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Click here or scroll down to respond to this candidateCandidate's Name
Minneapolis, MN USA PHONE NUMBER AVAILABLE EMAIL AVAILABLEOBJECTIVE/EXECUTIVE PROFILEStart-up CRO with big company experience: On a mission to leverage my large company experience to growing SaaS company. I have a passion for start-ups led to actively serving as board of advisors to multiple startup companies (Cravety, CareerGig, Apkudo, LittleHorse). Guided their target market identification, target persona development, implemented sales methodology, connected start-ups with key partners and infused product and partner ideas to jumpstart progress. Given these experiences, I believe I am the ideal choice for a SaaS company of any size looking to fast track revenue growth, drive innovation, inspire a global team, optimize product value proposition, messaging, sales process and market leadership.WORK EXPERIENCEVMware, Prior Lake, MNCloud computing, software and virtualization technology company with $13.4B revenue; End User Computing Division (EUC), secure, manage, automate the anywhere workspace with $1.6B ARR. Global Head of Experience Software Sales - EUC 11/2018- Present Revenue Growth: Updated the revenue model and delivered results:Delivered ARR FY21, $31M+ARR in FY22, $45M+ARR in FY23. $52M+ARR in FY24 $60M+ Organizational Leadership:Conceived, pitched, and launched the Experience Software Sales initiative for VMware in 2018 to generate revenue from a new target market.Developed a global sales team to work with each regions teams of managers, sales and technical teams along with Global Systems Integrators (GSIs), and Partners. Sales, Marketing and CRMEvangelized Experience Solutions through social media, podcasts, Q&A sessions, internal and external events/meetings, partner briefings/executive briefings, keynote addresses, panel discussions, customer executive meetingsManaged Experience Solutions Sales Global Team - AMER, EMEA, APJ - sales specialist/business development and architecture rolesInitiated growth strategies, created culture of innovation and differentiation, oversaw Collaborative Account Planning (CAP) process; Big Deal review process.Grew pipeline and improved conversion rate from 5:1 to 4:1.Led CRM Optimization - optimized workflows and KPIs for tracking opportunities from BDR, SE, CSM, Sales teams, developed unified dashboards to ensure unified/mutual goal tracking and attainment.Worked with sellers/customers/partners to ID top use cases, value propositions, built ROI calculators, proposal tools, processes teams leveraged to quickly capture market shareImproved renewal rates of core products from 85% to 90+%Built sales process for Experience Solutions: Discover, Develop, 10 Champion, Build Business Case, Negotiate Close, Implement, Validate ValueEstablished key customer contacts in verticals and developed vertical messaging and solutions: Retail - Target, Best Buy, Walmart, Kroger Logistics - FedEx, UPS, Le Poste, Australia Post Healthcare - Medtronic, Abbott, Boston Sci, Walgreens, Mayo, UHG, Houston Methodist Financial Services - Fiserv, JPMC, Capital One High Tech - Salesforce, Oracle, Zoom Aerospace - Delta Air Lines, Southwest Airlines, Boeing, Airbus Awards and RecognitionTeam was awarded Top Innovation prize in 2022 for unique solution that maximized customer value and impact - Helped FedEx with employee retention improvement by 18%Team was featured as fastest pipeline growth engine in years 2020, 2021, 2022, 2023Exceeded quarterly global revenue by 151% in FY23 Q3. Director, EUC Sales - North Central US 11/2024-11/2018 Revenue Growth: Sold products to help companies track, monitor and manage their enterprises entire fleet of devices, all end user applications and content in a single, integrated, real-time view of their end point devices - PCs, Macs, tablets, phones, machines and Internet of Things (IoT)Sold solutions to help companies grow revenues, improve margins and drive better customer loyalty with security, manageability and operational automation baked-in.Developed team and territory to achieve $10M+ YoY growth in territory 2 years in a row that previously never did more than $3.2M/yearObtained new customer logos - KwikTrip, Ecolab, Medtronic RTG, St. Jude MedicalExpanded from small customer footprints to large strategic relationships - Target, Best Buy, Medtronic, Ecolab, Xcel Energy, UHG/Optum, General Mills Sales and Marketing StrategyDeveloped custom patient experience program with Medical Device manufacturers to transform how they interact and service their patients - lowering cost of care while simultaneously improving quality of care, reducing warehousing, inventory costs and simplifying regulatory compliance globallyCreated new category and new customer baseTrained field sellers, inside sales teams, pre and post sales engineering and business development teams to create cohesive strategy for regionParticipated in strategic planning with product management and development teams on current and future product innovations and M&A discussion for potential strategic acquisitionsForecasted sales each period and built lead generation to close plans with team and created a replicable model that led to sustained successOracle, Bloomington, MN 12/2011-11/2014Cloud applications, databases, storage and server technology company with $50B+ revenue Technology Sales Manager - Big Data/Advanced Analytics Revenue Growth: Sold solutions for Big Data, Information Discovery, Database, Data Warehouse, Business Intelligence, Weblogic, SOA, PSFT, Hyperion, and Identity and Access ManagementSold over $1.8M (Margin) FY13; $2.2M FY14 of systems and software solutionsBuilt CIO, VP and Director level relationships in net new and existing accountsRequested by 3 different CIOs to be their strategic sales lead (Key Account Director) across all Oracle applications, technology, hardware and services offerings due to broad IT knowledge and experience. Sales and Marketing:Managed cross-functional sales team - inside and outside reps, marketing and sales consultants to drive salesWorked with and developed sales teams in the central region from Enterprise, Commercial, HIgher Ed and Healthcare accounts to sell enterprise solutions based on business transformationPresented at Oracles vision for big data at Oracle User Group, Milwaukee and Minneapolis big data eventsBuilt ROI and TCO based proposals for private cloud initiatives using a consultative approach to real-world business issuesImplemented Maximize Return on Oracle Investment (MROI) meetings with customers to provide customers with more value from our solutions as well as land and expand our business with them strategicallyEMC, Minneapolis, MN 3/2008-12/2011Technology and storage company with $20B+ in revenues Senior Account Manager / Senior Sales Specialist Revenue Growth:Managed named accounts in MN (Delta Air Lines, Assurant, Allina Hospitals, HealthEast, Childrens Hospital, Imation and RBC Wealth Management) grew territory sales from $2.5M/yr in 2010 to over$6.7M in 2011 - 268% growthSold over $1.8M (Margin) FY13; $2.2M FY14 of systems and software solutions Sales Complex Products and Training:Represented information security (RSA), enterprise content management (Documentum) and disaster recovery software solutions (RecoverPoint) and EMC Storage Systems productsRecognized as the fastest sales specialist (RecoverPoint) to get up to speed (per sales management)Trained both field account executives and account technical consultants on how to sell replication and storage virtualization product setsOracle, Bloomington, MN 9/2005-3/2008Cloud applications, databases, storage and server technology company with $50B+ revenue Senior Applications Sales Manager - Commercial and Strategic Accounts Revenue GrowthSold ERP, FCM, HCM applications (E-Business Suite, PeopleSoft, JD Edwards)FY07 112+% of annual quota, Quota $881k/yr L&S, Attainment $1.1M/yr Strategic Sales and OperationsDeveloped strategic account processes for aerospace and defense account base: Boeing, Northrop Grumman, Lockheed Martin, General Dynamics, SAIC, L-3, BAE SystemsStrategic account sales for HIgh Tech account base: Cisco/Linksys, Texas Instruments, Sony, GatewayMentored new Applications Sales Representatives Awards and RecognitionClub Excellence Winner 2006 - OracleERP Applications Sales MVP Q4 FY07 - 170% of quotaERP Applications Sales MVP Q2 FY07 - 195% of quotaERP Applications Sales Rep. of the Quarter Q1 FY07 - 168% of quotaCompleted Winning, Inc.s strategic sales training EDUCATIONUNIVERSITY OF WISCONSIN, Madison, WI BBA 12-1995, Marketing degree, Management degree and International SpecializationST. CLOUD STATE UNIVERSITY, Maple Grove, MN MBA 05-2007, Management Beta Gamma Sigma, International Honor Society Member VOLUNTEER / COMMUNITY ACTIVITIES / HOBBIESPRIVATE PILOT Achieved Private Pilot Certificate Achieved Instrument Pilot Rating Achieved Seaplane Pilot RatingHABITAT FOR HUMANITY Volunteered with entire branch office and worked as a team to help build a new home for a resident in underprivileged part of Minneapolis, MNUNIVERSITY OF WISCONSIN Tutored university student from Puerto Rico (in Spanish) about college level marketing strategies INTERNATIONAL SUMMER SPECIAL OLYMPICS Distributed food, games, and friendship to athletes***EXCELLENT REFERENCES & LETTERS OF RECOMMENDATION AVAILABLE UPON REQUEST*** |
