• Manage cross-functional teams during the transition to remote/hybrid work. Moved all scheduled classes from in-person to live-online. • Implemented procedures with customers based on their environment. Worked with internal and customers IT Security Teams to troubleshoot and modify any settings to allow seamless connection to our remote labs. • Create all meetings and lab environments for classes, utilizing Teams/Altiris/Linux(guacamole)• Coordinate all offsite classes at customer facilities and offer support to staff.• Work with other principals to ensure all business operations are in line with budget and profit expectations.• Developed partnerships with other training vendors to expand our class offerings and offer reselling of our services. Notable achievements:• My wife and I welcomed our second child, a baby girl on March 25, 2020, yay! 4-days after the COVID19 stay-at-home order, boo! I anticipated these changes coming to our market and evolved our business to meet customer demand while ensuring we remain best in class. This was done by preparing all staff and instructors with the necessary home workspace equipment needed to continue functioning in the new normal environment if and when a changeover was necesarry. Implemented processes to successfully contact all enrolled and move them from in-person to live-online. We sent out all books to students, (I even dropped them off at homes for next day trainings) with little to no stoppage. This was a huge collaborative undertaking which involved all staff. We had to sell the students on live-online training as most wanted to stay enrolled in person. We successfully navigated countless demos to resell them on the live online environment methodology as most originally wanted to wait to attend in person. Creating meetings, a revised training schedule, moving hundreds of classes and thousands of enrollments to live-online with a small team all done in a mission critical environment.

• Provide mentorship for all client-face activities both in-person and through Teams/Zoom meetings. • Tracked KPIs to make sure target sales numbers and course evaluations were in line with expectations. Made adjustments to our classes as needed to keep our standard top of class.• Responsible for all daily account activities including approving enrollments, forecasting the next 3-month classes and seeing where attention is needed. • Continually assisted with any process of sales meetings.• Developing new revenue opportunities.• Managed and developed partner relationships.

• Oversaw sales of business to business technical and desktop computer training to various private and State entities.• Implemented a successful CRM strategy.• Grew the sales team from 3 to 6 Account Managers. Provided mentorship and oversight while assigning verticles.• Responsible for maintaining and growing a large book of business for both SLED and Private accounts. This included meeting quotas for me and all team members in a non-commissioned environment for fortune 500 companies. • Led weekly sales meeting. Implemented bi-weekly high level training sessions with our instructors to showcase new technologies to further their technical sales expertise. • Consistently drove innovation. Implemented the latest software on a beta release timeline so the team had firsthand knowledge of changes. This enabled them to have healthier conversations with customers technology team.• Grew companywide market share to become the largest technical training provider to the State of CA.• Implemented a Live-Online remote training option.• Live-Online meeting kick-offs to start all classes.• Grew market share with Fortune 500 companies. Coordinated with internal and external cross-functional teams to provide live-online training internationally on their time zones. Often requiring me to be on Teams meetings for a midnight or 2am class start.• Coordinated classes with cross-functional teams to meet customer needs.• Represented company at all industry events including annual meetings in Redmond with the Microsoft Learning team. • Helped lead sales meetings for all AE’s.• Became a trusted advisor for most State of CA Departments. Other Responsibilities• Managed 16 classrooms of 18 machines and all setup. Utilized Altiris endpoint management to create and distribute class images on a nightly basis.

• Gained a full understanding of the California purchasing policies, strategies and responded to RFP’s.• Worked with all internal teams to manage consulting projects from discovery to completion. Projects often included near-term critical budget deadlines for customer Fiscal year-end. • Served as primary client and team interface throughout projects. Providing 24/7 support as all migrations occurred off hours. This included being onsite assisting with non-automated tasks often in a all-hands, mission-critical environment.• Worked with customers to develop custom classes delivered in a variety of formats from hour and a half seminar to multi-week classes. These were delivered to support consulting projects that were planned/underway. • Managed changes to projects. Including scope, schedule and costs.• Delegated project tasks and managed SME workloads.• Responsible for setup/breakdown for our mobile, “classroom in a box.” This consisted of 16 laptops, cables and a server setup on a desktop box. Used for onsite classes that needed network capabilities and/or customers without a training room with computers.• Created and calculated evaluation metrics to baseline our customer satisfaction• Provided ongoing support for customers to ensure successful adoption and customer success.• Coordinated travel and accommodations for our resources to be onsite at client location.• Responsible for allowances to ensure projects meet minimum revenue.Other Responsibilities:• Maintained/added/cancelled full schedule of classes. Schedule constantly changed based on demand, so automation was not possible. Responsible for understanding colleague’s strengths and assigning the best resources to classes.• Mentor, grow, and manage 3 seasonal college interns. • Network Administrator Windows Server 2008 R2 Datacenter

• Responsible for prospecting new clients. Once established used these relationships to grow a book of business over 2 million annually.• Processed and managed orders with customers.• Implemented weekly team meetings for collaboration, market trend discussions, go over sales forecasts. • Collaborated with Microsoft’s CA SLED team to assist each other in closing.• Face to face meetings regularly with customers from coordinators to C-level leadership.• Represented the company at all marketing events. Including but not limited to conferences and tradeshows.• Shadowed staff at Endeca in Cambridge, MA and learned their about their search product as a potential reseller.

• Shadowed the Sales Team on calls.• Called in to customers to keep our database updated.