I lead a global team helping to solve complex problems in time series and AI including both discriminative and generative. We tackle the ability to answer questions from data in a real time, historical, structured and unstructured format to allow you to ask any question of your data. I run a team of 27 technical experts which included 3 regional leads across APAC, EMEA and the Americas.• Created new POV process to shorten sales cycles by more than 40% and win rate increase by more than 30% over previous year. This included creating a standardized format, engagement documents and ensuring the customer had a clear understanding of the value proposition. Doubled the number of POV’s completed in 2023 vs. 2022.• Created KPI structure to measure attachment rate, activity amount per deal and Average value of each activity. Used these measurements to create use cases and target segments of the market to increase deal value and velocity. Helped increase pipeline coverage from less than 2x to over 4x.• Created workshop to simplify away from time consuming POC’s. Workshops typically take ¼ of the time of a POC and are far less resource intensive. We closed our first 8 workshops this year with an average ACV of more than 180k• Standardized on a CRM methodology to enter activity so we could accurately forecast technical wins and closes. This had never been done at KX and led to less manpower devoted to manual tracking and the ability to more closely measure impact• Hired, onboarded, and trained more than 10 new hires across regions to build out team.

Responsible for a team of over 70 pre-sales personnel in North and South America including 4 managers and 1 director. Charged with simplifying complex technical tasks to help drive revenue of more than 170 million ARR and 29 million in outright revenue for 2022.• Finished 2022 with 17% MRR growth which translated to 105% of plan and 120% of outright plan.• Created new remote client proof of concept and proof of technology across risk and finance stack. Completed more than 100 one day proof of technologies used to land more than 50 net new accounts.• Worked with information security team to create new data security addendum to risk contracts to speed time to close and ensure compliance with privacy regulations. Used in more than 18 million worth of ARR contracts to date and reduced time to close.• Created pivot to remote KYC experience for clients and “day in the life” experience sessions for remote product hands on work to allow customers to have expert driven user sessions. • Strategic and operational focus. Drove adoption of several new modules within existing product including media check, Qual ID and cloud based real time pricing.

Oversee a team of pre-sales, security and technical directors charged with driving technical sales of all risk products in the Americas. Responsible for both MRR and outright and solutions that are both SaaS and customer based. My team works all phases of the sales cycle and engages across finance, life sciences, insurance and other industries on KYC, compliance, operational risk, audit and third party risk initiatives. Deep understanding and drive to exceed customer expectations with a team of 19 people. • Drove growth across SaaS solutions championing a security led approach to exceed 2017 MRR plan and grow revenue by more than 20%. • Created presales strategy for compliance and audit that drove several large deals by leveraging successful implementations and customer references. Revived and tracked customer reference program to ensure success leading to more than 12 new cross industry references.• Speaker at over twelve industry events discussing SaaS, security, PII, IT Audit, SOC and compliance. Leveraged expertise in space to ensure customer satisfaction and secure 5 wins of over 40k MRR each, and two outright deals over 400k each.• Customer first mentality ensuring all interactions across RFP’s, demonstrations, reviews, services and legal have a continuous improvement program in place.

Responsible for a team of worldwide pre-sales personnel and security architects. Hired and developed team across Asia and Europe and increased revenue in Asia over 300% in 2106.• Grew Europe revenue over 300% cumulatively and Asia over 900% in just over three years.• Enacted a metrics based system to understand customer needs and drive new sales. Significant white space growth in corporates now accounting for almost 25% of sales from 0 three years ago.• Worked with customer retention team to develop plan to engage with customers and took responsibility for engagements improving retention to over 93% for the first time.• Worked with sales and global solution directors to create consulting turnover material • On boarded new SaaS product creating collateral and refining technical sales process leading to seven large banking wins and created material to support audit objectives.

09/08-07/13 IBM Governance Technical Sales Executive: Promoted in under two years and responsible for 30 personnel including two managers, technical sales professionals and telesales retention personnel in addition to indirect responsibility for an additional 50 champions personnel. Led North American team that began exceeding quota for 16 straight quarters. In charge of three acquisitions that in the span of 2 years grew revenue 260%, 800% and 210 % respectively. Success led to carving out new group within Information Management and the highest growth software acquisition in IBM history.• Promoted to Business Unit Executive and ranked at the top of management peers despite being the newest (ranked a 1 for four straight years)• Created plan to increase technical presence and training in customer retention that increased customer retention 240 points and led to increased pipeline from the existing customer base. • Collaborated with sales to help deliver 5 year plan for acquisition in just over 20 months. Created a sales acceleration process and WIN plan review for large deals that resulted in dramatically decreased lead development times and time to revenue for new customers.• Filled in for sales management for 3 quarters leading cadence calls, WIN plan reviews, customer negotiations and other sales aspects during extended sales management gap. Finished term more than 140% of plan.

Responsible for a team of 11 presales engineers working with insurance and financials supporting database tools and content management

Responsible for technical sales of database management solution tools including data warehousing, content management and data insights to the insurance and finance verticals.

Responsible for technical sales of content management and portal products

Responsible for a class of over 100 newly commissioned officers, 50 nuclear trained personnel and reactor instrumentation and 25 gunnery and radar personnel.• Instructor and Class Leader Surface Warfare Officers School• Reactor Controls Officer USS Theodore Roosevelt (CVN 71)• Gunnery Officer USS John Rodgers (DD 973)