PROFESSIONAL PROFILE
Versatile, strategic executive with over 20 years experience in Software product development, delivery management, and sales. A proven leader with the ability to adapt rapidly to changing business situations, effectively managing business risks, while coordinating team efforts towards a common vision.
Accomplishments include:
- Created and Managed an international sales team
- Integration of acquired companies & technologies
- Driving organizational transformation
- Development & execution of sales, marketing, and new product launch initiatives
- Effective presentations to small and large audiences
PROFESSIONAL EXPERIENCE
STERLING COMMERCE, Dublin, OH 2004 – 2006
VICE PRESIDENT, SALES ENGINEERING
Reporting directly to SVP, Americas Sales, led staff of 50+ with 6 direct reports as part of a sales organization of 266 – additionally responsible for support of Brazilian- and Mexican-based Sales Engineering (SE) teams
- Improved efficiency and productivity of Sales Engineering organization increasing FY05 revenues 6% to $490.3M and exceeding earnings expectations resulting in 2005 EBIT of $37M
- Implemented a Business Assessment methodology that drove Sales people and SE’s towards a solutions based sales approach, wins which leveraged this process resulted in average deal size of $267,000
- Provided vision and direction to sales organization through significant transition; reconfiguring the organization to sell enterprise solutions instead of the legacy tactical product-focused model resulting in 3x increased average deal size
- Re-organized the SE organization to align with company horizontal- and vertical- focus resulting in 150% increase in revenue growth for SMB sales division
- Contributed to the development & delivery of training and product launch materials
- Integrated newly acquired company, Yantra, into the organization
- Developed new procedures and venues for Sales Engineering interface with Development & Product Management that significantly improved sales ability to obtain vital technical assistance needed to make a sale
- Utilized the SE’s frontline knowledge of sales activities to raise awareness of issues and roadblocks across the entire company by implementing a weekly reporting tool
- Established group within the Sales Engineering organization specializing in architectural excellence and Proofs of Concepts improving execution and win rate
- Presented analysis and recommendations to the Board suggesting improvements in cross-departmental collaboration and responsibilities at the request of the CEO. Recommendations were implemented within the next quarter
VIGNETTE CORPORATION, Austin, TX 1999 – 2004
SENIOR DIRECTOR, WW SALES ENGINEERING
Managed all aspects of Vignette’s Global Sales Engineering organization, reporting directly to the SVP, Worldwide Sales, managed 8-10 direct reports, responsible for an organization of 60+ sales engineers in 12 countries.
- Developed plans for enablement of WW sales teams on 10 new and acquired products
- Direct responsibility for the integration and enablement of acquired technologies and staff during aggressive acquisition strategy resulting in four acquisitions within 24 months
- Led sales integration efforts through acquisitions involving 45 Sales and 32 SE professionals in six countries
- Evangelized vision and product direction to customers and prospects driving revenue generating activities
- Developed and deployed product & solution demonstrations
- Improved quality and consistency of pre-sales experience through the design and deployment of integrated demo environments
- Devised methods to improve the qualification and execution of Proof Of Concept engagements
- Direct involvement in product roadmap & positioning
- Recognized in top 10% of WW Managers by third party survey
PROGRESS SOFTWARE CORPORATION, Bedford, MA 1991 – 1999
REGIONAL SALES SUPPORT MANAGER
Promoted to Regional Manager after nine months leading team of 8-12 Product Specialists across 15 states coordinating eight. Responsible for the technical education and sales support for 80+ VARs, including 4 of the top 10 revenue generating Application Partners (VARs) in the company
- Led efforts to develop and deliver demonstrations and positioning for third party products including Actuate ,CurVu BI, and Roundtable Source Code Control
- Regularly delivered new product and company direction presentations to large and small audiences
- Achieved quota club six of eight years including four years with >125% quota received Special Recognition Award in 1996, and nominated for the President’s Award in 1998
DATA SYSTEMS & MANAGEMENT, Minneapolis, MN 1990 – 1991
DIRECTOR, CUSTOM PROGRAMMING & INSTALLATIONS
Led team responsible for design, development and installation of custom modules for WDS-II Warehouse Management Application Suite
- Held product management responsibilities for the Accounts Payable Module
COMPUTING CONCEPTS, INC., Schaumburg, IL 1986 – 1990
MANAGER, PROGRAMMING & CONSULTING
Led organization of eight full-time and three to six contract programmers to design, implement, and support full suite of Warehouse Management and Financial applications
- Expanded operations to include the design, development, and implementation of custom applications including a DUI Recidivist Tracking System for the State Of Illinois Court System and a Donations & Gifts Application for the McCormack Foundation
EDUCATION AND PROFESSIONAL DEVELOPMENT
Northern Illinois University, DeKalb, IL
1981-1985 Economics
Principles of IS Security – Villanova University
August 2006
Trust Solution Selling – 2004
Training methodology developed and implemented at Vignette
Solution Selling Sales Training – 1991, 1999, 2002
Sales Methodology implemented at Progress Software Corporation & Vignette
Power Base Selling - 1999
Trial group for sales training at Progress Software Corporation
Disney Institute – 1996, 1997
Foundations of Leadership & Managing Creativity and Innovation
Media Presentations Consulting - 1996
Presentation Skills Training |
