Experience

Urbint

• United States
• Software Development
• 1 - 100 Employee

• Senior Vice President Of Global Sales

  • Aug 2020 - May 2021

  Akron, Ohio, United States Urbint is a field risk mitigation platform that predicts and prevents threats to critical infrastructure and the workers who maintain it to make communities safer and more resilient. Powered by artificial intelligence, Urbint pinpoints risk in the construction, servicing, replacement, and protection of infrastructure. Major utilities and asset operators throughout North America rely on Urbint to make risk-driven safety decisions to protect workers, infrastructure, the community and the… Show more Urbint is a field risk mitigation platform that predicts and prevents threats to critical infrastructure and the workers who maintain it to make communities safer and more resilient. Powered by artificial intelligence, Urbint pinpoints risk in the construction, servicing, replacement, and protection of infrastructure. Major utilities and asset operators throughout North America rely on Urbint to make risk-driven safety decisions to protect workers, infrastructure, the community and the environment. Urbint’s customers include National Grid, Southern Company, Con Edison, Exelon, Dominion, NiSource, and Xcel Energy among others. Show less



ServiceMax (acquired by GE for $1B in 2017)

• Vice President Sales - Midwest / Central Region

  • Jan 2019 - Dec 2019

  Cleveland/Akron, Ohio Area Cloud based field service software for managing maintenance and repair of complex equipment that runs on the Salesforce platform Responsible for revenue generation with a focus on penetrating new Oil & Gas market • Developed market strategy then reorganized struggling team (AEs, SDRs, SEs, Field Marketing) closing $8 million ARR and developing $34 million pipeline • Developed team culture that expanded companywide of: we win together; build a great place to work;… Show more Cloud based field service software for managing maintenance and repair of complex equipment that runs on the Salesforce platform Responsible for revenue generation with a focus on penetrating new Oil & Gas market • Developed market strategy then reorganized struggling team (AEs, SDRs, SEs, Field Marketing) closing $8 million ARR and developing $34 million pipeline • Developed team culture that expanded companywide of: we win together; build a great place to work; committed to customer success • Updated “value selling” sales methodology, processes and metrics improving revenue predictability and shorten the sales cycle • Partnered with marketing to develop realistic ideal customer profile and define total addressable market metrics to increase productivity companywide

• Vice President - Renewable Energy / Power / Utilities

  • Jan 2018 - Jan 2019

  Cleveland/Akron, Ohio Area Responsible for penetrating new Energy, Utilities and Power markets worldwide • Managed international cross functional team (product, marketing, finance, sales) to build and execute business plan co-selling with GE • 110% of quota…new customers included: Chilquinta (South America), Energir (Canada), Exelon (U.S.) and Veolia (Europe) • Top 40 award winner (40 most valuable employees out of 600)

• Senior Account Executive

  • Dec 2011 - Jan 2018

  Cleveland/Akron, Ohio Area Responsible for selling to assigned customers and prospects • 3 other salespeople when I joined • Built and deployed “value selling” sales methodology and processes to increase AAR per deal and improve win rate • Initiated teaming culture pairing a dedicated SDR and SE to 2 AEs • Closed first account in APAC and largest account in company history • New customers included: Johnson Controls, GE Healthcare (2 years prior to being acquired), Medtronic, St. Jude Medical, Stryker… Show more Responsible for selling to assigned customers and prospects • 3 other salespeople when I joined • Built and deployed “value selling” sales methodology and processes to increase AAR per deal and improve win rate • Initiated teaming culture pairing a dedicated SDR and SE to 2 AEs • Closed first account in APAC and largest account in company history • New customers included: Johnson Controls, GE Healthcare (2 years prior to being acquired), Medtronic, St. Jude Medical, Stryker, Bayer, AMS / EMD Pharmaceutical, Milacron, Rent-A-Center and CareSource • Exceeded quota every year • Top 40 award winner (40 most valuable employees) 3 times



SAP Ariba (Ariba bought Procuri for $93M in 2007 then was bought by SAP for $4.3B in 2012)

• Senior Account Executive

  • Jul 2005 - Dec 2011

  Cleveland/Akron, Ohio Area Cloud based supply management enterprise software Responsible for selling to assigned customer and prospect accounts • Built and deployed “value selling” sales methodology and processes to increase AAR per deal and improve win rate • Exceeded quota every year • Rookie-of-the-year in 2005 • Most valuable player 2008, 2009 and 2010 • New customers include: Fifth Third Bank, TRW, Domino's Pizza, Noveon, Masco, Huntington Bank, The Ohio State University, GNC, Ashland Inc.… Show more Cloud based supply management enterprise software Responsible for selling to assigned customer and prospect accounts • Built and deployed “value selling” sales methodology and processes to increase AAR per deal and improve win rate • Exceeded quota every year • Rookie-of-the-year in 2005 • Most valuable player 2008, 2009 and 2010 • New customers include: Fifth Third Bank, TRW, Domino's Pizza, Noveon, Masco, Huntington Bank, The Ohio State University, GNC, Ashland Inc., The Cleveland Clinic, KeyBank, Domino's Pizza, and American Electric Power Show less



Activplant

• Staffing and Recruiting

• Senior Account Executive

  • Nov 2002 - Jul 2005

  Cleveland/Akron, Ohio Area Manufacturing intelligence software for sophisticated manufacturing and assembly operations Responsible for selling to assigned customer and prospect accounts • Worked with CEO to develop and implement a new “go-to-market” strategy to increase revenue and decrease cost of sales • Managed one person in new Ontario territory • Closed more new accounts in 2003 and 2004 than any other salesperson exceeding quota each year • Recruited by previous mentor to leave



Datastream (acquired by Infor in 2006)

• Senior Account Manager

  • Oct 2001 - Nov 2002

  Cleveland/Akron, Ohio Area Enterprise Asset Management (EAM) software Responsible for selling to Fortune 1000 customer and prospect accounts • Closed two large accounts (J. M. Smucker and Sherwin Williams) • Recruited by previous mentor to leave



Aventail Corporation

• Senior Account Executive

  • Jan 2001 - Oct 2001

  Cleveland/Akron, Ohio Area B2B remote access infrastructure replacing VPN technology Responsible for selling to Fortune 1000 prospect accounts • Met with 83 CIOs of Fortune 1000 companies • Product did not match market requirements



Metiom (Formerly Intelisys Electronic Commerce)

• Senior Account Executive

  • Feb 2000 - Jan 2001

  Cleveland/Akron, Ohio Area e-Purchasing & e-Marketplace software Responsible for selling to Fortune 1000 prospect account • Product was not fully developed • Company filed for chapter 11 bankruptcy in 2001



Fourth Shift Corporation (acquired by Aremissoft for $40.5M in 2001)

• VP Worldwide Marketing and Product

  • Sep 1999 - Feb 2000

  Cleveland/Akron, Ohio Area Enterprise Resource Planning (ERP) for mid-market manufacturing companies (3000 customers worldwide) Responsible for all marketing activities worldwide and Y2K customer contingency plan • Reposition the company to include e-Commerce impacting revenue and company valuation • Changed marketing focus from creating awareness with prospects to growing customer business anticipating the Y2K slowdown

• Vice President Sales - Eastern U.S.

  • Jan 1998 - Sep 1999

  Cleveland/Akron, Ohio Area Responsible for revenue generation • Managed team of 35 people • Scaled sales team (AEs, SDRs, SEs) up by 75% and revenues up by 180%

• Area Sales Manager - Great Lakes Region

  • Jan 1997 - Jan 1998

  Cleveland/Akron, Ohio Area Responsible for revenue generation • Managed 5 salespeople • Sales Manager of the Year (team achieved over 180% of quota) • Sales team outperformed all other regions (312% growth over prior year)

• Senior Account Executive

  • Dec 1995 - Jan 1997

  Cleveland/Akron, Ohio Area Responsible for selling to mid-market manufacturing accounts and fortune 500 companies emerging operations outside the U.S. • Exceeded quota and finished number 1 each year • Set software sales record – over 250% of quota