Bay Village, Ohio, United States
Experienced executive leader with 20 years of success scaling businesses, leading GTM strategies, and growing global reach through direct sales, channel sales, and strategic partnerships. Skilled in building cross-functional teams, expanding into complex markets, and aligning business growth with company goals. Trusted by C-suite leaders and teams alike, known for a servant leadership style that inspires performance and loyalty. Strong track record in B2B environments across manufacturing, government, financial services, insurance, healthcare and retail,. Recognized for building high-impact partner networks and innovative GTM strategies that drive market growth. Capabilities include: Business Development • Indirect/Channel Sales | SaaS • OEMs | Partners | Alliances • B2B | Start-Ups | Turnarounds • C-Suite Relationship Building • Recruit Partners | Negotiate Alliances Leadership • GTM Strategy & Alignment • Develops High-Performing Teams • M&A Due Diligence & Integration Marketing • Channel Management • Uses Sales Data to Drive Decisions • New Product Development • Voice of the Customer (VOC) • Investor Relations • Industry Knowledge: Healthcare, Retail, Manufacturing, Government, Financial Services, Insurance
Oversaw all global Channel/Direct Commercial Sales (B2B) teams, inclusive of Partner and Technical sales. Led a team of 325 Sales associates across North America, LATAM, EMEA, and APAC and drove consistent practices and accountability. • Drove software and service sales, managing through an unprecedented period of volatility. o Helped to enable and maintain an average of 95% to 98% customer retention. • Successfully integrated the sales group of 2 new acquisitions, Alfresco and Nuxeo, including an organizational restructuring, evaluation, and prioritization of the product portfolio mix to drive upmarket sales into Fortune 100/500 customers. • Focused attention on performance, driving consistency, communication, and feedback to leadership and the field. • Co-created the commercialization and GTM strategy for a Hyland-built AI tool. • Recognized for strong thought leadership, communication, and relationship building. Included in key executive meetings (e.g., BOD, M&A due diligence, Analyst Relations calls, and key C-suite client meetings) and invited to speak at employee townhalls and industry conferences.
Led all Channel/Direct Commercial and Technical sales for North America. Oversaw 200 Sales associates. • Grew revenue 50% over 2 years. • Acquired Perceptive Software, integrating and managing the GTM business, sales design, partner relationships, and affirming customer relationships. Following the reorganization, delivered cost savings and improved coverage of targeted opportunities. • Enabled sustained growth and expansion into Fortune 1000 opportunities by assuming leadership of 100 technical sales representatives (inclusive of 6 technologies) to unify the sales delivery team. Developed multi-faceted sales strategies covering small business, midmarket, and enterprise public sector and commercial markets. Optimized the product and technology portfolio to ensure development, technical support, and sales were aligned with product roadmaps.
Continued to lead all Channel sales for all product groups across select industries (e.g., healthcare, manufacturing, government, financial services, insurance, and retail) for North America. Managed a team of 50 sales and technical associates. • Grew Hyland’s partner practice, including 400% growth in Cloud sales over 2 years. Recruited new Partners (e.g., Iron Mountain, Xerox) and negotiated for investment funds, resources, and people to promote, sell, and support Hyland products. • Built an Alliance sales team to generate revenue through strategic partnerships and collaborations with software vendors, bundling product and service offerings, and developing joint marketing, sales, and solution strategies to expand market reach and grow revenue. • Represented the needs of Hyland partners and customers by collaborating with Product Development, Marketing, and Finance to innovate new product development and optimize existing product features, resulting in higher sales, channel growth, marketing innovation, and client retention.