnet and Westcon) while increasing revenues over 60% and reducing cost of sales over 20% while wining contracts from eBay, Intel, Verizon, AT&T, Scott Trade, H&R Block, Applied Biosystems, and SuperValue.

   

   

20052006

Channel Account Manager

MCAFEE

Developed partner business plans which defined revenue, marketing, certification, and technological teaming. Identified new partnership opportunities and developed action plans to acquire quality partners. Designed and implemented new partner recruitment campaign-resulting in largest increase in new Channel partners for all CAMs nationwide for 2 consecutive quarters. Created a sales and technical training program increasing new partner revenues 43%. My partners had largest sales increases nationwide, generating over $250K of net new business.

20022005

Regional Sales Manager

SSH COMMUNICATIONS

Developed Enterprise, Financial accounts in an eight state territory with $1.2M to $1.5M annual quota. Increased net new sales by an average of 26% per year. Optimized the renewal process resulting in a 63% increase in annual renewal revenues. Led all sales teams in increased territory productivity and total revenues for 6 of 11 quarters. Signed two of the largest deals in company history with Microsoft and Saudi Aramco, including issuing press releases, resulting in substantial increase in company stock value.

20002001

Business Development Manager

SONERA ZED

Developed, marketed and managed Value Added Services to Powertel introducing new revenue streams and competitive marketing advantages and deliver revenues of $1M+ yearly.

19981999

Corporate Accounts Sales Director

PACIFIC BELL MOBILE SERVICES (Now AT&T)

Created and managed the Corporate Accounts sales organization, including the market entry and wireless voice and data sales strategy for 45 Account Managers with 1,500+ accounts. 

19911998

Business Development Manager

Pacific Bell (Now AT&T)

Implemented business plan for Direct Mail product resulting in Account Managers opening $3M in new revenue streams. Initiated development of Pacific Bell’s first Private Label Billing platform. 

Summary

As a dedicated information technology and data solutions sales executive, I excel in my ability to evaluate and anticipate customer needs, identify unique alternatives, and develop and implement long-term solutions. I have a unique blend of core business management skills, functional experience, and technical knowledge has resulted in $50M+ in global revenues including a who’s who of Fortune 250 clients.

Education