Experience

Fountain

• United States
• Software Development
• 100 - 200 Employee

• Senior Director, Solution Consulting

  • Feb 2023 - Present



Reltio

• United States
• Software Development
• 300 - 400 Employee

• Director, Solution Consulting

  • Feb 2022 - Dec 2022

  Responsible for creation of master data management technical presales team to support highly customized proof of concepts and pilot evaluations required for majority of net new revenue. - Implemented first phase of growing team into global presales operations team. - Coached and developed a team new to presales through structured development designed to grow their sales acumen, product knowledge, and soft skills. - Evaluated, selected and implemented Hero by Vivun to better track presales activity and level of effort across all opportunities and non-revenue related work. - Responsible for Loopio automated RFP response application and initiated several content library updates. Training Completed: - Command of the Message & MEDDPICC - Two week program - Fast Start Program: Command of the Message® + MEDDPICC - 13 week continuing education Show less



SAP SuccessFactors

• United States
• Software Development
• 700 & Above Employee

• • Feb 2018 - Feb 2022

  Responsible for presales operations, demo strategy, vision, enablement, and content as part of SuccessFactors global pre-sales leadership team; Ran a global team of 20+ product experts that created use cases, value propositions, master data, end to end scenarios, localization, enablement for the entire core HCM Suite, along with providing support on key deals supporting 300+ worldwide presales with a demo infrastructure of 2000+ cloud instances spread over multiple data centers.- Increased Leadership Trust score by 50 points in first 18 months- Managed a global team based out of U.S, U.K., Germany, Netherlands, India, Singapore, and China- Lead key initiative to bring together SAP’s acquisition of Qualtrics and SuccessFactors to position “Experience Management”. - Team was responsible for rollout of SAP Analytics cloud demo content for Business Intelligent, predictive analytics, and planning capabilities. - Launched sandbox environment to close competitive gaps that were causing pressure in sales cycle- Simplified value-based demos to be more competitive in HCM market.- Worked with key solution extension partners on Go to Market including designing joint demos, demo systems integration, and providing enablement to the global presales team.- Presenter/Facilitator at presales enablement workshops for APJ, EMEA, North and South America, along with yearly Global Pre-Sales Summits. Show less

• • Jul 2014 - Jan 2018

  Asked to create and lead a new presales team to support an SAP Board generated goal of increasing sales within SuccessFactors’ core module: Learning Management. Responsible for team creation, hiring/on-boarding, development, mentoring, and overall team strategy. - Achieved 120% of quota on $24M+ in revenue- Built 5x total pipeline within first 9 months- Implemented mentor program matching seasoned presales members with new hires Additional highlights & Training2017: Global Presales Summit - selected to represent North America at Global Presales Summit with focus on sharing best practices. Delivered presentation: "The Power of Value Selling"2017: Learn to Win - Co-created and delivered four-day enablement to 120+ Solution Consultants and Presales leaders from North and South America. Product Updates & Roadmaps, Ted Talks on Industry trends, and Value Selling workshops.2016: Presales Leadership Academy - First SC leader selected to attend SAP's newly created Leadership Academy. This two-week intensive course included topics on Leading with Influence, Innovation Leader, Executive Conversations, and Coaching workshops.2016: Lead Teams to Great Results: Multi-day simulation of the challenges leaders face including diversity, setting goals, conducting 1-on-1’s, constructive feedback, as well as managing individual and team accountability to drive business results and improve the customer experience. 2015: Coaching to Challenger - two-day workshop Show less

• • Jan 2013 - Jul 2014

  Responsible for team of 12 presales solutions consultants in the East and South market units in support of SuccessFactors Cloud HCM sales. - Achieved 102% of quota- Managed the team through major reorganization and key executive departures after SAP acquisition

• • Oct 2007 - Jan 2013

  Responsible for addressing customer requirements for Human Capital Managementincluding Learning, Development, Performance Management, Content Development, along with Career and Succession planning. Reported to the Vice President of Product Consulting.- Overachieved quota 4 out of 5 years while consistently one of the top revenue producers.- Selected to several Winner's Circle/Presidents clubs.- Promoted to Principal SC in 2011 based on an impeccable track record of closing business- Collaborated with Product Consultants and cross functional teams to share industry knowledge,best practices, and technical information, specifically around Instructional Design Methodology. Show less



Security Knowledge Solutions

• Reston, VA

• Co-Founder

  • 2002 - 2007

  Successfully spun off U.S. operations of Smart Approach Inc. by co-founding Security Knowledge Solutions. Responsible for overall got to market strategy, including design, development and demonstration of web based training simulations for Homeland Security market, including managing investment, sales and partner opportunities. Achievements: - Virginia’s Center for Innovative Technology ‘07: Finalist and Featured Presenter - “GrowthSPURT7” IncSpire: Reston, VA Chamber of Commerce Incubator: Winner and Presenter - George Mason’s Business Alliance Grubstake ’06: Finalist and Featured Presenter: 1 of 5 start-up finalists chosen from a field of 26 applicants - International Transport Security Human Factors Technical Advisory Group(InterTAG) ‘06, Featured Presenter: “E-learning Trends and Their Impact on Homeland Security”. 15 member nations in attendance - Brandon Hall’s “Excellence in Learning” - Judge 2006 and 2007 North American Product Manager, Smart Approach, 2003 – 2005 Principally responsible for assisting with strategic direction for go to market strategy to deliver eLearning solutions to Homeland Security market. Solution Consultant, Smart Approach, 2002 – 2003 Managed nationwide roll-out of eLearning for Transportation Security Administration (TSA), successfully providing training to 65,000+ security screeners, meeting congressional mandate of 50,000+ Show less



Inktomi

• Software Development
• 1 - 100 Employee

• Account Manager

  • 1999 - 2002

  Managed multiple tier one customers deploying network infrastructure and web based applications including content networking, internet portals and search. Oversaw cross-functional team comprised of technical, sales, legal, and operations. Managed multiple tier one customers deploying network infrastructure and web based applications including content networking, internet portals and search. Oversaw cross-functional team comprised of technical, sales, legal, and operations.