Lead, develop, and motivate a team of seven Senior Sales Executives for enterprise accounts in the energy, industrial, and manufacturing space. Forecast sales, anticipate resource needs, and execute sales strategy. Develop target outcomes and drive progress toward outcomes throughout sales cycle.  Increased year-over-year revenue for three consecutive years. Grew new business bookings to $31M and revenue to $133M. Accurately forecasted team sales to within two percentage points of actuals. Continuously grew annual pipeline by over 50%.

Cultivated relationships with C-level executives at newly identified customers and contributed to final contract negotiations. Created targeted sales solutions by preparing and delivering high impact sales presentations tailored to specific customers. Prepared accurate sales forecasts and account status updates; developed action plans to enhance account growth and new revenue potential.  Negotiated company-favorable master contracts which netted over $60M in revenue. Managed a $15M pipeline in key asset areas including IP-Networking, Cloud Security, Professional Services, and Advanced Communications.  Outperformed booking and revenue targets in each year of role.

Forged strong customer relationships with senior leaders and key influencers at large enterprises. Proposed tailored Global Cloud and Security Services solutions by evaluating and identifying potential customer security threats and risks. Managed all aspects of the sale from start to finish. Acquired five new logos and boosted sales by over 50% for the Cloud & Security Services portfolio. Individually responsible for generating over $4M in sales annually.

Conducted executive customer visioning/requirements sessions to identify critical business challenges. Developed solutions that help customers achieve their strategic goals. These solutions often combined business process improvements, architecture changes, executive adoption, and change management. Available exclusively to select customers in highly competitive accounts. Led team to $8M in new business sales which accounted for over one-third of entire territory’s performance. Competed with and outperformed well known competitors including IBM and Microsoft.  Coached sales team on sales strategy, resource management, and customer engagement.

Led the sale of custom Oracle Consulting Services focused on advanced data warehousing, middleware, and application solutions. Participated aggressively with the Account Teams to position professional services to implement this Strategy. Achieved over $5.5M in sales within the Professional Services division. Consistently recognized as a sales top performer and solution visionary.