Experience

TimeZest

• United States
• Software Development
• 1 - 100 Employee

• Sales Manager

  • Jan 2023 - Present

  Tampa, Florida, United States A fresh approach to client scheduling for Managed Service Providers using ConnectWise Manage or Autotask, TimeZest makes scheduling calls, remote support, and onsite visits simple. No more phone/email tag, wasted time coordinating availability. Just easy, real-time scheduling your clients will love. -Responsible for growing and scaling a team of Regional Sales Managers as a player/coach while the TimeZest team increased MRR 111% YoY from 2022 and to 2023. -Developed a plan to… Show more A fresh approach to client scheduling for Managed Service Providers using ConnectWise Manage or Autotask, TimeZest makes scheduling calls, remote support, and onsite visits simple. No more phone/email tag, wasted time coordinating availability. Just easy, real-time scheduling your clients will love. -Responsible for growing and scaling a team of Regional Sales Managers as a player/coach while the TimeZest team increased MRR 111% YoY from 2022 and to 2023. -Developed a plan to selectively reengage RSM's as account managers to drive Free plan conversions, reengage customers who's deals went to Closed Lost and drive expansion in accounts with high recent usage. -Maintained a 56% trial to paid conversion rate by auditing historical Deal data and adding funnel stages to increase visibility for more targeted prospect outreach. -Assisted with efforts to recruit new team members directly from my personal network.

• Regional Sales Manager - Team Lead

  • Dec 2019 - Jan 2023

  Tampa, Florida, United States -Led the pivot/shift from a reactive sales model with little human intervention to an entirely proactive internal process for sales. -Implemented Sandler and Challenger Sales methodologies for all stages of the sales cycle. -Assumed responsibility for all net new sales leads after increasing MRR 45% (month over month) during my first month of service. -Built a qualified pipeline to represent a 63% increase in overall MRR during my first 30 days. -Decreased cost of sale by improving… Show more -Led the pivot/shift from a reactive sales model with little human intervention to an entirely proactive internal process for sales. -Implemented Sandler and Challenger Sales methodologies for all stages of the sales cycle. -Assumed responsibility for all net new sales leads after increasing MRR 45% (month over month) during my first month of service. -Built a qualified pipeline to represent a 63% increase in overall MRR during my first 30 days. -Decreased cost of sale by improving messaging at various stages in the trial process to reduce friction. -Leveraged my background as a former radio broadcaster to drive lead gen efforts through podcasting. -Quota attainment (as an individual contributor) of 120% with company MRR increasing 823% since starting the position. -Current trial to paid conversion rate of 56% (raised this metric 4.3% during my tenure).



Acunetix by Invicti

• United States
• IT Services and IT Consulting
• 1 - 100 Employee

• Channel Sales Manager, USA

  • 2018 - 2019

  Tampa/St. Petersburg, Florida Area Acunetix is a dynamic software company founded to develop a cutting-edge tool designed with security professionals in mind, to help them secure their websites and web applications from design flaws and hackers. Unlike network security solutions, Acunetix scans websites and web applications by replicating a hacker’s approach to detect vulnerabilities heuristically instead of based on fixed signatures. Building off of our tremendous growth in the US Channel, I am working to build a… Show more Acunetix is a dynamic software company founded to develop a cutting-edge tool designed with security professionals in mind, to help them secure their websites and web applications from design flaws and hackers. Unlike network security solutions, Acunetix scans websites and web applications by replicating a hacker’s approach to detect vulnerabilities heuristically instead of based on fixed signatures. Building off of our tremendous growth in the US Channel, I am working to build a "culture of accountability". This includes requiring weekly, monthly, and quarterly forecasts and establishing a regular cadence with every partner, targeting current partners for a referral business program, and increasing our footprint in the Federal space with unique marketing efforts and recruitment of new partners that will provide access to new and different purchasing vehicles. -Achieved 216% to quota (net new business only) during Q4 2018

• Regional Sales Executive, US West

  • 2017 - 2018

  Tampa/St. Petersburg, Florida Area - Responsible for developing and managing key enterprise accounts & relationships including managing the entire sales process, new business sales and expanding existing accounts. - Responsible for all Direct, Channel and FED/SLED sales in my region. - Create and maintain a sales pipeline - Engage with prospect organizations to position Acunetix solutions through strategic value based selling, business case definition, ROI analysis, references and analyst data. - Manage the end to… Show more - Responsible for developing and managing key enterprise accounts & relationships including managing the entire sales process, new business sales and expanding existing accounts. - Responsible for all Direct, Channel and FED/SLED sales in my region. - Create and maintain a sales pipeline - Engage with prospect organizations to position Acunetix solutions through strategic value based selling, business case definition, ROI analysis, references and analyst data. - Manage the end to end sales process through engagement of appropriate resources such as Sales Engineers, Executives, Systems Integration Partners, Resellers and Distributors. -Achieved 17% combined YOY growth during the first nine months of my tenure. -Three time President's Club award winner in 2017 -Achieved 27% combined YOY growth during Q1 2018 -Achieved 45% combined YOY growth during Q2 2018 -Achieved 39% combined YOY growth during Q3 2018



ConnectWise

• United States
• Software Development
• 700 & Above Employee

• Regional Sales Manager - Strategic Markets

  • 2015 - 2016

  Tampa/St. Petersburg, Florida Area ConnectWise Regional Sales Manager for Low Voltage Integrators (Audio/Visual, Physical Security, and Point of Sale).

• Business Success Strategist

  • 2014 - 2015

  Tampa/St. Petersburg, Florida Area With an in-depth understanding of the keys to business success, I support our partners in implementing effective processes that lead to increased profits and long-term success. Through collaboration with internal project management, consulting and sales experts, I facilitate an end-to-end experience for every partner. Using my experience as an IT service provider, I help grow partner businesses sharing best practices around sales and marketing, pricing strategies, onboarding and more.

• Vertical Market Strategist

  • 2013 - 2014

  Focused primarily on building a scalable services model based on ConnectWise best practices for Managed Print providers and Point of Sale and Software Development VARs and ISVs. I'm building a community within each vertical that allows the best players in the space to leverage each other's skills and expertise, and encouraging them to "give back" for the good of the community, something that ConnectWise has always embraced...

• Regional Sales Manager - Southeast US

  • 2012 - 2013

  Increased revenue in territory by 39% YOY.

• Regional Sales Manager - Australia, Asia - Pacific

  • 2010 - 2012

  Built a thriving partner base in a region known for it's openness in business and it's willingness to share proven best practices for the good of the community as a whole.