Smartsheet is a fast-paced, quickly growing company where employees can have an impact no matter the role they hold. Leadership is engaged in the business and their open-door policy enables those that have ideas to share. As a bonus, customers just LOVE Smartsheet, and they may hug you or give you high-fives when they find out you are from Smartsheet.

I'm Sr. Director of Sales Engineering at Smartsheet. In other words, I manage the team of sales engineers that are functional and technical experts on our products during the sales cycle.I am passionate about career and skills development and spend a lot of time coaching my team for continuous improvement.This year I started rolling out Demo Skills Training to the team, it is amazing to see them all working together as they learn a new way to enhance their role.The Sales Engineering role is such an amazing job, we get to solve problems for companies of all sizes and types, and be involved in the sales process. You NEVER do the same thing day after day.

Appointed by Mesa Mayor John Giles. The Merit System Board reviews and make recommendations concerning action related to the Personnel rules. The City Human resources staff provides information and technical assistance to the Board as needed.

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Manage highly specialized and growing presales staff, with deep skills in SAP and SharePoint. Created Global Sales Enablement team to ensure corporate focus on the selling team.• Rolled out new sales process to create more engaged presales resources, improving strategic interaction on opportunities.• Introduced Discovery and Demo Skills training and instituted a program of consistent improvement through training, coaching and observing presales skills in action• Manage “Sales First” Global Sales Enablement Team focused on ensuring the Global Sales Team has all the tools to be successful.• Successfully rolled out CCS (Customer Centric Selling) Sales Methodology and created Sales Playbook for selling “The Winshuttle Way”.• Instituted new “Quarterly Business Review” process to ensure feedback and takeaways are created for presenter.• Manage all aspects of Yearly Sales Kickoff event and mid-year Sales training program• Created Sales Onboarding program that was utilized as a model for all of Winshuttle.

• Manage 2 teams (Premier Account Management and Travel Account Management) that services and supports the top 60 Concur customers in the Americas Business Unit. Both met and exceeded all goals set forth. • Premier over 200% quota attainment • Travel 223% Lead generation quota attained• Build out new Travel Account Management team, bringing together disparate Travel Account Managers from multiple teams to provide scale and better continuity of the Travel Account Management Program.• Created new Digital Travel Account Management program for smaller customers to ensure focus is on customers that need the program most. This created ability to scale to average 30% yearly growth with no increase in headcount.

• Managed 2 Regional Sales Executives, Upgrade team of 8 (including 1 manager and 2 team leads) and 1 Operational Program Manager.• Retained over $8M in Revenue from laggard ExpenseLink clients (over 95 Units sold and converted in 1 year).• Converted over 400 Concur Expense Pro Accounts to Concur Expense without the advantage of a retirement program.• Worked to promote 1 manager to Director to manage ADP accounts purchased in late 2011.o All goals exceeded and shutdown occurred ahead of schedule (4/13/2012), saving Concur over $2M a year in costs to maintain legacy system.

Managed high growth in presales while reducing overall ratios to support a 5X increase in revenue-generating sales staff. Mentored existing employees with aspirations for management with an eye on future growth, allowing easy transitions when positions became available. Personally promoted 10 employees to management roles managing a total team of 50 employees. Work closely with Segment VPs to ensure proper focus on their needs.

Managed a team of 6-18 presales consultants and operations personnel. Created and managed the sales operations team. Personal focus shifted from revenue to supporting future revenue growth.In addition to managing the presales team, also ran Sales Operations for a growing sales team. Responsibilities included Sales Enablement (Training, Value Propositioning, Tools, etc), CRM Management, Sales Forecasting and running all Sales Team Events (Yearly sales kickoff, quarterly account reviews by region and additional sales training events).

Hired, trained and managed team of 2 Solutions consultants while maintaining an individual contributor role.• Achieved quota in 2001 and 2002, while managing a team of high performers (109% and 123%, respectively).• Collaborated with East Team Lead to ensure standardization of presales process. Allowing our teams to be interchangeable.

• Recognized for learning solutions and providing value far ahead of schedule• Assisted in closing some of Concur’s largest deals (ex., Honeywell, Starwood Hotels, Bechtel and TRW).• Consistently ranked the top-performing Solutions Consultant at quarterly and yearly sales meetings• 5 Solutions Consultant of the Quarter awards• 2 Solutions Consultant of the Year awards• 2 “Deal of the Year” awards

• Completed Demo Certification well ahead of schedule on twice as many products as required.• Assisted in closing key Northwest deals, including Portland Housing and Development, one of the first Activity Based Management deals sold at Lawson.

• Delivered professional classroom training on 6 Lawson products.• Implemented numerous customers on Lawson’s Financial and Procurement Suite.• Achieved 90% utilization and awarded attendance to Lawson’s Achievers Club Trip.

• Delivered Presales prospect demonstrations.• Created and delivered training on SBT Accounting solutions.• Successfully implemented numerous Seattle Based clients on SBT Accounting solutions.

Worked in various positions in AP and AR. Also functioned as Strategic Account Manager for the JC Penney account.