Mason, Ohio, United States
REVENUE & SALES ENABLEMENT | SENIOR LEADERSHIP | SALES DEVELOPMENT | ENTERPRISE SALES EXPERIENCE Sales and revenue enablement leader with 15+ years of experience driving revenue growth, optimizing sales processes, and equipping sales teams with tools, metrics, training, and methodologies that deliver results. Proven success leading high-profile initiatives, managing enterprise budgets, and aligning sales enablement with corporate strategy. Expertise in CRM optimization, GTM execution, and talent development across Fortune 500 and mid-sized enterprises. Core Competencies: • Sales Enablement Leadership, Revenue Growth Strategy, GTM Execution • CRM & Sales Technologies - Salesforce.com, Highspot, LinkedIn Sales Nav, Ai Copilot, etc. • B2B Enterprise Sales – New Logos • Sales Methodologies: Miller Heiman, Challenger, Sandler, Carew DPS, SPIN, MEDDPIC • Sales Training & Coaching, Onboarding & Ramp-Time Optimization • Industry expertise includes EdTech; FiTech; Warehouse Automation; and more.
Senior Leadership Team (SLT) team executive leading 5 critical business functions: CRM/technologies/tech stack; Contract Negotiation/Approval/Management; Sales Training/Content Mgt./Playbooks; Cross-Sell Programming; FI Alliance Partnerships) and 8 sales effectiveness workstreams , enabling 300+ sellers across four distinct business units(BU) to drive high velocity revenue growth. • Spearheaded cross-sell initiatives, achieving 50% YoY lead growth and 104% increase in won deals. • Reduced enterprise contract cycle time by 12%, accelerating revenue recognition. • Optimized $6M budget, reducing spend by 14% while expanding enablement capabilities. • Drove Highspot ROI by deploying functionality that influenced $8.6M in new sales revenue.
Senior Leadership Team (SLT) executive leading 5 critical business functions and their teams (CRM/technologies; Enterprise Contracts; Sales Training and Technologies; Cross-Sell Management; FI Alliance Partnerships), including 8 sales effectiveness workstreams, enabling 300+ sellers to drive high velocity revenue growth. • Spearheaded cross-sell initiatives, achieving 50% YoY lead growth and 104% increase in won deals. • Reduced enterprise contract cycle time by 12%, accelerating revenue recognition. • Optimized $6M budget, reducing spend by 14% while expanding enablement capabilities. • Launched Highspot functionality that influenced $8.6M in new sales revenue.
Reporting to the Chief Revenue Officer, I managed functions and implemented new initiatives essential to sales force productivity and sales effectiveness. This included strategic planning, sales management reporting, comp and quota management and goal setting; sales talent selection; sales technology optimization(Salesforce.com, etc.); sales process optimization; and competency-based talent development initiatives. Selected Achievements: • Double-digit % revenue growth • Implemented B2B target segmentation, deal modeling, and process improvements resulting in consistent application of sales strategy and improved deal review/approval process for incremental revenue growth • Engaged in the successful implementation of Salesforce.com to selected business units
Executive level sales role where I engaged decision makers at higher ed institutions(Provosts, Presidents, VPAAs, CFOs, etc.) to forge contractual multi-million dollar partnerships that address the issues related to college affordability, access, and achievement through our SaaS solutions.
Institutional Sales Executive Team member that implemented a true sales enablement methodology of dynamic sales process adoption; sales management operational excellence; competency-based talent development; and sales coaching leadership. Achievements: - Initiated the foundation for sales excellence: formal, buyer-aligned sales process; talent development programs; Salesforce.com CRM adoption and data-driven strategic planning and related selling tools. - Launched the development programs and tools for new Cengage Unlimited SaaS solution with first year revenue results of nearly $20MM
Led the creation of a commercial development model for the Intelligrated enterprise sales organization of over 175 sales professionals and 30 sales managers. Drove sales performance improvement and optimization while embedding a continuous learning and improvement culture within the organization. Achievements Include: - Improved management performance by initiating a sales management operating system (MOS) as the playbook for sales management activity, processes, and tools - Grew sales competency proficiency by launching a formal, competency-based, sales management coaching program - Developed our sales management effectiveness by employing a formal sales coaching program and culture
Lead the sales and delivery of professional sales organization consulting and training services to large and mid-sized client sales organizations (i.e. Panasonic, Honeywell Intelligrated) to put in place sustainable programs that build their sales excellence. Some achievements include the following: - New Business acquisition: New programs at Panasonic, Honeywell Intelligrated. - New Logos: Certified Angus Beef Brand, Shumsky, Cedar Fair Entertainment, Duke Energy, Woolpert - Grew client’s upsell results over 80% by delivering a custom a blended learning program of workshop, eLearning, and virtual learning tools (i.e. online resource center and learning portal) for over 1000 associates. - Designed, delivered customized sales training programs to Panasonic North America sales teams. - Lead the Sales Performance Training business unit achievement of over 125% of revenue goal for Q1 2015.