Global head of Customer Success responsible for customer value realization, organizational adoption, customer advocacy and revenue retention.

Managing Sales for the Western US & Canada, including the West and Mountain territories. Cleo is an integration platform that helps companies to streamline B2B and EDI processes, integrate on-premise and cloud applications, and manage big data information flows for business intelligence, competitive advantage, and operational gains that lead to real ROI.

Covering enterprise sales for the western United States for Cleo Communications. Cleo is an integration platform that helps companies to streamline B2B and EDI processes, integrate on-premise and cloud applications, and manage big data information flows for business intelligence, competitive advantage, and operational gains that lead to real ROI.

Recruited by Salesforce to take ownership of a few strategic accounts in the process of transforming their businesses. Specifically tasked with positioning Salesforce as a strategic partner by establishing, honing and elevating executive relationships and bridging the gap between business and IT.• Quickly on-boarded with Salesforce, learning the technology and business processes, while working with my support team to develop a strategy and execution plan for each account• Quickly established relationships in all of my accounts, many where relationships hadn’t previously existed, while driving my team and my clients towards a partner model; built first on understanding their business and second on trust in the longer term relationship• Elevated relationships to the C-Level, established a regular cadence and laid the foundation for partnership by driving executive participation in EBC’s and joint meetings within first 6 months• Helped my clients bridge the gap between the business and IT by working collaboratively with both parties to meet the needs of both sides, something not often done in this industry• Demonstrated ability to align on both short and long term objectives, while developing a solution plan with IT that aligns with Target State Architectures and IT roadmaps• Recognized as a top performer, having elevated the status and relationship with my accounts and building a large pipeline for success in first 10 months on the job

Successfully turned around two under performing territories; one focused on state government and the other on high tech manufacturing• Established channel relationships with resellers and SMBs to better align on state contracting requirements• Established relationships across EMC’s federated companies, developing sales collateral and joint messaging• Developed targeted account strategies and lead joint sales campaigns to drive EMC’s federated business • Successfully managed cross-functional/multi-company teams through sale and delivery of complex engagements• Successfully achieved and exceeded sales targets in both territories

Established and managed a thirty two state territory for a highly specialized service line, driving consulting sales from $0 to over $15M per annum• Established channel relationships with multiple subcontractors, to enable end-to-end solution• Developed “Go to Market” strategy and materials to facilitate launch of service within territory• Assisted in driving an additional $20M+ in hardware/software sales as a result of services and solutions sold• Broke into numerous competitive accounts, resulting in new business opportunity for other sales units• Developed new availability standards around emerging technologies, resulting in more strategic client discussions and stronger solution capabilities• Led foray into “Cloud Recovery” services, including defining service offering, partners and positioning

Successfully took over underperforming four state territory, exceeding quota within the first year• Successfully drove business into new and existing accounts as an overlay, while overcomming almost complete turnover of the local sales teams• Assisted in achieving record sales for the territory; both for single transaction and annual sales• Drove $5M+ in hardware/software sales, including competitive takeout, as a service overlay

Successfully improved consulting sales and delivery quality in a thirteen state territory• Diagnosed lagging sales in an underperforming territory, improving sales and delivery quality within one year• Developed delivery standards and sales collateral for cross-functional selling, providing consistency globally• Developed and executed training/awareness program, resulting in better opportunity definition and smarter deal pursuits• Developed targeted campaigns to successfully drive deeper into strategic accounts and break into new accounts• Established partner relationships, expanding delivery capabilities outside of the staffed competencies of the in-house delivery team• Developed a model for a new sales support role, which was emulated around the world

Founded and built a consulting business, resulting in acquisition by a fortune 500 company• Developed a “Go to Market” strategy, including service delivery methodology and sales collateral• Worked with analyst community to effectively position and launch each new service offering• Developed marketing campaign, resulting in multiple articles by international publications and top hits on most internet search engines• Built a sustainable sales pipeline through lead development, direct sales and channel partners • Consulted in the design and implementation of disaster recovery/high availability solutions for clients in health, financial, manufacturing, retail and public sectors• Oversaw profitable delivery of each new service engagement sold, establishing strong client base and references• Negotiated sale and transition of company to EMC

Took over a three state territory and as a consulting director responsible for SunGard’s consulting services• Successfully navigated the acquisition of Comdisco’s Availability Services business by SunGard Data Corp• Transitioned Comdisco’s services methodology to SunGard and assisted in the transition of active engagements• Ahead of year-to-dtae quote expectations for the time spent in the role

National Sales Support Director (Comdisco) December 2000 – November 2001Established a national sales support model, ensuring speed to market, consistency of sales collateral and quality of delivery • Drove consistent project planning, scoping and budgeting for sales teams across the country• Established bid-desk and RFP response process for consulting sales • Provided campaign support on strategic accounts across the country

Consulted clients in Disaster Recovery efforts, successfully preparing for unforeseen events such as 9/11• Provided program managed disaster recovery operations for the top three clients in the region• Performed business impact analysis, strategy development, recovery planning and facilitated recovery testing for clients in the retail, health, financial, manufacturing and public sectors • Developed methodology for modeling business process flows and application interdependencies, in support disaster recovery and data center move planning• Designed highly relational database to capture relationships of applications to business process and underlying technology; ultimately became a data collection standard for a $600M consulting business• Developed formal training program and executed nationally, training consultants and clients on newly developed methodologies and tools• Established formal mentoring program, providing opportunities for job shadowing of newly hired employees within the first 90 days