Promoted to direct business development, sales, sales support, big data analytics, and contract management for this hardware and SaaS-based diagnostic/asset management services provider. I supervised 4 direct and 6 indirect reports supporting annual sales $20M+. I recruited, trained, and directed regional sales managers, prepared and delivered presentations to CxOs, and administered a $250,000 budget.In this role, I led long sales cycles for large contracts. I was responsible for 30+ accounts, including utility, renewable, and middle/end-of-sales cycle accounts. I designed financial models to demonstrate economic value to prospects, managed pricing strategy, secured capital funding, and evaluated partnership opportunities and new market channels. I also created go-to-market strategies for software solutions and leveraged CRM/ERP and BI tools such as SalesForce, NetSuite, Sisense, and Tableau to create sales and financial dashboards and enhance sales team performance.Accomplishments:• Built a $180M sales pipeline and secured several $5M+ contracts.• Delivered 12% growth YoY while diversifying the customer mix and stabilizing the revenue base.• Facilitated $1.8M+ in new revenue by leading the development and launch of a product.• Reduced contract review and approval times 70% by hiring a contract administrator and introducing a robust contract review/approval process to replace a legacy ad hoc model.• Increased sales $2.3M/yr. by developing real-time dashboards to replace manual reporting.• Reduced service delivery costs 60% by spearheading a cross-functional project team that defined marketing requirements and delivered a web-based customer portal, including embedded BI tools, to provide customers with innovative data visualization capabilities and real-time access to actionable data.• Led the design of sophisticated data/economic modeling packages that allowed the sale of comprehensive asset management audit and consultation services.

During this period, I managed business development, financial modeling, big data analytics, and other functions for North America. I provided the vision and led the team that built out, and used custom software to manage, the world’s largest, most comprehensive asset management database within a specific industry, leading to the penetration of 2 new markets. I also coupled asset management data with BI tools to generate data, projections, models, and analyses for saleable reports. My work included developing relationships with executives and other key stakeholders at customer accounts and I frequently delivered presentations at industry events to promote products and services.Selected Accomplishments:• Negotiated a $3M, 3-year contract with a new customer in less than 6 months (fastest sales cycle in company history) by creating and delivering impactful presentations for client’s senior executives and COO.• Increased total accounts managed from 20 to more than 30 (53% growth).• Generated more than $1.6M in new sales by leading the development of a Program Analytics package that replaced legacy tools and was rolled out to more than 10 top-level customers.• Led rapid sales growth by shifting from SalesForce to NetSuite and creating sales workflows, rules, and processes.• Worked with President and COO to define vision and establish a new functional group within the Sales & Marketing organization (Client Business Services) to provide analytics as a service and unlock additional revenue.

In this position I worked with key stakeholders at large utilities to review historical performance data, conduct trend analyses, and model asset management strategies, resulting in improved system reliability metrics. I partnered with sales account executives to create strategic customer relationships and served as a technical and financial subject matter expert (SME) throughout complete sales cycles. I also formulated the asset management strategy evaluation process and developed a rich set of modeling tools.Selected Accomplishments:• Reduced sales cycle time more than 35% and improved the quality of analysis by creating economic modeling tools and standardizing value proposition generation and delivery.• Key member of a team that delivered more than $6.5M in new revenue by establishing multi-year asset management partnerships with 3 large utility customers.• Grew an account from $400,000 to $1.2M in annual revenue by focusing on engagement and development.

I was promoted to carry out the sale of critical products, including stationary fuel cells, energy and building management software, and more for the Northeast U.S. region. I established and managed relationships to drive future growth, and developed high impact sales and marketing campaigns to increase the penetration of market segments. In addition, I led a cross-functional team that created a strong business case, gained executive approval for a new product offering, and facilitated entry into 2 new markets, with more than $100M in potential business. I represented company at industry events, workshops, forums, and trade shows to generate opportunities.Selected Accomplishments:• Recipient of the UTC Power Senior Management Award and the POWER Award.• Produced $2.5M in sales in first 6 months, despite long sales cycles. Developed a sales pipeline of more than $150M.• Turned around a faltering account in 4 months. Negotiated equipment upgrade deal and a 10-year service contract.• Reduced the average sales cycle time 40% by implementing custom workflow rules via SalesForce and streamlining the approval and opportunity tracking processes.

This role involved managing cross-functional teams responsible for updating existing products and developing new specifications, product features, and pricing strategies. I performed financial modeling to support business development efforts, led the update of an energy management system product offering, including supply chain negotiations, specification development, pricing, and features, and partnered with business development, marketing, and national sales teams to identify and strategic accounts. Also, I worked with marketing to rebrand, revitalize, and expand the capabilities of key products.Selected Accomplishments:• Improved efficiency by creating automated analysis tools. Carried out economic, technical, and financial analyses.• Delivered $100M+ in proposals after developing a cross-functional review process that improved the quality of site design and the accuracy of proposals. • Reduced product costs 22% by leading negotiations with suppliers and redeveloping high-margin add-on software products that produced greater overall margins and provided more comprehensive product offerings.• Upgraded customer value proposition modeling tools to more effectively communicate business case solutions and exceeded sales stage duration reduction goal of at least 25%.

I was responsible for a hardware/software package that allowed building owners and property managers to view, control, and secure elevators, escalators, and moving walkways within buildings or properties. I managed the development of a redesigned product, including go-to-market strategy and release planning, and led field engineers, technical installers, software developers, and sales personnel in more than 60 countries. During this period, I oversaw global sales, marketing, production, and support for a product line with more than $2.5M in annual sales and guided the creation of effective sales, training, and procedural documents and collateral.Selected Accomplishments:• Earned the Otis Globe Award and the Extra Mile Award.• Increased revenues from $1.3M to $2.6M while producing an 8% increase globally in profitability.• Improved international sales from $100,000 to $1.2M and grew the global presence.• Improved profit margins from 30% to 39% while reducing costs by consolidating the global supply chain from 3 locations to 1 facility. Worked with supply chain management teams and suppliers in the U.S., China, and India.

Worked to increase the productivity and efficiency of field branches by creating new product definition manuals, sales and installation procedures to help reduce labor costs. Developed, designed and tested innovative new products alongside senior engineers. Led development of a fully electronic estimating and ordering process and deployed this new form worldwide.