Enterprise Sales Brand Builder & Long Term Sales Performance Expert
- 25 years Enterprise Sales Experience. - Worked for some of the largest tech companies in the World including, - Google, Microsoft and Oracle. - Worked at numerous small and mid-size tech companies as well. - Specializing in Account Strategy and Territory Management, Sales Methodology, - GTM Strategy and Execution - Sales Process and Execution. - Very strong in Personal Brand Building and Executive Level Selling - Expertise in how to survive when conditions are tough and come out on top.
There are two kinds of pipeline building in sales. Demand fulfillment and Demand Generation. Demand Generation is the efforts of true outbound and how Enterprise Sellers will generate the largest deals in their pipeline and completely differentiate themselves from their competition. If you can master this discipline, you will become that top 10% of sellers from a performance perspective. Find out how in this current selling era.
As a professional Enterprise Seller you can become the beneficiary or the victim of a good or bad GTM strategy at your company. With over 25 years of sales account leadership in Tech, I can share the consistent GTM strategies and plans that will have a direct impact on your success or failure as a seller. Many companies fail, not due to the product, but due to not fully understanding their market and also, how to execute a GTM plan to drive awareness in that market. Been there many times.
Like most things in life, you are what you think. Your success and failure depend up how bad you want a goal or anything in your life. Encompassing a growth mindset, continual learning, humility etc. are absolutely critical to long term success. My life has been a continual transformation physically, mentally, career wise and many other areas that have paid giant dividends in my overall success. Learn how.
In Enterprise Sales, your product isn't just the software or service you’re selling—it’s you. While you’re out there building a brand with clients, building an internal brand with leadership and sales management is equally critical for your career longevity and day-to-day sanity. Political Capital for Deal Support, The "Benefit of the Doubt" in Long Cycles, Career Mobility and "High-Stakes" Territory and Influence Over Product and Strategy are some of the items you can gain from a strong brand.
25+ years in B to B Enterprise Sales Experience. Worked for some of the largest Tech companies in the world including Google, Oracle and Microsoft. Worked for small and mid-size Tech companies as well. Extensive experience in Executive level selling, Sales methodology, Sales Process and ton's of battle stories and the lesson's learned and how to navigate and avoid those scenarios.
At Mapbox, I contribute to a company that's revolutionizing how people interact with the world through location. We're constantly pushing the boundaries of what's possible with maps, data visualization, and spatial analysis, enabling everything from navigation to immersive AR experiences. Working here means being at the forefront of innovation, tackling complex problems, and seeing the direct impact of our work on a global scale.
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Whether your business is early in its journey or well on its way to digital transformation, Google Cloud’s robust set of solutions and technologies helps chart a path to success.
Strong technology background within multiple IT domains. Generalist preferred to specialist in this role as cloud conversations are not typically focused on one area in particular, but span multiple areas in order to deliver successful customer outcomes through solutions. Focused on creating business outcomes through Oracle’s cloud portfolio and a constant learner, as maintaining expertise is an important task. Also responsible for enabling the existing field and an evangelist for Oracle services both inside and outside of Oracle. A strong customer focus as many IaaS workloads start small and build over time; constant diligence is needed to understand the customers’ continually changing business challenges. - Increase the sales of Oracle IaaS offerings by engaging directly with customers and/or working with field representatives regarding Oracle’s most important customers. Work with closely with Sales Engineering, Product Management, Product Marketing and Business Development to deliver innovative and high-value solutions to Oracles’ customers. -Dramatically increase the awareness of Oracle IaaS offerings in our customer base and with field representatives by doing a defined set of activities and campaigns. These activities include seminars/webinars, rep and customer training, tailored messaging delivery and other demand-generation activities. -Drive Solutions with Enterprise Customers though the Lines of Business in partnership with IT -Improve the cloud acumen of the Oracle field sales teams by partnering with field representatives to insure direct participation in all sales cycles. Engage in various enablement activities (trainings, lunch and learns, QBR attendance, account planning, etc.) in the markets that they are assigned. -Engage closely with Oracle customers’ post-sale to ensure customers are maximizing their Oracle Cloud services. - Report and track activities in the region to ensure high cloud-based activities and opportunities.
Selling Oracle Cloud IaaS, and PaaS offerings as well as technology software products and related services to a defined set of Named ISV Partner Accounts. Demonstrated competencies in building enduring relationships, positioning Oracle with relevance and differentiated value for the ISV Partner Cloud Journey. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency. Responsible for licensing Oracle technologies to ISV customers bringing their solutions to market through distribution or hosted SaaS environments.
Managing the sales activities for a Microsoft Account Team Unit consisting of 5 Account Executives who collective drive over $100M of annual revenue. Responsible for managing the monthly forecasts, pipeline development and prospecting strategies across the team. Provide reporting up to senior leadership on a monthly basis, team coaching, customer relationship management as well as running monthly sales meetings to drive accountability and focused results. In addition: Inspirational Leadership: • Develops a compelling vision that inspires the whole organization. • Anticipates the changes required to adapt to a changing marketplace and provides coaching • Serves as a role model for others throughout a changing marketplace and organization Drives Business Performance: • Uses broad business knowledge to translate Microsoft strategies into key priorities • Exercises independent judgment and discretion in order to anticipate resource requirements, • Demonstrates a deep understanding of key compete strategies and provides coaching • Monitors performance trends in team proactively and moves quickly to address • Sets a high performance bar across the business and provides coaching • Develops a solid current and future pipeline of sales opportunities for revenue growth Build System and People Capabilities: • Establishes a strong learning culture within the team • Reduces unnecessary processes for operational engines in order to increase speed and agility. • Develops and leads the teams, providing fair and objective feedback • Participates in key hiring to ensure effective talent is secured for key postions
Responsible for delivering a consistent engagements, resulting in revenue growth and customer satisfaction through relationship excellence and sales excellence practices. Accounts: Gannett, Navy Federal Credit Union and Ledios. $20M annual revenue Account Planning and Strategy • Solicits customer and account team, to develop an agile, multi-year business plan • Results are demonstrated by case studies/customer references Customer Relationship Development • Is actively sought out by the customer as a trusted advisor at the customer’s chief-officer level. • Focuses on the customer's business initiatives, and brings value to the customer's strategy • Results are demonstrated by increased revenue growth across lines of business. Business Value Selling • Proactively creates business value propositions, and recommends Microsoft solutions. • Influences partners to highlight the value of both Microsoft software and partner solutions • Results are demonstrated by successful deployment Industry/ Competitive Knowledge • Demonstrates an ability to favorably position Microsoft’s value proposition versus competitors • Emerges as a subject matter expert on industry trends • Represents Microsoft by speaking at industry conferences or participating in industry groups. • Results are demonstrated by using an understanding of both Microsoft and customer issues . Account Team Leadership • Orchestrates across partners to develop complex, industry-specific solutions. • Leads and inspires a high-performing virtual account team. • Understands internal Microsoft operations, oversees the end-to-end process • Results are demonstrated by plans and strategies Business and Opportunity Management • Grows revenue, units, and solutions for the largest, most complex accounts. • Uses account knowledge and expertise to identify opportunities • Orchestrates pipeline, opportunity, and resources management and resources . • Results are demonstrated by meeting or exceeding targets
Major Account Executive for the Mid-Atlantic Sales District Primary responsibilities are to manage a specific set of customer relationships in the D.C. Metro area, focusing on setting and achieving revenue and strategic objectives, as well as maximizing Customer/Microsoft relationships. FY12 Accounts: Gannett, NII Holdings, Discovery, SiriusXM, The Washington Post, AOL, XO and RCN. $15M per year in annual revenue. Advanced knowledge of the business, customers, and Microsoft Strategy and how they work together. Gathers data and works with virtual team resources to make strategic decisions that will benefit their customer segment. Consistently develops strategy and objectives. Manages all aspects of a major account, channel or territory. Develops business plan, establishes account/territorial strategies, forecasts business and revenue, and ensures a high level of customer support for assigned accounts/regions. Responsible for the development of revenue opportunities and maintenance of relationships with customers. Manages a virtual team. May lead and delegate the activities of account managers within a specific geographic territory, channel, or major account May be responsible for performance management as well as reviewing and coordinating work assignments among group members. Presents corporate and business division strategies and directs to influential and external audiences. Delegates and communicates account objectives to virtual team and may delegate to other account managers on work team. Negotiates complex agreements with customers. Works closely with all levels of employees, managers, and executives on accounts. Understanding of Microsoft's business, product and technical strategies. Ability to translate MS product and service offerings into meaningful value as it pertains to the customers business metrics, diffusing competitor's value statements. 2011 - Microsoft Star Award - Relationship Excellence 2011 - 110% Quota Achievement
Responsible for delivering a globally consistent, value driven engagement resulting in revenue growth and customer satisfaction through relationship excellence and sales excellence practices. Accounts: Gannett, Exelis and Leidos. $20M per year in annual revenue to Microsoft Global / Major Account Executive for Microsoft Mid-Atlantic Sales District Customer and Partner Relationships: o Develop & manages executive relationships both internally and externally o Develop deep understanding of customer’s business and industry o Capture the Voice of the Customer o Engage customers in executive events (i.e., GCIO, Global Accounts Summits, EBC) o Leverage and engage the Microsoft account executive sponsor effectively Account Team Leadership o Effectively manage and orchestrate global resources o Establish and manage a virtual team ROB and clearly communicate account strategy o Empower account teams by assigning responsibilities and holding them accountable o Establish and manage SLAs with downstreams Business Management o Deliver monthly Global EA forecast o Maintain globally an annual pipeline of 2X and quarterly 1.2X o Establish and conduct regular pipeline review meetings with DS teams Account Plans o Align customer business imperatives to an integrated view of Microsoft o Lead customer discovery to identify new and strategic areas of business o Redirect the customer’s thinking from tactical to higher level o Develop account growth projections that maps customer business objectives and IT o Manage a customer relationship map with key stakeholders Competitive Displacement o Identify and present the Microsoft value proposition for competitive advantage o Define opportunity actions that result in closing business against competition o Proactively position Microsoft as the primary partner for tablet applications and solutions o Proactively position Microsoft as the Cloud provider resulting in Azure and O365 wins
Support the Microsoft Mid-Atlantic sales district in the direct sales of Microsoft's high end enterprise search solution, FAST.
Business Development Manager Background & Responsibilities • Publicly held Software Company, 12M+ annual revenues, 70+ employees Strategic Thought provides Enterprise Risk Management Software Solutions • Sold solutions to CROs, CFOs and Directors of Risk Management. •Responsible for business development in new commercial markets •Developed Sales Handbook, Solution Selling Methodology, C-Level Messaging •Showcase New accounts: Enbridge Gas, NorthWestern Energy, Beechcraft, DOE, General Dynamics, United States Coast Guard, Lawrence Livermore National Labs Accomplishments • Closed $1.3M of new business in 2007 against a goal of $1.5M: 86% Quota Attainment • Closed $412K of new business in 2006 against a goal of $500K : 82% Quota Attainment • Signed the first 2 commercial customers in the United States resulting in key account references in Oil & Gas and Energy sectors • Created and drove C-level product messaging, marketing and prospecting campaigns resulting in new account penetration and lead generation across the global sales force • Developed and delivered a paid ongoing series of workshops on ERM Systems for the Risk and Insurance Management Society (RIMS) resulting in significant lead generation and vendor market leadership
Director of Sales Background & Responsibilities •Publicly held Software Company, 20M+ annual revenues, 110+ employees •Global Graphics provides PDF & RIP OEM Developer Toolkits •Responsible for managing existing PDF OEM accounts and new OEM Business •Showcase New accounts: Staples, HP, EFI, Cessna Aircraft, Lockheed Martin Accomplishments •Delivered $1.39M of revenue against a goal of $1.4M: 99% Quota Attainment • Built first SDK Product Demonstrations using Visual Basic 6 resulting in compelling demonstrations and product differentiators •Created and drove C-Level product messaging, marketing and prospecting campaigns that validated the target market resulting in a $300K per year savings in marketing & sales overhead
