International Sales Leader with success as a member of leadership teams with direct responsibilities covering sales, marketing and operations. Reputation as an effective, principle-based leader, scaling organizations from the ground floor to capacity.  Builder and leader of highly effective sales organizations, establishing repeatable management process for teams to 100+ that deliver rapid growth. 

Early in my career I made a decision to focus on Sales Leadership, Culture and Motivation.  As a member of Harvard Business School executive leadership program and EcSELL, I’ve developed the ability to attract, retain and lead high performing sales teams.   Teams include inside, outside and key accounts, made up of millennial and generation x.  This has lead led to long-term revenue growth while establishing a culture of execution, excellence, and accountably for individuals, managers and the team.

Cloudera
(Gazzang)
2014– Present
 

Talend
2010 – 2013
(4 Years)
 

SunVest
2005 – 2009
(5 Years)

VP Sales – Center of Security Excellence

Responsible for overlay team of 9 Senior Strategic AE’s focused on Cloudera’s biggest customers and prospects.  Cloudera acquired Gazzang the leader in securitizing Hadoop (Big Data).  At Gazzang assisted CEO/CFO to secure B-Round, which was 95% complete, and we changed direction to be acquired by Cloudera.   With Gazzang had responsibilities for leading a sales team of 13 AE’s (Geo and Inside), SE’s and  Sales Operations. 

·               Lead Millennials Inside Sales Team to 100% OTE year to date.

·               Drove sales with AE’s maintaining MRR growth each qtr.

Vice President Sales

Talend equips the enterprise to deliver all data where, when, and how the business needs it. 

Talend’s data management platform includes big data, data integration, data quality, master data management, and enterprise service bus and business process management.  Solutions are based on an open source model and available based on SaaS or on prem by subscription.

As part of the leadership team, my responsibilities included Western, Central and Global teams accounting for 60% of revenues.  As the company has experienced high growth to $70 M in 2014, my team had grown revenue from below $3M in ’09 to over $50M TCV leading sales by as much as 80%.

·               26 direct & dotted line reports (AE’s; Marketing; Channel; Inside & Customer Success)

·               Lead highly successful MDM sales rollout in ‘11 to initial 6 POC leading to current 60+ customers and 1^st time inclusion into ‘13 Gartner MDM magic quadrant

·               Rolled out named accounts program for largest clients including B of A, Citi, Wal-Mart, Blue Cross, St Jude’s, Century Link, Disney, Sears, Best Buy and others

·               Responsible for forecasting, planning, and budgeting for leadership team

·               Driving sales success via lead generation, renewal and expansion.

·               Wrote playbooks, re-designed sales process / pipeline, comp plans and territory design.

·               Contributed to raising $42 M in ’10 and $40 M in ’13 with VC’s

·               Only VP to achieve retention bonus each year since 2010

Vice President Field Operations / Sales

With full P&L reasonability for Field Operations including all aspects of sales, channel, marketing & support.  Grew revenue from $70 million to just over $1 Billion in ‘08.

·               Developed scalable based model driving high growth to 5 sales directors and ~50 staff.

·               Established channel program accounting for 70% of sales with 30% International

·               Created marketing plans programs allowing industry first and hyper growth

·               Drove systems to support organization (ERP; CRM; Marketing Automation)

Lawson / Intentia
2001 – 2005
(4 Years)

MarchFIRST
(USWeb/CKS)
1996 – 2001
(5 Years)                                                                                               

Vice President Sales & Marketing

Responsible for the Western Regions for this $500 million dollar supplier of integrated e-collaboration solutions (ERP, CRM,  APM, SCM, PRM, BRM and e-business) with 3,000 employees and a base of over 3,500 customers. Solutions where developed for vertical markets including healthcare, retail, financial services and public sector.

·               Developed and led US strategy for revenue and positioning for acquisition.

·               Built & lead team that had 200% revenue growth & 100% customer growth

·               Drove customer success having our consultants deliver over 90% of implementations

·               Successfully beat ERP vendors including SAP, Oracle and PeopleSoft (JD Edwards)

·               Effectively and efficiently integrated the acquisition of Mexican distributor

·               Lead world-wide compensation and sales training plan development

·               Successfully led acquisition of Intentia US to Lawson.
 

General Manager of South Western Region

International Brand and Internet Marketing company.  With full P & L responsible I established the South West Region strategy for this high growth, publicly traded, billion dollar professional service firm with over 9,500 employees.

·               Grew service revenue from under $1 M to $55 M achieving over 150% of goals.

·               Hired and led an 85 person team of sales, marketing, consultants and project managers.

·               Led a sales team which successfully competed for and closed new business in with First American, Rockwell, Oakley, Warner Bros; Paramount, Fox, and Dreamworks.

·               Successfully developed field level relationships with software & hardware vendors including SAP, Oracle, Siebel, SUN and IBM directly contributing to 26% of revenue.

·               Sat on Advisory Boards for start-up’s Buy.com, Fax.com; Surepay and Escrow.com

Packard Bell
1991 - 1996 
(5 Years)                                                                                                                          

ASYMETRIX
1989 – 1991

MITRE 
1986 – 1989

Education

Leadership


Management


Other

GM EMEA (Reveal subsidiary)

Lead aggressive international expansion for this $400 million computer peripherals subsidiary.  Established International office, P & L and built/lead a team of ~145 that established an International network of Major Accounts, Distributor, VAR and OEM. 

·               Grew Revenues from $5 million to $150 million, taking #1 in UK and Germany.

·               Established subsidiaries in Germany, France, Italy and Ireland.

·               Developed OEM and VAR channels accounting for over 45% of revenue

·               Successful exit, selling company to NEC

Director International Sales and Marketing EMEA

·               Led the formation and growth of European Business to $16 million in revenue.
 

Member of Staff
•              Participated in MIT Graduate Program and worked on VLSI Design Projects
 

VLSI Design            1986 Massachusetts Institute of Technology, Cambridge, Ma
Computer Science    1984 University of Massachusetts, Lowell, Ma
 

Harvard University Leadership Program; Member EcSELL (Science of High Performing Teams); Vorsight (Inside Sales Methodology); Value Selling, Solution Selling; Selling Power

Landmark Education, Team Management Leadership (12 month program); Communication Access to Power; Communication Power & Performance

NSA (National Speakers Association); USPA – International Ranked Player (U.S. Polo Association); International Ranked Monopoly Champion; Fluent in German