Develop, champion, and motivate a team of Loyalty Advocates with a mission to deliver high-touch customer engagements that maximize retention and expand the usage of our products, in order to achieve high-value outcomes and strategic impact for our customers. To accomplish our goals, we effectively support the needs of our customers at scale while ensuring we're set up to drive key objectives for Atlassian across all business segments. Manage the daily team operations while seeking to improve and standardize various Loyalty Advocate processes and systems in coordination with relevant stakeholders. Provide expert knowledge of operational customer engagement models and will help drive performance improvements. Recruit and onboard A-list players to expand team and continue to foster a “customer first” culture. Effectively and creatively oversee the team's day-to-day, including: team stand-ups, meetings, managing customer escalations, resource planning, load balancing, target setting, projects and cross-functional collaboration.

Enterprise Sales Manager (July 2013 - July 2014)SLED (State and Local, Education) Sales Manager (July 2014 – April 2016)Championed 29 ISRs responsible for selling IT Software Defined Network & Management software Conducted weekly team forecast calls to review business commits, slips, progress, and plan to accomplish & exceed goalsManaged the staffing, training, and performance of the sales teams with field sales feedbackBuilt CX Customer First Initiative to drive higher NPS score which created incremental revenue opportunities Aligned with business development teams to drive segment specific cross-sell and upsell sales campaigns Developed & Implemented solution portfolio “Mt. Everest” for the sales rep to enhance their confidence & product knowledge

Enterprise Sales Manager (July 2013 - July 2014)SLED (State and Local, Education) Sales Manager (July 2014 – April 2016)Championed 29 ISRs responsible for selling IT Software Defined Network & Management software Conducted weekly team forecast calls to review business commits, slips, progress, and plan to accomplish & exceed goalsManaged the staffing, training, and performance of the sales teams with field sales feedbackBuilt CX Customer First Initiative to drive higher NPS score which created incremental revenue opportunities Aligned with business development teams to drive segment specific cross-sell and upsell sales campaigns Developed & Implemented solution portfolio “Mt. Everest” for the sales rep to enhance their confidence & product knowledge

Federal Regional Sales Manager Led 11 ISRs responsible for selling IT Network and Systems Management software solutions with an emphasis on account and pipeline management to attain quarterly quotasConducted weekly calls for core team to discuss business commits, slips, progress, and plan to accomplish & exceed goalsManaged the staffing, training, and performance managing of a tenured and effective sales teamBuilt & improved cross functional relationships including Marketing, Channel Partners, Legal, and Product teamsDeveloped cross-sell and upsell sales campaigns sent weekly to drive incremental businessSales lead at GeoIntel 2012 Symposium in Orlando, FL supporting Defense, Intelligence, and Homeland Security Community

Small Business Sales Manager (2011-2012)• Managed 33 ISRs responsible for selling IT solutions with an emphasis on pipeline management to attain monthly quotas• Hired, staffed and promoted career development/planning, rolled performance plans for a diverse and competitive team• Attained Manager of the Quarter Award for Consumer Small Business Q3FY12, Q4FY12, & Q1FY13• Executive Leadership recognition with CSO On The Spot Award Q2FY12 for outstanding performance and lasting contributions• Groomed “Rep of the Quarters” from Team Guzman Q1FY12, Q2FY12, Q3FY12, & Q1FY13• Awarded Customer Experience Ambassadors from Team Guzman Q1FY12, Q2FY12, Q3FY12, Q4FY12, & Q1FY13Small Business Sales Coach (2010-2011)• Coached, developed, and motivated sales reps to maximize their selling potential • Deployed sales representatives Paycheck Calculator as an aide to manage and track their payInside Sales Representative Small Business / Mid-Market Sales Division (2005-2010)• Recommended the total solution to retention, acquisition, and development clients utilizing Lattice & Salesforce on every call• Maintained solid relationships by listening, questioning, & positioning Dell products and services to 120 clients• Effectively engaged team including field, enterprise, financial, and software and service specialists to maximize revenue• Retained clients utilizing partner (channel/OEM), EBC (Executive Business Center) client visits• FY09 Top rank 18 of 191 reps (top 9.4%) with an Exceptional rating. FY09 Attainment 115.8%; QTD Activity 102%• Team Player Award for Business Development Group Q3 FY09, Q2 FY09, Q1 FY08• Created Presentation for Relationship/Development New Hire class, August & September 2009