In this 3rd line leader position, my team is focused on building industry aligned go-to-market strategies, customer-centric demonstrations, and value messaging to underscore the value of the ServiceNow Platform in-line with our customer's business initiatives. My teams are aligned to industry at the director (2nd line) level and are responsible for Net New ACV and Customer renewal growth.

I was responsible for leading a highly successful, high-growth organization selling to State&Local Government and Higher Education. We evolved this organization into industry focused teams to better drive strategy and messaging into their aligned industry. This industry focus led to a 35%+ YoY NNACV growth rate coupled with an 80%+ win rate.

I was responsible for growing the North America Enterprise Architecture (Technical Solution Consulting) team from two managers and a dozen EAs to over fifty led by six managers. This EA organization was responsible for leading Workday Technology, Big Data, and Information Security discussions with prospects and customers across all industries. I had leadership responsibility for growing a world-class North American team to support a rapidly growing business and sales force. Responsibilities included recruiting, organizational design, strategic planning, process optimization, honing best practices, industry messaging, and curating presentation/demo artifacts.

Lead a team of Enterprise Architects supporting sales efforts of all Workday solutions to prospects on the East Coast. Provide leadership driving this technical presales team to understand the prospect's key business and technology issues and help build strategies for successfully communicating how Workday's solutions can solve them.

I provided Strategic leadership for six teams responsible for creating and delivering product and technical presentations to net new and existing customers generating net new revenue in excess of $100M per year. I also led a team that supported our global demonstration environment. Set strategy and direction for North America team that provides presales support for all enterprise and add-on opportunities encompassing 1,500+ demonstrations per year.

Recruited to build a team focused on improving the messaging and positioning of technology to increase competitive win rate. Hired, trained, and led a staff of technical presales consultants supporting new and existing customer opportunities. Created and refined new presentations and demos to effectively position our technology. Selected to attend Chairman’s Club 8 out of 10 years.

Brought on board this startup to build a team focused on technical presales. Created first technical presentations and demonstrations for the company focused on architecture, integration, security and customizations. Also wrote technical white papers and installation documentation. Led technical presales efforts in closing 60 of the first 70 customers

Responsible for technical presentations and demonstrations in support of application sales to the Higher Education and Public Sector verticals. Worked on opportunities that generated over 50MM in license fees. Team lead for new hires in the South East. In this role I was responsible for training and mentoring consultants in preparation for supporting the sales team.

Supported Sales and Post Sales activities for 5 Sale Reps in the Government vertical in the South East US. I was responsible for technology sales demonstrations, building prototypes, and managing pilot projects. Selected for Sales Recognition trip two out of the three years.

Responsible for custom software development projects, which included scoping, coding, testing, training end users, and defect support. Also supported customer database and hardware environments