Lead go-to-market strategy and execution in mid-Atlantic public sector territory, achieving early success in cloud solution adoption across education and government accounts. Drive pipeline and forecasting strategy while partnering with VARs and internal resources to close complex sales cycles.- Achieved 52% quota attainment in my first 1.5 quarters in a previously dormant territory, prospecting and closing immediate-win opportunities directly and with partners.- Built 3x pipeline for my next two quarters, laying the groundwork for long-term revenue growth and quota achievement in upcoming quarters.- Developed relationships with key accounts and engaged new prospects through authentic & clear communication, consistent responsiveness, and consultative solution selling.- Contributed to overall team revenue performance through lead generation and prospect nurturing at national industry events and meaningful online engagement.

First sales leader for this growth stage enterprise software startup. Led full-cycle sales motion in a fast paced, accountable selling environment. Company failed to achieve product-market fit and ceased current operations.• Led, coached, and mentored full-cycle sales executives in lead generation, prospecting, lead nurturing, selling, and closing enterprise and midmarket customers.• Achieved 425% annual revenue growth, 300% active pipeline growth, and doubled our number of ICP closed customers in four defined prospect segments.• Initiated and ran strategic account sales cycles from introduction through closing, leveraging both qualitative student experience and quantitative operational ROI value propositions to overcome obstacles & close deals.• Led product demonstrations for prospective customers, demonstrating deep knowledge of their priorities and using narratives to challenge them to envision greater transformation leveraging our platform.• Developed go-to-market playbook and sales operations framework with customer segmentation, problem statements, value propositions, persona mapping, and closing plans to build pipeline and generate revenue.• Built brand awareness in targeted markets through my deep industry network, presentations, webinars, messaging campaigns, and social activations.

Led go-to-market strategy for education vertical at top UCaaS provider with $2B in annual revenue. Worked closely with three RVPs and 18 AEs in education to close deals faster with increased size & profitability, maximize industry awareness, build sales pipeline, and bring the best products & integrations to market.• Targeted and closed $6mm in enterprise and midmarket higher education deals with sales partners through deep industry expertise, collaborative sales processes, leveraging channel partners, and authentically connecting with prospect executives.• Increased new acquisition and expansion pipeline and revenue through strategic marketing plans, webinars & presentations, results-driven messaging campaigns, and social media engagement.• Developed internal executive alignment with company C-suite officers, board members, and sales & marketing executives on strategy to address current education industry trends and customer needs.• Contributed to 25% annual companywide revenue growth, negotiating effective deal structures and details with CIOs, CFOs, and other senior university leaders to win business in a high-velocity sales cycle.• Led strategic activation at EDUCAUSE Annual Conference, delivering featured main stage speaking session with national industry leaders, resulting in more than 300 qualified leads and increased brand credibility.• Brought two products to market for the education vertical, earning industry awareness via analyst coverage, positive placement in the IDC Marketscape for Collaboration Tools in Education, market-responsive pricing, accelerated deal closings, and increased ARPU.• Improved forecasting and planning with sales and analytical tools including Salesforce, Aviso, Tableau, ZoomInfo, and more to research prospects, align strategies, improve linearity, and close deals.

CharlotteCIO is the preeminent peer leadership network of Charlotte chief information officers. As part of the national InspireCIO Leadership Network, CharlotteCIO exists to help CIOs thrive in today’s most challenging C-suite executive role. The chapter regularly convenes leading CIOs and fosters meaningful relationships by hosting non-commercial, member-led programs – helping CIOs gain leadership advantage.

Leveraged outstanding communication skills in teaching upper level undergraduate MIS classes with 93% student satisfaction rating and a focus on digital strategy, customer relationships, data analytics, and AI.

Oversee all technology strategy and execution for an organization with $100mm annual revenue. Lead a team of 16 FTE employees and $3mm annual budget. Manage all digital transformation, cloud services, software applications, technology infrastructure, and information security operations.• Transformed digital environment from siloed, manual, on-premises and unreliable to cloud-native SaaS, data integrated, automated services with high performance and availability.• Collaborated with the Board and other executives to develop strategies and priorities for business transformation, operational efficiency, technology infrastructure, security, and risk management.• Contributed to 9.6% increase in student retention and tuition revenue by implementing data analysis & collaboration platform to identify and assist students at risk of leaving.• Enabled 40% faster transition to remote pandemic operations via unified phone, messaging, and video platform to replace legacy platform & enable new capabilities.• Rationalized application inventory and replaced legacy email, HCM, LMS, CRM, and other applications with integrated SaaS platforms and applications for greater effectiveness and lower TCO.• Achieved 99.9%+ enterprise infrastructure reliability with redundant high availability Internet service, cloud services, network, and data center resiliency.• Hired and developed a diverse team of top performers using delegation, one on ones, feedback, and coaching to achieve 95% positive annual performance review ratings for the last five years.• Contributed to community & leadership development including Leadership Charlotte (class 36 2014-2015) and board service with Charlotte CIO (2018-2021) and HESS Consortium (2019-2021).• Founded & led the Charlotte CIO Roundtable, a community of Charlotte-area university CIOs for leadership development, collaboration, and shared resources.• Finalist for 2020 Charlotte CIO of the Year ORBIE Award by national leadership network Inspire CIO.

Responsible for leading, coaching, and evaluating the Enterprise Application Services team. Established and oversaw change management standards for all systems.• Directed Project Management Office with business analysis and hybrid project management approach for eliciting requirements, optimizing business processes, and delivering projects on time and on budget.• Increased enterprise-critical application availability from 98.7% to 99.6% by migrating to multi-tenant SaaS solutions (including Microsoft 365) & virtual servers and implementing defined product management processes.• Led identity & workstation management projects to completion on time and on budget to increase security, improve user experience, and reduce ongoing operational expense.

Led a team of five FTE employees to transform and support all business functions including HR, finance, retail, transportation, and food service.• Managed technical projects across matrixed teams to deliver business process improvement, data integration, technical architecture standardization, and improved user experience.• Generated cost savings and operational efficiency by rationalizing five legacy radio communication platforms and replacing them with a modern, shared platform.• Increased departmental server performance and reliability by identifying issues and coordinating internal & external resources to remedy identified environmental, security, and disaster recovery gaps.

Led all technology strategy and execution for a $30mm annual revenue business unit in a 30,000-student university.• Developed best practices and technical and operational standards for project management, communication and payments infrastructure, and regulatory compliance.

Responsible for all technology strategy and execution for a $30mm annual revenue business unit in a 30,000-student university.• Partnered with technical infrastructure and application teams, functional users, and external vendors to define requirements, mitigate risks, and execute capital & operational projects.

Responsible for managing ERP & web application products and leading software development process. Led team of three FTE employees to execute product and portfolio management.• Developed web applications for content management, athletic marketing, and student admissions saving more than $100,000 annually compared with vendor solutions.• Achieved $40mm in annual online payments revenue and 62% annual ecommerce growth over five years.• Stabilized costs and enhanced services by cultivating partnerships and managing contract negotiations with external service providers.

Responsible for leading team of application and content developers to build, test, and deploy e-commerce sites.• Oversaw 1000% annual e-commerce revenue increase while maintaining site performance and contributing to supply chain logistics.• Managed SQL Server processes for 60,000-record primary product database integrated with wholesale supplier catalog.• Represented firm in advertising efforts at national industry conferences.