• Grew and headed team of three district managers and 19 advisors who partnered with sales to determine strategic pricing, create and approve deal structures and draft transaction documents for the North and South Americas portion of Splunk's $3B+ SaaS and on-premise software business.• Developed strategic partnerships with fellow sales executives, finance, commercial legal, cloud operations, and sales operations to optimize the selling and execution process completing 2-week initiative… Show more • Grew and headed team of three district managers and 19 advisors who partnered with sales to determine strategic pricing, create and approve deal structures and draft transaction documents for the North and South Americas portion of Splunk's $3B+ SaaS and on-premise software business.• Developed strategic partnerships with fellow sales executives, finance, commercial legal, cloud operations, and sales operations to optimize the selling and execution process completing 2-week initiative generating $2M in ARR.• Chaired the sales and operations-based input into the redesign of the Quote-to Order system for existing customer transaction records, approval processes, quoting tools, and feeds into multiple fulfillment and revenue accounting systems reducing creation and processing time by 50%.• Implemented Strategic Deal Review process, deal management dashboards, and internal deal structuring and implementation playbook. Show less

• Served as player/coach while identifying plan and strategy for FY23 staffing, merging two organizations into one, and on-boarding new team members in support of all business in the eastern US region.• Partnered with all east region sales teams to restructure deal operation engagement model moving to a more collaborative spirit and “getting to yes.”

• Learned and represented Splunk's portfolio offering, pricing methodology, and new financial model being rolled out across the company as part of a multi-year migration from perpetual licenses to software-as-a-service• Established contacts and strong relationships with assigned sales teams and cross-functional partners• Supported sales in Strategic Southeast, Field Southeast, and Commercial West regions after orienting in Strategic Northeast and Strategic New York• Awarded Fiscal… Show more • Learned and represented Splunk's portfolio offering, pricing methodology, and new financial model being rolled out across the company as part of a multi-year migration from perpetual licenses to software-as-a-service• Established contacts and strong relationships with assigned sales teams and cross-functional partners• Supported sales in Strategic Southeast, Field Southeast, and Commercial West regions after orienting in Strategic Northeast and Strategic New York• Awarded Fiscal Year 2022 Q3 AMER Excellence Award for contribution to the Deal of the Quarter Show less

• Facilitating day-to-day operations for a team of nine (9) while strengthening plans for sales, support, contract negotiations, and revenue recognition in the optimal use of enterprise license agreements through booking, fulfillment, delivery, support, and resolution• Directing the overhaul of current sales records and data storage of 300+ worldwide enterprise license information, characteristics, and activation data• Awarded Micro Focus 2019 Deal of the Year Recognition• Advancing… Show more • Facilitating day-to-day operations for a team of nine (9) while strengthening plans for sales, support, contract negotiations, and revenue recognition in the optimal use of enterprise license agreements through booking, fulfillment, delivery, support, and resolution• Directing the overhaul of current sales records and data storage of 300+ worldwide enterprise license information, characteristics, and activation data• Awarded Micro Focus 2019 Deal of the Year Recognition• Advancing installed base campaigns and customer engagement accessing new data• Revitalizing accuracy and clarity to the intersection of customer flexible licensing rights and support services Show less

• Strategically evaluated all aspects of the enterprise license agreement program so as to minimize areas of leakage and maximize opportunities for optimization and change• Fielded deal structuring requests for largest sales transactions worldwide to drive an increase in overall sales productivity

• Negotiated the most strategic sales opportunities driving ground-breaking deal structures for the largest enterprise accounts• Awarded HPE President's Club 2017 through special invitation of worldwide sales managers.• Navigated the development of the deal management function through the expansion of the business as a result of acquisitions and organic growth• Bestowed HPE Americas 2015 Key Contributor of the Year Award

• Delivered day-to-day deal management for Western and Central regions and Financial Services, Manufacturing and Distribution, and Telecommunications vertical segments• Drafted, negotiated, and closed multi-million dollar deals with multiple international and large enterprise companies• Honored as a 2008 "Most Valuable Player" for significant contributions to HP’s business and overall results based on leadership and impact on innovation, customer service, quality, and bottom-line… Show more • Delivered day-to-day deal management for Western and Central regions and Financial Services, Manufacturing and Distribution, and Telecommunications vertical segments• Drafted, negotiated, and closed multi-million dollar deals with multiple international and large enterprise companies• Honored as a 2008 "Most Valuable Player" for significant contributions to HP’s business and overall results based on leadership and impact on innovation, customer service, quality, and bottom-line profits reserved for less than one percent of the employees• Developed, implemented and evangelized the Enterprise Licensing Agreement program and negotiated in excess of 30 large, multi-year ELAs• Mentored a growing team to structure deals for HP Software’s evolving business• Lead development and implementation of special licensing terms in support of hosting and service providers Show less

• Established business and marketing plan for personal financial consulting agency• Successfully created relationships with clients leading to increased opportunities and referrals• After first year of operations awarded "Rookie of the Year" for five state region attaining 180% of quota• After only two (2) years, qualified for Sierra Club designation reserved for only top 20% of financial representatives and promoted to Financial Consultant reserved only for those achieving sales… Show more • Established business and marketing plan for personal financial consulting agency• Successfully created relationships with clients leading to increased opportunities and referrals• After first year of operations awarded "Rookie of the Year" for five state region attaining 180% of quota• After only two (2) years, qualified for Sierra Club designation reserved for only top 20% of financial representatives and promoted to Financial Consultant reserved only for those achieving sales production and surpassing extensive education and licensing requirements• Based upon solid performance, selected for an exclusive productivity program partnering with the Mackenzie Consulting Group Show less

• Established the vision for a new User Interface while leading both development and delivery. Achieved results and turned an extremely difficult product into one with a simplified use model reducing configuration time by 50%. This success translated into additional revenue and greater satisfaction from the telecommunications and mediation segment of HP's market• Managed internet usage program with a software engineering team of ten (10) direct reports. Assumed entire responsibility for… Show more • Established the vision for a new User Interface while leading both development and delivery. Achieved results and turned an extremely difficult product into one with a simplified use model reducing configuration time by 50%. This success translated into additional revenue and greater satisfaction from the telecommunications and mediation segment of HP's market• Managed internet usage program with a software engineering team of ten (10) direct reports. Assumed entire responsibility for the customer interface portion of the new Internet Usage Manager product. Served to affirm the need for this newly-established offering through partnerships with key strategic decision makers• Developed a "per transaction" model for internet usage which fulfilled conducting business and creating a revenue stream not previously realized Show less

• Lead the successful launch of a new product into a new market. Managed all details of the launch from product branding, visual identity, marketing tools, reference sites, briefings, and manufacturing delivery• Initiated and secured key strategic alliance with Microsoft. Responsible for driving success of project through indirect sales force. Created sales and marketing collateral for Microsoft’s channel• Conducted industry consultant briefings and provided real time access to… Show more • Lead the successful launch of a new product into a new market. Managed all details of the launch from product branding, visual identity, marketing tools, reference sites, briefings, and manufacturing delivery• Initiated and secured key strategic alliance with Microsoft. Responsible for driving success of project through indirect sales force. Created sales and marketing collateral for Microsoft’s channel• Conducted industry consultant briefings and provided real time access to on-line tools Show less

• Managed strategic marketing group having eight (8) direct reports. Scope of work included initial program definition and implementation, first level lead generation and marketing, utilization of existing accounts as references, creation of executive seminars and strategy council, over the phone sales campaigns/teleprospecting, direct mail, broadcast email, demo centers, graphical customer newsletters, and hardware sales force Sales Incentive plan• Proactively managed a $4 million budget… Show more • Managed strategic marketing group having eight (8) direct reports. Scope of work included initial program definition and implementation, first level lead generation and marketing, utilization of existing accounts as references, creation of executive seminars and strategy council, over the phone sales campaigns/teleprospecting, direct mail, broadcast email, demo centers, graphical customer newsletters, and hardware sales force Sales Incentive plan• Proactively managed a $4 million budget encompassing creative, campaign development, fulfillment and publication• Developed Sales Training strategy and launched a dedicated software sales force. Facilitated business adoption, recruited divisional resources, and secured external industry experts to ensure success.• In second line management position, grew Technical Marketing team from fourteen (14) to twenty-seven (27) employees allowing for diversification of technical marketing area. Created three (3) distinct functional areas within support: training development and delivery, online support for End Users, and online support for Developers• Handled all financial and human resource allocation to ensure maximum results and financial gains Show less

• Delivered and sustained performance achieving an annualized quota of up to $5 million while serving as “the face” of HP to router, switch, and software customers. Exceeded quota by 113%• Initiated strategic partnership with Cisco resulting in increased industry brand awareness for HP’s OpenView infrastructure offerings. Recruited and managed relationships for key accounts including Boeing, Cisco, Nortel, and Qwest (US West). Process included both hunting for new business and farming for… Show more • Delivered and sustained performance achieving an annualized quota of up to $5 million while serving as “the face” of HP to router, switch, and software customers. Exceeded quota by 113%• Initiated strategic partnership with Cisco resulting in increased industry brand awareness for HP’s OpenView infrastructure offerings. Recruited and managed relationships for key accounts including Boeing, Cisco, Nortel, and Qwest (US West). Process included both hunting for new business and farming for additional business to establish premiere client base• Refocused the hardware sales force through visiting and presenting to existing and potential customers across the US as well as hosting prospect and client visits at HP Show less