Interest

Photography, golf, skiing, biking and hiking

Professional Ski Instructors of America ('91 - '94)

National Ski Patrol ('87 - '91)

Summary

Strategic, goal oriented individual with an 18+ year record of achievement and demonstrated ability to grow and lead technical sales teams.  Adept at effectively positioning leading edge technology in extremely competitive markets.  Years of management experience with strong verbal and written communication skills complimented by hands-on technical competency in analysis, design and implementation.  Management experience encompasses not only people but also projects and product development plans.  Highly effective sales and leadership skills.

Core Competencies Include:

  • Consultative Selling
  • Organizational Leadership
  • Team Building
  • Technology Aptitude
  • Strong Communication Skills
  • Entrepreneurial Attitude
  • Operational Detail
  • Customer Satisfaction Driven
  • High-Impact Presentations

Work History

Work History
Aug 2009 - Present

Hewlett Packard Company

DIRECTOR AMERICAS PRESALES

Responsible for the Enterprise Software presales team in the Americas within the Imaging and Printing Group (IPG) of HP.  The team provides sales support for electronic document composition and automation technology which enables enterprise customers to deliver documents in high volume batch, on-demand or via interactive applications.

Accomplishments include:

  • Created tighter alignment between sales engineers and the sales teams to facilitate more effective opportunity management
  • Implemented training program to transition from product to solution selling
  • Assisted in expanding sales presence into Latin America
Sep 2004 - Apr 2009

Global 360, Inc

VICE PRESIDENT SALES ENGINEERING(September 2005 - April 2009)

DIRECTOR SALES ENGINEERING(September 2004 - September 2005)

Responsible for building the North American sales engineering team from the ground up to effectively compete at the enterprise level.  Successfully transitioned the SE team from a pure technical skill set to a Business Technologist skill set.

Accomplishments include:

  • Member of the global leadership team.
  • Actively participated in the rebranding and repositioning of the company into the enterprise Business Process Management software market.
  • Assisted in establishing Global 360 as a leader in the BPM industry according to industry analysts Gartner and Forrester.
  • Recognized as an industry leader through speaking engagements at trade shows and web events.
Jul 2001 - Sep 2004

http://www.vignette.com

DIRECTOR SALES ENGINEERING, West Region  (January 2003 - September 2004)

PRINCIPLE SALES ENGINEER, Com Vertical & West Region  (July 2001 - December 2002)

(Epicentric, Inc. acquired by Vignette Dec 2002)

Responsible for leading the West region sales engineering team.  Work closely with the Region Sales Vice President on go-to-market strategy and strategic account acquisition plans and own joint responsibility for quarterly and annual revenue numbers.  Manage, coach and mentor the sales engineers by providing thought leadership and competitive differentiation.  Contribute to the broader SE organization by helping to develop future programs that improve SE effectiveness.

Accomplishments include:

  • Supported and successfully executed several mulit-million dollar sales campaigns.
  • Established baseline product positioning and SE training for the former Epicentric portal product.
  • Assisted in establishing Vignette's (former Epicentric product) dominance in the communication sector with winds at Verizon, AT&T Wireless, SBC, Vodafone and Telus.
  • Developed repeatable product workshops that are used to streamline sales campaigns.
  • Promoted to SE Director in January 2003 to lead the West region SE team integration from the recently acquired Epicentric company.
Apr 1999 - Jun 2001

BroadVision, Inc.

ACCOUNT EXECUTIVE, West Region  (October 2000 - June 2001)

SENIOR SALES ENGINEER, West Region  (April 1999 - September 2000)

Responsible for helping to establish BroadVision's sales presence and execute on sales activities for the Rocky Mountain territory which contributed to the West Region's consistent revenue leading performance.  In addition to strategic selling activities, also developed supporting infrastructure for the technical sales team including selling and demonstration guides, mentoring programs and new employee training programs.

Accomplishments include:

  • Established and developed executive level relationships with key Fortune 1000 companies in the territory.
  • Developed consultative sales skills and demonstrated an ability to plan, sell, support and lead sales campaigns in the highly competitive enterprise sales environment.
  • Promoted to Account Executive in September 2000 and closed over $700K of revenue first quarter in the territory.
  • Assisted in closing several multi-million contracts.
  • Earned numerous awards in recognition of performance, including President's Club each year of tenure.
Jul 1998 - Apr 1999

Bluestone Software, Inc.

SENIOR SALES ENGINEER, West Region

Assisted prospects and customers in understanding how Sapphire/Web can architecturally integrate with their current application development environments and methodologies and extend their applications through web enablement.  In the process, Sapphire/Web was positioned as a scaleable enterprise framework for web application development, integration, deployment and management.

Accomplishments include:

  • Developed in-depth knowledge of Internet technologies.
Feb 1997 - Jun 1998

Information Advantage, Inc.

SYSTEMS ENGINEERING (SE) MANAGER, West Region  (June 1997 - June 1998)

SYSTEMS ENGINEER, West Region  (February 1997 - May 1997)

Responsible for the management of the Western Region systems engineering staff which sold decision support and data warehousing solutions to the Fortune 1000.  Responsibilities included staffing, training, mentoring, resource scheduling and assisting SE's in managing technical sales campaigns.  Also engaged, managed and assisted in closing sales campaigns for Information Advantage's enterprise business analysis (OLAP) software called DecisionSuite.  Sales campaigns typically involved presentations, technology demonstrations, competitive positioning and product evaluations.

Accomplishments include:

  • Developed on-going technical training programs for the SE organization and initiated a career path for SE development.
  • Created the certification program for potential partners.
  • Established the Rocky Mountain office for Information Advantage and achieved all revenue targets for both years in the region.
  • Earned several awards for performance, including #1 TopGun and President's Club.
Feb 1995 - Feb 1997

PLATINUM technology, inc.

LAB MANAGER, ViaTech Development Laboratory  (March 1996 - February 1997)

PRODUCT SPECIALIST  (February 1995 - February 1996)

Responsible for day to day operations of the software development organization that produced the software distribution and asset inventory products for PLATINUM technology.  Responsibilities included management of technical staff, P&L performance, product direction and sales / marketing interface.  Communicated with industry analysts, such as Gartner and the Meta Group, to convey product direction & competitive differentiation for the emerging software distribution market.

Accomplishments include:

  • Developed operating infrastructure to support the sales, distribution, implementation and support for lab products.
  • Managed the expansion of the lab from 6 to 25 employees and attained over 300% revenue growth in 12 month period.
  • Negotiate with key customers to incorporate requirements into product development plans.
  • Assisted world wide sales force with presentations and demonstrations of our software distribution and asset inventory products.
  • Provided strategic implementation planning and assistance for Fortune 1000 customers.
Apr 1993 - Feb 1995

Information Advantage, Inc.

MANAGER - PROFESSIONAL SERVICES  (July 1994 - February 1995)

MANAGER - SYSTEMS INTEGRATION  (April 1993 - June 1994)

Managed team responsible for deployment and integration of Information Advantage's three tiered AXSYS Applications System with customers environments, including multi-vendor UNIX platforms, RDBMS technology and heterogeneous networks.  Provided high level consulting to customers on client / server implementation strategies involving large (terabyte size) data warehouses, large numbers of users, complex application requirements and distributed wide area networks.  Also developed the project planning processes which were utilized when consulting with customers.

Feb 1992 - Apr 1993

ViaTech Development, Inc.

SYSTEMS ENGINEER / APPLICATION DEVELOPER

Developed custom software applications for UNIX open systems ranging from a software distribution system for a heterogeneous network to hospital information systems.  Participated in all phases of development including conceptual design, project planning, implementation, documentation, customer training and end-user support.

Education

Education

Industry Training

Solution Selling Certificate

Decker Associates Public Speaking Certificate

1986 - 1991

Bachelor of Science

University of Minnesota, Institute of Technology