Initially established in 2017 to provide strategic business consulting for startups, MAVA Ventures LLC evolved in late 2022 to focus primarily on real estate investment and development. Building on 25 years of experience in technology and a strong foundation of business strategy expertise, the company now specializes in acquiring and developing commercial properties, residential housing, and large land tracts. While the primary focus is real estate, MAVA Ventures LLC continues to honor its consulting roots by taking on select business advisory projects.

Parsable offers a digital Connected Worker® SaaS solution that empowers front-line industrial workers with modern digital tools to improve manufacturing organizations’ productivity, quality, safety, and sustainability. I was brought in to lead the global account management organization while setting and optimizing best practices and standards, ensuring customer success on Parsable's enterprise Connected Worker® platform. I steer 2 teams and functions for customer expansion, new enterprise customer acquisition, business development, and account growth.► Delivering a top 3 quarter in ARR since company inception, I grew average ARR across the US, LATAM, EMEA, and DACH markets. My team achieved the highest lifetime value of a customer of $500K+ and $1M+ ARR with two customers and spiked quarterly revenue 450% over Q1.► As the foundation for global account management success, I defined best practices, playbooks, programs, standards, and processes, including account planning, ABM, pricing, and QBRs.► I built a high-caliber global team with low attrition, acquiring 7 people in 9 months and contributing in key leadership hires.► I conceived, planned, and established the Account Director role as an account manager/sales/evangelist/strategic advisor.► To expedite pipeline growth and new Account Directors’ time to first deal, I worked with a vendor on a program comprised of key playbooks and influence maps and refined target personas.► For alignment with the company’s new go-to-market strategy, I led a strategy shift and revised the ideal customer profile, sales process, target market, sales enablement, and playbooks.

Based on my prior work with the Chief Customer Officer, I was recruited for my tacit knowledge and expertise to advance the servicing of strategic customers. I implemented proven methodologies and elevated new programs for key accounts with deliverables, pricing strategy, processes, and playbooks. In addition, I headed the achievement of multi-year renewals, formulated a winning pricing strategy, and executed process improvements.► I enhanced the value of the Strategic Accounts Program, adding advisory services to the company’s portfolio. ► I transformed a global Fortune 10 customer into the company’s largest account with 19.6% contract growth.► Delivering a new revenue stream while optimizing internal efficiency, I enacted a process to make each feature request a business case. One became a major application feature now upsold to existing customers.► By cultivating relationships with top executives, I produced record growth in all 6 assigned Fortune 500 and technology accounts.► To overcome a customer’s decision to down-sell, I brokered a 50% rise in their cost per license.

I founded this consultancy to help start-ups gain rapid traction in their domains, partnering to optimize business value and enhance the customer experience. While navigating clients’ leaders through decision-making and change, I devise and deploy dynamic business strategies backed by analyses of their business models, financial models, and processes. Through my reputation and strong business expertise, all of my clients have been secured through relationships or recommendations.► For a client in the live seminar space, I catapulted leads generated via the web up 200% in just a month. I held a value proposition workshop with leadership, which led to a revamp of the customer acquisition strategy and messaging to align customer expectations with the product’s value.► I pivoted the marketing strategy, target region, messaging, and SEO spend for a State Farm agency, growing high-value, online leads 15% and event sponsorship leads 50%. ► To power sound business decision-making for a start-up interactive art museum, an emerging market leader in the Dallas area, I built a financial model that analyzed various business scenarios. The model resulted in a recommendation to start a retail line and add events that forecasted a 20% rise in net income.

I spearheaded the vision, strategy, and execution for Fortune 100 customers in a growth vertical focused on customer success. Leading $100M+ in enterprise SaaS total contract value and $21.5M in annual recurring revenue, I overachieved goals, catalyzed change, evolved value-add activities, and scaled capabilities to drive customer value realization. Areas of responsibility included customer retention, business development, account management, and C-level relationship management. In addition to training, coaching, mentoring, and managing teams, I played a key role in interviews, hiring, and talent selection.GROWTH STRATEGIES► By collaborating to standardize customer platform solutions and improve the customer experience, I grew a Fortune 500 account from $1M in contract value to $65M+, into Adobe’s largest account within six years. Value on another account spiked from $450K to $37M.► To advance Adobe’s value-add activities, I instituted an array of process improvements to ensure effectiveness and consistency in how customer success managers drove adoption, value realization, and renewals.► Paving the way for new nationwide opportunities, I propelled attendance at key events to an all-time high. I brought in customers as keynote speakers, and I solicited customer references and planned customer spotlights for use by the marketing teams.TEAM LEADERSHIP► Focusing on the information and tools that drive customer success, I advanced team capabilities by pioneering solution playbooks and processes.► I constructed a formal 20-week CSM mentoring program that accelerated new hire ramp-up, and produced award-winning top performers.ADDITIONAL REVENUE GENERATION► Despite fierce market competition, I secured $10M+ in net new professional services by developing, nurturing, and expanding contracts.► I headed digital transformation engagements for AT&T and T-Mobile to leverage the value of Analytics, Target, Adobe Experience Manager, and Audience Manager products.

Winning the first-ever cloud solution deals and subscriptions in legacy accounts to fuel explosive growth in annual recurring revenue (ARR), I devised post-sales account strategies for top-tier customers. Known for taking on troubled Fortune 500 accounts and turning them around in this role, I earned a fast-track promotion, and I was in the first group of three to achieve principal. Customers included AT&T, T-Mobile, Hyatt, Toyota, and American Airlines. GROWTH STRATEGIES► I dislodged an entrenched competitor to produce the largest web analytics install at AT&T, evangelizing SaaS solutions with stakeholders. I also established professional services and premium support.► By shifting the relationship model with T-Mobile, from a client vendor to a trusted business partner, I created a proactive account focus and increased senior leadership involvement.► I grew a Fortune 500 account by $1.8M by moving from a point solution to an integrated digital solutions program.OTHER ACCOUNT SUCCESSES► Through the deployment of task forces and action plans to solve customer issues, I not only rescued numerous Fortune 500 inherited accounts in jeopardy, but grew account revenue as well.► I mitigated a high-stakes, failed implementation for a key account through a new Adobe CQ solution, added $1.9M in net new revenue, and became a trusted client advisor.► Securing a sales introduction at AT&T, I paved the way for a $2M+ opportunity and maintenance and support save for Abbott while establishing executive relationships across both companies.► By influencing a client to transition from a cumulative license agreement to an Adobe Acrobat enterprise license agreement, I generated $110K for Adobe and administrative savings for the client.RECOGNITION► I earned the title of Worldwide Account Manager of the Year for contributions in establishing the first Master Services Agreement and the first Adobe SaaS contract at a Fortune 10 customer.

Taking on a newly-created role, I served as a driving force behind the development and implementation of the Enterprise Solution Management Program. In addition to managing customer relationships, making deals, and overseeing projects, I acted as an advisor to the executive team on customer needs and influenced consensus on shifting the post-sale service direction.► I maintained 100% account retention and growth in premier support programs and expanded accounts with marquee customers, such as Abbott, Wells Fargo, Johnson & Johnson, Boeing, Chevron, and KPMG.► Through an innovative win-win proposal for Johnson & Johnson that solved an installation issue and saved them $360K, I multiplied revenue on the account.► I slashed Boeing’s support issues 90% in 2 months, propelling client revenue and spiking satisfaction to a record-breaking 100%, by leading the resolution of long-standing problems that prevented the client from upgrading solutions.

Owning the business development and sales strategies for the architecture, engineering, and construction (AEC) vertical, I managed the budget, partnership model, account management, and sales.► Multiplying division revenue growth 40% in 3 years, I exceeded a $320M quota and increased North American goals 20% YoY. Through robust strategic business development plans, my team consistently beat annual goals by up to 178%. ► I opened the door for new selling opportunities by partnering with and sponsoring industry associations to become a keynote speaker at a wide variety of industry conferences, groups, and organizations. I also conducted online marketing campaigns, including a blog, webinars, and a video tutorial.

I was hired by this start-up as a consultant to lead the end-to-end engagement for a multi-million-dollar contract with Fluor to build a web-based project management application. The program included 100 individual rollouts for both domestic and international projects. When that 18-month project was delivered, I was brought in to steer a Shell Oil project. Wearing multiple hats, I went on to conduct pre-sales, value proposition work, and funding presentations while working on smaller projects. ► I fulfilled 300+ national and international contracts, ranging from $250K to $10M. In addition to Fluor and Shell, clients included Alcoa, Duke Energy, YUM Brands, GE, Halliburton, Lockwood Greene, eBay, Mustang Engineering, and Odebrecht, among others.► I quadrupled contract value on the Shell Oil account by delivering “custom attribute” functionality to the overall project.► To strengthen accountability and quality, accelerate schedules, and reduce risks and costs for the start-up company, I established standards, best practices, procedures, and documentation.