I provide expert guidance and leadership to start-up and mature k-12 organizations, developing operational planning, investment guidance and sales strategy

• Serve as an industry expert to advise a portfolio of e-learning clients on market development and go-to-market strategies, specializing in designing and implementing sales and marketing strategies for early stage start-up technology companies focused on the K-12 educational marketplace• Conduct a thorough review of the existing sales process, operations, CRM utilization, and sales team integration to provide customized recommendations for improvement• Implement market development processes and lead generation campaigns• Create a common language for sales process and forecasting to ensure alignment between sales operations and financial planning• Evaluate the organizational structure of inside and outside sales teams to recommend restructuring• Report weekly sales pipeline and forecasting models to investors and C-suite leadership• Research best practices for usage of mobile and 1:1 technology plansNotable Contributions• Implemented various CRMs, including Salesforce, Pipedrive, and HubSpot for numerous companies• Created team-building and retention mechanisms, including writing job descriptions, creating candidate search criteria, and developing sales compensation plans• Divided markets into sales territories and designed a Sales 2.0 organization with new teaming models• Defined various aspects of the sales cycle, including creating an invoice and billing structure and developing pricing models and price tools• Established a trade show presence and conference schedule, including collateral and booth design

• Contracted through ARC to oversee sales and business development for Zulama, an educational sales startup using a SaaS model, as well as through its purchase by EMC Publishing and subsequent acquisition by Carnegie Learning• Supported a green sales staff in negotiating contracts and closing sales as needed • Established a sales territory management plan, complete with individual and group goals, as well as metrics to track sales and revenue, new accounts acquisition, and customer retention• Drove market penetration and expansion by understanding the demands and trends of the market • Managed the sales budget and tracked spending against forecasts• Established and executed an integrated sales, marketing, and operational plans after the acquisitionsNotable Contributions• Built a sales team from scratch to 8 representatives in 9 months, including product training and coaching staff on successful selling strategies and tools• Increased revenue from $250K to $1M annually in less than a year at Zulama• Negotiated key partnerships for professional development accounts with ESC, RESA, BOCES, and CSTA• Introduced the new product line to the acquiring company’s sales team, providing product training and market insights• Generated $2M in sales in the computer science and math space• Developed a new market development process to expedite efficient and measurable pipeline growth for the 15-person Direct Sales team with 7-figure quotas

• Managed all aspects of sales and operations for the Intervention Solutions, Educational Technology, and Leadership departments, including leading a team of up to 25 with 12 direct reports• Utilized a consultative services approach centered around model schools and emerging trends with a focus on transitioning schools to a blended model with evaluation effectiveness metrics• Provided product expertise to sales and executive leaders during the transition to HMHNotable Contributions• Generated over $35M annually for 3 consecutive years• Led the CRM transition from PeopleSoft to SFDC and developed a new forecasting model• Designed and executed a new wholistic approach to build Core and Interventions product sales and service strategies that encompassed both student performance and teacher effectiveness

• Oversaw all aspects of sales and service operations across the nation• Supervised a team of 15 direct reports with oversight over 37 indirect regional employees• Developed sales performance and territory planning metrics to inform market penetration strategies • Introduced and implemented Salesforce, sales training, and reporting to the organization• Served on compensation and pricing development committees, providing customer feedback and a sales perspective to financial decision-making• Coordinated regional and national research projects with university researchers to inform product development and build valuable marketing toolsNotable Contributions• Generated $15M in sales, meeting 80-120% of quota with YOY growth 16 consecutive quarters• Developed accurate forecasts within 10% for 16 consecutive quarters• Achieved a 100% employee retention rate over 4 years• Played a key role in designing and securing the company’s first master services agreement in NYC

• Advised e-learning start-ups on the K-12 education sales environment, sales cycle, funding streams, academic alignment, and talent acquisition. • Developed and implemented market penetration and expansion processes that produced leads in a replicable and economically efficient manner• Provided expertise in niche subjects, including special education, graduation, and CTE requirementsNotable Contributions• Contracted by 10+ districts in Pennsylvania to assist with grant writing for the "Link-2-Learn" Technology Infra-structure grants by the PADOE; secured $1.5M over 3 years • Provided pro bono consulting to underserved families with special needs children in rural Pennsylvania, guiding them through the IEP process