Responsible for defining and executing best-practices to maximize recurring revenue and minimize customer churn, I lead the team of Subscription and Annuity business for the webMethods and StreamSets products lines in North America.

Responsible for defining and executing best-practices to maximize recurring revenue and minimize customer churn, I lead the team of Renewals Executives that secure renewal of Maintenance & Support, SaaS, and Subscription contracts for Software AG's North America customers.

Working with subject matter experts, led the development and launch of vertical industry focused sales enablement “Sales Accelerators” to ensure Sales Executives were prepared to having meaningful and productive discussions with prospects, could quickly qualify sales opportunities, and shorten sales cycles. Key Accomplishments/Responsibilities• Launched Sales Accelerators for: Supply Chain Order-to-Cash, Healthcare Supply Chain, B2B, and Medicaid IT Architecture (MITA). This included: creation of Cold Call Scripts, VITO Letters, Sales Presentations, WhiteBoard presentations, Industry Briefs/Fact Sheets, and Cheat Sheets and other positioning documents for internal use.• The Sales Accelerators were used in sales cycles that drove $1.7 million in net new business in 2010 and an additional $7.2 million in 2011.

Led Software AG’s Enterprise Transaction Systems (ETS) Product Marketing team. ETS included Software AG’s database management, application development, and application modernization product portfolios. Responsible for spearheading go-to-market strategy from cradle to grave, including product justification, market sizing, sales training, analyst and press evangelism, pricing, packaging, positioning and launch planning. Key Accomplishments• Revitalized product positioning helped drive annual license revenues of €153 million in 2007 and $156.8 million in 2008.• Defined and executed go-to-market strategy of webMethods Application Modernization Suite that resulted in positive press, analyst reviews, and over €50 million in new license sales in 2008.• Acted as company spokesperson at key industry and customer events including: North America User Group Meetings; Software AG Executive Committee meetings, and several SHARE Conferences. Winner of SHARE Best Session Award for Baby Boomer Exodus presentation given Fall 2008.

• Maximized marketing budget to design and deliver integrated marketing programs that result in expanded brand awareness, meaningful leads to the Sales organization, and increased revenue to the company. • Oversaw industry analyst and media outreach activities resulting in achievement of the following awards in 2005: Frost & Sullivan 2005 Product Differentiation Innovation, Customer Inter@ction Solutions 2005 Product of the Year, TMC Labs 2005 Innovation, 2005 ICCM Conference & Exposition Best of Show, Call Center Demo & Conference Best of Show, KMWorld Trend-Setting Product of 2005, Business Britain Knowledge Management Provider of the Year, and PC Professionell Innovation of the Year (from a German publication).• Managed the Product Management team to identify, analyze, develop, and direct strategic initiatives to generate new products and services that result in additional sales and customer relationships.

• Defined product strategy, positioning, and messaging to establish and grow brand identity and awareness, competitive strength, and market acceptance resulting in development of a $15 million pipeline of business that was previously non-existent.• Identified and managed strategic technology and go-to-market partnerships, and defined product pricing and packaging. Within a 12-month timeframe, reduced product time-to-market by leveraging partnerships with key hardware vendors and launched two independent products to market.

• Defined and executed product strategy including: identifying go-to-market strategies, managing strategic partnerships, and defining product pricing and packaging. Brought MERANT’s first web-enablement product to market—from product conception to product delivery, and defined, developed, and launched INTERSOLV’s Year 2000 solution suite to market.• Defined, executed, and managed product rollout activities including: conducting market research, performing competitive analysis, defining product positioning and key market messages, creating content for inclusion in sales kits and marketing programs, training the Sales force, and briefing Industry Analysts and Press contacts.

Interbase Division