Leading a team of 9 Solution Seller direct reports and 7 Solution Sales Consultants (dotted line to me) selling ServiceNow’s Security and Risk Workflow cloud-based platform SaaS solutions to Strategic and Enterprise customers (existing and net new) in the Life Sciences & Payer, Healthcare Provider, State & Local Government, and Education business segments across the United States.Responsible for the solution sales teams focused on our Security, Risk, and ESG solutions. This includes SecOps, Vulnerability Response, Integrated Risk Management, Privacy, Third Party Risk Management, Business Continuity & Disaster Recovery, and ESG. We make the world of work, work better for people by embedding risk-informed decisions in day-to-day work. We do all this while also improving your cyber resilience. With our solutions, organizations gain real time visibility and drive strategic results by taking ensuring you are taking the right kind of risks and mitigating the biggest cyber threats.

Managing a team of 5 Solution Seller direct reports and 6 Solution Sales Consultants (dotted line to me) selling ServiceNow’s Technology Workflow cloud-based platform SaaS solutions to existing and net new customers in the Healthcare business segment across the United States.- Fiscal Year (FY) ’23 Results: 110% of quota ; 25% area growth YoY; 14 net new logos- FY '23 Accolades: #2 Technology Workflow Team Americas for Q1The Technology Workflow team I lead specializes in helping Healthcare Providers improve the patient experience through a variety of technology related digital workflows spanning across IT Operations Management, Strategic Portfolio Management, IT Asset Management and Security Operations.

- Hired a net new team of 5 Account Executive (AEs) direct reports supported by a team of 3 Solution Consultants (dotted line to me) selling Lightstep's cloud-based platform of SaaS solutions to existing and new customers across the United States, Canada and LATAM- FY ’22 Accolades: Q2 Top 2 Technology Workflow Sales Teams Worldwide - Following ServiceNow’s acquisition of Lightstep I built out a new sales team and developed our go-to-market (GTM) strategy. This acquisition is ServiceNow’s largest and the first time there has been a dedicated sales team targeting a new buyer personal for a solution not on the NOW platform.Overview of Lightstep SolutionLightStep is the next generation Observability Platform that delivers uncompromising, end-to-end visibility across modern complex and distributed systems. With a unique architecture and design, LightStep is not hampered by the usual restrictions around data scale and volume, upfront sampling or footprint-based pricing. Leveraging its cutting edge Distributed Tracing & Infrastructure and Application Metrics Lightstep helps clients manage change more effectively using the OpenTelemetry open source framework. Our mission is to deliver confidence at scale for those who develop, operate, and rely upon today’s powerful software applications.

- Managed a team of 6 AEs direct reports and 3 Inside Sales Representatives and 3 Solution Consultants (dotted line to me) selling entire ServiceNow cloud-based platform SaaS solutions to existing and net new customers in the Commercial Business segment- Fiscal Year (FY) ’21 Results: 111% of quota; 31% growth year over year (YoY); 75% of quota carrying individuals exceeded plan; 97.2% customer retention YoY; 19 net new logos- FY ’20 Results: 116% of quota; 44% district growth YoY; 75% of quota carrying individuals exceeded plan; 98.6% customer retention YoY; 16 net new logos- FY ’20 Accolades: Top Sales Manager Award US Commercial East Region FY ’20; Winners Club 2021- FY ’19 Results: 116% of quota; 32% district growth YoY; 14 net new logos- FY ’18 Results: 102% of quota; 44% district growth YoY; 26 net new logos- FY ’17 Results: 101% of quota; 43% district growth YoY; 20 net new logos- This team was one of two districts (out of 20) in US Commercial to exceed quota consistently FY ’17 through FY ‘21- 50% or more of AEs make quota consistently YoY- Average annual rep retention rate of almost 90%- Management of newly created sales district (Jan 2017); started with 1 AE, recruited and hired 3 additional AEs in less than six months and 1 Solution Consultant- Developed new district GTM strategy and channel development initiatives including 3 local partners that influence more than 75% of net new revenue- Improved forecasting accuracy YoY- Consistent success training both new external hires and internally promoted talent- Mentor and coach to new managers in the US Commercial Business (New York, Chicago, etc.)

- Responsible for new business development selling ServiceNow cloud-based SaaS solutions to new and existing customers- FY ‘16 Results: 170% of quota (Q1: 154%, Q2: 342%, Q3: 124%, Q4: 118%)- Increased bookings 180% in 2016 YoY- Increased territory pipeline 5x YoY- 20 Transactions: Acquired 6 net new logos, upsold 12 existing customers, 100% renewal rate- Member of the winning sales internal training team, January ‘16

- Responsible for new business development selling Analytics and Information Management (AIM) as a Subject Matter Expert (SME) to align with GTM strategy- FY ‘15 Results: 148% of quota (services and software solutions)- Acquired 6 net new logos in FY ‘15- Created GTM strategy for AIM new business development by working closely with consulting and IT lead counterparts- #1 seller on the New Client Acquisition Team

- Responsible for new business development selling the full suite of Trianz solutions and services: consulting, IT services, and IBM software resale- FY ‘14 Results: 136% of quota, (154% of quota for services plan)- 23 transactions: 8 net new logos- #1 seller on the New Client Acquisition Team- Developed net new territory: started with $0 in pipeline, 0 warm account introductions- Established and cultivated successful partnership with several IBM software brands, something that Trianz had previously struggled with maintaining

- Responsible for selling IBM Rational Solutions (solutions and services) to Enterprise and Commercial accounts- FY ‘12 Results: 134% of quota- FY ‘11 Results: 216% of quota; 465% territory growth YoY ($600k to $2.8M)- FY ‘10 Results: 106% of quota; 850% territory growth YoY ($200k to $1.7M)- FY ‘09 Results: 138% of quota- Achieved Sales Club and Eminence Awards ‘12, ‘11 and ‘10- Notable net new logos: Marriott, Fannie Mae, BB&Y, State of MD, ACE Insurance.- IBM Customer Satisfaction Survey 2012, 5 largest customers gave a 10 out of 10- Graduated Distinguished (top 10% of class) from IBM Global Sales School and IBM Software Group