Rexford Industrial is a real estate investment trust focused on owning and operating industrial properties in Southern California infill markets. I serve as the focal point for cyber security, IT strategy and governance matters.➤ Chair, Nominating & Corporate Governance Committee

ECMC is a family of companies providing financial tools and services, non-profit career education, and job placement services to help students succeed and achieve their academic and professional goals. Brought onto the board to serve as the focal point for cyber security strategy and program management, I also provide IT risk guidance to help maintain the overall risk posture of the organization.➤ Chair, Risk & Compliance Sub-Committee➤ Member, Finance Committee➤ Member, Foundation Committee

Goodwill Southern California is a nonprofit organization dedicated to transforming lives through the power of work. By providing education, training, and job placement services to individuals facing barriers to employment, Goodwill SoCal helps people achieve independence and financial stability. With a focus on sustainability, the organization operates over 90 retail stores and donation centers, funding vital workforce development programs that support veterans, individuals with disabilities, and underserved communities.➤ Chair, Diversity, Equity & Inclusion Committee➤ Former Co-Chair, IT Task Force➤ Former Chair, Strategic Planning Monitoring Committee

Recruited to cultivate strong relationships with profitable corporate clients, I work with a team of experienced sales executives to drive explosive growth for Oracle Consulting’s business in Southern California. I have secured multimillion-dollar corporate consulting engagements, closing an unprecedented $4 million in business in the areas of cybersecurity and strategic database projects supporting relocation of massive data centers.I exceeded revenue goals by 140%, doubling year-to-year contract signings. My role involved extensive collaboration with internal teams in product sales, technical support, and engineering to secure needed resources and navigate complex internal processes.

As an independent consultant, I deliver business advisory services to start-ups and small to mid-sized companies, providing expertise in corporate sales, business development, and strategic planning. In addition to my consulting work with Oracle, I take on select projects on a referral basis.➤ Created business development strategy and led market validation work for RFID security solution start-up.➤ Validated strategy and created tactical plan to build secure document scanning services business for nonprofit.

Recruited to lead sales, business development and market strategy to establish IBT’s middleware business in the U.S. market, I led a 5 person sales team in New York City and Los Angeles, successfully increasing IBT’s sales pipeline 300% within two months.A Portugal-based developer of advanced cloud messaging software, IBT was still new to the market when I came on board. Products were still in an early phase and the company lacked a formal sales operational structure and standard processes for managing contacts, developing prospects, or cultivating customer insights to guide the product roadmap. While the leadership team possessed strong technical talents, they needed a senior executive with my skillset – someone with extensive experience selling emerging technology products to the corporate sector.Crystallizing a strategy targeting Fortune 500s and large, complex organizations, I professionalized the sales operation, introducing a solid structure and standardized processes while bringing clarity to what it takes to win in the corporate marketplace. Additional contributions included:➤ Secured OEM agreement with major eCommerce solution developer creating a distribution channel into several Fortune 100 companies.➤ Restructured the business development team to strengthen alignment with financial goals.➤ Built a business partner program from the ground up.➤ Collaborated with global Chief Marketing Officer to implement marketing and PR plans.➤ Teamed with product development team to refine product requirements and plans. ➤ Formulated channel plans and recruited partners.

As part of IBM’s effort to apply senior talent to new and growing markets, I was hired to drive sales of “green `technology” solutions to large corporations. Working as senior sales leader, I helped clients reduce the cost and complexity of data center operations by guiding them in the adoption of advanced technology products, including cloud computing, data center strategy/build/relocation, and server/storage virtualization.➤ Utilized offshore delivery resources in client proposals to maximize cost effectiveness.➤ Increased qualified sales pipeline from to $20 million (from $2 million) in 5 months.➤ Sold strategic data center relocation services deal leading to $2 million mainframe sale.

Charged with turning around an underperforming Internet Security Systems sales organization, I oversaw a team of channel and telesales representatives.➤ Surpassed $15 million revenue goal.➤ Reversed decline in employee morale, resulting in reduced attrition and improved customer service.➤ Boosted sales productivity and services delivery utilization by implementing new sales operations and processes.

Appointed to lead organization with responsibility for selling professional services to address clients’ business critical security, privacy and compliance requirements across the US. Team is comprised of twenty consulting sales and technical solution specialists supported by fifty delivery practitioners with expertise in identity and access management, threat and vulnerability management, security strategy, governance, risk and compliance, digital video surveillance and video analytics.

Led team of 20 business development specialists dedicated to incubating and testing solutions across key emerging technology markets: Grid Computing and Virtualization, Digital Media, and RFID. Established and nurtured base of “early adopter” accounts and collaborated with delivery and sales teams to ensure successful implementation.➤ Exceeded $160 million sales objective and effectively managed $8 million investment budget.➤ Accelerated achievement of market growth milestones, fueling product adoption across thousands of sellers in IBM’s industry vertical organizations.

Recruited to lead enterprise content management product sales organization, overseeing 200 sales/technical specialists and telemarketing reps in North and South America. Worked closely with marketing on demand generation programs. Consulted with product development on identification and prioritization of product enhancements.➤ Generated $58 million in product revenue, outpacing content management marketplace growth.➤ Consulted with product development on identification and prioritization of enhancements to align with requirements of strategic sales opportunities.

Recruited to Kinko’s to lead this $1 billion commercial operations unit, spanning 600 retail stores, 15 commercial production centers, and 8,000 employees, I held full P&L accountability for the division, representing 50% of company sales.Playing a key role in implementing a new corporate strategy to support the division’s expansion into the corporate sector, I led initiatives designed to improve the quality and consistency of service delivery across all locations. During my year with the company, I launched 13 print centers for corporate customers and initiated the company’s first marketing program aimed at the Spanish speaking community.

Following a successful turnaround of a division within IBM Latin America, I was promoted to lead a business unit charged with accelerating adoption of wireless enabling technologies for business use. I led a team of 150 sales managers and representatives in 20 countries across the Americas, Europe, and Asia with accountability for selling software, hardware, and services to enterprise accounts.Creating a sales strategy tailored to the needs of each geographical region, I introduced alternate sales channels, collaborated with marketing teams to drive awareness, and influenced regional leaders to increase their focus and marketing resources to integrate wireless solutions into their performance metrics.When I left IBM in 2002, the team was on track to surpass its $2.5 billion revenue target and the gospel of wireless had spread to the wider IBM sales community.

Tapped to lead a sales-focused communication sector business during a time of privatization of telecom, media, and utility markets and major organizational restructuring within IBM.I led in-country teams Brazil, Argentina, Mexico, Venezuela, Colombia, Peru, and Chile, leveraging previous IBM experience in Latin America markets to orchestrate a turnaround within the unit.Quickly established trust, earned respect, and lifted employee morale by communicating with team in Spanish and rolling my sleeves up to work alongside them to remove the barriers that prevented the division from meeting its objectives for the previous 3 years. I also introduced a new sales strategy that emphasized large services opportunities, bolstering revenue, increasing customer partnerships, and reducing sales resource requirements.➤ Captured more than $50 million from new accounts and surpassed $450 million revenue objective.➤ Won $200 million outsourcing deal.➤ Improved customer satisfaction ratings while reducing expense budget by 15%.➤ Expanded market presence through strategic projects with major industry leaders.