Appvance provides SaaS AI/ML & Generative AI test script creation, autonomous QA and DevOps automation, performance testing, AppPen testing, and observability services for web, mobile, APIs, and SaaS applications. Implemented a proven CX Victory framework by incorporating all global post sales and account management teams into one CS organization (AEs, CSMs, TAMS, Support, Services, and Training) ensuring seamless and rapid transitions from onboarding to full enablement, achieving ROI by month three, and digital transformation milestones in year one, allowing sales to capitalize on rapid adoption and record expansions. Empowering all of CS to be bold, relentless, take action, and deliver value driven results for customers and partners. • Implemented CX best practices to drive utilization and deliver value, resulting in key account expansions of >100% YoY.• Implemented value and solutions based sales strategy that increased average expansions from $100K to over $225K.• Collaborated on new sales play book and processes that improved MQL and SQL conversions to pilots, POC, and deal wins.• Maintained 100% utilization of global services with onboarding, managed services, advanced training, and strategic projects. • Assisted new logo sales with vision and value, consistently increased deal sizes from $50K to over $200K ARR.• Standardized success plans utilizing ROI calculators, and incorporated into presales to ensure expectations are set early.• Created partner enablement and channel program, fostering expansions and new logos, accounting for 40% of revenue.• Created complex ROI calculators to forecast and track benefits and risk, justify iARR, and support expansion business cases. • Standardized QBRs (QVRs) to articulate progress and ROI achieved, and forecast success plan milestones to drive utilization.• Created awareness events and advanced training programs, successfully expanding into new teams and departments.

Extended UiPath’s key account program with digital transformation advisory, CoE best practices and operations services, automation solution architecture, and AI/RPA implementation sales and services across a global portfolio of F1000 accounts.• Aligned ISG services and strategies with UiPath’s Key Account program to improve continuity, expectations, and outcomes. • Created value propositions, success plans with ROI forecasts, and incorporated into SOWs to increase key account deal sizes. • Increased new logo pipeline by over $10M, authored SOWs, and managed key deliverables for global customers.

Joined when ARR was under $50M. Three years later achieved $1B in ARR and a record IPO. By bringing what I learned from previous SaaS experiences, I quickly became a key contributor to that growth by helping create customer success, value engineering, and a powerful partnership between CS and sales using Command of the Message, which led to the formation of strategic accounts and key accounts. Quickly became a trusted advisor to UiPath leadership and to its customers for Intelligent Process Automation (RPA), Intelligent Document Processing (IDP), AI/ML integrations, and Digital Transformation advisory from CoEs to C-Suite across hundreds of customers. • Trusted advisor on value and transformation outcomes for 25 Key Accounts (including GSIs) closing $35M in first year sales. • Extended value engineering workshops to executive champions and CXOs which increased renewal growth by 2X to 5X.• Maintained 0% churn, increased net ARR over 100% in key accounts, with several accounts growing by over 500% in ARR.• Created strategic partnerships with GSIs, incorporated into key account activities, which led to 3 expansions over $9M ARR.• Authored patent for Just-In-Time Cloud Robot Machines (Patent Number: 11,110,601), currently generating revenue.• Improved QBR standards by creating executive level awareness of ROI achievements and forecasts, aligned to success plans.• Spearheaded value engineering by creating detailed ROI calculators and customer workshops to support transformations. • Standardized QBRs and success plans by utilizing ROI calculators to measure success and set forecasted expansion goals.• Awarded top CS contributor and sales support, with highest performing region globally, which became the UiPath standard.• Assisted with creation of CABs, industry customer meet up events, and an extensive customer referral network.• Key contributor to several programs including Global Sales Enablement, Voice of the Customer, and Competitive Analysis.

Led the Americas Services team of SaaS Robotic Process Automation (RPA) advisors, experts, and engineers through professional services offerings built on Automation Anywhere products and technology. Created, developed, and sold key implementation and advisory services incorporating AI/ML/IDP and intelligent RPA solutions launching customers from pilot to global scale with speed and efficiency, and empowering customers to achieve strong value and significant ROI for their digital workforce needs.• Led services sales, collaborating with software sales, which reduced sales cycle time and significantly increased deal sizes.• Grew direct customer services sales and partner enablement sales from $3.2M to over $6.5M in the first year.• Onboarded and enabled over 25 GSIs and partners including IBM, Deloitte, KMPG, E&Y, PWC, and several boutique firms.• Created standardized automation program and CoE health check services that contributed to over $1.2M in services sales.• Ensured onboarding, training, and partner enablement services increased adoption, ROI, and consistently secured renewals.• Refined core service offerings and best practices from pilot to rapid scale to enterprise transformations, focused on utilization, value outcomes, ROI, which greatly reduced churn, and fostered record expansions across 100’s of accounts.

Created a patented DotNet compiler optimization and compression technology that improved application performance and efficiency by up to 500%, reducing cloud costs by 20% and improving customer in app experience (UX). Secured series A private equity funding ($8M) and investment from the Texas Emerging Tech Fund ($1.5M) which was the largest in the program’s history. Led product development from team creation, to R&D, to full product development and launch. Led sales to win the first paying customers to generate revenue and launch the company. Created support and services teams to ensure ongoing success.

Specialized in global oil and gas engineering systems, providing product management (field CTO) and supported global deployments that managed millions of engineering documents and regulated workflows for over $6 billion in global operating assets and construction projects. Led voice of the customer, product management, customer onboarding, training, and support.