I am a Director in the NAA Business Value Services Team at Oracle, where I assist the NAA Sales Team in transforming the customer conversation into a value-based story to accelerate the customer's journey to the Cloud. My focus is on ERP, EPM, SCM, and multi-pillar engagements, utilizing my vast experience to bring a consultative approach aligned with the sales and deal strategy.As a member of the NAA Business Value Services Team, I am directly involved in NAA's most strategic deals and am committed to delivering a compelling value and transformation story in an open and collaborative environment. Our team's approach to engagements is predictable and prescribed, allowing for clear and consistent communications with internal and external customers.I have trained and mentored sales teams globally in value selling by creating return-on-investment calculators and best practices in delivering value solutions. I have personally led hundreds of successful value consulting engagements and executive briefings, providing hundreds of millions in revenue.

Stream is a service provider for electricity, wireless and other essential services.• Developed a team of over 250 associates in 18 months. Utilizing a repeatable model and leverage with leadership gained over 30 years as an executive in the software industry, built a sustainable business model for the energy deregulation business.• Using value based selling techniques, built models for my team to quickly gain traction in multiple regions and states where Stream operates. • Created a commercial offering for energy, wireless and VOIP solutions selling multiple services per customer. • Top 3% money earner as one of the fastest to grow to the Senior Director position (in only 3 months).

Datameer is a startup end-to-end self-service big data analytics solution that natively lives in Hadoop.• Built a world class pre-sales organization and hired 16 SEs in 6 months. Promoted 3 managers and 2 global leads to foster faster ramp and support 30 regional sales directors globally.• Developed a new methodology for evaluations which showed an increased close rate from 50% to over 85%. Implemented a use case driven workshop approach that differentiated our solution over the competition. • Designed a better approach to drive post-sales customer analyst adoption by designing a maturity model and high touch engagement working with technical account management and assigning my team to nurture every customer. Drove renewals to 85% and up-sell rates to 57%.• Increased year over year growth by 147%.

Vice President Cloud Solutions leading the pre-sales organization worldwide. ServiceSource International, Inc. is a cloud software and managed services company for recurring revenue, subscription lifecycle and Customer Success Management (CSM). • Created a Cloud Solutions (Sales Engineering) team to support a new cloud solution offering for recurring revenue, subscription lifecycle (usage based predictive analytics) and Customer Success Management (CSM). • Developed a mentoring and training program focused on the recurring revenue and CSM market.• Created a new demo platform for online and offline support and certified sales and sales engineering.• Collaborated with managed services to grow Fortune 100 customer revenue by adding cloud technology to their portfolio.

Tealeaf is a provider of digital Customer Experience Management (CEM) and customer behavior analysis solutions. • Brought in to grow the predominately North American sales engineering organization internationally. Grew the team from 8 to 45 sales engineers globally including 3 directors and 4 managers. • Created Big Data integration to Hadoop for 360 view of the customer with click-stream data and CRM.• Developed fast start program for new sales engineers that reduced their onboarding from 9-12 months to 3.• Two years into my tenure, IBM acquired Tealeaf - tasked with managing the merger, developed a global enablement program for all IBM Enterprise Marketing Management sales.• Tealeaf and Coremetrics teams merged which combined my team to over 100 sales engineers.• Grew Tealeaf from $25 million to over $100 million in 4 years and averaged 133% quota attainment.

Texert (Neohapsis) is a provider of Governance, Risk and Compliance (GRC) products and services.• Startup required a grass roots approach to target market, message and value. Worked with CEO and VP of sales to craft go-to-market strategy with prior GRC experience.• $6 million pipeline created from scratch.

AlterPoint is a Network Configuration and Change Management (NCCM) solution, which automates the lifecycle of network devices.• Turned a product-based sales model into a value-based solution sales model and after only 3 months had major impact in the sales culture. • Created lifecycle management solution with business intelligence to model end-of-life devices reducing costs.• Promoted to Central and Western Regional Sales Director as a transition from sales engineering management to sales management after 6 months. • 50% growth year over year based on the shift in sales model.

Paisley (Thompson Reuters) is a provider of Governance, Risk and Compliance (GRC) products and services.• Created a pre-sales organization by hiring 6 sales engineers and ramped them quickly in less than 6 months.• Provided product, sales and domain training for my team around the rapidly growing Governance, Risk and Compliance marketplace.• Championed the purchase of Salesforce.com for the sales organization and worked with executive management to implement a value-based sales methodology across the company.• Doubled revenue in 2006 from $12 million to $25 million in software sales.

VP over sales engineering organization at leading Enterprise Trade Risk Management Software Company and Airline Vertical Sales.• Managed a team of 6 sales engineers worldwide. Mentored each team member in enterprise selling, relationship building and stronger presentation skills.• Developed and provided program management for airline industry go-to-market. This plan includes offer, price and value proposition definition along with opportunity management. Created partnership with BearingPoint to provide a transaction based, hosted fuel management solution for the airline industry.• Created a pipeline of $18 Million in the airline vertical and helped close over $9 Million in new business.

Vignette (OpenText) is a provider of Enterprise Content Management (ECM) solutions.• Built a National sales engineering strategic account team that generated $35 Million in revenues across Fortune 100 financial services, telco, oil & gas and high tech prospects. • Championed pre-sales cost containment strategies that drastically reduced cost of sales by promoting Internet based solution demonstrations. Initiated single platform and industry specific demo development.• Presidents Club 2001, 2002 and 2003.

Vantive (Oracle) is a Customer Relationship Management (CRM) suite of products and services.• Started as an individual contributor and promoted to manager after massive success.• Attained largest sale in Vantive history with a $20 Million sale to EDS in 1997. • Managed a new business unit focused on pre-sales activities around integration partners and alternative channels in order to replicate EDS success.• Completed twenty-seven separate transactions in 1996 that generated $6 Million in revenue on a quota of $1.5 Million.• Maintained an average of 400% of quota during entire tenure.