Bellevue, Washington, United States
Innovative technology executive with experience in building and leading large organizations. Demonstrated history of delivering strong financial results and growing senior leaders in their own brand over the past 20 years in the high-technology industry. Forges partnerships across engineering, marketing, sales and operations to maximize shareholder return and create profit potential for partners. Balances execution with innovative strategy to craft a scaled business positioned to take advantage of the next decade’s opportunities. CORE COMPETENCIES > Large Organization Leadership > Sales Leadership > Results-Driven > Holistic Monetization > Leading a High-Growth Business > Building Strong Leaders – Mentoring and Coaching > Forging Strong Partnerships > Creating a Positive, High Integrity Work Climate
Led the global sales force for Dynamics CRM and ERP products, a portfolio of on-prem and cloud offerings. > Migrated the Dynamics sales function across all geographies from separately managed entity to one aligned with the modern workplace, data and AI, and apps and infrastructure solution areas. > Launched new sales motions tied to Dynamics 365 into market. Developed the “integration” sales positioning to differentiate Microsoft’s business applications from more entrenched competitors. > Grew the Dynamics 365 business 80% annually between FY16 and FY17, and doubled the number of $1M+ deals won. > Led the customer/sales due diligence process for the acquisition of LinkedIn, a $26.2B purchase. > In conjunction with the senior leadership, architected the next-generation model for all of Microsoft’s commercial offers, inclusive of industry account coverage, specialist sales, customer success and partner ecosystem support.
Led the global sales force for search and display advertising, a $4B business. > Built a progressive advertising business inside an enterprise-technology company that went from losing hundreds of millions of dollars to making hundreds of millions of dollars. Succeeded in repositioning Microsoft as a leader in the online publishing arena. > Created a post-sales monetization engine that simultaneously drove quality audience improvement and increased CPM revenue generation. Rebuilt the leadership team into a high performing global team serving the diverse needs of local markets. > Beat budget every year, including in each quarter, underscoring a disciplined approach to sales fundamentals and publisher management. Grew search revenue 20-30% annually. > Executed the divestiture of direct display salesforce and ad technology to take advantage of a market-leading programmatic platform (AppNexus) coupled with an ad serving technology stack and respected direct salesforce (AOL). The display bottom line is forecasted to improve by $500M the first year of this structure. > Asked to run the advertising sales business despite having no advertising experience or industry knowledge, and within three years became a respected thought leader sought by online advertising industry peers.