San Diego, California, United States
Technical sales is invigorating. It’s my favorite spot in the middle of the Venn diagram between Sales, Product, and Consulting. 20 years ago I’d never heard of it. Today I can’t imagine a world without it. Whether it's called pre-sales, solutions engineering, or sales engineering, it all means the same thing to me: helping customers see what's possible. At ClickUp, I build and lead the Solutions Engineering org. My focus is three things: finding exceptional people, creating the conditions for them to grow, and building a team culture that's genuinely growth-oriented, excellence-driven, and fun to be part of. Outside of work, I'm chasing two little ones, hunting for great coffee and great restaurants, reading, hiking, and traveling when I can.
Proudly leading Solutions Engineering for ClickUp's Americas Commercial segments and for EMEA!
Leadership Performance - Recruited and onboarded 6 SEs during 2020, sourcing half directly - Retained all existing team members during transition to remote work with COVID - Implemented standardized buddy program for successful onboarding of new hires - Led cross-functional project to improve SE & Sales engagement process (SFDC integration) and enhance metrics available Individual Performance - Presidents Club 2020 - #1 performer on global SE team - $3.54MM ARR contributed in 2020
Leadership - Served as interim manager for global team during leader absence Individual Performance - Presidents Club 2019 - #1 performer on global SE team - $2.92MM ARR contributed in 2019
Individual Performance - Second Sales Engineer in US - Defined and documented departmental SOPs for new team - Promoted from supporting Commercial to Enterprise accounts within 5 months
- Drove sales engagements forward with Fortune 500 clients by analyzing business processes, documenting cross-functional requirements, and providing tailored solution recommendations. - Supported sales executives in requirements gathering, solution scoping, sales presentations, and SOW creation. - Aided the organization in sales and technical strategy during Ricoh USA’s roll-out of Laserfiche as new product offering. Brought in 3 of the first 4 Laserfiche contracts nationally within first 12 months.
Accomplishments: - Delivered 100% increase in new contracts within current customer base over a 6 month period. - Established a corporate database of client profiles and data. Position Highlights: - Built and maintained trusted relationships with enterprise clients to promote client success, retention, and business development. - Identified expansion and growth opportunities within existing accounts and worked opportunities through to close, including: defining solution scope, writing proposal, delivering proposal presentations, and negotiating contract terms. - Defined and oversaw marketing campaigns to strengthen client engagement and drive net-new business.
Sales Engineer Accomplishments: - Led RFP technical response strategy for strategic new business acquisition, winning high six-figure to seven-figure contracts including a State-wide preferred vendor contract and a campus-wide shared-services contract with a prominent UC school. - Built and presented dozens of custom software demonstrations during presales process with >50% win ratio on net-new opportunities. - Developed and delivered 10+ courses and 40 hours of content for Spanish-language technical training program. Trained 50+ engineers in Costa Rica and Mexico over 3 weeks. Team Lead Highlights: - Established project priorities for team of 10 sales engineers, approved and managed team workload, and mentored junior team members to foster success. - Managed team-produced written responses to RFPs/RFIs to ensure technical accuracy and consistent voice. - Served as primary consultant and technical authority for strategic client-led implementation projects.
- Led discovery, requirements gathering, and solution strategy for sales prospects and existing accounts. - Analyzed and redesigned internal sales project management process to improve cross-departmental communication, increase efficiency, automate procedures, and deliver new insights to employee contribution during sales process. - Coordinated and developed content for 3 new training courses for international Laserfiche Empower Conference. - Designed and maintained organization's first set of 3 core Spanish-language software demonstrations, to drive business development in Latin America.