Alamo, California, United States
Executive leader with a 30 year, proven track record scaling software companies seeking to join a purpose-driven sales culture. Sales Leadership positions at Veeva Systems, salesforce.com, Adobe Systems, Lithium Technologies (now Khoros), ClearCare (now WellSky) and Validere. Integral member of three early stage start-ups that launched successful IPOs: Legato Systems (now Dell-EMC), Tivoli Systems (now IBM), and Marimba, Inc. (now BMC). Assisted three companies in growing revenue and scaling operations from ~$500 million to over $1 billion: BEA Systems (now Oracle), Salesforce.com and Veeva Systems. Created, managed and grew indirect channel revenue at five companies: Legato Systems, Marimba, BEA, Lithium Technologies and Salesforce.com.
Member of a leadership team that is applying ML & AI to revolutionize the world of chemistry. Albert Invent provides a purpose built innovation platform built by chemists for chemists. The confluence of ML/AI, data science and formulation/material science is disrupting the point of innovation across process manufacturing markets, accelerating "innovation to shelf" time lines, and driving transformational business outcomes.
Returning for a second tour leading the strategy function within the Consumer Products division at Veeva Systems.
Rotated sales focus to more durable, renewable SaaS contracts Built & matured proposal to cash process Grew ASP from $25k to over $150k
Part of core team who launched Veeva’s Consumer Products & Chemical division. Scaled business from 5 to ~250 people, along with cARR that reflected that growth rate. Assisted in closing business at P&G, ColgatePalmolive, Unilever, Reckitt, PhilipMorris, BASF, EsteeLauder and other Fortune 500 accounts.
After 5 years running strategy and being executive sponsor at our largest accounts, I've taken on a new challenge running global sales for the CP&C division at Veeva.
Managed and optimized all client-facing functions. Drove process improvements to increase close rates and reduce cycle times from lead-to-demo-to-close. Delivered forecast transparency with CEO and Board of Directors; achieved all revenue targets against the Board plan; and grew revenue by 50% on a year over year basis. Drove “Every Month Marketing Campaign” to support high velocity, momentum based sales cycle. Introduced sales operations processes to improve fidelity of the order-to-cash process. This included ClearCare’s first sales compensation plans, monthly “no side letter” certifications, and 100% efficiency of securing signed contracts from customers.
Led ClearCare's integration strategy with health tech ecosystem, serving the home care market segment. Initiated key partnership relationships with Stanford Health Care, Royal Philips and McKesson. Led product development efforts to create and launch ClearCare's Caregiver Marketplace, a reverse job board dedicated to matching caregivers with home care agencies to provide care for our aging population.