Blue Horizons Group provides advisory and implementation services for incentive compensation and sales performance management solutions. We bring a unique focus on the long-term usability of the solutions we deliver, ensuring that the processes put in place can be easily managed and sustained by our customers long after the implementation is complete.

• Recognizing the importance of optimizing various business aspects, I critically evaluate and redesign go-to-market models, customer segmentation, territory alignment, and financial models. This comprehensive approach ensures increased efficiency and successful realization of business opportunities.• One of my notable partnerships was with a leading regional bank. Through a comprehensive analysis of their Corporate and Community banking teams, I identified an overstaffed situation with low production output. As a solution, I recommended a strategic reduction in workforce, enabling the bank to streamline operations and achieve greater efficiency.• To drive success, I developed clear, goal-oriented incentive plans and spearheaded accountability training sessions for market leaders within the bank. By focusing on coaching towards success, this comprehensive approach facilitated improved performance and productivity within their teams.ACHIEVEMENTS:🔸Interim Chief Revenue Officer for a SaaS company: As the Interim Chief Revenue Officer, I identified areas of improvement within the Sales and Demand Generation team. By implementing a transformative plan, we successfully turned around a two-year trend of missed revenue growth targets, putting the company back on track for success.🔸 Strategic Engagement Initiative for a SaaS company: Leading a strategic engagement initiative with external partners, I diagnosed the underlying issues causing poor engagement. Through the execution of a corrective plan, we experienced a significant increase in engagement levels and notable improvement in sales and demand generation team performance.🔸 Comparative Analysis for a SaaS company: Conducting a comparative analysis of our product set against key competitors, we gained valuable insights that led to an optimized product strategy. This enhancement of our competitive standing resulted in a remarkable 20% increase in market share.

🔸Collaborated with Senior IBM Executives: Through collaboration with senior IBM executives, we developed and executed a global strategy that expanded the alliance base from 3 to 12+. This strategic partnership significantly increased revenue and delivery capability, solidifying our position as industry leaders.🔸 Modernized Legacy Revenue Recognition and Sales Compensation Systems: As a leader of a 50-member team, I successfully modernized our legacy revenue recognition and sales compensation systems. This transformation improved business processes, streamlined technology, and enhanced the user experience. As a result, we achieved increased performance against goals and objectives.🔸 Identified Improvement Opportunities and Secured Follow-On Work: Directing a skilled 10-person Strategy Team, we identified over 25 improvement opportunities, transforming a 30-year-old system into a business and analytics-driven, Cloud-based platform. This achievement not only delivered significant value but also secured an additional $25MM+ in follow-on work.🔸 Transformed Financial Services Firm: Leading a 6-member Strategy Team, we identified over 25 improvement opportunities for a leading Financial Services firm. By transforming their legacy Sales Incentive Compensation system into a modern Cloud platform, we reduced operating costs and secured $300k in follow-on work, showcasing our commitment to delivering tangible results.🔸 Revolutionized Business Process Landscape: Directing an 14-member Strategy Team, we successfully defined over 150 business process improvement opportunities. Through our strategic efforts, we selected an optimal Cloud-based Sales Management platform, effectively revolutionizing our existing business process landscape.

🔸Leadership in Global Sales Management Association: Served as a key member of the Global Sales Management Association, an esteemed cross-industry association catering to sales leadership and sales operations professionals worldwide. Contributed to the association's mission of providing valuable resources, training, and professional networking opportunities to a diverse membership comprising senior-most sales leaders, managers, team leaders, VPs, directors, and sales support professionals.🔸 Member-Focused Approach: Played a pivotal role in driving a member-focused approach within the Sales Management Association. Leveraged online platforms to provide members with comprehensive online resources, cutting-edge tools, and access to a vast array of industry-related information. Facilitated professional growth and career development opportunities for members through online training programs and career advancement resources.🔸Development and Implementation of Advisory Boards: Led the establishment and effective functioning of Advisory Boards in Sales Operations, Incentive Compensation, and Sales Leadership Development within the Sales Management Association. Developed the strategic direction and objectives for each board, ensuring their alignment with the evolving needs and challenges faced by sales professionals. Fostered collaboration and engagement among board members to drive impactful outcomes and thought leadership.🔸Online Resource Development: Contributed to the development of online resources aimed at enhancing the knowledge and capabilities of sales professionals. Played a key role in curating and updating resources, such as industry reports, research studies, best practices, white papers, and articles. Ensured that the association's members had access to up-to-date information and insights, enabling them to stay ahead in a dynamic sales landscape.

🔸Implemented Sales Acceleration Programs: Developed and executed programs that delivered results, including a reduction in sales cycle durations, an increase of over 400% in sales accepted leads, and a remarkable improvement in win ratio from less than 5% to an impressive 65% within six months. These initiatives resulted in a significant expansion of subscription-based customers from 5 to 45+ within 24 months. As a direct outcome, the strategy generated a 250% growth in annual subscription-based revenue and tripled the duration of customer agreements, solidifying the company's financial performance and customer base.🔸Strategic Partner Alliances Expansion: Directed a growth strategy to expand Partner Alliances from five partners to 11 within eight months. This move led to increased market exposure, opening up new sales channels, and A 100% increase in partner-provided sales leads. By forging strong partnerships, we achieved enhanced brand visibility, expanded reach, and capitalized on collaborative sales efforts, driving revenue growth.🔸 Product Roadmap Development: Oversaw the creation of a strategic product roadmap encompassing sales analytics, accruals, forecasting, and plan modeling. This approach significantly increased product awareness, market share, and profitability. By aligning product development with market needs and industry trends, we established the company as a leader in the marketplace, offering solutions that met customer demands and drove revenue growth.🔸Capital Funding Rounds: Led successful rounds of capital funding, attracting $25MM in investment growth from leading venture capital firms. This infusion of capital bolstered the company's financial stability and positioned it for future growth and expansion. The funding allowed for increased investment in research and development, talent acquisition, and market expansion initiatives, ultimately fueling the company's growth trajectory and solidifying its position in the industry.

🔸 Pre-Sales Solution Consulting Leadership: Successfully led a highly skilled team of 10 Pre-Sales Solution Consultants, guiding them in demonstrating the value of our technology platform to prospective clients. This leadership resulted in an impressive 35% increase in sales conversion rates, highlighting the team's ability to effectively showcase the benefits of our solutions and secure new business.🔸Strategic Client Acquisition: As the Executive Sponsor, played a pivotal role in negotiating and acquiring the three largest clients for the company. This strategic move had a substantial impact on our total sales revenue, driving a remarkable 45% increase. By securing high-value clients, we not only significantly strengthened our financial position but also positioned ourselves as a leader in the market, gaining recognition for our ability to deliver exceptional solutions to top-tier clients.🔸Exceeding Sales Quota: Orchestrated a robust growth strategy through a collaborative partner ecosystem, consistently surpassing the organization's sales quota by an impressive average of 20%. This achievement highlights the effectiveness of our collaborative approach and the strength of our partner relationships. By leveraging the collective expertise and networks of our partners, we successfully exceeded targets and achieved exceptional sales performance.🔸Global Strategic Partner Network Expansion: Led the expansion of our global strategic partner network from 5 to 15+ partners, including consulting firms, systems integrators, and reseller channel partners. Through a well-defined onboarding plan and effective partner engagement strategies, we significantly reduced the time to achieve reseller success and improved overall partner productivity by an impressive 40%. This expansion strengthened our market presence, extended our reach, and enabled us to better serve clients globally.

🔸 Seamless Implementation of Business Solutions: Led cross-functional teams to successfully deploy complex business solutions for global clients across diverse sectors, including financial services, healthcare, and manufacturing. By tailoring strategies to meet unique client needs, I ensured seamless implementation and achieved high client satisfaction.🔸New Business Identification and Development: Collaborated closely with sales and marketing teams to identify and pursue new business opportunities. This proactive approach resulted in effective upselling and cross-selling with existing clients, driving revenue growth and fostering long-term client relationships.🔸Market Research and Strategic Development: Conducted comprehensive market research and analysis to identify emerging trends in the business solutions space. This valuable insight enabled the development of strategies that capitalized on new opportunities, fostering innovation and driving business growth.🔸Sound Budget Management and Industry Representation: Demonstrated exceptional financial stewardship by effectively managing the business solutions team's budget. Through optimal resource allocation, I ensured that business objectives were met while maintaining financial efficiency. Additionally, I represented nGenera Corporation at industry conferences and events, effectively showcasing our expertise in business solutions and nurturing strategic relationships with potential clients and partners.🔸Project Management Excellence: Successfully managed multiple projects concurrently, delivering them on time and within budget. By employing robust project planning, risk management, and quality assurance methodologies, I ensured project success and client satisfaction.🔸Institutionalizing Project Management Best Practices: Developed and implemented best practices in project management, including project planning, risk management, and quality assurance.