Troy Richards Email & Phone Number

Linköping, Se

Enable customers to deliver AI-based Full Asset Lifecycle Management from AIP, project planning, through run & maintain, and eventual retirement. Including AIM, APM, AI-based schedule optimization, mobile workforce management, and fully integrated procurement, supply chain and financials. Partner with customers to implement Value Realization centered on speed-to-value with measurable KPIs, including financial improvements, and ensuring that both the technology and operations remain evergreen.Specialize in helping customers fully leverage their investment in Microsoft Azure, including Security, CoPilot, AI, ML, IoT, Teams, and Power BI.

Montreal, Quebec, Ca

US Sales Director, Energy & Utilities ERP and ARM Asset & Resource Management SaaS solutions. Clients included major and large independent oil and gas companies, and industry-leading Investor Owned Utilities, municipalities and co-ops.

Houston, Texas, Us

Developed and executed sales and partner strategies to drive revenue and support growth for innovative SaaS mobile payments and m-commerce start-up. Established and maintained strategic relationship with Microsoft and the MCX retail consortium and member companies. Clients included major oil companies and large fuel retailers. Reported to CEO.

Us

Led direct sales to strategic accounts, and developed sales channels to drive revenue and open new markets for this Operational Intelligence (OI) software provider. Reported to CEO.Accomplishments included:• Closed first enterprise OI deal, covering all North American plants for global manufacturer. • From zero, built channels to drive over 70% of the company's overall revenue. • Leveraged partners to open new geographic markets, including LATAM, as well as new vertical markets such as Industrial Manufacturing.

Overland Park, Ks, Us

Strategy and direction of the company's sales organization, including departmental P&L, for rapidly growing Information Security/Compliance solution provider. Responsible for all revenue. Created compelling C-level value propositions and helped position sales leaders as Trusted Advisors. Reported to CEO.Accomplishments included:• Led successful integration of sales teams and processes following major West Coast acquisition.• Implemented strategies, training and new sales roles to drive sales of high-profit strategic services resulting in 93% year-over-year revenue growth in 2006.

Executive sales and marketing consulting to software and technology companies. Including:• Assisted a Microsoft SharePoint-based Enterprise Content Management (ECM) software firm open the Texas market. Hired sales team, closed business with F1000 and mid-market clients. Established strategic co-selling / co-marketing relationships with Microsoft. (2005)• As Acting VP Sales for a high-end software development firm, increased revenue 76% year-over year by developing sales team, implementing sales processes and integrated go-to-market strategies. (2003 – 2004) • Implemented fast track sales enablement program to refocus and reinvigorated the sales force of a Demand Chain Management software company. The program resulted in new customers and over $6MM+ in new pipeline. (2002 – 2003) • Developed business plan, and refined marketing strategy and messaging for a medical device company launching patented cooling brace product. (2002)

Successfully resuscitated flagging AI-based demand chain management software company serving the retail and distribution market by restructuring every aspect of the organization. Full P&L responsibilities. Company transitioned to NEC to form NEC Retail Solutions.Accomplishments included:• Negotiated $15.5MM in funding.• Developed and implemented turnaround strategies resulting in the company’s rapid turnaround and creation of a high-performing organization. • Reorganized engineering department and engaged outsourced development partner. Built and deployed beta product ahead of schedule and under budget.• Negotiated and closed agreements with revenue-generating beta clients. Developed and maintained relations with customers’ executive management.• As VP Sales, developed 3-year Integrated Sales & Marketing Plan, including forecast and budget, and sales operations and enablement processes and tools. Synchronized marketing deliverables with revenue objectives, product deliveries and events.

Us

Responsibilities included direct sales to major accounts and development of global go-to-market strategies with the company’s most strategic partnerships, including IBM and Big 5 consulting firms. Managed executive relationships and negotiated complex agreements. Accomplishments include:• Exceeded revenue target by 400%. (1999)• Gold Bar Club for exceeding revenue targets by 323%. (1998)• Appointed to Sales Force Best Practices Team to design and implement the enterprise sales enablement plan, including sales tools and process improvements.

Opened southwest US region for this AI-based human resources software vendor. Grew sales to over $3.5MM in annual revenue. Recognized for ability to close complex, competitive, technical sales of enterprise software to Fortune 1000-class organizations. Roles included: • Director of Sales (selling manager) (1996 – 1998)• District Sales Manager (1995 – 1996)• Sales Associate (1994 – 1995)Accomplishments include:• President’s Club for Sales Excellence. (1995, 1996)• Average deal size (approximately $370,000) was 196% greater than company average selling price.• Appointed to Sales Force Reengineering Team to develop a sales enablement program with best practice sales processes and tools, including CRM implementation.