I have been hired to solidify an entire Go To Market Strategy for an innovative AI company that could cater to any industry. First, we are tackling the automotive sector. I am helping them with creating processes for onboarding and supporting customers long term. While streamlining the sales and marketing strategy at the same time. Come up with all collateral needed for sales and marketing, including a pricer, sales deck, negation tools, and strategies to ensure the scalability of the company long term. I have been hired to help gain a presence and brand quickly while ensuring a steady lead flow and creative solutions to ramp revenue by creating repeatable processes. I have been asked to help get the company through a Series-A, introduce potential investors, and give my insights into whether a Series-A is the right strategy. Seek different streams of revenue through partnerships with OEM’s, Vendors, and consulting firms. Help daily the CTO better recognize where the product needs to go in the automotive space, while maintaining a clear vision to exit automotive quickly and scale the next vertical

Oversee 3 supervisors and up to 30 salespeople, 3 BDR's, on two teams generating independent market considering revenue focused on culture and conversions from legacy software to upgrades for clients in U.S., Canada, Puerto Rico, and Guam. Develop and implement revenue sharing ideas with other vendors, business development, and other teams. Predict future sales with Salesforce. Advise leadership on methods to meet goals and dashboards to make better decisions including green space and whitespace perspective. Form and maintain partnerships and negotiate revenue share agreements with other vendors promoting additional product integrations with the platform.Selected Contributions: ✪ Headed towards exceeding quota while raising profit margins on all products by the end of 2019 with 50% less staff, and a higher quota. ✪ Guided team to 111% to quota and reduced travel costs by 42% in 2018 after the previous group fell short of quota target. ✪ Achieved the same quota, development, and RSD model after downsizing team to 15 representatives. ✪ Earned President’s Award in 2018 and track to do so for 2019.

Developed and led new team focused on retaining customers. Convinced multiple dealers to reconsider canceling product purchases and early contract termination with cause. Trained the entire CSM department on appropriate conversations and anticipating customer issues.Selected Contributions:✪ Created and implemented process decreasing attrition to lowest in nearly four years within four months and SWAT team saving $7.2M in individual and $3.2M in team ARR agreements threatened or submitted for cancelation.✪ Received President’s Award each year.✪ Came to our CEO with the vision for this department, explained the concept and executed far better than expected

Guided daily marketing to new car dealers in Oklahoma and Texas. I learned about and became certified in more than 20 products. While in this role we made significant acquisitions which turned into other core products that I had to certify in and start selling. Collaborated with outside party vendors. Met and presented to 20 groups at TIADA, Digital Dealer.Selected Contributions:✪ Attained 118% quota between April and December 2015 and 227% in 2016 after previous sales associate reached 67% 2014-2015.✪ Set multiple company sales records in 2016 including best Calendar Year Sales, quickest to achieve Winner Circle (end of June and July to December).✪ Became the only person to double quota in one year achieved most MRR sold outside of the territory and one of only three ESMs to make Platinum level ESM.✪ Earned President’s Award each year.✪ Received Rainmaker Award as a top salesperson by revenue 11 of 12 months in 2016.)

Promoted sales of software solutions to used car dealers and engaged footprint in new Arizona, California, New Mexico, and Utah territory. Engaged use of high performing CRM for dealers. Identified primary market experts and suggested new product lines to acquire or build. Presented opportunities to Leedom Group handling 20 nationwide dealership groups, dealership owners, and big dealership groups including CarMax. Attended conferences and trade shows and worked with vendors to tap into the customer base while discussing and negotiating integration values between two companies. Helped create the entire launch strategy and marketing tactics. Collaborated with vendors to reach the target audience by creating a customer contact list and related strategy assisting dealers differently than in the franchise market. Devised procedure to initiate the kick-off process including managing project and related training.Selected Contributions: ✪ Attained 123% quota in 2014 and 99% in 2013 with new team.✪ Formed and maintained partnerships with vendors and others to improve software experience. ✪ Helped build a team of 32 territories filled by 32 representatives.✪ Selected as the first salesperson on team to reach company-wide objectives.✪ Introduced company to second and third acquisition.✪ Played key role in interviewing, hiring, and training team and creating proper procedures to scale quickly.

Aided existing customers with solution-based software products to address needs in Arizona, Colorado, Nevada, New Mexico, and Utah. Trained team members on sales deal-closing techniques and negotiation tactics. Selected Contribution:✪ Hit 137% of quota in 2012.✪ Won RainMaker award 10 out of 12 months of the year.

Handled 482 accounts within existing clients in Illinois, Indiana, Iowa, Missouri, Ohio, and Wisconsin. Educated clients on and marketed data mining tools. Upsold clients on using an external vendor to provide BDC services and arrange appointments from lists produced by the marketed tool. Selected Contribution:✪ Reached 107% for quota in 2011.✪ Spearheaded entire marketing campaign from creating and cleansing list to ensure success by proving ROI and analyzing reports with the customer.

Managed sales floor with up to 20 sales executives and 80 associates including Dollar Per Lead initiative. Oversaw compliance with FTC regulations. Created and led Sales Funnel seminars used throughout Utah at multiple sales floor with related type sales. Established and monitored a number of personnel to guarantee partners secured leads. Bought leads from outside sources and designed methods to secure leads internally. Selected Contributions:✪ Became the first person to introduce the concept and process of personally set and closing deals.✪ Ranked as No. 1 setter on a floor of 300 sales associates.✪ Created the now widely known Sales Funnel and Script for all associates to be trained on and learn from✪ Youngest Director of Sales

I managed a Team of sales executives who were in charge of probing different potential investors for their financial information and goals they would like to accomplish. This was by far the biggest psychological sale anyone could ever be part of. Often times you had to become a motivator, a life coach, and had to develop different type personalities and strategies depending on your audience that you were trying to connect with. You had to learn what made them tick, and ultimately be there biggest cheerleader. My team was the highest performing team during my time at the company so we did get the best leads that were dispersed by the floor manager. It was a two part sale. I had to become an expert on the psychology behind a sale, teach it, and develop a script for our sales executives to use. I then started a training called the sales funnel that has helped me in my career to this day. I was closing investments as large as 30k all in one or two phone calls and talk time with someone or sometimes husband and wife for just a couple of hours. I was responsible for my teams DPL "Dollars Per Lead" so I would hand out the leads throughout my team. I had to be a motivational speaker in many ways and a very aggressive closer to help people overcome the fear of investing into themselves on a credit card while they were simply receiving coaching over the phone to help them get started.