Stephen Morse Email & Phone Number

The SE Leadership Institute (SELI) is an education, consulting, coaching, and advisory organization focused on driving market-leading success and acceleration to the Sales Engineering (presales) practice. SELI provides the industry's first and critically acclaimed SE Leadership (BlackBelt) and Individual Contributor (Brownbelt) bootcamps to organizations of all sizes and maturities, sharing best practices of the world's best SE organizations. Taught by active Global SE leaders with the most current trends and insights, the courses are unique in that they also incorporate integrative and emotional intelligence practices that lead to better performance, resilience, and well-being. SELI also provides direct strategic advisory, consulting, and coaching to support programs, individuals, and fractional Solutions Leadership roles.

Mill Valley, Ca, Us

Mindful Life, Mindful Work offers business coaching, executive career coaching, mindfulness consulting, corporate mindfulness training, and leadership development tools to individuals and organizations worldwide.As a certified instructor of the Search Inside Yourself Leadership Institute (siyli.org), I help facilitate the SIY program, a retreat-like experience and workshop that combines emotional intelligence, mindfulness, and neuroscience to offer participants tools to bring out their best and most effective self in their personal and professional lives.

Palo Alto, California, Us

Skyflow is the industry's leading Data Privacy Vault for sensitive information: PII, PHI, PCI, Generative AI data. Built on a robust platform and accessible via API, Skyflow helps solve data privacy, residency, and governance challenges while reducing cost and unleashing innovation. I ran the Solutions team, comprised of Core and Alliance SEs, Solutions Architects, and SMEs on all aspects of the platform.

Palo Alto, California, Us

Led and trained Algolia's presales (core, partner and demo solutions engineers) and field (onboarding post sales, expert services) engineering organizations. Notable accomplishments include:- Grew FE organization from 10-50 people, and seeded tech success leaders across GTM and Product- Drove customer growth from 3K to 15K+ with active participation in large opportunities- Authored Value Engineering/thought leadership through the Search Maturity Model, ROI Calculator, and Value-driven Demo templates- Baselined the full SE Sales Process, from CRM to Discovery, Demo, POV, forecasting, tech win, and post-sale validation- Delivered the first post-sales onboarding packages and Adoption bundles (NER)- Implemented best practice product feedback (Gaps) which drove critical decisions and acquisitions strategy- Acted in Enablement, PM, PMM, and Competitive roles as needed

New York, Ny, Us

Directed and led the sales engineering, sales operations, enablement, and APAC strategy for visionary Customer Data Platform (CDP). Drove continuous improvements to operating model, product vision, go-to-market, and technical strategies. Implemented enterprise SaaS best practices directly aligned to corporate objectives. Drove Technical Solution Selling strategy for prospect evaluation and direct sponsoring of strategic opportunities in a solution-selling capacity.Key Contributions and Accomplishments:+ Grew team over 200% across three functions, generating high double digit revenue growth within 12 months.+ Helped achieve a projected 20-50% ramp productivity and attainment gain for 2018, through the oversight of SKO and enablement programs for 300% growth of AEs in the sales organization.+ Increased SE revenue productivity by creating the full process blueprint for sales engineering efforts.+ Improved forecast accuracy by launching a full year sales operations operating plan including forecasting, territory management, and comp sales processes/methodologies.+ Implemented a product gaps process that enhanced product development prioritization initiatives and maximized revenue, communication, and competitiveness.

San Francisco, Ca, Us

Built and led the sales engineering and technical services teams to drive and execute advanced organizational strategies. Oversaw the company’s APJ efforts, and served in numerous additional contributory roles across infrastructure, product marketing, and direct sales.Key Contributions and Accomplishments:+ Helped grow revenue 150% within 18 months, after expanding the global team from 4 to 25 and building the entire sales engineering and post-sales divisions including their blueprints and best practices.+ Achieved 300% account growth and annual revenue by 100% in Asia Pacific through direct Sales efforts.+ Significantly reduced build time for high impact custom demos, increasing SE productivity and win rates, by successfully overseeing the creation of a demo engineering org and demo generator.+ Improved customer retention by 30%, and contract length by 50%,through the development of professional service offerings and a pricing refresh, growing service revenue from zero to $150k.+ Improved forecast accuracy and SE time efficiency by 30% after creating new technical sales processes to mirror the sales forecast. +Instrumental in closing enterprise deals valued at over$1.5M through the effective oversight of an analytics platform prototype that dramatically accelerated custom work and capabilities.

Redwood City, Ca, Us

Established the first global organizational structure, programs, and best practices for the sales engineering division in preparation for scalable revenue growth and company IPO. Was responsible for all direct, platform, and channel presales paths to market. Served the company’s largest customers and prospects while building better strategies for product prioritization and intra department communication. Recruited and retained top talent.Key Contributions and Accomplishments:+ Built a high-performance culture, growing team from 20 to 60 and generating 50% revenue growth to over $100M. + Increased productivity by 30%, by building and executing against a project prioritization framework that created value assessments, win review programs, loss interviews, security question DBs, and Box on Box best practices.

San Francisco, California, Us

Joined company to build and lead the Sales Engineering team in the Asia Pacific region in 2008 and was promoted to serve as the first Vice President of Sales Engineering of the SFDC Commercial Business Unit (CBU) for the North America/EMEA region in 2011. Recruited, managed, coached, and developed a world-class global team of sales engineers. Acted as the technical and sales executive for the regions’ most strategic opportunities. Developed and aligned global best practices, cadences, and programs.Key Contributions and Accomplishments:+ Achieved 40% annual revenue growth from $300M (2011) to $535M (2013), managing and growing the North America/EMEA CBU SE team from 50 to 180. + Increased commercial deal size over30% and win rate by 20% after successfully contributing and launching the first CBU Spark programs.+ Established the first Technical Sales Cadence and SE Instrumentation Dashboard, which was used leveraged across the SE organization, and presented multiple times at Dreamforce events.+ Built the first sales engineer organization in APAC comprised of six offices across 10 countries; Recruited, trained, and mentored high performance team, growing it from 8 to 50 people.+ Achieved 220% revenue growth in APAC, generating $10M revenue in top APAC opportunities including NAB, ICICI, and EDB.

Served as the general manager of the Asia Pacific region, entrusted to build and establish APAC operations for Navagate, a division focused on providing enterprise software and services for the insurance and financial services industries.Key Contributions and Accomplishments:+ Exceeded sales goals by 20% after recruiting, training, and developing talented teams across Hong Kong and India.+ Secured multimillion-dollar high-profile strategic customer accounts including HSBC.

Walldorf, Bw, De

Ensured partner alignment and execution for the West Coast large enterprise accounts including field alliance initiatives, new programs, reporting, and direct support for key opportunities. Consistently exceeded goals, achieving 120% of quota.

Austin, Texas, Us

2001-2005 First Presales and director for Siebel Asia region covering Greater China, India, and ASEAN. Established solution sales, strategy, and deal execution for Siebel enterprise opportunities in region. Built a diverse team of 25 individuals and management over 9 active offices, and successfully attained quota 3 out of 4 years. Individually involved in regions largest transactions (ICICI Bank, Zhejiang Telecom, DBS, UOB, BOC). Received SE Manager of the Year in 2001-02.1999-2001Principal Field Sales Consultant working with Western Enterprise Territory.Attained revenue quota every quarter and year in this position.Lead SE in multiple multi-million dollar transactions in regionTrainer for NewHire on Architecture and Sales Effectiveness.

Austin, Texas, Us

1997-1999Technical Manager: Managed a team of Technical Product Specialists focused on Oracle core technology. Successfully led technical team to achieve Oracle high growth on the Windows NT platform. Worked closely with development and product marketing on features and roadmap. Authored numerous white papers on core technology, replication, DBA best practices.Personally assisted in the technical close of over $5M in key opportunities.1995-97 Technical SpecialistHybrid Product Manager, Sales Engineer, and Technical Evangelist focused on Oracle's product suite for the Windows NT platform.

Boston, Ma, Us

Analyzed performance, asset allocation, and capital markets data for large endowments and wealthy family groups. Performed analysis on various asset classes, presented results to clients, attended investment management meetings. Also managed all systems and infrastructure for the Sand Hill, location.

Bachelors, International Relations

High School, General

Grade School, General Studies