Built North American sales team from ground up to find, develop, and close key accounts/net new logos across all industries (only those with over $1b in annual revenue), selling product suites that include industrial AI, ERP, field service management, and enterprise asset management software. Established territories, created marketing and go-to-market plans and onboarding strategies, and architected annual progression and performance plans. Instituted accountability, mutual trust, and high-performance culture that focuses on talent retention, connectivity with team members, engineers, partners, and stakeholders, and repeatable systems, processes, and sales results. Lead team in responses to RFI, RFP, and RFQs, and development of pipelines, including highly complex opportunities and contract negotiations. Identify and expand into greenfield markets and oversee development of custom solutions with engineers. Host meaningful tactical conversations that translate market, productivity metrics, and SLA data into fact-based actionable analysis. Metric Win ► Attracted, hired, and ramped up entire team – and made numbers in very first quarter, and all subsequent quarters except one – outpacing all other divisions and market standardsSWOT Expertise ► Perform analysis, identify problems and gaps, then decide framework and cadence to best serve each person, to accelerate innovative, extremely responsive, and agile environment that advances real-time solutionsSustained Acuity ► Leverage keen ability to anticipate and interpret program, leadership, and market changes into new areas of hunting ground by seeing growth potential – using grounded logic to shift stakeholder perceptionsStrategic Vision ► Cultivate sustainable sales ecosystems, lead highly technical value propositions for teams to present to clients, and direct prioritization and navigation of pivots, unexpected trends, and results while in motion

Promoted from territory team leader to global accounts team leader within first three months, overseeing team of eight managing accounts totaling $300M in annual sales of SaaS, PaaS, and Azure/cloud. Owned development and refinement of entire sales cycle and strategies, building and managing renewals, installing more effective onboarding system, including playbook design, hiring, training, coaching, and performance enhancement initiatives to prevent churn and drive revenue. Established sales operation’s cadence, pipeline, and all processes and solutions through revenue delivery. Managed value proposition clarity and stakeholder relationships. Identified software, tool, and service gaps and collaborated with engineers and other teams to ensure embedded software solutions securely served client needs.Metric Wins ► Achieved average of 134% attainment across all three years, established nationwide mentor program that connected 125+ mentors/mentees focused on culture development and career advancement, and designed new national onboarding program that enables more rapid productivity for new hiresNational Influence ► Spearheaded Brené Brown training program rollout as nationwide table captain, shepherding 16 leaders throughout process of methodology understanding and subsequent implementation/adoption by teamsImpeccable Oversight ► Led change management during market swings, aggregated/presented data that enabled pivotal decision-making, and focused on preserving highest impact sales resultsLeadership Style ► Approached development of long-range plans and goal-oriented planning with transparency, information synthesis, and pattern recognition (at partner, leadership, team, discipline, and individual levels) – always doing what was “right” versus what was trendingCompetitive Intelligence ► Guided direct reports to gain respect of client leaders in manner that earned devoted allegiance where doors were previously closed and prevented sales and service threats

Built and directed team of six, earning spot as #3 region in the world within one year, after instilling new best practices, cultivating culture of trust, and identifying and training new skills to address and resolve previous weaknesses of each team member. Managed full sales lifecycle in pursuit of net new business and subsequent expansion of each account while operating as player/coach, hiring and training team. Drove synergistic upsells, developed value propositions on all key products, and fostered long-term client loyalty and retention. Facilitated meaningful strategy sessions as business grew. Achievements ► Exceeded all quota expectations and grew overall business by more than 135% in record time, and improved morale for an immeasurable uptick in team excitementFiscal Stewardship ► Led region to arrive on-budget at year-end for first time in region history, instituted new forecast disciplines that resulted in more predictable results for aggregate forecasts, and developed new marketing strategies and plans that directly impacted and spiked sales results quarter-over-quarterBusiness Acumen ► Accelerated revenue across all product lines and matured teams and organizational structure to generate rapid and sustainable growth. Grew partner relationships and displaced competitors via client relationsCulture of High Character ► Brought spirit of curiosity and enthusiasm to partnerships and teams, forged fearless approaches to drive and refine personal contributions of excellence, and boldly addressed every opportunity for market expansions to attract, retain, lead, and inspire profitable opportunities and client loyalty

Tapped to spearhead business development efforts while managing team of up to 13. Made presentations to client committees, C-suite executives, and executive directors, led responses to RFI, RFP, and RFQs, and directed partner and client relations, while resolving escalated account firefighting activities. Navigated large personalities, communications, and pricing strategies for highest ROI. Trained team to cultivate “ecosystem” for leads, and to build strategic partnerships, identify business allies, and foster stakeholder and client rapport for greatest leverage – based on deeply understood needs of consumers and client stakeholders. Owned pipeline, performance analysis, trainings, and sales pitch refinements. Recognition ► Grew revenue consistently quarter over quarter and year over year, achieving 159% at end of tenure, and capturing spot in Winner’s Circle, with 5 of 7 direct reports achieving quota and 4 also winning placement in Winner’s Circle. Partnered with go-to-market team to redesign marketing and customer segmentation methods that resulted in 21% base revenue increase for installs

Closed all new deals spanning the U.S., Canada, Mexico, Australia, Germany, Ireland, United Kingdom, Japan, and Poland. Consistently exceeded sales goals, guided territory from localized legacy software through migration to hybrid cloud computing, and expanded penetration of products to include ecommerce, CRM, platform, and analytics. Delegated work to line of business (LOB) account executives, business development consultants, and marketing representatives.

Brought in to build book of business from ground up resulting in exceeding quota each year, earning #1 in Sales for latter two years in region, and being named Top Performer for entire New York Metro region.

Met every quota in net new territory and channel sales over all of New York Metro region.