North Ridgeville, Ohio, United States
Results-oriented executive with over 20 years of proven success in global sales strategy, revenue growth, and team leadership within software and technology sectors. Accomplished in driving content innovation and delivering exceptional client value. Skilled in developing market expansion initiatives, partnering cross-functionally with product and marketing teams, and cultivating strong client relationships. Known for analytical thinking, operational efficiency, and building high-performing, results-driven sales teams.
Developed and executed a global sales strategy for new content innovation solutions, driving a 6X pipeline while exceeding sales goals for V1 product offerings. Led cross-functional initiatives in collaboration with Product, Marketing, and Customer Success teams, driving alignment and growth. Created sales playbooks and strategies to empower global direct and channel teams, enhancing product positioning and go-to-market success. Act as a trusted advisor to clients, providing strategic content solutions that meet their business challenges and increase customer satisfaction. Advanced strategic account planning, focusing on operational effeciency and scalable growth.
Managed sales efforts for the Commercial Sales team, supporting Financial Services, Higher Education, Insurance, Cross Industry, and Government. Supported and drove 398M in annual recurring revenue achieving 123% of goals across multiple verticals. Directed market expansion and business development initiatives, integrating acquisitions to support significant ARR growth of 32% and 43% across the acquired products. Led the strategic transition from perpetual licenses to SaaS offerings, resulting in 93% of revenue generated from SaaS hosting and subscriptions. Implemented performance metrics and KPIs to optimize team productivity, improve forecasting accuracy, and drive sales operations. Spearheaded the launch of a Named Account model, adding 12M in ARR within the first year through targeted strategic accounts.
Oversaw vertical, pre-sales, and specialty sales teams, driving strategic adoption of content solutions across global markets. Built and implemented a Specialty Sales model to enhance product adoption and tailored solutions to meet evolving market demands. Increased pre-sales revenue contributions to $1.5M annually per engineer and optimized team member onboarding for a 4-month time-to-revenue target. Led the integration of acquired sales teams, incorporating $76M in ARR into the Commercial practice.
Responsible for leading and building the industry leading pre-sales team in Enterprise Content Management supporting direct and channel sales teams
Responsible for building and leading Hyland's back office and ERP integration teams. Built this practice in support of all ERP integrations including SAP, Lawson, and Oracle.
Developed, supported, and sold Dealer Management Software.