Anthology Inc (formerly Blackboard)Drive double-digit growth annually across the Federal, S&L, and corporate markets for Teaching & Learning cloud software and services. Improved revenue, profitability, deal size, deal count, implementation, retention and customer satisfaction through strategic efforts, cross-functional leadership, teamwork, fostering individual growth, and business process improvements.

Responsible for the Cloud & Analytics strategy including product management, marketing, sales and growth initiatives for the Federal market. Lead 150 sales and technical professionals to achieve revenue & growth objectives for IaaS, PaaS, SaaS, DevOps, API Management, Mobile, Business Intelligence, Big Data, and Cognitive software and services offerings.

Built the Federal Cloud Software Unit. Led product management efforts, adapting new IBM offerings to the Federal market. Managed the sales team. Focused improvements in sales productivity, progression/conversion, deal execution, & skills management. Grew revenue each quarter, expanded market presence, expanded go-to-market ecosystem and channels, and acquired/retained top talent.

Led team of 7 product managers to drive Analytics, Security, Social, and Middleware software strategy, product management, and solution development relevant to Federal agency missions. Created product plans and drove actions for product development, marketing, sales, business partners, channels, and special projects to improve pipeline and revenue attainment.

Responsible for selling the full breadth of IBM products, services, research, and business partner solutions. Lead integrated account team comprised of sales specialists, solution architects, consultants, and subject matter experts to coordinate account strategy, maximize revenue, and ensure customer satisfaction.

Executed successful feature/benefit definition, market segmentation and targeting, product positioning, pricing analysis, implementation methods and procedures, and customer support models and processes. Initiated and accomplished the company-wide product enhancement methodology of integrating feedback from internal departments and outside analysts.• Crafted the company’s 10 comprehensive business solutions within the CRM product line• Earned 36% market share and more than 20% of corporate revenues• Sold and delivered over 50 solutions tailored to customer needs• Spearheaded six forward-looking multi-million dollar projects for technologies such as shared architectures, wireless systems, thin client solutions, and storage area networks

Designed, developed, and implemented software applications for Fortune 500 companies. Directly aided clients to prioritize and estimate future system enhancements.• Led Analysis and Design of a new sales system for the insurance division of a large bank• As part of a 30-person team, created the CRM system that enabled cross-selling at an international multi-lined insurance company• Excelled on a 25-person team during the full lifecycle implementation of the claims system