IODM is an Australian account receivable SaaS solution that automates a wide range of high-volume, low-value administrative tasks, improving operations and cash flow. Responsible for starting the North American market including all sales and marketing efforts.

Served as a trusted advisor and project manager to business and property owners to design and implement project initiatives. Lead development of strategic initiatives to improve sales, ensure project quality, and manage vendor milestones and timelines. Recommend and implement various software tools. Administer all aspects of business operations, including budgeting and cost control.

Owned and managed complex sales cycle from opportunity identification to deal closure, selling full suite of SaaS products and solutions to leading companies in development of Ohio territory. Developed account plans for each account and drove plan execution. Prospected, built pipeline, and sold platforms to new logo enterprise accounts. Built out account penetration model to encourage multi-angle access into key accounts.Engaged with C-level executives using consultative sales strategies to communicate Blackline strategic value proposition. Negotiated all aspects of multi-year contracts at Cox and procurement levels. Customized solutions to fit client needs. Forged relationships with Midwest SAP sales representatives. Provided trusted thought leadership to target accounts. Leveraged tools such as Salesforce, LinkedIn, and DiscoverOrg.com.➜ Developed and expanded Ohio territory through start-up, pre-IPO, and public phases (BL – NASDAQ).➜ Successfully generated sales for multi-year Blackline SaaS accounting solutions to Ohio Fortune 500 clientele and new logo targets in face of lower-priced competitors. Developed consultative relationships and designed effective system for quantifying value clarification to CEO / CFO / CIO / COO levels.➜ Achieved 151% of quota within only 18 months.➜ Multi-year “Circle of Excellence” President’s Club winner.➜ Achieved 98% retention rate year-over-year with average annual recurring revenue (ARR) of $325,000.➜ Built and expanded Blackline Ohio presence from launch into dominate presence with majority of market share.➜ Pioneered concept of utilizing outside partners for implementation services, later adopted as de-facto implementation strategy company wide.➜ Secured accounts with numerous Fortune 500 Ohio corporations including Cardinal Health, Abercrombie & Fitch, Ashland Oil, Marathon Petroleum, Lbrands, The Andersons, NiSource, Worthington Industries, Vertiv, Applied Industrial Technologies, and others.

Implemented new logo business development plan involving 80 identified US utility entities for entire ARCOS sales cycle, from opportunity identification through close via complex sale process. Developed relationships with key contacts of utilities at COO/VP of operations levels to communicate value proposition and ROI potential. Analyzed and identified areas of waste/inefficiency and presented solutions. Worked with marketing team to help create promotions that effectively targeted accounts.➜ Tapped as primary customer-facing representative at tradeshows and conferences to deliver presentations of company value proposition and ROI model.➜ Played key role in developing alternative markets for ARCOS products with government agencies in California and Ohio.

Sold multi-year consulting engagements and services to governmental lobbying firms, state agencies, and governmental and health-based non-profit advocacy clientele throughout US. Managed sales activities and internal business processes. Consistently exceeded quota in signing of new logos and long-term relationship annuities. Supported alliances with American Heart Association, American Cancer Society and Tobacco-Free Kids.

Marketed Oracle’s acquired complex Policy Administration System (PAS) to large US insurance carriers. Managed multiple multi-million-dollar, complex sales initiatives with long sales cycles. Aggressively sought new business development by formulating business cases. Cross-sold complex PAS sales with hardware, software, and services offerings. Initiated relationships with implementation partners for transition projects.