Senior Tech Industry Executive
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SVP of Global Sales & Business Development / Customer Success / Enterprise Services & Consulting
- Global Sales & Ops Leadership at VC Backed Startups, Privately Held & Fortune 100 companies
- Delivered bookings of $6B and $850M ARR leading a 250+ person sales team
- Skilled in sales of complex SaaS, Security & Service solutions to 100's of Fortune 2000 clients
- General Manager for service businesses of $0.6B+ ARR and 1400+ employees
- Business Alliance experience; SaaS (Salesforce.com, AWS, Google, Workday), GSI's (Accenture, BAH, Deloitte, HPE, KPMG, PwC), and HW/SW (Cisco, Dell/EMC, IBM, Microsoft, Oracle/Sun, SAP)
- Have led teams of field sales, inside sales, business development, customer success, client services, solutions consulting, sales operations, marketing, and sales enablement.
Core Proficiencies
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New Business Development, Directing Partnerships & Alliances, Renewal & Retention Sales, Complex Client Solutions, SaaS Software & Service Sales, New Offering Scale-ups, Relationship Management, Enterprise B2B Sales, Mega Deal Development, Multi-Country Organizations, Cross Functional Planning, Global P&L Budgeting, Target & Territory Planning, Market & Competitor Analysis, Recruiting & Training Strategy, Industry Analyst Speaker, C-Level Presenter, Benchmarked World Class Ops
Professional Experience
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Sierra Azul Consulting Group, Owner, San Jose, California
Jul 2016 - Present
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As lead consultant, I help companies plan enterprise growth and alliance strategies. Operating since 2012.
- I believe scaling companies from $M's to $B's requires deep account planning & strong partnerships to access opportunities at the largest enterprise clients
- By leveraging my experience building (3) revenue teams from scratch and uplifting (6) other teams; I help companies grow enterprise deal size, form strong alliances with GSI's, optimize sales messaging & collateral, and develop deep client relationships
Appirio, Vice President of Strategic Revenue Programs, San Francisco, California
Apr 2015-Jun 2016
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Appirio was a $200M VC backed global cloud consulting & managed service provider that was acquired by Wipro in 2016. Solutions included; developing client cloud strategies, implementing SaaS platforms (Salesforce, Workday, Cornerstone, Google Apps, Medallia, ServiceMax, AWS), app integration, SaaS management, and enterprise crowdsourcing (Topcoder).
- Recruited by CEO to initiate a market partnership with Hewlett Packard Enterprise (HPE) to co-sell Salesforce & Workday SaaS solutions. HPE was a key Appirio partner target due to a common board member and my background in working with GSI's.
- Role required initiating joint SaaS & crowdsourcing sales to partner s clients in the Healthcare, Financial Services, Transportation, Automotive, and Consumer Retail Goods industries. My efforts with key partners (HPE, Accenture, PwC) expanded pipeline over 400% to $20M.
- Personally developed the partner marketing & sales collateral, built standard solutions for enterprise crowdsourcing, and acted as company's speaker at CIO & VC conferences.
- Initial role was expanded into leading a team of inside sales, bus dev, and solution architects.
- GSI partnership co-selling teams were stopped by Appirio once a strategic buyer was identified.
On Sabbatical
Jul 2014-Mar 2015
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Attended to the health care needs of two family members, joined nonprofit board responsible for building charter schools in underserved minority communities, and accomplished several life goals.
Astreya Partners, Vice President of Global Sales & Marketing, Santa Clara, California
Dec 2012-Jun 2014
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As CEO direct report, created a strategy to re-position the $35M firm into repeatable managed services. Astreya delivered custom support with 400+ employees in 28 countries to global tech leaders including; Google, Apple, eBay, and NVIDIA.
- Joined company with a charter to secure at risk client contracts, stabilize operations, resolve performance issues with the minority partner employees, create an investment plan for growth, create a sales process including targets, and recruit stronger services sales talent.
- Rebuilt services sales after prior teams FY13 revenue losses of 25%, which resulted in a 48% monthly revenue increase and the creation of a consistent $7M pipeline. Further stabilized revenues by securing 100% of renewals in FY14.
- Recruited from my network; an upgraded Google account leadership team, a new operations head, marketing support, our first board member, and the first managed services sales executives.
- Personally created the first managed service offerings for IT Tech Desk, Inventory Management, Video Conferencing, Network Support and Expense Management, and Data Center Support.
- Hands-on accomplishments included; company re-branding, new website, multi-year revenue plan, established sales process and targets, selecting sales/marketing automation systems, and creating all the sales collateral from scratch.
Hewlett-Packard, Vice President & General Manager, Palo Alto, California
2008-Aug 2012
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Held executive roles at HP Enterprise Services building new sales organizations after the acquisition of Electronic Data Systems in 2008. I elected for HP early retirement to pursue new career challenges.
Key roles included;
VP Sales, Americas Infrastructure Services Portfolio
Directly led 75+ and indirectly 175+ sales executives in the obtainment of $6B+ in total contract sales. Created this new horizontal matrixed sales organization to accelerate growth and launch new offerings.
- Delivered service bookings of $6B and $850M first year revenues, 20% were new logo.
- Executed the biggest ITO portfolio shift in a decade to launch new Cloud and Infrastructure offerings. Also drove improvements in deal profitability by 20%+.
- Hired the team, set coverage and compensation, developed new market messaging, communicated and drove the strategy across the America's, directly sold to and briefed clients
- Drove the majority of America s revenues from 1000 s of clients buying; SaaS, enterprise software & hardware, private hybrid cloud, IaaS, managed services, consulting, hosting, server management, workplace services, helpdesk & tech support, storage, networking, and business continuity
VP Sales, Global Enterprise Security Services
Led 100+ worldwide Security Sales team and directed the launch in the Americas, EMEA and APJ markets.
- High growth business was successfully launched on a tight budget. Revenues increased to $100M in the first 12 months and included; consulting, managed services, software and SaaS.
- HP Security Software included; Arcsight (SIEM), Tipping Point (perimeter) and Fortify (app hardening)
- Solutions included; Data Loss Prevention, Identity and Access Management, Managed Endpoint Security, Managed Network Security, Security Information and Event Management, Threat and Vulnerability Management, Security Strategy and Risk Management Consulting
VP & GM, Global Communications, Media & Entertainment Industry
Promoted to CME leader as a result of sales results in prior role. Added most new logos in a decade, expanded margins, built new offerings and obtained record signings during a difficult economic cycle.
- Led 1300+ global employees supporting 25+ clients generating $0.5B+ in revenue.
- Sold $1B+ TCV (48% New Logo) and closed two Industry Mega-Deals >$100M TCV.
- Key Clients; AT&T, Verizon, DirecTV, Sprint, Universal Music Group, NII Holdings, Comcast, Ericsson, Nokia, CenturyLink, Disney, DreamWorks, AOL Time Warner, News Corp
Electronic Data Systems, Vice President & General Manager, Plano, Texas
1991 - 2008
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Until acquisition by HP in 2008, EDS was a global technology services leader with 139K employees and revenues of $22B. Career started as a systems engineer and ultimately concluded as a senior executive in sales, account and operations management. Resided in several U.S. States and managed operations in 12+ countries.
Key roles included;
VP & GM, Americas Media & Entertainment Industry
Asked by Americas SVP to create new logo growth which required developing business relationships where none existed and hiring a startup sales team from an idea on the back of a napkin.
- Created a $0.5B+ pipeline in 1st year, sold 40+ contracts for $200M+ TCV, landed 14 new clients
- Managed a $100M+ P&L and expanded margins 45%+ by renegotiating contracts
VP Sales, Americas Strategic Sales Pursuits
Chosen by COO for this must win effort with Sabre Holdings needed to achieve 3Q Wall Street commits. These exclusive roles are responsible for EDS most complex and critical pursuits.
- President's Club, Nominated for both Contract & Leader of the Year
- Personally sold sole sourced $1.1B TCV Mega-Deal in <100 days which is half the normal time
VP & GM, Global MCI/Verizon Account
Promoted by SVP Americas to lead MCI account (our largest in Telecom) through the Verizon acquisition. Specifically picked for skill in leading clients through acquisitions and employees through high stress change.
- President's Club, Leader of the Year nominee, sold $250M TCV at this Top 5 global account
- Led 1400+ employees in 7 countries, managed $0.6B+ P&L, negotiated turnover of ops to Verizon
- Services included; (8) major data centers and (62) supporting sites managed, (2) document service centers, 300+ developers supporting (85) BSS/OSS applications from (13) global delivery centers
VP & GM, Global Sun Microsystems Account
Promoted to be the primary executive responsible for Sun as a client, supplier and key sales partner. Sun was EDS largest tech client and partner.
- President's Club, sold $270M in contracts
- Led 450+ employees in 8 countries, managed $50M+ global P&L, reported to Sun CIO
- Services included; (8) data centers (1800) servers and (450) databases managed, customer monitoring, client health dashboards, apps dev & support, call centers, field services and helpdesk
Affiliations
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DCP Foundation, Secretary & Treasurer, San Jose, California
2015 - Present
Downtown College Prep (DCP), the first charter high school in Silicon Valley, prepares first-generation students for college success. We believe all students, regardless of prior academic achievement, can and should be prepared for college success.
The DCP Foundation is responsible for managing facilities and building schools in support of our academic mission. Learn more at https://dcp.org/
Education
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Bachelor of Science in Mechanical Engineering, Western Michigan University
London Business School, Executive Strategy Program
Additional Skills
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SaaS, Cloud, IaaS, Security, Client Services, Revenue Strategy, Enterprise Selling, Complex Solutions, B2B, Global Systems Integrators, GSI's, Salesforce, Workday, Partnerships & Alliances, Industry Vertical Solutions, Multi-Country Organizations, Global P&L Management, Analyst Briefings, C-Level Presenter, Field Sales, Inside Sales, Business Development, Customer Success, Solutions Consulting, Sales Operations, Marketing, Sales Enablement, Outsourcing, Professional Services, Managed Services |
