Sales, revenue growth, and business transformation advisory services to start-ups and middle-market through Fortune 500 companies. Focus on the Education sector. Examples include University Startups & Quottly, Inc.

Member of the global Gale Leadership Team. Responsible for the sales and customer service/success strategy and execution across the North American region. The sales organization consisted of professionals (approx. 200) in field & inside sales, sales operations, sales support, subscription renewal teams, and the Gale (customer) success/engagement services. Provided overall direction and leadership across six primary markets (Academic/Higher Education, Schools/K-12, Public Libraries, Wholesale/Print, Licensing/Corporate, and Government). Digital product lines included SaaS Databases & Workflow tools, Primary Source & eBooks Publishing, and eLearning solutions.

Responsible for defining and executing the sales strategy in the North American region for the Government & Academia business unit (one of largest markets within IP&S – $100m+). This included the Academic, Government, Nonprofit, and Publisher vertical markets. Enterprise sales experience includes customizable analytics, content management, and decision support solutions. Additional duties consisted of managing the global sales effort for reference management and collaboration software product lines as well as select solutions in the Corporate space.

Managed all sales activities for the academic market in the US and Canada. Oversaw a sales staff responsible for both new business and customer retention duties. Additional duties included the management of the government and non-profit market teams. Acted as a key contact for large consortia clients. Products lines and information solutions included web-based workflow tools to assist the research, management, analysis, and benchmarking process. Developed a new account manager training program to improve employee performance, enhance bench strength for the organization, and allow for career advancement for employees. Worked with other functional leaders in sales, operations, contracts, and marketing to establish and implement best practices. Keen ability to recognize cross-selling opportunities to create customer value and enhance revenue for the company.

Responsible for managing strategic North American academic account relationships and improving client retention through interaction with senior directors of institutions. Provided account management oversight of a portfolio of renewable subscription-based products, including searchable web databases, print, and cd indexes, analytical tools, and specialized data visualization software. Content included journal literature, patent, and standards information.

Responsible for effectively managing and up-selling corporate information solutions comprised of journal and patent products to existing client relationships as well as prospecting for and gaining new clients relationships within the Northeast, North America territory. Represented Thomson ISI/Derwent at trade shows and conferences. Created uniform marketing materials consisting of introduction letters, product fact sheets and cost proposals, which were used by other team members within the engineering strategic business unit. Developed a training seminar for sales staff and mentored new hires. Coordinated with other departments to maximize internal cross-selling opportunities.

Acquired new commercial clients through cold calling. Acquired new commercial business clients and expanded market penetration within an assigned territory. Individual and team monthly goals were set and achieved through the selling of high speed internet, telephony and other special access services. Created integrated communication solutions and developed cost proposals. Coordinated with access personnel for the construction of RCN’s fiber network to potential clients.

Developed relationships with potential applicants for client short term and permanent hiring needs. Negotiated billing rates and contractual agreements for employee placements. Met personal objectives by developing sales leads, establishing referrals for future contracts, forwarding leads to the sales force, and filling existing requisitions. Directed discussions on implementing new marketing techniques. Maintained customer accounts and handled account inquiries from existing clients.