As a strategic member of the US leadership team, I assist all of our Business Development Directors and associated sales, marketing, services, customer satisfaction, and product teams develop sound business cases based on value as well as develop strategic alliances with Insurance Providers, Professional Employer Organizations (PEO), and Corporate Wellness Companies. . Integration into the Gympass sales, launch and services cycles with constant assessment and communication of the value to… Show more As a strategic member of the US leadership team, I assist all of our Business Development Directors and associated sales, marketing, services, customer satisfaction, and product teams develop sound business cases based on value as well as develop strategic alliances with Insurance Providers, Professional Employer Organizations (PEO), and Corporate Wellness Companies. . Integration into the Gympass sales, launch and services cycles with constant assessment and communication of the value to company benefit managers, Human Resource managers, line of business leaders and external partners in the Insurance, PEO and Well-being Services. With exercise and wellness being the cornerstone of recruitment, retention, lowered health costs, lowered absenteeism, and employee engagement/productivity, its not hard to see why our platform (the 1st and most developed in the world and US) is on a fast climb to be the unquestioned leader in this market space! Show less

Supporting clients to quantify and qualify their sales optimization best practices in terms of revenue and customer satisfaction by measuring impacts and influence of story telling central to the business proposition/plan within the sales process. Also developing the techniques and practices to enable sales teams to tell how cost/benefit models (ROI, TCO, ROE/A, CLV etc...) were developed in a story framework that is simple, credible and actionable.

Led, supported and optimized North America and Worldwide Watson Customer Engagement sales teams to maximize power and reach of IBM software (On Premise & SaaS) / services solutions. Immersed in all aspects of the sales cycle, including Pipeline Development, Proof-of-Solution/Value, Sales Progression, Closing and Renewal. • Successfully leveraged Value Engagement / Proof of Value to break into untapped markets, deliver new revenue streams and strengthen competitive advantage.… Show more Led, supported and optimized North America and Worldwide Watson Customer Engagement sales teams to maximize power and reach of IBM software (On Premise & SaaS) / services solutions. Immersed in all aspects of the sales cycle, including Pipeline Development, Proof-of-Solution/Value, Sales Progression, Closing and Renewal. • Successfully leveraged Value Engagement / Proof of Value to break into untapped markets, deliver new revenue streams and strengthen competitive advantage. • Partnered with sales teams to drive prospect and customer commitment to IBM’s solutions by guiding senior client stakeholders through strategic and operational issues, building business cases, defining road-maps and obtaining executive buy-in.• Consistently delivered breakthrough success with a 70%-80% win rate for the past 5 years – far exceeding the company’s 35%-40% average. The wins included Cloud, Hybrid-Cloud, SaaS, IaaS and BPO. • Identified clients’ business, financial and operational needs, built credibility with executive customer decision-makers, developed financial models that mapped solutions to critical customer business values• Worked with Watson (Cognitive Computing) and product development/marketing to develop/expand value models to account for Cognitive (AI/Expert System) modules within existing software solutions.• Key driver in facilitating a complex Value Analysis and Integration solution that led to win of five large, $1-2.5M strategic deals with major retailers, industry and banking customers.• Assumed leadership in Q4 2016 of Flexible Deal Price Plays (cost/licensing options) program and increased applicable sales to 171% of plan to $33.4M by Q4, far exceeding the $19.5M target, and increasing performance over previous quarter by 5x. This accounted for over 30% of brand’s total software target. Show less

Led and supported global i2 Data Analytic and Counter Fraud Solution sales teams clarifying IBM’s value to customers by evangelism, workshops & meetings managing application/reinforcement throughout the sales cycle. • Designed tools and strategies to help penetrate large enterprise accounts, including value assessments and ROI-driven business cases that connected customers’ strategic goals, business process challenges and industry trends to IBM’s solutions, while crystallizing the value… Show more Led and supported global i2 Data Analytic and Counter Fraud Solution sales teams clarifying IBM’s value to customers by evangelism, workshops & meetings managing application/reinforcement throughout the sales cycle. • Designed tools and strategies to help penetrate large enterprise accounts, including value assessments and ROI-driven business cases that connected customers’ strategic goals, business process challenges and industry trends to IBM’s solutions, while crystallizing the value proposition. Directly supported sales teams in attaining an 83% win rate on supported opportunities generating the largest wins 4 out of 6 fiscal half years for value supported opportunities. • Developed a thorough understanding of key marketplace players (functional capabilities, pricing, selling infrastructure and partner ecosystem). Collaborated with Product Development and Marketing groups to ensure products and solutions were relevant and reflected client needs and competitive solution scope. • Applied a unique blend of skills encompassing Sales Management, Business Development, Statistics and Finance Analysis to drive development and roll-out of a comprehensive field sales value-based selling program. Show less

• Revived a previously under-developed territory within the US Government Intelligence Community for IBM Enterprise Content Management sector – a completely white space with no sales representation for nearly 2 years. • Leveraged advanced knowledge of the innerworkings of Intelligence organizations and connections with leading Systems Integrators to gain access to key stakeholder groups. Within 2.5 months of hire, landed a considerable multi-million dollar deal with a major agency… Show more • Revived a previously under-developed territory within the US Government Intelligence Community for IBM Enterprise Content Management sector – a completely white space with no sales representation for nearly 2 years. • Leveraged advanced knowledge of the innerworkings of Intelligence organizations and connections with leading Systems Integrators to gain access to key stakeholder groups. Within 2.5 months of hire, landed a considerable multi-million dollar deal with a major agency, followed by capture of another large account. • Increased sales pipeline by 500%, which led to business expansion in the majority of sold accounts. Show less

Directed and mentored the sales team of a start-up company that developed and implemented extensive data encryption technologies and services within the Government (Intelligence, Defense, Treasury, Diplomatic) and Commercial sectors (Medical, Banking and Commercial Product Development Centers). • Served as a key driver in expanding market share and brand awareness by developing a high-profile Partner Ecosystem, including IBM, Northrop Grumman, Raytheon, Lockheed Martin, SAIC, HP and… Show more Directed and mentored the sales team of a start-up company that developed and implemented extensive data encryption technologies and services within the Government (Intelligence, Defense, Treasury, Diplomatic) and Commercial sectors (Medical, Banking and Commercial Product Development Centers). • Served as a key driver in expanding market share and brand awareness by developing a high-profile Partner Ecosystem, including IBM, Northrop Grumman, Raytheon, Lockheed Martin, SAIC, HP and others, as well as a robust sales pipeline which led to business results. • Developed and expanded first major contract win with a major Federal Government agency and laid the groundwork for additional major contracts with both commercial and government customers. Extended and deepened relationships with ERUCES teamed partners by acting as Proposal Manager for several large ($100M+) proposals. Show less

Managed and executed a consultative, data-driven sales process for the company (at the time a global leader in high performance computing systems), including Proposal Management, Opportunity Evaluation and Development and Marketing Interface. Actively contributed to the establishment of Bid Proposal best practices and introduction of Strategic Selling to improve sales productivity and success. • Positioned the company as a key player in an intensely competitive marketplace. Supported the… Show more Managed and executed a consultative, data-driven sales process for the company (at the time a global leader in high performance computing systems), including Proposal Management, Opportunity Evaluation and Development and Marketing Interface. Actively contributed to the establishment of Bid Proposal best practices and introduction of Strategic Selling to improve sales productivity and success. • Positioned the company as a key player in an intensely competitive marketplace. Supported the organization nationwide, securing new business valued at $15-$20M+ during tenure, including multi-million dollar contracts with NASA, GM and Intelligence and Defense agencies. • Selected to drive Sales Process Transformation for SGI Federal for a 1,200-person sales force. Achieved Miller Heiman Strategic Selling Trainer Certification, implemented and trained sales staff on the new methodology to identify complex win opportunities, protect and manage strategic accounts and influence customers to win more business. Show less

Worked as Team staff, Project Lead and Program Manager for a consulting and services company that supported the US Government. Provided System Engineering and Technical Assistance (SETA) to government departments as well as Project Work in Artificial Intelligence, Military Systems, Rule Base Development & Knowledge Elicitation, and Simulation & Training.