San Francisco, California, United States
A proven sales leader who has built and led global sales, product marketing and professional service teams in the high tech industry for Fortune-500 enterprises and startups. Also, established a successful consulting practice with clients including ADP, Western Digital, Barracuda Networks and Intellectual Ventures.
Consistent top performer who built and managed a territory and partner community for Sage Intacct's leading on-demand financial management application. I am engaged in all industries, but provide additional focus on SAAS solutions for the software industry, not for profits, and professional services organizations. Sage Intacct is a market and technology leader in cloud computing for financial software for businesses and CPA firms. The Sage Intacct financial management and accounting software system includes accounting, contract management, revenue recognition, inventory, purchasing, vendor management, financial consolidation and financial reporting applications, all delivered over the Internet via cloud computing. They are headquartered in San Jose, CA.
Reporting to the CEO and responsible for developing and delivering compelling outbound marketing strategies, compelling messaging, and building demand and market awareness of the company’s datacenter infrastructure solutions. Execute the go-to-market strategy and deliver results aimed at achievement of customer adoption and revenue growth objectives. Specific responsibilities include the creation of content for collateral, sales tools and other outbound marketing activities.
Global product marketing leader for $295M division; promoted to position to drive outbound marketing programs to accelerate customer acquisition through aggressive content marketing programs and creation of a lead generation facility. B2C and B2B product portfolio included NAS, Windows server, and enterprise network backup products. •Drove consistent revenue growth (20%+ YoY) with new product intros and demand gen programs. •Delivered GTM strategy and assets including sales tools that increased close rate by 160%. •Designed & recruited global outbound marketing team (16 individuals) driving double digit pipeline growth consistently exceeding raw and qualified lead targets. •Launched 5 new products including a #1 market share leader in a new category. •Developed and executed outbound marketing programs to drive customer acquisition (15%+ QoQ).
Specifically recruited as a key member of the core startup team to launch a new WD business unit (Business Storage Solutions) to market and sell a new line of Windows storage server and network backup solutions to the SMB and enterprise markets. Designed and staffed WD’s first global SMB sales and professional services team (initially hiring 7 direct reports) while leveraging the resources of WD’s matrix organization. •Delivered 1st year revenue of $28M. •Exceeded sales plan for introduction of 3 products into WD’s global two- tier distribution network. •Designed and implemented WD’s multi-tiered SMB partner program, building out network to over 500 registered partners globally within 3 quarters. •Delivered partner training curriculum consisting of 5 courses with over 250 certifications in 6 months.
Successful consultancy providing research, identifying opportunities, solving strategic and tactical sales and marketing challenges in diverse industries including business process, apparel, intellectual property and enterprise software. Annual billings exceeded $400K. Sample of project work and results – •ADP ($36B payroll and business services company) Analyzed ERP and HCM software marketplace and delivered recommendation on solutions that should be integrated into ADP’s Compliance and Payment Services (CAPS) offering, based on market opportunity and sales potential. Output drove CAPS BU partnership and acquisition strategy for following 6 quarters. •Barracuda Networks ($1.5B security and storage solutions company) In depth analysis of Barracuda Networks’ partner program, internal sales organization structure and performance and lead generation engine. Delivered comprehensive recommendation that reinvented Barracuda’s partner program. Resulted in increased double digit revenue growth through improved partner performance and productivity; provided modifications to lead gen engine for better throughput and sales team restructure for better allocation of field sales resources. •Ariat International ($300M equestrian riding apparel company) Delivered new sales program after analysis of existing team structure, account management, resource planning and ROI, salesperson effectiveness, time management and compensation plans. Drove sales team reorganization that reduced sales expense by 5% annually and enabled successful launch of new denim product line bringing 1st year incremental revenue of $25M. •Additional clients included: Western Digital; Gibson Dunn LLP; Intellectual Ventures; Active Business Network & St James Episcopal Church