+ Lead and manage sales strategy & operations functions and maximize revenue growth opportunities for the sales organization while identifying continuous process improvements.+ Manage, optimize, and drive adoption of the sales process and methodology including the supporting tools, materials, and infrastructure (Process Guides & Rules of Engagement, Sales Playbooks, Compensation plans structure, & Process enforcement support).+ Oversee pipeline reviews, forecast, deal reviews, and sales planning efforts.+ Collaborate with sales enablement to design and develop training programs to assist with the implementation of strategic processes and methodology programs.+ Own & drive continuous process improvement across all sales systems and technologies with SFDC as our hub. Responsible for evaluation, improvement, and implementation of sales tech stack including the successful launch of Salesforce Lightning, ZoomInfo, SalesLoft and the deployment of SF CPQ.+ Lead cross-functional initiatives collaborating closely with marketing, customer success, product, renewals, order management and finance.+ Serve as the voice of sales in the go-to-market process and planning cycles for compensation, solutions packaging & pricing, and oversee sales operations actions.+ Partner with sales leaders & executive team to develop short- and long-term strategy and compensation plans for the global sales organization.+ Administer the annual quota development process from the initial budget through the determination of individual quotas. Manage the development of quotas during the year for new hires, new roles or as a result of organizational changes.

+ Responsible for New Business Development for the Southeast region as part of Reward Gateway's efforts to penetrate the US market. Successfully implemented repeatable outbound & inbound processes for pipeline development and key contributor towards operations improvement in the newly established North American market.+ Day to Day duties included evaluating market opportunities, business development, field marketing, creating & delivering presentations, refining sales processes & positioning, collecting competitive data, rfp responses, and managing the sales process through close.+ Packaged, priced, positioned and introduced Reward Gateway solutions to the Reward & Recognition market, handling pricing, lead generation, and all facets of the sales process thru introduction to the CSM. Successfully closed multiple 6 figure opportunities within the first year (global average deals size was $18K.)

+ Responsible for the planning, execution, development and oversight of an established, experienced, courseware-focused sales team who were each responsible for a defined US territory.+ Developed Product Marketing, positioning, and sales execution plans for product portfolio- including all collateral, communications pieces, and launch/sales tools. + Utilized SFDC to measure real-time effectiveness and penetration of 1000+ content product portfolio as well as analyzed and evaluated market opportunities for current and future products.+ Successfully over-achieved 100%+ of sales goals for the Courseware Business Unit for FY 2015 and FY 2016 with 100% of sales reps making their sales goals and attending President's Club.+ Created, Implemented and Managed all aspects of forecasting, pipeline analysis, campaign generation & effectiveness measurement, and sales compensation planning.+ Responsible for all aspects of cross functional change management and process improvement to refine, enhance, and transform a once unprofitable and failing learning couseware business unit.

+ Led the Global sales training activities and provided go-to-expert support for the field after the Taleo acquisition for Oracle Taleo Learn.+ Delivered the launch training resources for sales, marketing, services & education with each successive Oracle Taleo Learn product release.+ Provided the Go-To-Market planning, positioning, and messaging for Oracle Taleo Learn during the 100-day plan.+ Increased market awareness, Delivered effective sales enablement resources, and Coordinated demand generation activities for Taleo Learn product. + Aligned & Oversaw roadmap prioritization based on forecastable sales, customer retention, and market direction.+ Planned and administrated all aspects of the 2012 Oracle TaleoWorld Learn User Conference.

+ Responsible for directing the ongoing marketing, lead generation, positioning and communication strategy for prospects, partners and customer differentiating the Taleo Learn solution.+ Developed product messaging, value proposition and GoTo Market plan based on buyer segmentation and business use case for Taleo Learn.+ Produced sales collateral, training sessions and tools focused on differentiating, increasing close rates, reducing discounting and shortening the sales cycle.+ Collaborated as a key liaison with Product Management, Support, Services, and Sales Leadership team leadership to enhance communication, secure buy-in and drive issues to resolution that impact development, sales, support, pricing & packaging.+ Created content for data sheets, brochures, proposals, presentations, release messaging, RFP database, email campaigns, training materials and website.+ Analyzed competitive offerings and provided competitive positioning guidance.+ Tracked and managed Taleo Learn customers, win/loss, pipeline, business usage, and feedback dashboards and communication tools.+ Strengthened awareness and relationships with HR industry analysts and thought leaders.+ Key contributor to ongoing product strategy of Taleo Learn as product SME.+ Established a comprehensive Taleo Learn customer communication plan incorporating feedback into marketing, development and sales plans while actively contributing to product direction as key member of the Taleo Learn Business Integration team.

+ Responsible for new direct sales of Learning & Talent Management solution into mid-size and large accounts in the Southeast. + Met or exceeded quarterly sales goals and consistently ranked in the top 2 Account Executives for seven consecutive years.+ Top Enterprise New Business/Revenue Producer for five years in a row. (Winning 2 new cars!)+ Recognized across the sales industry as a D&B “AllBusiness Sales All-Star”+ Developed and managed Learn.com Client User Groups in Tennessee and the Carolinas. + Deployed, trained & launched Microsoft CRM solution across the sales team.

+ Responsible for selling e-Learning/ Collaboration software solutions in KY, SC, TN, & NC.+ Proven success in sales culminating in an invitation to President's Club for Centra Software FY 2001/2002.+ Met or exceeded quarterly sales goals and consistently ranked in the top 10% of Sales Reps. + Developed territory with 0 established customers to over 30 corporate customers and 4 Million in sales, establishing the first Regional Customer User Group series. + Called upon Sr. Executives in IS/ IT and various business units of Fortune 500 companies such as Bank of America, NORTEL Networks, Wachovia Bank, Royal & Sun Alliance, HCA, and Central Parking Corporation. + Developed sales strategies for each account, identifying the technical buyer, financial buyer, approval process, forecast purchase date, and communicating the value of our solution. + Ensured maximum satisfaction for our clients by aggressively addressing customer issues with ongoing communication and sales support. + Typical initial sale revenue ranges from $80,000 - $450,000. Plus additional long-term revenue through continued account management. + Increased Productivity among sales force by leading sales evaluation and implementation team for CRM selection.

As a Corporate Account Manager:+ Proven success in sales culminating in invitation to President's Club for Seagate Software FY 1999.+ Responsible for selling enterprise business intelligence software solutions in GA, SC, TN, & NC. + Met or exceeded quarterly sales goals and consistently rank in the top 10% of Account Executives, culminating in 111% for the year. (Sept 99)+ Responsible for qualifying leads, creating or identifying the need for the product and services by assisting the prospects or customers in developing needs analysis, return on investment and product evaluation plans. + Created and coordinated account proposals, contract negotiations as well as tender responses and requests for proposals.+ Focused on Fortune 1000 accounts, primary prospect contacts include CIO, COO, VP of Operations, VP of Information Technology, CFO, and Project Team Leaders.+ Typical initial sale revenue ranges from $100,000 - $300,000. + Experienced in discussing enterprise applications technology, integration, business processes, and the business analytics market as well as Seagate Software's market position, vision and product line.________________________________________________As a Sr. Solutions Consultant:+ Called on enterprise accounts to perform proof of concept and functional software demonstrations as well as follow-up on-site calls.+ Assisted prospective clients in projecting implementation and project planning effort and coordinated transition to certified partners. + Design project solutions configured to customer requirements. Explore client's business needs and expectations. + Met average of 15 clients one-on-one per month in the Southeast. Travel approximately 50% of the time.

+ Coordinated press releases with Investor Relations department, including managing distribution, negotiating rates, establishing distribution, writing and submitting materials and follow up with media contacts to enhance product coverage in the manufacturing industry and business journals.+ Independently planned and directed the creation of a comprehensive data collections system to determine which media market niches the company could most easily penetrate and profitably dominate as well as track successful coverage in publications.+ Presented product information and field questions at all tradeshows, seminars, and conferences; approximately 2 tradeshows and 6 seminars per month. Supplemented this schedule with off-site product demonstrations for Corporate Sales prospects, providing a written summary of events, including feedback and recommendations for next steps in the sales cycle.+ Implemented and Developed Corporate Sales training for new recruits - speeding sales skills and functionality understanding, thereby increasing individual profitability and corporate return on investment, while expanding sales team from 30-60 representatives in Q4 1997.+ Called on major corporate accounts to perform proof of concept and functional software demonstrations. Assisted prospective clients in projecting implementation and project planning effort. Designed project solutions configured to customer requirements. Explored client's business needs and expectations for integration with ERP and best of breed vendors. + Met an average of 15 prospective clients one-on-one per month nationwide. +Travelled approximately 90% of the time.