Minneapolis, Minnesota, United States
I have extensive experience helping more than 1000 enterprises across industries transform their ability to rapidly solve business problems with technology and, for those firms I’ve worked for, a proven track record growing teams and revenue, driving thought leadership, building demand in new markets, and providing leadership across the organizations. I have accomplished this in a variety of roles working with C-level executives and all audiences in 18 years of enterprise software experience including driving business & technical transformation, managing pre-sales teams, thought leadership & evangelism, technical account management, project management, and end-to-end IT services work. My major successes include: -- In the last fiscal year, the top solution architect globally personally supporting deals worth $4.3M in ACV & $14.5M in TCV in 2017 at MongoDB. -- Growing revenues at least 50% every year of 5 years at MongoDB but most recently by 242% YOY for the previous quarter -- Growing annual revenue for Progress from $5 to $10 million in 2 years -- Starting Progress Apama sales operations and growing headcount from 1 to 5 SEs and total revenues from $0 to $4 million -- Growing revenue from existing accounts for Caplin Systems by 100% -- Delivering 16 projects successfully at Sapient and building trusting relationships with 50 technology decision makers in well-known firms with average revenues of $24 billion Specialties: Skills - sales, though leadership, evangelism, computer science, management, communication, requirements discovery, solution definition, customer relationship building, project management, consulting Technology areas - MongoDB, Big Data, PaaS, DaaS, cloud, enterprise architecture, analytics, NoSQL, business intelligence (BI), business rules (BRMS), complex event processing (CEP), business process management (BPM), mobile, ecommerce Industries - financial services (capital markets, banking, insurance), healthcare, retail, telecom and government
I moved from NYC headquarters to be the first person in the North Central US and helped the sales team's rapid growth across the entire Central US among enterprise customers. Deals I've personally worked on have netted at least $5MM ACV and $12MM TCV each of the last 3 years. As a senior leader on the solutions architecture team, I mentor field teams and collaborate across product, marketing, sales, and other groups to align our excellent product-market fit for now and the future. I also provide thought leadership on enterprise data management and enterprise architecture to demonstrate the value of MongoDB beyond individual app teams.
I joined MongoDB with about 120 people to help the company focus on expanding beyond just community adoption to grow revenues in large enterprises and financial services, with a dual role of Solution Architect and Financial Services (FS) Business Architect. Responsibilities included: a) directly supporting sales to enterprises in the Northeast US as solution architect b) supporting the entire US sales team in penetrating FS accounts by leveraging my knowledge of industry trends and enterprise architecture c) providing thought leadership through webinars and blogs explaining how to maximize business value to financial services through improving agility & time-to-market, lowering TCO, and mitigating risk with MongoDB Sales teams I supported increased revenues by 50% or more every year (the private company’s revenues are confidential). I sold new logo deals with at least 50 enterprises with revenues greater than $500 million.
I led a team of 8 solution consultants supporting sales across the US and Canada to tier 1 banking, insurance, and capital markets firms with more than $1 billion in revenues. Progress had a large suite of projects so my team and I matched customer objectives to solutions built from these enterprise software areas: BPM, BRMS, BAM, mobile, BI, ESB, messaging, complex event processing (CEP), and business transaction management (BTM). I took over the team of solution consultants after a strategic change and reorganization to grow sales from approximately $5M in 2009 to $8 million in 2010 to $10 million in 2011 to be the #1 region globally in 2011. Some of the largest deals were with Bank of America ($1M), JP Morgan Chase ($2.6M), BNY Mellon ($1M) and Citi ($1M). I helped sell more than 100 deals and raised average new customer deal size from $120K to $250K. I served as SME globally in capital markets especially among the most electronically traded asset classes, e.g. for automated prop and algorithmic trading, FX aggregation, SOR, ecommerce, auto-hedging, real-time risk, and trade surveillance among others.
I started the North America sales operations for the newly acquired Apama Complex Event Processing and Algorithmic Trading Platform. I grew revenues in the new geography from $0 to $4M and headcount from 1 to 5 sales engineers to support the growing demand and growth goals. I grew sales rapidly by quickly building brand awareness, knowing the automated trading market extremely well, and developing a business-focused solution sales pitch for a complex technical platform. I helped build Apama to be the most recognizable brand within algorithmic trading and complex event processing in capital markets.
I supported sales executives for new prospects and was global account manager for existing accounts. I increased sales by 100% to existing accounts including Citigroup, JP Morgan, Merrill Lynch, Instinet, Nasdaq, ICAP, and Fannie Mae. Caplin is the premier provider of white-labeled FX and FI trading portals offered by the largest dealers, allowing them to support a large customer base with a web-based but fully-featured front-end.
I built trusting relationships across 16 projects with at least 50 technology decision makers in 14 well-known client companies with average public revenues of $24 billion. Sapient is a leading business consulting and technology services firm that delivers business results to Global 2000 clients often within a fixed time and price. My clients included: Bank of NY, Deutsche Bank, Kemper Insurance, Lucent Technologies, AT&T, Nextel, Cingular Wireless, Scholastic, Department of Homeland Security and the US Navy and Marines. I engaged with clients through all phases of project lifecycles. I started with business development, sales proposals, and strategic planning workshops. I managed the plan, scope, issues, and change management processes for teams in the US and India. I often led up to 30 clients through sessions to generate buy-in for new initiatives, gather requirements, and perform business process analysis. I documented functional and technical requirements as architecture diagrams, process flows, use cases, and other documentation. I then developed software applications with agile processes using J2EE and Microsoft technologies followed by testing and maintenance phases.