Carmel, California, United States
Strategic, results-driven executive. Significant global operating experience in high growth, enterprise software companies, including Salesforce & ServiceNow. Servant-leader focused on making my teams more successful.
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Responsible for helping build and scale our "buy or partner" motions - including M&A, Strategic Alliances, Tech Partnerships, ISV/App Development Partnerships, and Channel Solution Partnerships.
Engagements: - SambaNova Systems (www.sambanova.ai)
Top 5 company priority FY20 & FY21. Build and drive cross-functional industry organization across go-to-market, products, engineering, and marketing. Direct line ownership for Industry leading General Managers (GMs), Regional Industry Sales Overlay, and Global Solution Directors. Member Global Leadership Team (top ~1%). Significant over-performance against BOD targets. • Secured $3M from Executive Leadership Team (ELT) to cross-functionally launch effort • Grew direct-line team from 0 to ~70 people; and cross-functional team to over 200 people • Delivered 73% YoY growth in Banking & Telecom, yielding 58% of ServiceNow FY20 NNACV growth • Earned 92% Average Employee Voice Score for last 24 months (ServiceNow overall = 84%) • Selected for WinnersClub FY20 (Top performers in Sales organization)
Recruited by CEO and CRO as first hire into Corporate Strategy team. Responsible for driving C-level initiatives and advising Executive Leadership Team on Go-to-Market Strategy. Member of Global Leadership Team (top ~1%). • Led long range GTM planning process focused on driving NNACV growth (Board approved) • Drove development of ServiceNow’s initial Customer Success motions and reviewed with BOD • Managed CRO's strategic plan and coordinated or led associated projects for CRO-1 leaders • Additional key initiatives include: re-segmenting global sales teams, creating country investment priorities, investing significantly in customer-success, and creating business plan for Industry motion
Delivered fastest growing country (Brazil) and region (Latin America) within Salesforce in CY16. Originally tasked to create and lead cross-functional working team to improve performance in Brazil. Role formalized to COO of Latin America region in February, 2016. Responsibilities included: • Meet or Exceed ACV Quota for Latin America Region (i.e., own the number) • Drive strategic initiatives to fuel regional growth and customer success. • Ensure corporate operational support for field sales teams. • Direct line responsibility for inside sales and sales development teams. • Oversight of shared services including marketing, partners, finance, and human resources.
Identify acquisition value drivers, design and drive go-to-market integration to capture deal value. Key Deal: $2.5B for ExactTarget (B2C Marketing) & Pardot (B2B Marketing): • Member exec team charged with pre-LOI diligence • Identified value drivers, built revenue synergy model, and gained approval from CFO & COO • Achieved significantly above model performance in CY13 & CY14 Completed 10+ additional deals across Analytics, Configure Price Quote (CPQ), CRM, Content Management, Collaboration, and Social Marketing technologies.
Member E-Staff. Drive top-line growth through effective go-to-market strategy. • ~40% YoY bookings growth in CY12 against ~10% Headcount • Designed plan for integration of sales team into Core channel, which delivered 50% YoY growth