Dallas-Fort Worth Metroplex
PreSales and Customer Success executive with 30 years experience across enterprise SaaS, solution strategy, customer lifecycle leadership, retention, and revenue growth. Focused on over achieving target business outcomes.
I specialize in optimizing sales processes, crafting compelling market positioning and messaging, and conducting sharp competitive analysis. By developing strategic breakthrough tactics and fostering unique team alignment organizations achieve and surpass their revenue and performance goals.
I focus on increasing revenue and margin for Cisco partners by maximizing VIP rebates and rewards.
Developed and executed strategic sales plans to target the network security and cloud markets. Managed marketing events leveraging reseller partners to obtain new customers.
Defined and executed on a successful new territory channel sales strategy with regional and national partners. ☛ Tripled region revenues from $4.3M to $13.4M in two years moving our ranking from last to #2 region WW.
Led a new breakout TOLA region and steered efforts to grow from three to nine sales teams. Applied proven success techniques to develop qualified customers. Leveraged customer QBRs to discover organizational mapping of buyers and buying influences, identified key buyer priorities, used data to drive internal team weekly planning sessions. linked business value to pain during onsite customer presentations, and negotiated contracts to achieve profit targets. Net result was new customer regional growth and profits at unprecedented rate. key contributions include: ☛ Increased region sales by 203% Y-o-Y ($3.4M to $6.9M) and boosted revenues from new accounts/logos up to 75%. ☛ Negotiated, finalized, and successfully closed large land/expand deals, including Shell Energy, G6 (Motel 6), American Airlines, Experian, Win/AERO, and BNSF RR. (Dynatrace was a spinoff from Compuware acquired by Thoma Bravo 2016)