Manage strategic direct and partner deals of 3k agents and above. Primarily focusing on Google-OEM partnership of the CCAIP solution.

Developed and established an enterprise sales team (inside and field sales) and channel program from the ground up, resulting in a $7.3 million increase in the sales funnel, including a $1.8 million pipeline in the first year. Responsible for overseeing the enterprise sales process and implementing the go-to-market strategy, reporting to the CEO, and presenting revenue forecasts to the board of directors.• Collaborate with cross-functioning teams to develop corporate strategy & direction• Crafted and launched a new compensation plan for the sales team• Launched net-new channel partner program• Created a comprehensive training and onboarding playbook for new employees across the organization• Established clear performance metrics and procedures for the newly established sales and channel team• Personally managed a sales pipeline

Oversaw all sales operations and go-to-market activities for the sales team, resulting in a three-fold increase in new logos in three quarters and projected growth of 5.5x. Boosted revenue by 286% in nine months, with a projected growth of 545%. Collaborated closely with key leaders in channel, marketing, product, and engineering to establish effective best practices. Established a sales strategy, which encompasses sales methodologies, key performance indicators, assigned sales territories, and compensation plans.• Collaborated closely with the sales team to manage key accounts globally• Achieved a forecasting accuracy of within +/- 10% variance• Identified and hired highly skilled professionals in the industry• Design and implement comprehensive new employee training and orientation

Responsible for all Enterprise sales activity in the Central Region. Managing a diverse direct sales team selling both direct and indirect across all Enterprise markets.• Responsible for growing Talkdesk into a newly established Enterprise CCaaS market• Identify key target areas to maximize sales potential• Establish KPIs for sales team to identify areas where sales cycle may be flawed• Align closely with channel team to grow mindshare & revenue• Assist sales team in exceeding all sales goals & KPIs• Drive +/- 10% forecasting accuracy goal• Work closely with marketing, inside sales and engineering leadership to define best practices• Coach & mentor sales team on structured sales methodology• Recruit & hire top industry talent• Assist with recruiting ideal partners to grow channel program

Led an international Enterprise channel & sales team comprised of direct and channel-focused professionals, business development managers and sales engineers. In addition to changing the go-to-market strategy from a direct model to an indirect model.• Designed & launched first channel partner program for carrier, regional & master agent partners• Work hand-in-hand with field and corporate marketing to develop new initiatives & programs for new prospects and existing clients and partners• Defining a common culture and plan for a team created thru acquisition• Assist with recruiting the ideal partner to fulfill channel program requirements and expectations• Leverage West Safety Services SaaS routing and gateway solution to differentiate our position in the market• Assist sales team in exceeding MRR goals & targets• Align disparate internal resources around new channel-focused model

Led a team focused on selling a broad portfolio of solutions across a wide range of industries. I managed team of 23 sales executives, inside sales and sales support personnel with a $38M revenue goal.• Optimized sales team after company-wide sales transformation• Hired, developed and coached sales talent to world-class status• 113% of quota in spite of 70% employee turn-over• Maintained forecast and funnel management accuracy• Provided best practice guidance around how to negotiate and close complex solution-sales campaigns • Leveraged partners and marketing team to drive events targeted at new logos• Employed net-new methodologies and ideas to direct reports to share with prospects and customersSolutions in my teams portfolio include:•Unified Communications via Multiple Premise & Cloud Solutions•Cloud & SaaS Solutions•Risk Mitigation•Environmental Efficiency Solutions•Professional Services•Managed Services•Enterprise Video Communications•Comprehensive Wireless•Data Communications•Cabling and Infrastructure•Contact Centers •Digital Signage

Directing a team responsible for ShoreTel sales and marketing initiatives to drive increased mind share and revenue for partners worldwide. Partnered with executive partner sales leaders from managers to vice presidents around the world. • Increased ShoreTel revenue for top partners in FY15 32% Y/Y; on pace for a record year • Develop Channel Strategies to grow ShoreTel mind share within partner base• Work closely with partner executive management to build common ShoreTel go to market strategy • Conduct Quarterly Business Reviews (QBR) with Senior Management team• Mentor/Coach less-experienced sales team who moved from inside sales to outside sales • Create and execute marketing strategies for partner funnel growth• Effectively forecast team goals (+/- 10%) to executive team via SalesForce.com

Partner success was directly correlated to my involvement in their business. My relationship skills and management experience were sought-after for winning the crucial sale and business growth. • Achieved 118% of quota for FY 2012• Managed top-tier partners who generate at least $500k annually in ShoreTel revenue • Developed strong relationships with key executive contacts at channel partners to assure ShoreTel commitment and top mind share• Actively recruited qualified channel partners by geographical need, vertical segmentation and revenue goals• Assisted partners with strategic selling initiatives and seminars• Maintained precise weekly forecasts to executive team via SalesForce.com within +/- 10%

I initiated a new region for Service Provider partners in Ohio, Indiana and Michigan. I grew quarterly revenue of less than $250k to greater than $1M and was the second highest ranked National Partner Manager in the U.S. for 2010.• Achieved 109% of quota for FY 2011• Directed Service Provider Partners (at&t, Verizon, Qwest/CenturyLink & Windstream) over a five state region • Managed sales cycle from lead to implementation for Service Provider customers• Developed partner strategies to grow revenue and market share in the region• Trained Service Provider partners on ShoreTel sales and demo skills, serving as ShoreTel technical expert

• Demonstrated Unified Communications solutions to key customers • Primary technical resource for over 40 regional and Service Provider partners• Managed sales cycle of key accounts from initial meeting to final close

• Interim product development manager (nine months) for Sprint solutions, developing engineering resources, cost analyses and managing vendors • Lead engineer assessing, designing and presenting high-level network designs for technologies including IP telephony, data (L2/L3), video, wireless LAN (802.11a/b/g) and optical solutions• Developed training curriculum and trained engineers and account executives on emerging Sprint products and technologies• Project manager for key strategic multi-million dollar accounts, both locally and globally

Senior Sales Engineer

Intern