Leading the sales, pre-sales, marketing and internal sales ops teams to go above and beyond in customer service, customer satisfaction and revenue generation. Maintaining strong and fruitful relationships with our Manufacturers and Distributors. Focusing on aggressive growth objectives as per iTB's business plan - aka world dominance :-)

Consulting on sales, business and general management to continually improve businesses.

Manage the internal and external sales team at TLD Computers & CustomWorks, comprising of 15 members across SMB customers. Team is responsible for selling HW, high-end AV equipment, Installation and Implementation services, Managed Services, Microsoft/Cisco/Cloud Solutions and Security assessments. Drive the sales attainment, profit, marketing and integration with the Services Delivery team to ensure customer satisfaction, technical excellence, accuracy and timeliness. Control the gross profit margins to ensure that high-quality and high-margin business prevails. Liaise with the vendor and distributor community to ensure best of breed products are utilized in projects, best pricing, excellent support and warranties, training and incentives. Maintained team quota achievement above 100% on average throughout tenure, including during the Covid-19 pandemic. • Closely monitor sales, revenue, margins, prospecting, pipeline, activities, risks and activity to ensure consistent delivery on goals and objectives • Increase all lines of business sales to a higher margin, predictable and growth business model. • Streamline internal sales procedures, promote usage of sales apps, reduction of unnecessary bureaucracy and procedures. • Coach external sales team on finding new business, providing guidance on deals, bids, and sales issues. Coach internal sales team members on working with Sales Reps and Customers to ensure accurate, efficient and timely processing of quotes and orders • Create a path to career progression for team members who demonstrate the commitment, desire and competence. Address personnel issues before they become problems. • Provide information and feedback to the General Manger about the state of the business, areas of improvement, sales plans, resource requirements as well as desired future state.

Managed an $18m annual revenue target and 6 geo-dispersed Sales Reps for the large enterprise accounts across Western Canada and the major Telcos / Retailers nationally. Drove the successful transformation of IBM’s Analytics Software OTC Software License model to a SaaS/Cloud model. • Led the team to exceed revenue targets in 1H’17 (SaaS achievement 166%). Exceeded 2017 annual revenue target (combined OTC & SaaS achievement 112%). • Increased team sales revenue by 83% (Q1’16 over entire 1H’15), and 135% in 2H’15 over 2H’14. • Consistently grew the business year over year through hands-on management and coaching the team to winning key business while ensuring customer success. • Course-corrected the team to understand each deal in detail and the risks involved to ensure quarterly revenue targets were met. • Drove pipeline strength and forecast accuracy by conducting opportunity deep-dives, up-sell & cross-sell deal clinics, risk-mitigation and leveraging business partner relationships. • Embraced career-expanding management challenges and accepted increasing responsibility for IBM’s growing Analytics SW products pillars over the 4 years.

Managed the cross-functional teams for the entire IBM portfolio (Cloud, Software, Servers, Storage, Managed Services, Strategic Outsourcing, Disaster Recovery, Datacentres, Security and Networking to the largest Retail, Mining, Forestry and Distribution companies headquartered in BC. • Created and Managed the strategy, execution and revenue goals of the IBM teams and Business Partners. IBM teams were located in Canada and the US, with some International representation. • Team delivered 142% of 2013 quota, $8.7m in revenue and $10m in services signings. Grew revenue in the assigned territory in 3 years from $4.3m to $8.7m and services from $0.5m to $10m. Revenue growth at Goldcorp (8X), lululemon (2X). • Built long-lasting and lucrative C-level customer relationships at lululemon, Aritzia, MEC, Goldcorp, Finning, West Fraser, Canfor, BC Liquor, Methanex, Versacold, MDA (Maxar). • Transformed Goldcorp and lululemon into IBM Top accounts.

Directed the NA-based sales reps covering all IBM Software brands for IBM’s 2 largest accounts in BC (TELUS and the BC Govt) carrying an $8m annual revenue target. • Managed the team growing the net new revenue in the BC Govt from under $0.25m to $1.2m in 2009. Closed a 3 year $11m Enterprise License Agreement at TELUS in 2010. Secured a $1m annual, highly-profitable Software Support contract with the BC Govt. • Educated and Recruited all IBM divisions (Services, Hardware and Financing) to subscribe to a coordinated One IBM “1BM” approach. • Led the Software sales teams for the Banking and Insurance accounts in BC & Alberta in 2007 and the Energy & Utilities accounts in Alberta & BC in 2007 and 2008.

Led the technical pre-sales and consulting services team to win new and repeat business in all Western Canada accounts, expanding the Sybase footprint beyond the Database (into Mobile) and introducing new Data Warehouse and Analytics software technology. Conducted direct sales to key Accounts. • Exceeded targets of $2m to $4m annually. • In 2004, was the #1 Sales Rep in Canada and #3 in North America. Closed single largest software deal in Western Canada (CP Rail $1.1m in 2002). Closed single largest OEM deal in Western Canada (Telvent $1.4m in 2001). Won Outstanding Achievement award in 2001. • Won 2 new large accounts and increased revenue in existing accounts. Top customers were TELUS, CP Rail, Telvent, CanWest, Enbridge, AB Cancer, CancerCare MB, MPI, Agricore.

Provided technical leadership, account management and marketing resulting in increased sales and customer satisfaction. • Demonstrated the superiority of Sybase solutions in addressing business problems through technical presentations to customers, partners and prospects. • Developed reference-ready customers through solid account management, effective service programs and rapid escalation/resolution. • Coached sales staff on technical strategy and the understanding of complex technical issues as well as competitive positioning. • Won Outstanding Achievement Award 2001, Above and Beyond Award in 2000, MVP in 1998, Outstanding Contribution Award in 1997 and President’s Club (Hawaii) in 1997 and 1999.

• Responsible for pre and post-sales technical support to customers, prospects and sales staff. • Developed and delivered product presentations, demos, RFPs, and Implementation plans for customers and prospects. • Nominated for Tech Rep Rookie of the Year 1991, Won Tech Rep of the Quarter Q2/1995.

• Delivered customer pre and post sales support for the e-mail, source library mgmt, online development tools, application testing tools, e-composition, CBT Authoring, Database and 4GL products. • Completed a rotation at the Product Beta Test Centre in Princeton, NJ. • Extensive experience gained by teaching / training customers in classroom and customer on-site locations.

• Responsible for major monetary conversion to the Ticketing System successfully meeting Federal Govt deadlines. • Maintained applications used for internal IT operations, developed and delivered training to IT Operations staff. • Participated in the creation of system design, program specs, database structures, testing/QA procedures, project implementation and documentation for the new online Flight Catering System. • Supervised programmers for the Reservation (CPARS), Credit Card Blacklist and Airline Ticketing Systems providing guidance, specs and technical assistance for maintenance projects.

• Developed mainframe-midrange data movement and apps for the newly introduced ATMs, developed Money Market, Investments and Insurance apps using JAD (Agile) techniques, thereby gaining extensive exposure to end-users and their challenges and requirements. • Mentored novice programmers in the Bank’s internal training program. • Assigned to Banco Safra (New York) in 1984 to assist with the IT migration / outsourcing effort (Bank of Boston to Mellon Bank). Reviewed Time Deposits, Savings, Loans, Checking, G/L apps to ensure smooth transition.