Indigo improves grower profitability, environmental sustainability, and consumer health through the use of natural microbiology and digital technologies.

Intelligent Demand is a demand generation agency focused on growing your revenue in a modern, integrated, measurable way. I help in an Advisory capacity in the areas of sales acceleration, sales development and sales operations.

TOPO is a research and advisory firm that helps sales, marketing, and sales development grow revenues faster. Our Analysts deliver the playbooks, training, advisory support, research, and consulting that powers over $20B in revenue across 200 clients.

• Brought in to help turn around new business growth and sell the company.• Key contributor to the sale of Mindflash to Turn River Capital• Managed sales, marketing, and sale development teams• Orchestrated an Account Based Approach into the Real Estate Vertical• Surpassed 2017 Bookings in just nine months• Tripled Annual ASP from $8,900 per year to $29,500• Sold the largest net new deal in company history; TCV: $198,000• Signed strategic reseller agreements with Black Knight and Orion

Sales Development:• Built 14 member Global Sales Development team from nothing. Everything from finding an office, building the furniture, shaping the process, hiring, technology sourcing and deployment, and day to day management.• Sourced $112 Million in Qualified Pipeline; $80 Million from Inbound Lead Sources and $32 Million from Outbound Lead Sources.• FY15 = $32 Million; FY16 $47 Million, FY17 $40M (on pace to do $60M)• Managed second largest office at Snaplogic• Extended team member of Marketing for all things demand generation; stems and process, campaigns, and field events.Sales Operations• Managed operational budget of $750,000• Subject Matter Expert and Administrator for all Sales Technology Stack: Salesforce, InsightSquared, DiscoverOrg, Insidesales.com, Salesloft, Yesware, LinkedIn Sales Navigator, Marketo, Leadlander, SpringCM, Xactly• Designed and Built ‘quote to order’ process to insure accurate forecasting and order documents, and timely closing of renewal, add on and new business.• Designed and built Contract Life Cycle process and deal desk to approve quotes and orders.• Weekly Pipeline and Forecast Management.• Operational Planning: Headcount, coverage model, commission structure for all field team.• Trusted partner of the finance team for all reconciliation activities.• Data provider and report builder for all areas of the business.• Manage KPI’s across all individuals and sales teams.• Liaison to our outside legal council for all things contractual.Sales Enablement• Increased ASP 15% year over year from 2015 - 2017• Deployed companies first Learning Management System focused on onboarding and continual enablement for the entire sales team.• Managed and hosted weeklong Sales Kick Off for 100+ Sales Organization.• Developed curriculum.and hosted new employee training.• Worked with Sales and Marketing to narrow down the focus of our sales team to 3 core sales plays.

The Oracle Marketing Cloud provides marketers with the most comprehensive suite of tools to unify customer data, engage the right audience, and analyze performance of their marketing efforts. Built on open platforms and modern web standards, the Oracle Marketing Cloud also helps you tap into a vast ecosystem of data providers, advertising and media partners, and hundreds of pre-built integrations to unify your marketing resources that power customer engagement. There is no other Marketing Cloud that empowers marketing leaders to receive the most comprehensive view of customer interactions and orchestrate the right experience for each individual customer, helping attract ideal customers that spend more and stay loyal over time.

• Doubled Annual Revenue • 116% of 2012 Quota• Closed $14.4 Million in Revenue• Acquired 90 new logos, more than doubling the customer base.• Sample of Customers Acquired Under my Leadership: Morgan Stanley, DIRECTV, Citizens Bank, T. Rowe Price• Ranked # 9 on the Mercury Fastest Growing Private Companies list in 2011 with 117% year over year growth.• Responsible for all aspects of our strategic alliance with CA Technologies.• Acquired net new OEM relationship with Cisco.• Rebranded the company image and messaging in conjunction with a complete website overhaul.• Initiated and executed a new Inbound Marketing Strategy. Web visits per month increased 326%.• Instrumental in getting Terma recognized as 1 of 4 Vendors highlighted in Gartner’s 2012 “Cool Vendor Report”, in addition to being recognized as the “Best WLA Analytics Tool” in EMA’s Radar Report.• Technology Focus: Workload Automation, IT Operations Analytics, Business Service ManagementKey Responsibilities:• Manage all sales, pre sales, product & inbound marketing, and business development via team of 6.• Manage all public facing messaging via collateral creation, website, social media, blog, and press.• Part of Executive Management Team alongside CEO and CTO.• Manage Sales & Marketing Budget.• Recruit & Retain Sales & Marketing Talent.• Manage Analyst Relations with Gartner and Enterprise Management Associates.• Day to Day Operational Management of all sales performance via Salesforce, and Marketing Automation via Hubspot.

Zapoint is an early stage start up Talent Management software company.Vice President, Sales• Build a sales team from the ground up for a venture backed start up who sells a SaaS solution for Human Capital Management and Recruiting, selling to Senior Level Human Resource Executives.• Developed and Implemented Zapoint’s use of Salesforce.com that enabled us to grow the pipeline from $0 to $2 Million.• Technology Focus: Software as a Service (SaaS), Talent Management, Applicant Tracking System, Social NetworkingKey Responsibilities:• Manage a team that covered North and Latin America.• Create Sales Process and GTM Strategy.• Entrepreneurial attitude of contributing to all areas of the business.

OPNET Technologies, Inc. is a leading provider of hardware and software solutions for managing networks and applications.• Indirect sales position managing a worldwide distribution agreement with CA, Inc. in addition to redeveloping and re-launching OPNET’s SYNERGY Partner Program in North America.• Grew CA pipeline from $0 - $6 Million in 12 months leading to Strategic Wins at Charles Schwab and GE Finance.• Recruited, Enabled, and Managed 10 net new SYNERGY Partners, ex: iSight Software, Tredent Data Systems.• Technology Focus: Application & Network Performance, Capacity Planning, Virtualization.Key Responsibilities:• Responsible for supporting all aspects of the CA Strategic Alliance: Field Support, Sales Enablement, Marketing, Training.• Recruit and enable third party sales and services organizations for OPNET’s SYNERGY Channel Program• Define Partner Go To Market Strategy.• Build Partner Program: Legal Agreements, Partner Portal, Sales Tools, Training.

Responsible for the development and execution of the North American Enterprise Systmes Management brand solution sales strategy and plan that places our sales specialists in the most favorable position to win in the marketplace. * Create, maintain, communicate and execute solution strategy * Create, maintain and lead solution cross-functional community * Go-to-market plans creation and sales enablement tools * Monitor field activities and assist area solution directors * Revenue forecasting and analysis with growth suggestions * Provide sales support for strategic and top deals in North America * Fully accountable for meeting strategic, financial and operating objectives * Sales forecasting and pipeline analysis review and suggestions * Assist in developing sales plan for area solution directors and report on the sales plan, business activities, revenue growth and forecastDirector, Business Development (March 2004 - April 2005)•Sales Enablement lead for Unicenter Desktop and Server Management Sales and Pre-Sales teams•25% sales growth; total revenue exceeded $100M. •Emphases on large-scale enterprise wide OS migration projects, asset management, server management, patch management.•New product launch of Unicenter Desktop DNA and Unicenter Asset Intelligence.Key Responsibilities:•Provide regular Status reports to Sales Operations Executive Team. Reports include pipeline forecasts, YTD revenue, win/loss analysis, and critical items for action and business health checks.•Enforce directives from senior management, such as services attachment rates and focus on new-product and new business sales revenue. Support teams by participating in customer meetings and building relationships with customer and partner contacts.•Sales Liaison to product development and product management for key customer centric feature and specification improvements

•Managed direct and indirect business in the Western United States•Managed partnerships with: Computer Associates, EDS, and ON Technology (acquired by Symantec)•Focused on Global Fortune 1000 companies•Negotiated and closed $250k+ contracts with C Level ExecutivesKey Responsibilities:•Responsible for selling software solutions and services•Lead generation•Partnership development and management•Sales liaison to marketing communications to develop effective collateral, website design, and event messaging•Contract negotiations