Experience

Calabrio, Inc.

• United States
• Software Development
• 400 - 500 Employee

• Global VP - Strategic Sales | Sales Management | Leadership | Solution Selling | Growth

  • Jan 2020 - Present

  Remote As part of buyer's journey, assure each sales stage in journey provides value in solving each customer's unique business needs. Ensure opportunities have velocity and speed and don't stall in sales cycle(s) by building key decision making at each stage. Improved CX from no data to high 90%. Translate deep, complex business challenges into focused resolution using value and benefit statement, by vertical. The art of successful negotiation and closing deals starts with using analytical… Show more As part of buyer's journey, assure each sales stage in journey provides value in solving each customer's unique business needs. Ensure opportunities have velocity and speed and don't stall in sales cycle(s) by building key decision making at each stage. Improved CX from no data to high 90%. Translate deep, complex business challenges into focused resolution using value and benefit statement, by vertical. The art of successful negotiation and closing deals starts with using analytical skills in understanding buyer's data, providing value and outcomes for solving challenges. Through employee development and sales enablement, implemented checks-and-balances around selling value and presenting solutions. Extensive use of CRM. Collaboration, communication and interpersonal skills with Account Executives, Account Managers, Business Development Reps, Inside Sales, Customer Success Managers, Strategic Consulting, Sales Engineering, Application Consulting, RFP, Security, and demo team. Perform in highly competitive, hyper growth market where better matters and a sense of urgency (time management is critical) will increase win rate. Depending on focused campaign, one win rate went from 25% to 83% and another from 0% (not tracking data) to 79%. Celebrate team spirit! Six consecutive years of growth resulting in sale of company from KKR to Thoma Bravo. Managing a team of up to 60. Highly focused on many critical areas with some specific callouts such as emotional intelligence, critical thinking, active listening, strategy and storytelling. Sales Management | Leadership | Sales Transformation Executive | Sales Processes | Forecast | Probability | Commit | Pipeline Management | Pipeline Velocity | Redesign Compensation, Commission, Territory | Creativity | Player and Coach | Business Planning and Development | Revenue Engines | Sales and Marketing Strategy | G2M | P&L Management | Revenue and Profit Growth | Budget | Customer Acquisition | Customer Success

• VP Global Strategic Sales Initiatives - Sales Strategy and Execution } Reporting to SVP Sales

  • Apr 2017 - Jan 2020

  Remote Global Consulting and Strategic Sales Initiatives Executing the strategies involve: leading, managing and supporting the complex sales cycle across sales and presales organization, building and preparing strong sales and presales teams, communication and presentation documents, briefing and debriefing sessions for continuous improvement, understanding and managing complex sale, and differentiating impact on customer experience. Achieve the business and revenue goals with regional… Show more Global Consulting and Strategic Sales Initiatives Executing the strategies involve: leading, managing and supporting the complex sales cycle across sales and presales organization, building and preparing strong sales and presales teams, communication and presentation documents, briefing and debriefing sessions for continuous improvement, understanding and managing complex sale, and differentiating impact on customer experience. Achieve the business and revenue goals with regional teams while ensuring strong customer relationships. Pipeline is a key area of focus moving into this role; leading, managing and implementing with sales, within the CRM, and in conjunction with the new PE firm. Improved pipeline metrics and CRM hygiene dashboards as part of PE and CEO goals. Specific, measurable and transparent to build accountability into role execution. Built dashboards to provide real-time insights; started with multi-million, unqualified pipeline and ending with 90% accuracy of CRM data. Through subject matter expertise, strategic thinking and foresight, these weekly improvements continue. Analytical | Pattern Recognition | Data Analysis | Problem Solving with Strategic Thinking and Foresight | Critical Thinking | Accountability | Transparency | Strategy | Collaboration



Verint

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• VP - Global Business and Sales Strategy

  • May 2016 - Apr 2017

  Remote VP Reporting to SVP and GM. Pioneered the developed and establishment of holistic short and long term growth and sales strategies; and enable the execution across Enterprise Intelligence Solutions, specifically Enterprise Workforce Optimization (WFO), Customer Analytics (CA) with Business Intelligence, Artificial Intelligence and Machine Learning (BI, AI, ML), Robotics and Identity Authentication and Fraud Detection (IAFD). The growth strategies include C-Suite communication and… Show more Reporting to SVP and GM. Pioneered the developed and establishment of holistic short and long term growth and sales strategies; and enable the execution across Enterprise Intelligence Solutions, specifically Enterprise Workforce Optimization (WFO), Customer Analytics (CA) with Business Intelligence, Artificial Intelligence and Machine Learning (BI, AI, ML), Robotics and Identity Authentication and Fraud Detection (IAFD). The growth strategies include C-Suite communication and presentation skills, change management, and strategic decision making: organic growth, go-to-market, partnerships, marketing, product roadmaps, service and support, as well as mergers and acquisitions.

• Regional Vice President, North and South America Presales

  • Oct 2012 - May 2016

  Remote RVP Led successful presales teams located in North and South America with managers in Brazil, Mexico, and US. Thought leader on strategy and go-to-market. Helped develop presales team on importance of emotional intelligence and the art of conversation. Bookings attainment between 93% - 131% with average of 99%.

• Principal Consultant, Strategic Business Group Presales

  • Jun 2007 - Nov 2012

  Remote Principal Consultant Principal Consultant at Verint Systems, Inc. and Witness Systems, Inc. (acquired by Verint) for all Enterprise Intelligence Solutions. Leveraged best practices internally and with customers in a presales role. See resume for details. Strategy, Consultative Sale, Employee Development were critical to this role.

• Principal Consultant - Professional Services

  • Oct 2002 - Jun 2007

  Remote Principal Consultant Wtiness Systems, Inc. Combination / Acquisition by Verint Systems, Inc. Remained in this position at Verint Systems, Inc. - Witness Actionable Solutions Took on additional responsibilities as Field Service Manager in this role where I engaged in significant planning with customer around professional services, training, consulting and managed services.