Specializing in Executive Management consulting, with an emphasis on Sales Management. Expert in sales organizational structure, SaaS and perpetual metrics, compensation development and administration, sales recruiting, sales skills training, funnel management, strategic sales planning, assessment of sales talent, sales kickoff meeting planning/execution, etc. Key clients: Microsoft (channel training); Exterro (rebuilt e-Discovery s/w sales team w/ transformation to SaaS); UpGuard (built/trained the sales team; advise CEO of this CyberSecurity SaaS start-up), iovation (cyber fraud, authentication), RFPIO (RFP SaaS), PolySync (Autonomous vehicles), Criterion HCM, BrightMd, and others.Strengths & Desires: Recruiting superb sales and technical sales talent to build the A+++team of killers that fits the desired behaviors needed to over produce desired sales results. Training and instilling consistent, repeatable sales processes for driving high win rates and a high levels of customer satisfaction. I’ve taken start-ups from $0 to $20MM and from $18 MM to $100MM in short order. And, I’ve reinvigorated and grown larger, lumbering tech companies (one from $135MM to $431 MM), and several other mid-sized concerns. Companies that want to “hunker down” by keeping profits steady and growth low hold very little interest for me. As part of my coaching and consulting successes, I’ve built and top-graded sales teams by recruiting, training, and retaining top teammates. I’ve built sales and support teams from 20 to 140, from 100 to 350 and from 0 (where I was the first rep in) to 20. I have range. I have heart, finesse, moxie, and style.

High Tech Executive

Infoblox (formerly IID www.internetidentity.com) is a Tacoma-based Cyber-security software and services company that has developed a Threat Intelligence Management System called "ActiveTrust". ActiveTrust is an enterprise-scale platform for centrally managing actionable threat intelligence feeds. IID had been recently backed by Bessemer Venture Partners and I joined the Company to re-build the sales and support team from a deal-oriented, services sales capacity into a repeatable,enterprise-class, high-performing software selling machine.

Turnaround and growth responsibility for this 15 year old software company whose products address the IT security and change/configuration management marketplace. Nearly quintupled revenues ($18M to $87M). Postured the Company for IPO (S-1 filed April 2010). Company was always profitable during my tenure, after never having been profitable prior. Restructured and ‘top-graded” the sales force from “coin-operated, box-pushers” to strategically-driven selling consultants. Drove the team from selling a simple security tool to one that focused on higher-value, higher ASP solutions and services, marketing into Cybercrime applications and regulatory compliance. Transformed the pre-sales Systems Engineering corps from “demo-dollies” to certified IT auditors. Restructured and rebuilt EMEA (subsequently transitioned local control to an EMEA VP) and added capacity in Japan, ASEAN, and ANZ. Reported to the CEO and was a highly active Company change-agent at the exec staff level. Left the Company after the May 2011 acquisition of Tripwire by a private equity firm (Thoma-Bravo) was fully completed.

Worldwide sales “turnaround” responsibility for this $125MM software company (now $250MM) that specializes in enterprise configuration, code, content, and digital asset management. Helped lead a 3x valuation growth resulting in the sale of Merant to Serena Software in May 2004 for ~$400MM. Led all sales, technical support, maintenance, and professional consulting services in No.America, LatAm, Asia-Pacific, and Japan. Also managed customer post-sales support world-wide including hotline ops in USA, UK, and Australia. Grew revenues and market share while cutting 45% of selling costs. Changed selling, services, and support approaches from a purely tactical, deal-driven approach to a strategic-plan and account management orientation. Total managed employees was appx. 240. Left the Company after the acquisition by Serena and the entire Merant executive team was terminated.

Worldwide sales management responsibility for this $250MM embedded systems company focused on OEM partnering with leading telecommunications companies in product engineering, design, and manufacturing. Cut sales expenses by 45% in first 9 months, installed a strategic planning process, and led the sales team to the best quarter (Q4 2001) in the company’s 14 year history. Recruited by my best friend (CEO) to Merant (above).

With a group of Intel and Sequent (now IBM) executives, was the first VP of Sales in this pre-IPO (S-1 filed 4/2000) software start-up focused on providing e-business infrastructure technology and web-based customer relationship management (CRM), B2B commerce, and private corporate exchange solutions. Built the entire sales and support team. World-wide responsibility for sales results, developing the sales and distribution strategy, budgets, hiring and training the sales/support team, designing and implementing all sales-related systems and processes. Extensive hands-on selling with the new team. Results consistently exceeded plan (7 consecutive, 9 of 11 quarters). Revenues grew from ~0 to ~$18M. Left the business voluntarily, as the B2B internet bubble burst and the IPO was pulled.

Last acted in dual role as: a) V.P., Sales & Services for the $470 MM Video & Networking Division and, b) World-wide General Manager for the $130MM Network Displays Group. Led all aspects of North/South American team of 325 field sales, technical support, telesales, major account, order management, contracts administration. Full P & L responsibility for the Tektronix/Grass Valley Video Systems Business. Advisory responsibilty for Europe/Asia Sales Operations. Grew revenue 56 %, cut selling expenses 48%. Consolidated 5 disparate sales organizations into one, while profitably growing the business.

Long string of career building promotions resulting in a variety of sales, international/national/regional sales management, marketing management, and HQ staff positions