Lead Sales & Customer Success for the Education & Government sectors in North America.

Labor market analytics to improve your institution's value, relevance, and future

Enabling New Relic's global enterprise sales organization to effectively deliver value and sustainable outcomes to clients.

A modern sales consulting firm that helps companies scale effectively and efficiently. We help our partners optimize their sales process, people, and technology to accelerate business growth. Technology-enabled and practitioner-driven, we customize and deliver successful consulting engagements that drive quantifiable results.

Helping companies grow revenue in a structured but agile way by combining the latest innovative sales methods with traditional disciplines.

Trusted advisor, strategy guide and sounding board to executive team members in start-ups, high growth companies or organizations that require transformation to reach their sales goals. Currently available to leverage over 25 years of maximizing client value leading to increased corporate revenue through proper alignment of marketing and sales, while optimizing operations between field, inside sales and digital/social methods (tools, process, training, analysis). Also available for on-the-floor, hands-on coaching, managing, evaluation of best practices and the development of ROI analysis.

Managed a team of highly skilled sales professionals responsible to provide end-to-end subscription & support offerings for IBM software appliance products.https://twitter.com/ibmdigitalsalesScope: Discrete responsibility for $100M annual stream revenue; 15 employees – B2B outbound inside digital sellers; retention “farmer” roles selling single & multi-year software maintenance contracts to existing customers in all market segments and industries in US, Canada & Islands; 15% travel for closing large contracts in-person and industry conferences for networkingMission: Meet or exceed revenue growth and renewal rate targets, while maintaining high customer satisfaction ratings for implementation, deployment and speed of executionChallenge: Renewal rates fluctuate from fluid portfolio due to new products from corporate acquisitions; short product lifecycles and capital budget expenditures; need margins high enough to compensate for attritionActions: Collaborated with multiple internal lines of business from before transfer of business through retention selling activities for subscription and support services contracts; negotiated adequate pricing margins for direct and in-direct channel fulfilled contracts; developed, coached and evaluated personnel to maintain proper skills, motivation and workload balance across large team; drove KPI’s through weekly individual sales cadence for thorough CRM and accurate forecasting; provided portfolio management to optimize sales margins by product line (on-prem and SaaS/Cloud); utilized digital and social selling means to identify and engage proper client contacts; worked with operational support teams to maintain effective speed of execution; assessed customer satisfaction results, identify gaps, then solve for rating improvementsResults: Exceeded revenue renewal rate targets, achieving 90%+; recognized with North America Digital Sales Leadership Award for work utilizing social sites; 100% Club qualification

Run global sales plays, manage global sales programs, analyze global sales data and share best practices between IBM Inside Sales Centers worldwide.http://realityworksgroup.com/designing-the-next-generation-inside-sales-office/Scope: Shared responsibility for $100M annual IT services revenue; individual contributor for executive staff of IBM Global General Manager of Inside Digital Sales (B2B, outbound); part of 6-member team of experienced sales executives in rotational development staff assignments – prep for Director-level promotional opportunities, reported to Sales VP who reported to Global GMMission: Own global responsibility for IT services sales revenue growth through IBM Global Inside Digital Sales organizationChallenge: Balancing local geography priorities and global organizational goals, optimizing worldwide sales resource productivity to fuel consistent quarterly services revenue & profit growthActions: Identified geographies and teams underperforming and executed root cause analysis to create an overall global growth plan that could be executed through individual geography and country sales teams; developed, deployed, tracked and managed worldwide sales initiatives to fuel revenue & profit growth; collaborated with leaders in product management, marketing & finance to build an effective performance management systemResults: Delivered year-to-year growth eight out of twelve quarters, double-digit growth five out of twelve

Established and led a contract sales business unit focused on hardware, software and services sales through state and local government & education convenience contracts.https://twitter.com/naspoVPScope: Shared responsibility for $1.2B annual transactional revenue; second line manager with 25 employees – 15 B2B outbound inside digital sellers, 2 sales managers, 5 contract administrators, 2 marketing, 1 database developerMission: Leverage large scale government procurement contracts to drive high volume product transactionsChallenge: Create and deploy approved purchasing vehicles for each level of government-funded IT procurement; maintain and scale product catalogs; drive volumes through contracts once approvedActions: Proposed and gained executive sponsorship for new business unit focused on driving high volume transactions through national, regional, state and local purchasing contracts in the Public Sector industry; leveraged sales, marketing, operations and distribution channel partners to drive transactional revenue growth with velocity and scalability through a sustainable business modelResults: In three years, achieved 50% transactional revenue growth, from $800M to $1.2B; finalist nominee for Louis V Gerstner Award for most innovative sales team; received North America VP of Sales Award for year-to-year growth; 100% Club qualification

Provided centralized personnel management support for sales organization: skills development, performance evaluations, sales incentive plans, business controls, career placement.Scope: first line manager for 50 employees – B2B outbound inside digital sellers; only personnel and professional development responsibilityMission: Provide centralized personnel management, skills development and sales coaching to sellers; serve as management focal for internal commissions and process auditsChallenge: Manage workload volume and still provide effective, personalized skills & career development to all employees, as well as individual sales coaching for sales territory managementAction: Designed and implemented personnel management system, working collaboratively with professional development resources to tailor skills training and educational activities to address identified gaps; worked with business controls staff to establish more effective procedures and with sales managers to understand lead generation deficiencies and create opportunity identification campaigns to close gapsResults: Improved seller skills, enabled sales managers to engage more directly with clients and increased qualified lead volumes which resulted in double digit revenue growth year to year; passed follow up process and commissions audits after failing the first ones

Created and implemented sales initiatives and programs in support of Public Sector Inside Sales business unit.Scope: Individual contributor working with North America Public Sector Inside Sales team of 100 peopleMission: Design and implement sales initiatives to increase lead pipeline through outbound opportunity identificationChallenge: Collaborate across multiple functions of sales, marketing, product management, pricing and contracts to effectively improve sales results.Action: Analyzed sales & market data; collaborated with marketing and product management; integrated with CRM system; created and deployed sales initiatives and marketing campaigns to drive volume of qualified contacts and leads, with high opportunity yield.Results: Increased qualified lead volumes which resulted in double digit revenue growth year to year; passed follow up process and commissions audits after failing the first ones

Managed team of Inside Sales representatives who called on Education industry clients.https://twitter.com/IBMEducationhttps://www-935.ibm.com/industries/education/index.htmlScope: Discrete responsibility for $80M annual revenue, with over $200M in shared annual revenue teamed with field, face-to-face sellers; first line manager with 10 employees - B2B outbound inside digital sellers on commission; acquisition “hunter” roles with some retention “farmer” responsibilities, selling government and education industry solutions to K-12, higher education, state and local government accounts in the Northeast US states; 25% travel for closing large deals in-person and industry conferences for networkingMission: Achieve revenue targets through B2B outbound telesales hunter and farmer sales activity, offering IT solutions of computer hardware, software, implementation and consulting services to small, medium and large accountsChallenge: Prospecting in large territories; hybrid sales coverage model with some individual ownership and some shared/teamed with field face-to-face sellers; engaging resources for complex technology sales with little customer travelAction: Utilized KPI’s through weekly individual sales cadence for thorough CRM and accurate forecasting; provide portfolio management to optimize sales margins by solution type; used digital methods to identify and engage proper client contacts; utilized channel partners for face-to-face coverage; created and published sales guide called “Conversations for Money” which gave the sellers a proven and repeatable way to prospectResults: Exceeded 100% of sales quota every year for six years

Managed a team of Inside Sales representatives who specialized in PC brand products & services.

Managed a team of Inside Sales representatives who specialized in PC brand products & services

Managed supply of parts, coordination of configuration tools between sales, supply management and production facilities. Also responsible for print / online catalog promotions, advertising, promotions, etc.

Team Leader for Inside Sales representatives who specialized in PC brand products & services

Sold PC hardware and software brand products and services through direct and business partner channels in 11 state territory in Western US.

Introductory sales training courses.

Multiple sales and business partner education support roles.

Sold computer and office products to clients in a 3 county area in Alabama & Georgia.