Charlotte Metro
Marc Benioff, founder and CEO of Salesforce.com, once said, "The only constant in the technology industry is change." I've been in technology for over 20 years, and I have to agree. I like to say that there isn't a blueprint for what I do as the leader of a large sales team serving some of the leading companies in North America, but where I never waver is my focus on building a great team and our commitment to the customer. It takes a team of intelligent sales and technical professionals to understand both the business case and technology side of a transaction. So a large focus of my role is on team development, both in recruitment and in helping each team member be the best they can be. My early career experience in accounting and my years running solution-focused businesses taught me that to truly solve customers' business problems, you must understand the entire business — including how companies drive revenue and their operational efficiencies. That's why my teams and I spend a lot of time getting to know our customers holistically — their businesses and their challenges — because when we understand the complete journey, we can solve their biggest problems.
Led North America Strategic Sales team focused on accounts over 50,000 employees. Built and led Federal go-to-market strategy and team to penetrate new market.
As regional sales director for the Ohio Valley region, I manage an enterprise sales team of approximately 58 direct sales and product and operations specialists focused on helping our enterprise customers in their digital transformation journeys. While our customers span a variety of industries throughout Ohio, Pittsburgh, and Cincinnati, they all need to do more with less, be more efficient, and drive revenue. It's all about understanding our customers at a deep level, so I am very focused. I establish and maintain C-level relationships with our customers to gain that the deep insight needed to develop the best solutions to their problems. The same is true for our partner relationships. It takes an entire team of uber-talented individuals to solve our customers' business challenges. My job is to ensure my team is well informed and well versed in a variety of solutions so we can align our solutions and services with the goals our customers want to achieve. So whether I'm mentoring new sales professionals or recruiting sales veterans, at the end of the day I always have our customers' needs in mind.
As chief of staff for our area vice president, I led enterprise-level agreement business, where I established and implemented strategic direction and go-to-market strategy as well as account planning strategy across the North American segment. I served as a mentor to first-line managers and was an executive sponsor for numerous complex, large deals.
I led all direct and channel revenue growth strategies within my territory. This territory was recognized as the fastest growing territory for four consecutive years and surpassed company, country, and region rates of growth. As a result, the channel strategy I developed became a best practice throughout the region. I was a frequent mentor for account strategy and revenue growth programs, and I consulted on numerous deals across several regions.
I ran the creation and implementation of the corporate business development strategy for this business-to-business software company. Success in this endeavor depended on my cultivating C-level relationships with strategic partners at companies such as Microsoft, Oracle, and GXS. I also set the vision and sales strategy for direct and indirect sales channels, which included the creation of a comprehensive program to drive $1M+ in revenue through resellers and referral partners.