Apica is a global leader in observability, data management, and synthetic monitoring software. My responsibilities include:- Leading sales and presales, partners & alliances, revenue operations, customer success and global customer delivery for $15M ARR global business.- Leading all aspects of revenue operations to align marketing, sales, and customer success revenue lifecycle.- Leading partner growth strategy, partner and marketplace ecosystem buildout, and partner acquisition.- Driving program management office (PMO), professional services, and technical account management functions in support of 110+ active customers and global delivery activities for new clients.- Supporting all aspects of weekly deal reviews, sales enablement, MEDDICC sales process support, and post-sales customer enablement and adoption.- Supported due diligence and successful acquisitions of Circonus, Logiq.ai, and LeftShift IT. Provided direct oversight of all integration activities supporting sales and customer activities.

- Leading all aspects of Revenue Operations and Customer Success/Delivery for global customer base.- Manage daily activities for Sales Operations, Marketing Operations, and Customer Success.- Coordinate with our CFO and Finance for monthly and quarterly bookings, revenue recognition, growth and renewal forecasting.- Develop and manage sales compensation plans for sales quota and territories, BDR, partner, and customer success to drive growth focus and customer excellence.- Lead annual revenue planning with CXO management team along with monthly alignment across the organization.- Support all aspects of sales enablement, MEDDICC sales process support, and post-sales customer enablement and adoption.- Driving full PMO, Technical Account Management, Product Support and Professional Services in support of 110+ active customers and global delivery activities for new clients.

Strategic global pursuit solution leader focused on the company’s most important and complex services deals. Responsibilities include sales solutioning, business development, senior client relationships, strategy and innovation, alignment with DXC’s sales and delivery teams, and client negotiations. Solutions included Digital Workplace, Cloud Infrastructure, Digital Transformation, Modern Apps, and AI strategies.

• Led Import.io's sales solutioning and services to bring Web Data Integration and web insights to the World. • Supported revenue operations including sales strategy, operational metrics, and tools ecosystem support.• Led sales engineering, client delivery, managed services, and customer success for fast-paced software startup.• Led global customer success and account management and services renewals across 100+ strategic & 700+ self-serve accounts.• Supported account planning and sales priorities across 3 presales and 12 direct/inside sales resources.• Achieved 98% customer satisfaction while delivering 15+ delivery and 45+ managed services engagements.• Supported transition of 72 customers and $3.5M ARR from Connotate acquisition in early 2019.• Created Go-to-Market (GTM) plan for Managed Data Services with key service delivery partners.

• Led all aspects of global sales engineering, delivery services, and customer success with teams in North America & EMEA.• Supported revenue operations including sales strategy, operational metrics, and tools ecosystem support.• Supported $40M Series D venture round with Goldman Sachs including all aspects of sales and customer due diligence.• Achieved 150%+ ARR Growth (2016 to 2018). Led presales and delivery from early GTM to full scale. • Grew Professional Services delivery revenues from $50K to over $4.5M annually in less than 18 months. • Led Customer Success across 60+ customers with over 95% customer retention.• Created and achieved strong sales Proof-of-Value (POV) cadence and over 90% technical software win rate.

• Led all client delivery and sales operations focusing on unified communications, networks, and cloud services.• Created deal structure, delivery and cashflow model for all key transformation projects and client engagements.• Built managed services ARR to over $4M for 15+ customers with teams in Denver, greater US, and Chennai, India. • Managed sales funnel projections, presales support, procurement, and invoicing processes.• Implemented multiple Service Operations Centers, 24x7 managed services model, and related tools and workflow.

• Executive Management Team member supporting annual revenues up to $35M across 35+ Tier-1 telco customers.• Achieved highest regional customer satisfaction ratings over 95% through proving customer business value.• Organizational control of 80+ presales and delivery resources and achieved regional operating profit of 45% with effective utilization of resources and on-time delivery.• Responsible for presales, delivery, and support of all OSS/BSS products and services across Americas region.• Developed SaaS “ROCcloud” application and services capability for Tier 2 and Tier 3 markets. Built business case, developed marketing and sales collateral, and managed all sales/operations activities for ROCcloud.• Streamlined product delivery through PMO best practices, Agile methodology, and dedicated Service Delivery Organization in Bangalore, India.• Led strategic business development of Managed Services for Revenue Assurance, Data Integrity Management, Fraud Management, and Partner Settlements offerings (core ROC Revenue Operations Center focus).

• Responsible for all operational functions for core Managed Database Services international business practice.• Wrote business plan for Datavail and supported merger/acquisition resulting in sale of Managed Services business.• Grew revenues and increased customer base from 16 to 32 clients with 40% gross operating profit.• Led team of 65+ employees across sales support, service delivery, IT, and service management in US and India.• Managed all aspects of remote DBA operations in Mumbai, India.• Achieved 96% customer satisfaction (via survey) through continuous service improvement.• Managed business development and core sales collateral for the 24x7 database management service across multiple platforms (Oracle, SQL Server, DB2, Informix, MySQL, and Sybase).• Developed marketing collateral, and continuously supported strategic product growth into Oracle Applications and MySQL technologies.

• Grew Managed Network Services product offering by over 300% within two years, and increased customer base from 30 to over 50 customers while doubling network nodes under management.• Led Service Desk, Change Management, Service Level Management, and Reporting QA functions while implementing ITIL (IT Infrastructure Library) compliance.• Managed a team of 54 employees and 6 consultants with an operating budget of $11.5M.• Reduced overall network spend across existing environments by 25% through re-designs and cost management.• Practice lead for internal “Continuous Service Improvement” (CSI) initiative to maintain and enhance the company’s balanced scorecard, operations metrics, and key performance indicators.• Managed daily network operations for (i)Structure data centers and negotiated all carrier & provider contracts.• Mentored/coached network architecture and operations teams on professional services “best practices”.

Led network architecture (LAN/WAN/broadband global technologies), client/server systems design, and project management engagements for 10+ diverse clients. Project Manager experienced in budget tracking, work plans, staffing, project issue resolution. Leader of mentoring and recruiting programs, and quality and personnel development initiatives. Elected Denver Technology Integration Services practice “Champion” (1997-1999).