United States
Innovative CRO & GM leverages 20+ years’ experience to lead rapid organizational growth at scale. Implements complex strategy and operational improvements to enhance sales enablement, hiring practices, productivity, and sustainable recurring revenue business models. • Drove hypergrowth of UiPath and generation of $1.5B+ in ARR with adaptive, innovative strategies • Championed growth from $400M to $900M+ ARR with verticalization and aggressive platform adoption • Built IDP and Test Suite products into globally recognized category leaders via innovative go-to-market strategy • Delivered $400M+ ARR with triple digit YoY growth of IDP (AI/ML), Test Suite product sales Executive Value • Cross-Functional Leadership: Listens actively, speaks effectively, and assists teams with optimism • Relationship Management: Advocates for diverse perspectives & customer needs through empathetic guidance • Process Improvement: Champions culture of continuous improvement to enhance operational efficiency • Go-to-Market Strategy and Execution: Creates detailed strategies from ideation to market launch and equally owns the execution • Problem Solving: Identifies root causes of complex issues to develop solutions for immediate challenges
Direct overall strategy and operations for UiPath in Americas, ensuring alignment with global vision and objectives. Identify and capitalize on new business opportunities with strategic, aggressive market expansion initiatives. Drive collaboration across sales, marketing, product development, and customer support to deliver seamless and comprehensive solutions to clients. Negotiate and secure strategic partnerships to enhance market presence and competitive edge. KEY COMPETENCIES: RELATIONSHIP & STAKEHOLDER MANAGEMENT, VISION, ADAPTABILITY, STRATEGIC ANALYSIS Drove hypergrowth of UiPath and generation of $1.5B+ in ARR with adaptive, original strategies ● Formed partnerships with key industry players to increase market reach and product credibility ● Expanded sales and marketing operations globally to capture new markets and increase product adoption ● Streamlined operations to ensure scalability and efficiency in delivering products and services to customers KEY COMPETENCIES: WORLD-CLASS, GTM, CONTINUOUS IMPROVEMENT, SAAS, RISK ANALYSIS & MANAGEMENT, METRICS Built IDP and Test Suite into globally recognized leaders with creation of innovative go-to-market strategy ● Developed detailed GTM strategies to include Process Mining, Task Mining, and IDP product lines ● Spearheaded global sales execution efforts to ensure effective promotion and adoption of products KEY COMPETENCIES: COMMUNICATION, WRITING, REPORTING, EXECUTIVE INFLUENCE, PRESENTATION, MARKETING, SALES Championed business growth from $400M to $1.1B+ ARR with verticalization and aggressive platform adoption ● Implemented targeted verticalization strategy to penetrate markets and industries effectively ● Embraced NorthStar sales methodology to align sales with long-term value creation focused on customer outcomes KEY COMPETENCIES: REVENUE GROWTH, GTM STRATEGY, DATA ANALYSIS, CROSS-FUNCTIONAL LEADERSHIP Secured product adoption in 65% of Fortune 500 companies
Championed innovation with adoption of innovative technologies and solutions. Analyzed trends and competitive landscape to identify emerging opportunities and potential challenges. Promoted professional growth and employee engagement to foster positive, inclusive work environment. Developed data driven, metrics-centric sales operations functions. Played pivotal role as a thought leader and advisor to stakeholders and broader executive team. Inspired and instilled operational rigor into cross-functional teams. Reviewed sales data, metrics to make informed decisions, adjust strategies and achieve desired outcomes. KEY COMPETENCIES: RESEARCH, REVENUE GROWTH & MANAGEMENT, PRODUCT DEVELOPMENT & MANAGEMENT, SALES Delivered $400M+ ARR with triple digit YoY growth of IDP, Test Suite product sales ● Invested heavily in research and development to continuously improve and innovate products ● Conducted comprehensive market research to identify key customer segments and tailor GTM strategies ● Equipped sales team with innovative tools and training to convey value proposition of IDP and Test Suite KEY COMPETENCIES: SUBJECT MATTER EXPERT, SALES, TRAINING, MENTORING, CUSTOMER ENGAGEMENT & SERVICE Expanded platform adoption with creation, mentoring, and coaching of high-impact sales team ● Created individualized development plans for sales staff to maximize potential results ● Led by example to demonstrate strong sales techniques and deep understanding of platform ● Defined clear, measurable KPIs to align sales performance of team with business goals
Developed and executed comprehensive global sales strategy for VMware’s Networking, Security, and Automation product lines. Directed sales efforts to drive revenue growth and market share, ensuring alignment with VMware's overall business objectives. Built and maintained strong relationships with key customers, partners, and stakeholders to ensure elevated levels of customer satisfaction and loyalty.
Identified new business opportunities and implemented strategies to enter and thrive in emerging markets and industries. Mentored and led high-performing sales team and promoted culture of excellence and continuous improvement. Negotiated and secured high-value deals and strategic partnerships to enhance VMware’s presence in market. Collaborated closely with product development, marketing, and customer success teams to align sales efforts with product capabilities and market needs. KEY COMPETENCIES: ACQUISITIONS, LEADERSHIP, EXECUTIVE INFLUENCE, MARKET STRATEGY, STAKEHOLDER MANAGEMENT Achieved 20%+ YoY growth across global license and service revenue totaling over $4B in FY20 ● Performed thorough due diligence and seamlessly integrated 6 acquired companies ● Developed and implemented a go-to-market strategy for VCF, driving market penetration ● Completed VeloCloud integration and achieved 100%+ YoY growth KEY COMPETENCIES: DATA ANALYSIS & MANAGEMENT, METRICS, LEADERSHIP, INITIATIVE, CUSTOMER VALUE, VISION Secured topline revenue growth of 28% in Q1, 43% in Q2, and 69% in Q3 with focused, aggressive sales targets ● Articulated unique value proposition of product offerings to demonstrate adoption benefits ● Worked closely with product development teams to ensure offerings matched market demands and needs ● Used advanced analytics to track sales performance, identify trends, and adjust strategies in real-time