Initially tapped to start-up our Orange County District, and built a brand new team in 2018. In 2019, we were awarded the top district in the entire company for performance to quota, finishing at 129% of plan with 51% year over year growth - as well as 131% of Services quota with 71% YoY growth. We also added 18 new accounts. In 2020 I was asked to take on more responsibility and lead both our OC and San Diego districts, which I affectionally call the "Beaches" team. We finished a challenging economic year at 95% of our total plan, representing 7% year over year growth - particularly successful with professional services finishing at 124% of plan and 79% year over year growth. We were the #7 team in the company, and 3 of my 8 reps earned a spot in our prestigious President's Club. The team also added 11 new account wins, along with top customer satisfaction scores, our NPS finished at 68%.

Tasked with turning around an under-performing team in a key market geography, growing from 6 sales reps to 12 in first 6 months. Created and presented a 5 year strategic plan to grow the territory from $20mil to $100mil in revenue by 2022. Increased customer satisfaction NPS scores from 66% to 74%, through leading change during transformative “CustomerFirst” pilot project that completely re-worked our service model. In addition, responsible for leading the employee engagement task force, creating an individual development plan (IDP) mandate and corresponding tools, resulting in 100% completion of career path and coaching plans across all 150 territory sales representatives and contributing to record low attrition rate of 22% in 2017. For the full year of 2017, the team finished at 112% of plan, 100% of services plan, and posted 46% year over year growth in GP, with +21 net incremental customers. Activities include:Coaching and professional developmentTerritory planning and strategic business developmentPerformance managementExpansion of in-market services deliveryStrategic partnership development with local and national partners

Among my proudest moments in this role was when I was awarded the highest honor in all of Softchoice, the Jone Panavas Leadership Award, which recognizes Softchoice Employee's who go above and beyond the scope of their role, living our values day in and day out.My day-to-day contribution in this role really fell into three areas:1) Onboarding: I play a major role as a creator of content and hands-on learning activities during our three week onboarding program for new reps. I led the effort to rebuild our program two times in both 2014 and 2015, all aligned around increasing our new hire's speed to productivity at Softchoice. Ultimately delivered 3x accelerated time to productivity for new hires versus the legacy program.2) Formal Coaching: I work with our new hires throughout their first year at Softchoice, as a team with their direct manager. I also help with performance management across the field, being written in as a resource for performance plans and providing informal coaching as needed. 3) Programs: I work on a variety of projects and programs to enable our Outside Sales force as a whole, for example, our new CRM360 launch and as part of the operational committee for our LightYear Growth Strategy execution. I also ran our 4-day in person class Solution Led Selling which is the enabling science of selling.

As an Outside Account Executive in San Diego, I was focused on three key goals. Grow my Business, Delight my Customers with Legendary Service, and Work as Part of a Team. It’s no easy task to work in this industry. You need to be well versed in all aspects of technology, and instill confidence in your customers and partners that you have the experience and resources to exceed their expectations. I have a proven ability to create and implement a business strategy and territory plan to expand customer footprint, revenue and profit, as seen by this 6 year tenure in San Diego, having accelerated the book of business by growing it over 520% (well diversified across product, cloud and services).I have a special talent for leading multi-disciplinary technology teams to collaborate and present as a united front in complex solutions and sales cycles, such as data center consolidations, that resulted in successful implementations and satisfied key reference customers. Highest awards received include President’s Club 2010 and 2012, #1 on the Balanced Scorecard in 2010 and 2012, and Peak Performer’s Club in 2011 and 2012 for achieving sales results greater than $1 million dollars in gross profit performance.

I provided outstanding customer service while driving sales through strong customer relationships and proactive account management. Through a consultative approach to sales, I was focused on increasing the buying volume of my established customer base, who were located in NYC. I worked in partnership with my Outbound Sales Representatives who were on the ground in NY to take a strategic sales approach and act as an extension of our customers IT departments. In my time as an ISAM, I achieved over 197% of my hardware quota for the year of 2007 and over 136% of my software quota for that year. For that year, I was one of the top mid market inside account manager's for the company. In May 2008, I was moved across the continent from Toronto, Canada to San Diego, California where I was an Outside Account Executive for mid-market corporate customers, and on a personal level, I very much enjoyed the sunshine!