A short contract to consult a brand-new and cool startup with a great idea that's making its first steps into the enterprise space.

Career break after 26 years of consecutive work without a break. It was time to recharge, adjust to personal life changes, and focus on preparing for the next stage. Leadership roles in Sales, here we come!

Owned 20 US based named accounts, as well as International Partner ledopportunities in Asia and Australia.Generated 2x pipeline in less than 6 months, 80% of those opportunities closed after my departure.Left due to a company-wide WFR that impacted 50% of US based workforce.

Met and exceeded 1st and 2nd year quota at 125% on a $1.2M and $1.6M for each year respectively.Landed 2 major logos (Walmart, Home Depot), and increased ARR of 86% of accounts by an average of 72%. Additional medium size logos added (4 in total).

High velocity enterprise sales, with a quota attainment of 115% on a $1.2M quota. Establish new processed for Prospecting, training the team and additional new procedures for the BDR team.Left during COVID.

Continued to maintain high performance and quota attainment of >200% ($4M quota).Owned entire 2016 SaaS quota of an additional $400K on top of the $4M sales quota (Attained 243%)Generated major logos and up-sells with a 6-9 month sales cycle, all finalizing in a PO.

Personally established the South Central and TOLA territory that was previously not sold into.Quota attainment was over 200% for the period, while establishing future revenue for the following year.Improved sales cycles by adopting more favorable sales cycle models, and achieved a reduction of 30% in the sales cycle (down to 6 months).Personally managed and responsible for the company's transition to a SaaS model, and successfully converting 100% of all on-prem customers to SaaS, negotiating new contracts, working with procurement, thus improving the margins by 60%, as well as establishing the GTM for the SaaS product, evangelizing the solution, creating all marketing materials, etc.

Interim management role as part of my transition to Sales Executive from Sales Engineering, since the company has lost its Sales Engineering manager the prior year, and was not in a position to hire a new lead.My transition to sales could not be achieved without establishing a strong Sales Engineering team.

Running POCs for some of the largest deals in the company’s history, including remotely run POCs without ever physically meeting the prospect, 86% conversation of opportunities to deals.Managed 6 POCs at any given moment, and maintain positive momentum through a strict set of pre-defined milestones, achieving a POC-to-PO conversion rate of over 86%.In addition, support 20 discovery calls a month, optimize the product demo scripts and flow, answer RFP/RFI, present at trade shows and on premise technology days.Regularly train and consult new and current engineers with product features, tips and tricks, and operational procedures, while reversing post-sales accounts that have “gone wrong”.Personally own and manage the Technical Sales Challenges process to ensure Product and R&D focuses and correctly prioritizes the primary hurdles experienced by the sales team. This has resulted in a more focused product development cycle, and a 3 fold improvement in feature development turn-around times.Completely overhauled, and since then maintained, a componentized POC package - reducing the entire Sales-Engineering effort for standing up duration of new POCs by 92%, saving over 90 hours per quarter.Managed both Production and POC hosting research and operational plan for both Post-Sales and Pre-sales resulting in a selection of cohesive solution that fits Aternity’s customers’ as well internal needs. A soup to nuts set of solutions providing the Aternity platform as a managed service, as well as further optimizing the Pre-Sales concurrent POC capacity. All the way from RFP, through vendor selection, testing, pricing negotiations, legal review, and internal training, working with senior management and directly with the CEO.Awarded an “exceptional performer” award for every year in this role.

Support all aspects of Implantation of the Aternity solution from the project kick-off, through planning, capacity design, roll-out, configuration, reporting, tracking, value realization, post-sales demos to account stakeholders driving potential up-sell and widespread adoption, and full operationalization to support ARR protection.Personally developed most of the of documentation and Implantation processes used by the Post-Sales team. All of which were still in use 2 years after leaving the team. These included but were not limited to operational guides, value realization checklists, capacity planning documents and calculators, Pre-Sales to Post-Sales account transition procedures, account management checklists, etc.Fully in charge, with zero management touch, over the most complex relationships with “trouble” accounts.Planned, designed, and rebuilt the entire production and lab environments for Aternity’s HQ server and network infrastructure, to support personnel growth and increase the Post-Sales customer use case testing, as well as manage the Product scalability lab and validation testing.Awarded an “exceptional performer” award for every year in this role.

Managed Fee Based Consulting Services practice for the product division, in charge of 11 Pre-Sales consultants covering all vertical markets, and consistently meeting quota goals (114%).Responsible for all technical relationships with Thin Client accounts in the Northeast region, the highest volume region in the US.Consistently achieve quota requirements as evidenced by an average of just over a 100% for 2008, and 91% for 2009 in complicated economic conditions.Personally maintain and facilitate all technical pre-sales and post-sales aspects with over 40 accounts in a single year, to maintain customer satisfaction and continued orders.Accounts ranging from major banks, investment firms, medical partnerships and hospitals, research firms, car rental agencies, airlines, insurance companies, telecommunications giants etc.Extensive experience with management software of both front-end and back-end systems. From the design stage based on each customer’s requirements and environment, through POCs, pilots, and deployment.

Responsible for all IT infrastructure activities in the Americas Sales offices that generate over 60% of the company’s revenue.Saving over $450,000 annually by effectively managing the implementation of a worldwide server infrastructure-decommissioning and simplification project.Directed all budget and delivery management functions of site and systems consolidation and built-out projects for the sales offices to ensure timely completion; Always delivering projects under estimated budget.Implemented systems decommissioning and Data Center standards and operating procedures to ensure company-wide consistency.Spearheaded company-wide Infrastructure Incident Tracking and Post-Mortem processes to effectively manage IT Operations issues and infrastructure incidents, and reducing high-severity incidents by 92%.

Oversaw planning, design and implementation of multiple business production systems from business analysis to system delivery.Granted a Mercury Excellence Award for leading the interface between IT Infrastructures and IT Applications team.Directed recruiting functions to include facilitating 90 interviews, hiring staff for international offices, and instrumental in designing and building the team.Managed operations, system and server uptime, hardware support, vendor management, deployment and monitoring of Israel-based 160 server production farm.Led cross functional teams to strategically plan, design, implement and maintain diverse systems and services such as:o Corporate messaging solutions on Exchange 5.5/2004 and Linux based SMTP and Anti-Spam solution.o Active Directory and Exchange 2003 migrations, and application continuity for over 800 applications, and NetApp SAN solutions for Exchange 2003 and MS-SQL.o Israel-based domain core services: Print and Files Servers, DNS, DHCP, WINS, and Domain Controllers.o Anti-virus systems for over 4000 nodes.o Virtualization labs based on VMWare GSX and VMWare ESX backend.o All desktop and laptop standards for the 700 user Israel site.o All Server and Storage standards for 10 sites in EMEA (total of 400 users).o Server provisioning solution for over 700 servers based on HP RDP and NetApp SAN based Storage.

Directed the planning, design, implementation and maintenance of various company systems in over 15 worldwide country offices to include Exchange 5.5, Lotus Notes, Checkpoint Firewall and VPN, intrusion detection and malware protection.Managed all production and R&D server environments in the main R&D office:o Leading the design, implementation and maintenance of monitoring systems.o Maintaining the central managed Symantec Anti-Virus solution.Administered technical support, server installations and deployments, configurations for desktops, laptops and R&D testing, vendor selection, etc.Managed the maintenance, upgrade and enhancement process for multiple HR and Finance proprietary systems.Oversaw all operational functions for Y2K readiness project for 1600 systems, R&D environments, platforms and hardware.