Greater Boston
As a Regional Sales Director at Barracuda, I lead an account management and channels team of 17, comprising inside and outside sales representatives, an inside sales manager, and three channel managers. My daily responsibilities include deal and forecast management, proposal creation and delivery, KPI management, training, deal reviews, and one-on-one meetings with team members. I have a proven track record of delivering outstanding performance and top ranks amongst other Regional Sales Directors, as evidenced by my President’s Club Awards in FY24 and FY23. I have also trained and implemented MEDDICC and Command of the Message sales methodologies, which have contributed to the most significant revenue growth per employee in FY24. Additionally, I have managed the entire sales cycle to close deals and achieve sales targets, developed long-term client relationships, and collaborated with executive leadership to provide valuable insights into improving go-to-market plans.
Lead an account management and channels team of 17, comprised of 14 inside and outside sales representatives, 1 inside sales manager, and 3 channel managers. Annual quota of $10M+ NEW ACV in a region with $50M in ARR. Daily responsibilities included Deal and Forecast management, Proposal creation and delivery, KPI management, Training, Deal Reviews, and team level 1:1's. ✦ Key Highlights ✦ • Recognized with a President’s Club Award in FY24 and FY23 for delivering outstanding performance and top ranks amongst other Regional Sales Directors • Trained and implemented MEDDICC and Command of the Message sales methodologies. • Spearheaded the most significant revenue growth per employee in FY24, increasing incremental ACV per rep by 54% y/y. • Led the Northeast region to be ranked #1 in attainment for the Americas in FY24 and FY23 • Developed and executed a strategic plan to acquire net new logos. My peers later adopted the program nationally. • Implemented corporate initiative to transition from total contract value (TCV) to annual contract value (ACV) compensation model, achieving the highest year-over-year incremental ACV growth in the region.
Managed the entire sales cycle to close deals and achieve sales targets. Prospected and discovered new sales opportunities to grow NNL and Install account value while developing long-term client relationships. Targeted SME accounts with more than 500 employees in the Northeast region, focusing on ARR growth for installations and net new client acquisition. ✦ Key Highlights ✦ • Received President’s Club Awards year-over-year (YoY) for achieving 157%, 169%, and 207% to goal in FY20, FY21, and FY22, respectively. I finished in the top 5 in stack rankings those years and 1st in FY22. • Given unique opportunities to collaborate with executive leadership to provide valuable insights into improving go-to-market (GTM) plans. • Developed a streamlined proof-of-value process, enhancing the delivery of large deal proposals and securing long-term contracts with an average ARR growth of more than 100%. • Assisted in designing a redesigned EDU model across the US • Lead the country in close rate and NNL acquisition.
As a global alliance manager, I cultivated international relationships with IBM and Dimension Data, acquired new partnerships, and maintained relationships with existing partners, establishing alliances to drive new customer adoption and revenue growth. ✦ Key Highlights ✦ • Developed and executed strategies to generate net-new sales pipelines and revenue. • Successfully secured an account with a Fortune 100 client. • Conducted executive briefings with IBM’s C-level executives to ensure Turbonomic’s integration into standard delivery for IBM strategic outsourcing clients.
In this role, I successfully built a team of 10 sales representatives to drive regional revenue and sales performance. ✦ Key Highlights ✦ • Prepared weekly business presentations and strategic plans to present to C-level executives. • Conducted 30 sales calls each week while managing a multimillion-dollar pipeline of identified business. • In Q3 2014, achieved #2 in terms of revenue with an average selling price (ASP) 2X the company’s overall average.
Responsible for full sales cycle efforts, including cold outreach, demo, proposal delivery, and negotiation in a fast-paced startup. ✦ Key Highlights ✦ • Promoted to run the region after just 6 months due to sales performance. • Regarded for acquiring the company’s 500th customer. • Achieved the fastest time in the company’s history, from start date to a successful demonstration to the Chief Executive Officer (CEO), completing the presentation within just 12 days.