Experience

Anavate Partners

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

• Vice President of Sales and Partnerships

  • May 2023 - Present



Anaplan

• United States
• Software Development
• 700 & Above Employee

• Director, Business Development, Sales and Marketing Solutions & Technology SaaS Partnerships Lead

  • Feb 2020 - Nov 2022

  Anaplan sells enterprise business planning SaaS software solutions for a variety of planning needs (finance, sales, marketing, supply chain, HR) primarily to Global 2000 companies. Anaplan’s value proposition is to drive superior company performance by make the planning process “always on” and connected to every aspect of the enterprise. Anaplan was purchased by Thoma Bravo, a private equity firm, in June of 2022 and corporate restructuring commenced. . Original Technology Partnerships team member. Led SaaS application tech partner strategy and GTM efforts. Built, enabled, and rolled out Anaplan’s first two strategic SaaS application partners, Adobe and Microsoft. . Grew Adobe pipeline for marketing planning to over $15 million in less than 6 months through US rollout and start of global rollout to EMEA and ANZD. Grew Adobe OEM relationship to over $2 million in revenue. Primary client & partner facing expert for marketing planning. Adobe award for Technology Partner of Year 2022. . Led Microsoft partnership efforts. Resulted in Anaplan’s largest deal in history. Anaplan Peak Performance Award winner in FY23 . Led business development with leading GSIs & RSIs in Anaplan’s ecosystem to grow sales and marketing solutions revenue. Resulted in 120%+ year over year growth for rev ops solutions during the pandemic and the fastest growth of any solution in that time period. . Established strong relationships with Anaplan sales, pre-sales, marketing, partnership, and client success teams Show less



Not applicable

• Emeryville, California

• Health related sabbatical

  • Apr 2017 - Sep 2019

  Health related sabbatical from April 2017 to successful resolution in September 2019. Happy to discuss details with recruiters and potential employers. Health related sabbatical from April 2017 to successful resolution in September 2019. Happy to discuss details with recruiters and potential employers.



Acxiom (11+ years), Accenture (2+ years), Startups 10+ years

• San Francisco Bay Area

• Career Summary

  • Jul 1997 - Apr 2017

  • 23+ year career software industry tech executive. Focused on creating value via partnerships and direct sales roles. Met or exceeded individual and managed team quota for 20 years selling complex solutions to C- level decision makers (CMO, CEO, CFO, CTO, CPO). • 13+ years spent at large companies (Accenture, Acxiom) and 10+ spent at startups. I scaled new revenue generating go-to-market ideas and small teams into one of the top 3 revenue generating priorities for my employer 100% of the time. 80+% win rate in direct sales as individual contributor and 100% quota attainment of managed teams. Successfully started two partnership ecosystems. • Focused on MarTech, B2B / B2C / B2P data, SaaS, on-premise, and omni-channel solutions. Primarily sold to the CEO, CMO, CFO, CTO, CPO, and their direct reports. Gifted communicator & translator of business & tech speak. Successfully created value in partnerships or successfully competed against in direct sales most of the largest B2B software and B2C consumer platforms that exist today. • Lead and enabled partner & sales teams through market strategy, demand creation, pipeline optimization, & closing strategic deals using strong client, competitive, solution, financial, and market knowledge. 100% successfully navigated matrix organizations and complex partner ecosystems with focus on solving business problems, building trust, and making complexity scalable. Show less



Startups (Annuncio, Apropros Technology, Ensighten, Digital Impact, Famous)

• San Francisco Bay Area

• Various (Head of Sales, VP of Sales, RVP of Sales, Sales Executive, Sales Engineer

  • Nov 1999 - Mar 2017

  After starting at Accenture for 2.5 years out of college, I worked at several startups in direct sales and partnership roles for a total of 7+ years starting in July 1999 and ending March 2017. Digital Impact had a successful exit being acquired by Acxiom during my time there and I went on to have an 11+ year career with Acxiom. After starting at Accenture for 2.5 years out of college, I worked at several startups in direct sales and partnership roles for a total of 7+ years starting in July 1999 and ending March 2017. Digital Impact had a successful exit being acquired by Acxiom during my time there and I went on to have an 11+ year career with Acxiom.



Acxiom

• United States
• Advertising Services
• 700 & Above Employee

• VP Sales and Business Development

  • Apr 2013 - Apr 2015

  Acxiom sells advertising and direct marketing solutions (online and offline) to Global 2000 companies. Acxiom’s value proposition is to deliver superior marketing results integrating all marketing channels (search, email, web, mobile, social media, TV, offline) across industry verticals. My 11+ years at Acxiom is divided into three distinct startups.• Grew Acxiom addressable advertising ecosystem revenue by almost 100% in FY15 ($28 million in 6 months and $60 million in first year). • Sales leader responsible for matrix strategic deal teams (up to 250 people) selling Acxiom’s Addressable Advertising SaaS solutions to Fortune 500 advertisers and publishers (#1 corporate initiative). Report to C-level executive team.• Grow and maintain Acxiom’s publisher ecosystem across mobile, online, social, TV, video and emerging channels. Exceeded new business $6.2 million quota by 124% in 2013 fiscal year ending May 31, 2013.• Manage sales teams between Acxiom and Google, Facebook, Twitter, 4INFO, eBay, PayPal Media Network, Apple, Amazon, Comcast, Cablevision, Dish, DirecTV, and LiveRamp• Build CMO focused SaaS sales strategy for Acxiom and SAP, Oracle, Salesforce.com, IBM, Marketo sales teams Show less

• Director of Sales and Business Development

  • Apr 2011 - Apr 2013

  • Managed 100+ sales team to grow contracted revenue through top tier publishers from zero to over $115 million in first 8 months. Exceeded annual quota of $10 million by 1,150% as of November 2011. Drove thought leadership for position/function to be created and first person in role. • Defined publisher & advertiser SaaS sales strategy, financial justification, and repositioned Acxiom’s value in advertising space. CEO and Board adopted strategy as key transformational business initiative. • Managed large and small multi-functional teams through sales cycle with focus on eliminating friction points between sales and non-sales functions in highly matrixed organizations (Finance, Legal, Privacy, Delivery, Product, Marketing) to achieve fastest time to contract signing and optimal team performance.• Active and fast moving publisher partnership pipeline with over 80% of top tier publisher opportunities built in first 6 months (i.e. Apple, Google, Facebook, AT&T, Verizon, Comcast and other cable providers, Viacom, Yahoo, eBay & PayPal, Amazon, Wal-Mart, Microsoft, Twitter). Key wins: Apple, Amazon, Facebook, AT&T, Comcast, Viacom, Yahoo. Show less

• Sales Executive

  • Feb 2006 - Mar 2011

  • Grew recognized sales revenue for territory (retail industry vertical) from $100,000 to $3.5 million in first 12 months. Started with no relationships in any retail account in territory. Awarded Top Sales Person for Multi-Industry in 2007 in first year in new role• Wins at Wal-Mart, Sam’s Club, PetSmart, eBay, PayPal, Williams-Sonoma, and Apple. 70% win rate for Top 10 New Logo Fortune 500 Prospects in territory. Total revenue as of March 2011 was $20 million.• Led the team creating Acxiom’s OnPremise Big Data solution. This solution allows Acxiom to deploy its core matching and data asset capabilities behind client firewalls and in the cloud. Key solution to enable Acxiom’s technology and publisher partner pipeline and new client markets for first time in Acxiom’s 40+ year history. • Managed large and small multi-functional teams through sales cycle• Strong intuitive sales strategy skills, combined with strong client, competition, solution, and market knowledge• Specialist in household and individual level targeted direct marketing and advertising across all channels• Specialist in risk mitigation and fraud prevention especially in online space Show less



Acxiom

• United States
• Advertising Services
• 700 & Above Employee

• Director of Sales

  • Aug 2003 - Jul 2005

  Digital Impact (DI) sells online marketing technology and services to Global 2000 companies. DI's value proposition is to deliver superior marketing results using online channels (search, email, web) and integrated direct marketing. Acxiom acquired DI in early 2005. Demonstrated Sales Director skills: • Managed over 50 channel partners’ sales people including managing successful start in Tokyo, Japan • Grew recognized channel sales revenue from about $300,000 to $1.2 million in 12 months. Combined contract value worth millions of dollars. Proved channel model profitability. • Responsible for all channel sales efforts at Toppan Forms in Japan/Asia Pac, Maritz Loyalty Marketing, Merkle Direct Marketing. Major results include: o 300% revenue increase of Toppan Forms partnership in 12 months. Spent 50% of 2004 in Japan/Asia Pac o 53% revenue increase of Maritz partnership in first 3 months o Managed major initiatives to deliver Merkle/DI joint value proposition (multi-channel database marketing) • Major direct wins at Lexus, Snap-On Tools (fastest close in DI history at 2 months), Luxottica (Sunglass Hut & LensCrafters). Major channel wins at JCB (largest Japanese credit card company with 60 million customers), Citibank Japan, Citi Card Services Japan, Arthritis Foundation • Conducted Vice President of Channel Sales and Operations role for 4 months (V.P. on maternity leave). • Major involvement crafting channel sales strategy. Kept operational costs low while optimizing revenue • Created accurate channel forecasting methodology for C-level executives. • Managed channel sales support and operations team. • Strong mentorship skills and mentality. Show less