Professional Experience
Cyber Security (2021-Present)
Partner Sales Enablement/Sales Engineer/TAM
- Pioneered and delivered a comprehensive sales training program encompassing product demos, competitive analysis, and objection handling, resulting in partners closing 3x more deals within the first six months
- Forged robust relationships with key strategic accounts, yielding a 95% partner retention rate and establishing the company as a reliable provider of Coro product solutions
- Mentored partner sales teams on advanced sales methodologies, resulting in a 40% improvement in average deal size and a significant reduction in sales cycle length
- Evaluated partner engagement using a custom scoring system based on lead generation and marketing campaign effectiveness, directly informed strategies that boosted overall partner satisfaction scores by 40%
SaaS (2018-2021)
OnDemand Account Manager/SE/TAM
- Spearheaded communication as the primary point of contact, resolving 95% of client issues within the first response; ensured client satisfaction with the Duck Creek SaaS platform
- Data Center Implementations
- Navigated complex SaaS agreements, clarifying contract inclusions and exclusions for over 20 Duck Creek
- OnDemand clients, minimizing misunderstandings and elevating client satisfaction scores by 20% within six months
- Reviewed monthly metrics reports with clients including SLA targets and actuals, volumetrics, performance data, major issues and outages
- Increased sales at existing customers by over 15% each year and earned a 100% retention rate
- Guided monthly performance review meetings, ensuring all clients received a detailed breakdown of SLAs and volumetrics, and achieving an average client tenure of 4+ years.
IT Company (2013-2018)
Solutions/Operations Director
- Developed a standardized framework for cloud migration to Azure, AWS, and Google, cutting down migration time by 30% and allowing the team to take on 10% more projects
- Forged robust relationships with key decision-makers at 40+ organizations, driving solution sales initiatives focused on VMware and VCE, securing $4 million in annual service bookings and high customer satisfaction
Software Company (2006-2012)
Client Solutions Director
- Cultivated strategic alliances with VMware, Cisco, and EMC sales teams; generated $12 million in enterprise consulting services bookings within the Central Region, exceeding targets by 15% through targeted initiatives
- Managed and sold Cloud Services/products/software/hardware/applications/professional services within VMware/VCE Region, Channel Partners, and end clients
- Created project proposals (SOWs), including business and technical requirements and appropriate solutions committing to delivery time, schedule for the design, development, and testing of solution components
Software Company (1999-2006)
Director, Solution Services
- Directed the sales and service delivery of Network Associates/McAfee hardware and software solutions, securing
- 40+ new enterprise clients and exceeding individual sales quotas by 15%
- Managed Central Region Delivery Managers, Project Managers, Channel Partners, and Consultants (Direct Reports)
- Increased annual North America bookings to $8 Million, and revenue to $7 Million
Education
- Bachelor of Science Information Technologies/Computer Science
- Splunk: Certified Sales
- Pure Storage: Certified Sales
- Palo Alto Networks: Certified Sales
- VMware Inc.: VI3 Install and Configure (ITIL Foundation)
- Network Associates: Network Sniffer Training (Network Analysis, Troubleshooting, Expert Sniffer Analyzer)
- Angel Group: Project Management (Concept and Methodologies, Project Risk and Management, Planning, and Risk Management)
- 3COM: WAN Technologies (Bridge, Router, TCP/IP and remote access configuration and support)
- Microsoft Certified Engineer: Windows Support, Windows NT 3.51, Windows NT 4.0 Update
- Novell NetWare CNE Training: Novell Certified NetWare Engineer program
