Managing a Global team of Sales Engineers across North America and EMEA. Streamlined the Proof-of-Concept process, reducing the duration of POC's, while increasing win rates. Recruited and hired a Solution Architect to handle complex technical engagements and reduce reliance on Engineering resources. Expanded the Sales Engineer team with key hires in Los Angeles and Chicago enabling us to better cover the US market and increase our Mid-Market reach. Implemented a SE time and utilization tracking system to provide valuable insights, enabling us to prioritize high-impact accounts and maximize the team's productivity. Developed cost savings and ROI models and delivered Business Value Assessments at Strategic and Enterprise accounts.

Work closely with sales team to understand the customer's business requirements and technical needs in order to propose the best software solution.Provide technical expertise to the sales team and customers during the sales cycle to help drive the adoption of software products and services.Develop and deliver product demonstrations and presentations to highlight the software's key features and benefits, as well as answer any technical questions or concerns.Collaborate with the product development team to gather feedback from customers and identify opportunities for product enhancements and improvements.Assist the sales team in preparing proposals, quotes, and contracts for software products and services.Stay up-to-date with industry trends, emerging technologies, and competitor products to maintain a competitive edge in the market.Establish strong relationships with customers, partners, and other stakeholders to build trust and credibility.Provide post-sales technical support and consulting services to ensure successful implementation and adoption of the software.Contribute to the development of sales strategies, tactics, and processes to optimize the sales performance of the organization.Attend industry events, conferences, and trade shows to network with potential customers and partners.

Managing a Global team consisting of 2 Managers and 8 Sales Engineers, across North America, EMEA, and APJ.Centralized the tools and process for calculating customer ROI across both new logo (pre-sale) and cross-sell/up-sell (post-sales) motions.Implementing ‘Command of the Message’ a Value-Based Sales methodology.Working cross-functionally to build out our Partner Enablement.Building out a Center of Excellence around our Pre-sales Proof of Value process.Revamping our standard demo to focus more on the customer journey.

Recruited, developed, and motivated a team of Managers, Solution Architects, and Solutions Consultants in a premier fast-paced pre-sales organization.Scaled revenue from $30mil ARR to $370mil ARR, working closely with Enterprise Leadership on strategic initiatives.Coordinated with key executives across a variety of business functions to help drive product direction, customer success, and GTM sales results.Partnered with Sales Leaders looking for creative solutions to optimize for effectiveness.Lead cross-functional initiatives in support of sales process improvements and enablement.Prioritized to ensure we are focusing our limited bandwidth and resources on growth.A thought leader who helped sell deals because of credibility and the ability to move things forward.Developed the Solutions Consultants in 2 areas, continued development in their current role, and provided them with opportunities to gain skills and experience that position them for roles.

Coach sales teams on critical business issues faced by our customers and help articulate SDL’s value proposition from a business value perspective .Coach prospects on translating technical pain points into a case for change, collaborate to elevate messaging to key decision-makers, and facilitate conversations that elicit key metrics to quantify the value of the partnership with a customized business case. Build financial models and ROI analysis that map solutions to business value using customer data, discovery engagements, and industry standards.Create unique value presentations and deliverables, leveraging feedback from customer engagement and discovery sessions.Develop scalable value-based selling assets to support the up-market sales teams.Translate research and data analysis into actionable insights, growth frameworks/narratives, and tools for teams like Sales, Success, Partnerships, etc.Gain a deep understanding and become a subject matter expert on industry trends and customer behavior through data analysis, industry research, and customer conversations.Serve as technical liaison between the sales teams and prospective clients during pre-sales period. Key account wins include ABS, ACI, Akamai, EMC, Freescale Semiconductor, US Pharmacopeia, VCE and others.

Delivered pre-sales presentations and technology demonstrations to prospects, in person and on-line for both Enterprise (CM System) and SMB (CM1) Web CMS products.Interfaced with Engineering on a weekly basis to drive CM1 product roadmap and new features based on customer feedback.Engaged senior marketing, business and technical stakeholders in a conversation around the importance of content management and web 2.0 technologies impacting business results.Fine tuned and extended the standard demonstration to reflect customer scenarios.Developed and delivered proof of concepts, field trial and pilots with numerous prospects.Owned the delivery of RFP, RFI and other pre-sales technical documentation.Led outbound technical sales calls (inside/outside sales support).Convincingly communicated product value proposition from both the business and technical perspectives.Key Account wins include HHS, Kyocera Wireless, Jostens, Cotton, Salary.com, ADP

Served as a functional and technical resource to the Sales team, including providing up-to-date competitive and industry knowledge on the SpikeSource Solutions Factory.Technical lead for Intel in the sales and marketing of the Intel Business Builder initiative comprised of the Intel Certified Solutions Program in conjunction with the Intel Business Exchange.Provided Pre-Sales support for open-source solutions including Alfresco, Centric CRM, JasperSoft, Drupal and Open-Xchange.Provided customer feedback to Intel and SpikeSource management to road map new features for the Solutions Factory.Conducted SpikeSource Security Assessment/Certification on ISV’s products using the SpikeSource Inventory Manager.Assisted ISV’s in Intel Multi-Core Certification using the Intel Concurrency Checker tool and on-boarding their applications to Intel Business Exchange.Produced and delivered internal/customer training materials on new Solutions Factory features and capabilities.Delivered sales support including product demos, trials, proof of concepts and training for SpikeSource’s SuiteTwo product.Pre Sales Award Winner 2008.Delivered proof of concepts to Best Buy, Kraft, Lowes, DHL, Momentum SI and others.