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Provide project-based deliverables and expertise covering all aspects of a sales organization.• Documented and published Business Development Representative process including Marketing SLAs, inter-team pipeline development strategies, and innovative account penetration approaches.• Created and managed an enablement/certification initiative for all sales team members to instill new product messaging, assess and update discovery methods, and identify/fill knowledge gaps. • Assisted in the planning of a Sales Kickoff event with developing collateral, coordinating between organizations, and creating/managing successful project plan.• Managed transition of Sales Operations Manager role by performing Salesforce Administrator tasks, supported sales team with process questions, and published transition doc for easy hand-off to new hire.

Recruited, hired, onboarded, enabled, and reinforced a global team of Solutions Engineers who covered five continents to ultimately cultivate their development and performance. Conducted and trained exceptional discovery approaches to configure story-based and technical product demos to effectively address customer needs and convey business value. Developed and maintained reusable solution evaluation processes that enabled requirements gathering, sharing actionable insights, and leveraged templates for ease of implementation and use.• Forged highly collaborative knowledge sharing cadences between R&D, Product, Marketing, and Solutions Engineering teams.• Innovated and implemented strategies to hone team’s skills when outside of sales cycles.• Created CLASS, Maximum Effort, Discovery Notes, Demo Storyboarding, SE Candidate Assessment, Selling Add-ons, Deploy and Enjoy, and Evaluation Management processes.• Compiled, documented, and published Glassbox’s complete sales approach and best practices in what we affectionately named The Glassbook.• Grew team by 50% over 2021 – 2023 through domestic and international recruiting efforts.

Led team in aligning solution capabilities to solve customer problems, collaborate with sales team, and deliver winning presentations and solutions. Advocated to executive leadership covering sales strategy, product issues/enhancements, and team’s needs. Thought leader in assessing, developing, and implementing organization methodologies.• Reviewed and coached team continuously to deliver powerful solutions presentations and demos.• Instilled a discovery priority sales culture to deliver better presentations and represent a more accurate sales pipeline.• Assigned to train all organizations on product capabilities and go-to market strategies.• Winner of Glassbox’s MVP of the Year for 2021.

Technical sales expert assigned to named accounts to handle all technical aspect of an opportunity, including discovery, demo, RFx, security assessments, proof of concept/proof of value, and supporting sales teams and customers with on-demand knowledge.• Highest grossing Solutions Engineer with association to $4M in revenues.• Successfully transitioned team and company to a story-based selling approach.

• ~$5M in new ARR and 10 new Fortune 100 and 500 logos across six Enterprise Account Representatives within 18 months.• Discovery, configuration, deployment, and data analysis expert providing C-level ROI to close opportunities.• Collaborated with prospects/customers in questioning user behavior data to provide insights for UX improvements.• Delivered implementation-level PoCs/PoVs and training to position business value and drive opportunities to close.• Thought leader in developing organization infrastructure including aggregated team activity reporting, shared RFx repository, reusable configurations, story-level demonstration flows, and a wide-array of internal and customer-facing technical documentation.

• Digital analytics technical specialist providing strategy and solution expertise enabling clients to create marketing initiatives and achieve goals. • Entrusted with Webtrends' largest and most valued F100 clients. Responsible for building relationships to understand clients’ business initiatives and marketing goals and align them with the right mix of people, process, and technology to develop the best overall experience with our solutions. • Ensure clients realize maximum solution/services value by guiding the overall strategic direction/roadmap. • Support new business and install base for central and west US regions with product knowledge, discovery, demonstrations, collateral building, training, pushing deals to close, and post-sales account management. • Exhibit profound ability to solicit business requirements and develop technical sales strategies to configure and effectively demonstrate solutions that address customer needs and provide business value. • Contributed to two consecutive over-quota quarters, including one at 214%. • Created and implemented management and measurement tools to assess and enable a more effective organization.

Technical specialist primarily responsible for performing discoveries, delivering product demonstrations, and answering all things technical for prospects, customers, and sales team including RFxes and security questionnaires/audits. Supported sales efforts in every stage to push deals to close as well as supported install-based customers to ensure renewal.