Stamford, Connecticut, United States
Driving enterprise software sales to new levels of growth and performance is my passion. My specialty is building, leading, and engaging extraordinary sales teams and organizations to sustained market leadership in highly competitive markets. A data-driven leader, I employ best-practice sales methodologies and systems to accurately forecast and drive high performance across enterprise software and solutions sales teams, consistently meeting and exceeding expectations. A powerful listener, influencer, and inspirational team leader, I build cultures of collaboration, respect and winning that work in alignment to grow client engagement and rapidly accelerate revenue growth. Noted for: Diversity of Sales Experience Leverages extensive experience in technology, software, SaaS, and application sales from startups to large, mature companies within a range of industry sectors including financial services, banking, and insurance to grow customer relationships and sales revenues. Business Turnaround Spearheaded rebuilding of sales teams (direct & indirect), increased revenue threefold over five years by recruiting new salespeople, developing onboarding material, and introducing an opportunity review structure used throughout the opportunity lifecycle, for the US & Global sales teams. Sales Leadership and Execution Led a successful turnaround effort at CA Technologies that rebuilt the brand and improved the revenue performance in the Illinois market by building relationships with customers, and team members alike, to find common ground to drive progress. Revenue Acceleration Achieved a 61% increase in revenue from $80M to $129M by establishing a regular and consistent review of the core sales basics – pipeline generation, forecast accuracy, customer satisfaction, and revenue growth. Core Competencies that Ensure Success Recruit, Train, Coach, Lead, Motivate & Retain Sales Teams | Market, Territory & Account Data Analysis| SaaS Solution Selling | Sales Opportunity Analysis & Strategic Analysis| Continuous Improvement| MSP & Channel Partnerships | Accurate Sales Forecasting| Pipeline Development & Management | Process & Methodology Management | ARR & Profit Optimization | Contract Negotiation & Closing | New Logo Sales Growth | Operational Change Management | Strategic Account Development | Sales Coaching | Persona-Based Selling | Technology-Driven Lead Generation | Business Planning & Execution | Quota Plan Development & Implementation | Salesforce Experience | Customer Retention & Renewal
LogRhythm, now Exabeam is a world leader in On-Premise and Cloud Native SIEM, empowering organizations on six continents to successfully reduce risk by rapidly detecting, responding to and neutralizing damaging cyberthreats. The LogRhythm & Exabeam platforms combines user and entity behavior analytics (UEBA), network traffic and behavior analytics (NTBA) and security automation & orchestration (SAO) in a single end-to-end solution. Exabeam’s Threat Lifecycle Management (TLM) framework serves as the foundation for the AI-enabled Security Operations Center (SOC), helping customers measurably secure their cloud, physical and virtual infrastructures for both IT and OT environments. Built for security professionals by security professionals, the LogRhythm & Exabeam platforms have won many accolades, including being positioned as a Leader in Gartner’s SIEM Magic Quadrant.
Businesses have many assets—customers, employees, intellectual property—but data is among the most valuable. It is analyzed to provide better services, improve outcomes, innovate products, and drive new revenue channels. Protegrity helps enterprises overcome that hurdle and engender trust with their customers by securing their sensitive data and maintaining the highest level of data privacy and compliance. Organizations can innovate and confidently pursue data-driven initiatives, knowing they’re benefitting from Protegrity’s customer-first mission of creating and delivering the most comprehensive and reliable data-security solutions available today.
Company develops comprehensive security solutions to support the entire data lifecycle: a blend of agents and agentless to cover hundreds of different data stores and environments, both on-premises and in the cloud.
Company develops and delivers cybersecurity software technology to Fortune 500 and major European companies. Hired to reverse flatlining sales and revenue across the eastern half of the US, and establish a sustainable and repeatable sales strategy, simple methodology, and review cadence. Managed the Eastern US direct and indirect sales teams. IMPACT: Jointly increased US and Global revenue threefold. Spearheaded focus on new logo and enterprise accounts. More than 80% of the wins during my tenure were new logos. Increased Eastern US revenue to $28M consisting predominately of new and large enterprise logo accounts. Transitioned the Perpetual/Term licensing model to 100% SaaS subscription.
Recruited by the CEO to this early-stage startup opportunity with $10M initial funding. Company brings innovative MPP streaming compute technology to the enterprise market. IMAPCT: Won one of the world’s largest and most prestigious financial services market leaders as the first customer, producing $2M in ARR.