Frisco, Texas, United States
Passionate and driven sales leader with a focus on building and scaling teams that create, articulate, and sell on value into large complex organizations. Avid relationship builder, both internal and externally. Experienced complex contract negotiator with a focus on repeatability and simplification of processes. Demand-gen optimization advocate experienced in analyzing the buyers journey. Disciplined management of sales methodology and efficiency. Extensive experience identifying and developing market penetration tactics. 20 years+ of solid annual quota performance. Specialties: SaaS, Cloud and Workload Security, Secure Network Transformation, DLP, CRM, Automation, SSO, Identity and Access Management, Big Data, Knowledge Extraction, Unstructured to Structured knowledge enrichment, Ontology-driven Search, Content Delivery; Sales leadership; Scale and Repeatability; Recruitment & Retention; New account sales; Named account expansion
Lead a team of Global Specialists driving Zscaler’s rapid growth across our innovative Zero Trust Branch, Data Security, Zero Trust Cloud & SecOps solutions. Responsible for integrating GTM alignment for key acquisitions.
Third-line leader over TOLA & Southeast Enterprise, Majors & Strategic teams
Zscaler is the leader in secure digital transformation, helping businesses to deliver a faster user experience, improved security posture, and reduced infrastructure costs. Third-line leader over TOLA, Southeast, and LATAM Enterprise, Large Enterprise & Majors teams
Responsible for building and leading Sales organization for innovative Cloud-Networking startup * Grew revenue 107% in 12 months * Built Land & Expand sales playbooks for Consumption-based GTM model * Lead Sales, Pre-Sales, Sales Ops, BVA, and Alliances * Recruited and Retained Top Talent with 300%+ HC growth The Network Comes First. Aviatrix solves the multi-cloud networking, operability, security, visibility and troubleshooting challenges corporate IT leaders face every day. Build less and do more with cloud-native networking.
Managed a $230M ARR business consisting of revenue directors and account execs focused on providing value and increasing market share within the World's Largest Organizations • Co-founded strategic segment within Okta consisting of eight revenue directors and 45+ account execs • Created new processes and GTM motions centered around strategic research and value-driven selling to high-valued personas • 114% Quota attainment • Hired and Enabled three new Area Directors, two of which exceeded their number in their first year. • Maintained and managed over 32% YoY growth • Championed the Okta Unified Delivery Partner Prime initiative, focused on building the delivery business for select partners
• North American Sales Leader of the Year - FY20 • 0% Rep Attrition; maintained full HC and then grew capacity by 60% & 33% respectively • Consistently overachieved annual quota: FY20 =157% / FY19 = 169% Quota Attainment • #1 Global Named/Strategic Sales Team – FY20 • #1 Global Enterprise Team – FY19 • Lead new Named/Strategic GTM motion built around top-down value-driven sales cycles • Embraced the channel – moved from ~30% to 92% channel attach Manage a revenue team focused on providing value and increasing market share within the World's Largest Organizations headquartered in the Central US.
* Established the Okta Enterprise presence in the TOLA market * Acquired multiple new Fortune500 company logos * Exceeded quota every year, attending Club every year * Built and evangelized a loyal Okta customer base Okta is an enterprise grade identity management service, built from the ground up in the cloud and delivered with an unwavering focus on customer success. With Okta, IT can manage access across any application, person or device. Whether the people are employees, partners or customers or the applications are in the cloud, on premises or on a mobile device, Okta helps IT become more secure, make people more productive, and maintain compliance. The Okta service provides directory services, single sign-on, strong authentication, provisioning, workflow, and built in reporting. It runs in the cloud on a secure, reliable, extensively audited platform and integrates deeply with on premises applications, directories, and identity management systems.
Salesforce.com Service Cloud ISV Oracle Siebel ISV Tasked with modifying an AI services organization with deep roots in the Federal segment into a subscription software company catering to Enterprise clients leveraging Salesforce and Oracle platforms. -Modified all Go-To-Market functions from a perpetual to a subscription revenue model -Simplified complex sales cycles into a four key pillars including pitch refinement, discovery framework, and objection handling briefs -Negotiated and closed first subscription revenue clients in commercial and enterprise segments -Created ISV playbook sales framework for SFDC AppExchange Lymba’s award winning Natural Language Processing (NLP) technology optimizes non-voice support channels and allows contact centers to improve CSAT and FCR scores through automated answering. K-Extractor extracts deep semantic concepts, events and relationships from unstructured text to map useful knowledge into either an RDF store or a standard RDBMS. Jaguar automates ontology building to mine and harness the power of big data.
Sales executive for a content delivery company with manufacturing out of Shenzhen, China. Responsibilities included creation of buyer/decision journey and revenue for new Americas sales organization. Recruited and built framework for revenue organization with a focus on customer acquisition and retention in competitive Pub-Sec, Retail & Fin-serv markets Negotiated multi-million dollar multi-year OEM agreement with large government education organization.