Responsible for strategic planning and enablement of global inside sales and sales development, reporting to the Chief Revenue Officer.• Restructured, optimized processes, and widened the global reach of the sales development function, expanding the team from under 30 to 80 worldwide to grow the pipeline and drive sales. Drove more market-focused approach by segmenting team into inbound and outbound, commercial, enterprise, small business, and government teams.• Drove average 25% annual pipeline growth – 146% overall – from $150 to $300 million over five years. Refined lead generation strategy and employing advanced analytics to identify/capitalize on high-potential opportunities.• Led go-to-market team’s integration of five rapid-fire company acquisitions, harmonizing technology systems, streamlining processes, and incorporating new teams to drive productivity and product platform expansion.• Established a new, cross-functional sales generation group for the company’s flagship Nessus vulnerability scanner that conducted market analysis and instituted a pilot program that helped lift sales from $330K ARR to $1.5M RRR• Played a key role in the initiative to recruit and onboard new channel partners, including CDW, HSI, and CarahSoft.• Developed the company’s first structured onboarding, training, and career progression program in sales, including a “Sales Development Academy.” Onboarded more than 100 and facilitated the promotion of 45 to management.

I lead go-to-market strategy, sales development, and inside sales, I have provided strategic guidance to C-level executives and sales leaders on a variety of key initiatives. These include optimizing business process operations and enhancing lead flow processes to drive higher conversion rates. I have also focused on coaching, sales enablement, and improving sales processes. My work has involved designing and implementing training programs, optimizing pipelines, and ensuring marketing alignment to boost productivity, lead generation, and revenue growth.

Responsible for the Worldwide Inside Sales division at Ellucian Inc. Leading 4 Inside Sales Groups from Sales Development Representatives (SDR's), Inside Sales Rep (ISR-Full sales Cycle) and Inside Sales (ISR Services) to deliver multi-million dollar budget results. Laser focus on results, operational improvement, market analysis, sales process improvement, and cultural change. Key liaison with product management, product marketing, marketing, pricing, sales operations, and contracts. Very well rounded leader that deliver results and brings the best from each team member and supporting organizations. President Club Award winner for the last 4 years in a row. Successful track record of building teams, drive improvements and deliver results by focusing on key performance indicators, synergistic collaboration with other departments such pre and post sales, marketing, executive team, and operations. I enjoy focusing on individual team members to discover their drive to meet their goals and those of the team. Leadership vision focused on the next level of growth and performance, with proven results in individual and team performance, process, operations, and most importantly Sales Results. Architected Ellucian's Inside Sales Team. Inbound, Outbound and Full Cycle Sales Team, responsible for sales enablement and multi-million dollar budgets for Software sales and Services business unitsAward-winning presidents club 2013, 2014, 2015, 2016YoY Sales increased the growth of 130%2015 Software/SaaS sales attainment 168%2015 Services goal 105%

Inside Sales architect responsible for building a strong inbound/outbound team. I’m keen on metrics that deliver results. Ivan is focused on training; coaching and leading teams that penetrate and grow Echo360 Active Learning Platform to higher education. The three areas of my focus are: First, pipeline creation and advancement to win; second, coaching each member of my team to win; and third, train on industry trends, sales approaches and best practices. With a changing market place, I'm focused on how my team delivers value to the customer, by knowing about competitors and the industry; I also foster the notion that each one of my team members should be a trusted advisor that brings ideas to prospects that help solve tangible problems. I also focus my attention on Inside Sales excellence in operations by helping design and implement a lead flow process, Service Level Agreement (SLA) between marketing and inside sales and a SLA between inside sales and field sales.

Sales leader focused on managing North America's Inside Sales teams. Positioned to develop institutional sales in the SMB and Enterprise Market.

Established Inside Sales Team from a young start-up company to IPO (NASDAQ: QLIK)Hire, mentor and lead the formation of 3 Inside Sales teams (Inbound, Outbound and full sales cycle Inside Sales teams)

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Led a cross functional team to establish partnership network throughout Latin America.