Experience

FlexCharging

• United States
• Utilities
• 1 - 100 Employee

• VP of Sales

  • Jan 2023 - Present

  Boulder, Colorado, United States Electric vehicle telematics SaaS platform used by utilities and fleets to assist in managed charging to lower cost, ensuring driver availability, and reducing emissions from grid charging. Focused on Utility sales for North America. Primarily selling to Grid Modernization executives and Program Management leaders across IOU’s, Muni’s and Cooperative Power producers. Alliance and Channel partnership liaison with a focus on 3rd party RFP team building. Tasked to organize and grow the sales… Show more Electric vehicle telematics SaaS platform used by utilities and fleets to assist in managed charging to lower cost, ensuring driver availability, and reducing emissions from grid charging. Focused on Utility sales for North America. Primarily selling to Grid Modernization executives and Program Management leaders across IOU’s, Muni’s and Cooperative Power producers. Alliance and Channel partnership liaison with a focus on 3rd party RFP team building. Tasked to organize and grow the sales efforts within a fledgling start-up to exceed sales predictions on “A” Series sales goals. Aggressive logo growth to enable “B” Series progression. Selected Achievements: Expanded sales efforts to increase new customer base by: •partnering with sales staff to open additional outreach via phone and email campaign, resulting increase in initial new customer meetings •reorganizing territory and focus of target audience, resulting in increased leads pipeline •creating customized presentation offerings which improved KPI’s for meeting outreach Redesigned structure and alignment for GTM (go to market) efforts with new product launch by: •creating trial product campaign, resulting in new logo acquisition •providing guidance for shortened legal contracts resulting in decrease in time to close •retooling messaging to eliminate product confusion and streamline decision process Increased professional alliances and partnerships by: •targeted outreach to non-competitive companies, resulting in major teaming opportunities •implementing RFI/RFP Go/No-Go process, resulting in improved response time •coordinating on “land and expand” opportunities to grow sales footprint from prior year Show less



WindESCo

• United States
• Services for Renewable Energy
• 1 - 100 Employee

• Vice President of Sales

  • Jan 2022 - Jan 2023

  Boulder, Colorado, United States Energy analytics as a service company, designed specifically to increase the annual energy production (AEP) of wind turbines, helping independent power producers, utilities, OEMs and investors to reach their wind power production goals and expectations. Selected Achievements: Strong senior leadership of NA territory resulting in immediate sales improvement and product transition goals by: • updating and reorganizing sales approach, target market and account planning efforts for volume… Show more Energy analytics as a service company, designed specifically to increase the annual energy production (AEP) of wind turbines, helping independent power producers, utilities, OEMs and investors to reach their wind power production goals and expectations. Selected Achievements: Strong senior leadership of NA territory resulting in immediate sales improvement and product transition goals by: • updating and reorganizing sales approach, target market and account planning efforts for volume growth expansion in 1st 90 days • coordinating marketing management of internal demand generation goals boosting customer meetings over last 3 quarters resulting in 65% additional exposure rate • key account expansion through scale-up of NA headcount and Player / Coach management • coordination with all sales territories to orchestrate global account management efforts Customer retention and transition from Project based selling to SaaS Subscription Sales by: • sales cycle reduction efforts to streamline legal, contractual and purchasing process • product “stickiness” campaign with introduction of new product features resulting in 25% increase renewal rate • in-depth account planning, demand generation analysis and detailed sales account health reporting • restructuring pricing and subscription terms to match market feedback Provide sales leadership for product and measurement re-architecture improving sales and customer satisfaction by: • focused constructive response for sales objections and customer input to internal product and delivery departments resulting in verifiable product improvements • build-out of 3rd party system integrators and channel marketers grown by 35% in last 6 months • addition of major OEM logo alliance, improving relations for customers and OEM Show less



Uptake

• United States
• Software Development
• 100 - 200 Employee

• Senior Account Executive

  • Sep 2020 - Jan 2022

  Boulder, Colorado, United States Uptake is an industrial artificial intelligence and Machine Learning (AI/ML) software company. Built around a foundation of data science for heavy industrial sectors, Uptake’s core products include an Asset Performance Management application and a fully managed SaaS platform. Led Utility and Process manufacturing sales across North America. Complex subscription SaaS sales driven by proprietary software specializing in AI/ML methodology to increase production, move data efficiently and… Show more Uptake is an industrial artificial intelligence and Machine Learning (AI/ML) software company. Built around a foundation of data science for heavy industrial sectors, Uptake’s core products include an Asset Performance Management application and a fully managed SaaS platform. Led Utility and Process manufacturing sales across North America. Complex subscription SaaS sales driven by proprietary software specializing in AI/ML methodology to increase production, move data efficiently and interpret Prescriptive and Proactive maintenance decisions. Selected Achievements: Established N.A. Utility and Manufacturing customer base by: • meeting internal sales goals for customer meetings for last 3 quarters • demonstrating technical expertise of SaaS products to customer base • managing direct sale reports and pre-sales engineers with mentorship and positive sales revenue goals Launched new software products and aided in the deployment strategies for Q1 ‘21 by: • improving documentation for SOWs, RFPs and Proposals • increasing work efforts during COVID-19 to create marketing outreach and cadence of leads by 80% in 6 months • boosting MSFT Azure partner participation exceeding set goals Boosted sales within region by: • revitalizing closed lost opportunities to converted wins with existing customer base • strong annual sales on track to 125% of goal • adding major logo to customer base in less than 6 months Show less



Ameresco

• United States
• Renewable Energy Semiconductor Manufacturing
• 700 & Above Employee

• Senior Business Manager, Asset Sustainability Group

  • Jul 2018 - Apr 2020

  Boulder, Colorado Ameresco is an Energy and Renewable Savings Company (ESCO) throughout the U.S. and Canada. Within Ameresco the Asset Sustainability Group provides advisory services and software for real property assets, capital planning, strategic funding solutions and financial risk assessment solutions. Consultative sales of proprietary SaaS software and funding solutions to C-Suite - public and commercial clients Start-up territory sales throughout Western U.S. by: • rapid and actionable on-site… Show more Ameresco is an Energy and Renewable Savings Company (ESCO) throughout the U.S. and Canada. Within Ameresco the Asset Sustainability Group provides advisory services and software for real property assets, capital planning, strategic funding solutions and financial risk assessment solutions. Consultative sales of proprietary SaaS software and funding solutions to C-Suite - public and commercial clients Start-up territory sales throughout Western U.S. by: • rapid and actionable on-site meetings with Engineers and staff in first 6 -months • training on SaaS and offering presentations over 5-month personal goal • coordination of existing ESCO customer base with new focus on upsell of software Began vertical and partnership marketing campaign by: • revamping existing marketing, scoping documentation and presentations • streamlining sales process to allow for rapid adaptation of additional SaaS modules • targeting regional and nationwide commercial customers to channel market products Boosted sales within region by: • creating 35% positive response for all RFP responses • 50% increase in advisory services and SaaS sales over last year • strategically aligning with internal leadership and consultant representatives for government and commercial alliances Show less



E Source

• United States
• Utilities
• 100 - 200 Employee

• Director of Business Development

  • Mar 2017 - Jul 2018

  Boulder, Colorado E Source provides research, analytics and member services to Utilities and Energy providers. Strategic sales and networking to promote E Source subscription services, proprietary SaaS software and consulting to IOUs, Municipal and Cooperative Utilities. renewable energy emphasis. • Responsible for all sales and retention of Western US and Canadian territory through annual membership based business model, along with consultative sales strategies through aggressive sales engagement of… Show more E Source provides research, analytics and member services to Utilities and Energy providers. Strategic sales and networking to promote E Source subscription services, proprietary SaaS software and consulting to IOUs, Municipal and Cooperative Utilities. renewable energy emphasis. • Responsible for all sales and retention of Western US and Canadian territory through annual membership based business model, along with consultative sales strategies through aggressive sales engagement of customers representing over 30% of energy produced across US and Canada, meeting established sales goals over first 3 months • Presentation, SaaS demonstrations and cold calling to large Utility associations and buying groups achieving volume sales by creating opportunities through relationship and strategic sales processes with pricing, budgetary responsibilities, proposal and RFP responses resulting in an increase in additional consulting and memberships Show less



Clean Energy Co

• Renewable Energy Semiconductor Manufacturing
• 1 - 100 Employee

• Vice President of Sales

  • Feb 2016 - Mar 2017

  Louisville, Colorado Leader in outside sales, management, and marketing, with complementary success in P&L development and management. Proven success in increasing company revenue and margin. Ability to excel and remain focused in dynamic, creative and fluid start-up environments. Experienced entrepreneur with a team attitude. Core competencies include: • Strategic Sales Planning • Multi-Million Dollar Sales & Negotiations • Organizational Leadership • Positive Team Building • Marketing… Show more Leader in outside sales, management, and marketing, with complementary success in P&L development and management. Proven success in increasing company revenue and margin. Ability to excel and remain focused in dynamic, creative and fluid start-up environments. Experienced entrepreneur with a team attitude. Core competencies include: • Strategic Sales Planning • Multi-Million Dollar Sales & Negotiations • Organizational Leadership • Positive Team Building • Marketing Strategy & Execution • Budget & Financial Forecasting Drives sales for all outside commercial and government customers of CEC's community-owned solar farms. • Develop and implement the sales strategy to commercial and government customers throughout the company’s service areas. • Assist in the development and production of all sales collateral including proposals, brochures and communications. • Generate new government and commercial opportunities and conclude transactions by guiding prospective customers through the entire sales process. • Maintain an accurate accounting of all opportunities through the use of the company’s CRM platform and provide regular reporting on the state of the sales pipeline. • Develop comprehensive knowledge of all products and customer agreements. • Coordinate direct targeting of the commercial market while working with marketing executives to broaden awareness and general understanding of community solar within the target government/commercial market. • Assist in the development of financing solutions with various financing partners to meet the unique needs of governments, non-profits and commercial customers. • Collaborate with CEC’s Sales Associates team, helping to close their actively engaged prospective customers by providing sales support as needed, explaining final customer agreements and detailed facets of the product. • Participate in sales, education and promotional events with heavy cold calling and phone use.

• Director of Government and Commercial Sales

  • Feb 2013 - Mar 2017

  Boulder, CO Drives sales for all outside commercial and government customers of CEC's community-owned solar farms. • Develop and implement the sales strategy to commercial and government customers throughout the company’s service areas. • Assist in the development and production of all sales collateral including proposals, brochures and communications. • Generate new government and commercial opportunities and conclude transactions by guiding prospective customers through the entire sales… Show more Drives sales for all outside commercial and government customers of CEC's community-owned solar farms. • Develop and implement the sales strategy to commercial and government customers throughout the company’s service areas. • Assist in the development and production of all sales collateral including proposals, brochures and communications. • Generate new government and commercial opportunities and conclude transactions by guiding prospective customers through the entire sales process. • Maintain an accurate accounting of all opportunities through the use of the company’s CRM platform and provide regular reporting on the state of the sales pipeline. • Develop comprehensive knowledge of all products and customer agreements. • Coordinate direct targeting of the commercial market while working with marketing executives to broaden awareness and general understanding of community solar within the target government/commercial market. • Assist in the development of financing solutions with various financing partners to meet the unique needs of governments, non-profits and commercial customers. • Collaborate with CEC’s Sales Associates team, helping to close their actively engaged prospective customers by providing sales support as needed, explaining final customer agreements and detailed facets of the product. • Participate in sales, education and promotional events with heavy cold calling and phone use. • Participate in ongoing training and product education.



Rain Bird Corporation

• United States
• Manufacturing
• 700 & Above Employee

• Account Specification Manager / Government Account Manager

  • Aug 2012 - Feb 2013

  Boulder, CO Sales Manager for Landscape Architects, Irrigation Designers and Public Agencies in the states of Colorado, Wyoming and Montana. • Established Rain Bird as the primary product specified on Specifications and Public Agency projects. • Established and implemented call strategies that drive specification results with the Specifiers and Public Agencies within the assigned territory. • Conducted product demonstration with Specifiers and Public Agencies and contractors who install such… Show more Sales Manager for Landscape Architects, Irrigation Designers and Public Agencies in the states of Colorado, Wyoming and Montana. • Established Rain Bird as the primary product specified on Specifications and Public Agency projects. • Established and implemented call strategies that drive specification results with the Specifiers and Public Agencies within the assigned territory. • Conducted product demonstration with Specifiers and Public Agencies and contractors who install such public projects. • Interfaced regularly with Irrigation Consultants, Landscape Architects and Public Agency management and maintenance personnel to identify opportunities that drive incremental sales growth. • Closely coordinated with the regional team members which include Distributor Manager and Contractor Account Manager to identify customers who represent the greatest opportunities. • Developed and implemented sales programs designed to aggressively grow the territory business with the Specification and Public Agency segment. • Analyzed sales results, demonstrated products, educated irrigation users, and worked as an essential member of the territory team. • Ensured Rain Bird is the most visible manufacturer to all Specifiers and Public Agencies in the territory. • Consulted with Specifiers and Public Agencies on product selection and focus on selling the “Intelligent Use of Water” concept. • Participated in product demo days, road shows, specifier fly-ins, and regional meetings. • Participated in ASIC, ASLA, STMA and other organizations for the purpose of networking and generating opportunities to sell Rain Bird products. Show less



K2, a Salas O'Brien Company

• United States
• Architecture and Planning
• 1 - 100 Employee

• Director of Business Development

  • Oct 2008 - Aug 2012

  Boulder, Colorado Led all consulting sales (government and commercial), marketing, and business development functions. Controlled marketing budget. Developed new marketing materials, including social media, and installation of CRM software. Designed and presented proposals and negotiated with C-level decision makers. Selected Achievements: Grew year over year sales volume increases from an initial 10% to 30% by: • Created “Lunch and Learn” educational program for architectural clients;… Show more Led all consulting sales (government and commercial), marketing, and business development functions. Controlled marketing budget. Developed new marketing materials, including social media, and installation of CRM software. Designed and presented proposals and negotiated with C-level decision makers. Selected Achievements: Grew year over year sales volume increases from an initial 10% to 30% by: • Created “Lunch and Learn” educational program for architectural clients; • Designed and led seven invitation-only tours of K2 Audio projects within the US Senate and House for key decision makers of top architectural firms in the USA; • Organized K2’s presence and branding at trade shows Developed new sales territory with over 600 new client relationships by: • Creation of all new marketing and branding materials; • Leading development of K2’s networking and B2B relationship strategy; • Effective pursuit of Federal Government work through, GSA and FBO (Federal Business Opportunity) events, member of Denver SMPA chapter, real estate and construction networking Show less



Founder Black Bear Builders

• President

  • Apr 2003 - Oct 2008

  Boulder County, Colorado, United States Founder of Black Bear Builders, LLC a residential contractor and remodeling company in the Denver / Boulder area. Conduct all aspects of sales and business functions, including new project acquisitions, permits and subdivision process, budgetary planning, design, contract negotiations, purchasing, and construction. Hold P&L and budget responsibilities. Provide on-site management and flow of project. Design, implement, and adjust various sales plans and programs for finished projects. Close… Show more Founder of Black Bear Builders, LLC a residential contractor and remodeling company in the Denver / Boulder area. Conduct all aspects of sales and business functions, including new project acquisitions, permits and subdivision process, budgetary planning, design, contract negotiations, purchasing, and construction. Hold P&L and budget responsibilities. Provide on-site management and flow of project. Design, implement, and adjust various sales plans and programs for finished projects. Close all sales transactions and home warranty fulfillment. Selected Achievements: • Built and sold 15 projects in last 4 years. Participated in green-built project within City of Boulder. Maintained historical integrity of remodeled homes in the Boulder and Denver area. • Salvaged architectural material and built with green-friendly considerations. • Met or exceeded all projected proformas for each project. Grossed over $4 million in company sales. Maintained above projected net profits annually. Achieved a zero recall goal on all craftsmanship after sales. Developed ability to make late stage budget corrections while delivering projects under budget and on time or ahead of schedule. • Consistently developed strong, sustainable relationships with core team of professional sub-contractors to complete each project. • Became part-time Independent Real Estate Broker/Licensed Realtor in 2004 with Goodacre & Co. a luxury real estate firm in Boulder, Colorado. • Studied and passed General Building Contractor A - International Code Council Exam Show less



Crests Unlimited, Inc

• Founder

  • Jan 1986 - Mar 2003

  Founder of Crests Unlimited, Inc. a corporate marketing, specialty advertising, screen printing, embroidery, uniform and clothing design company. Ran apparel-manufacturing operation managing a 15-employee group of screen printing, sales staff and clothing designers while in Lexington, KY. As client demand exceeded capacity, outsourced production to overseas manufacturers. Outsourcing through enabled a sale of existing equipment where upon printing shop equipment was purchased for a… Show more Founder of Crests Unlimited, Inc. a corporate marketing, specialty advertising, screen printing, embroidery, uniform and clothing design company. Ran apparel-manufacturing operation managing a 15-employee group of screen printing, sales staff and clothing designers while in Lexington, KY. As client demand exceeded capacity, outsourced production to overseas manufacturers. Outsourcing through enabled a sale of existing equipment where upon printing shop equipment was purchased for a profit in 1998. Built customer base from cold calls and trade show appearances. National business-to-business clients included Sysco Food Service, Eddie Bauer Outfitters, Woolrich, American Eagle Outfitters, Ducks Unlimited, Nationwide Insurance, numerous Japanese Trading companies, Cendant and Janus Mutual Funds. Began a long-term relationship with Fazoli’s Restaurants nationwide in 1998 and began implementing design and foreign production of uniforms, overseas sourcing and production and fulfillment to 300 + restaurants nationwide. In charge of sales overseeing total annual gross exceeding $1 million annually. Maintained control of budgets, purchasing, outsourcing, design and sales. Responsible for quality control, new market identification and penetration, large-scale contract negotiations. Selected Achievements: • Started business while attending college full-time and grew it into $1.1M annual sales. • Maintained 17-year relationship with National client base. • Was able to control net profit margin to over 20% for 7+ years. • Sourced quality-appropriate, low-cost outsourced suppliers for 2-step distribution. Show less