Experience

In Transition -- Actively Pursuing New Opportunities

• Advertising Services
• 1 - 100 Employee

• Sales Leadership Professional

  • Jun 2023 - Present

  Spokane, Washington Currently pursuing a Sales Leadership role in the technology industry - primarily software. I thrive in today's rapidly changing business environment by developing and executing growth strategies, leveraging data and analytics to improve contract value, profitability, and identify new growth opportunities. I lead digital and organizational transformation, process improvements, and ensure retention and satisfaction of key clients in hardware/software, AI, Big Data, and the Internet of… Show more Currently pursuing a Sales Leadership role in the technology industry - primarily software. I thrive in today's rapidly changing business environment by developing and executing growth strategies, leveraging data and analytics to improve contract value, profitability, and identify new growth opportunities. I lead digital and organizational transformation, process improvements, and ensure retention and satisfaction of key clients in hardware/software, AI, Big Data, and the Internet of Things. Show less



Inland NW Sales Leadership

• Outsourced Sales Strategy & Operations Executive

  • 2023 - Present

  Washington, United States As a fractional sales consultant in today's rapidly changing business environment, I develop and help business owners build and execute on proven sales plans, leverage data and analytics, optimize lead management, increase close rates and leverage technology and tools to accelerate sales growth. I thrive building high-achieving sales teams, focusing on scalable and repeatable results.



METER Group

• United States
• Research Services
• 100 - 200 Employee

• Sales Director, Food & AROYA Divisions

  • Feb 2020 - Jan 2023

  Spokane, Washington Area Launched the groundbreaking Aqualab 3 SaaS offering and developed an SDR model that boosted efficiency and leveraged the expanded use of outsourced business development professionals located in the Philippines. An innovative approach to connecting with top-level executives, utilizing strategies often seen in political fundraising and influence campaigns, has been instrumental in the success of the food and cannabis culstivation industry. Spent considerable time refining the value proposition… Show more Launched the groundbreaking Aqualab 3 SaaS offering and developed an SDR model that boosted efficiency and leveraged the expanded use of outsourced business development professionals located in the Philippines. An innovative approach to connecting with top-level executives, utilizing strategies often seen in political fundraising and influence campaigns, has been instrumental in the success of the food and cannabis culstivation industry. Spent considerable time refining the value proposition, software demonstration, and qualification process for identifying new business. The outreach approach was segmented through a partnership with marketing and sales development teams, optimized roles and responsibilities, brought on several new hires with adjacent experience, and began implementing a new strategy. • Grew sales by 30% in a mature market while building a sales team, demand creation engine, and solution sales model that drove a unique value proposition into a technology-skeptical market. In the following 12 months, saw an additional incremental increase of 27% and grew the reoccurring software subscription revenue to over $300,000. The new offering represented more than 50% of the instrument sales and led its category in the food industry. • In late 2020, launched a second team for the cannabis industry to sell the first-ever enterprise SaaS cannabis cultivation platform. Used the same model to double revenues to over $10M in one year and grew average deal size from $7,500 to over $60,000. Show less



InsideSales.com

• United States
• Software Development
• 1 - 100 Employee

• Regional Director, Enterprise Engagement

  • Jun 2018 - Sep 2019

  Spokane, Washington Area Responsible for executive-level business development efforts for a seven-state region plus Western Canada for a $30M SaaS startup, sales cadence, and AI for sales solutions. Built Organized a team of solution consultants, SDRs, and marketing professionals. Responsible for enterprise account penetration, new client acquisition, growth, retention, solution development, pipeline growth, and proposed services. Conducted growth assessments, investment planning, and comprehensive engagement plans… Show more Responsible for executive-level business development efforts for a seven-state region plus Western Canada for a $30M SaaS startup, sales cadence, and AI for sales solutions. Built Organized a team of solution consultants, SDRs, and marketing professionals. Responsible for enterprise account penetration, new client acquisition, growth, retention, solution development, pipeline growth, and proposed services. Conducted growth assessments, investment planning, and comprehensive engagement plans, including business impact analyses, compliance, budgeting, and procurement. • Earned recognition for Most Innovative Territory Development Approach for 2019 & 2020. • Introduced LinkedIn Sales Navigator automation tools for accelerated outreach and targeted marketing. Show less



Accucode

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

• Sales Director, 4Work Project

  • Oct 2017 - Jun 2018

  Spokane, Washington Area Spearheaded the messaging strategy for introducing a new project optimization tool in the service delivery market, which supported the business of a wholly-owned subsidiary. Before launch, recruited companies as product evaluation partners and scaled outreach with sales acceleration technology. Additionally, provided consultation on the feasibility, investment, and available market for a potential new software offering. The firm had developed an internal software tool that would allow them to… Show more Spearheaded the messaging strategy for introducing a new project optimization tool in the service delivery market, which supported the business of a wholly-owned subsidiary. Before launch, recruited companies as product evaluation partners and scaled outreach with sales acceleration technology. Additionally, provided consultation on the feasibility, investment, and available market for a potential new software offering. The firm had developed an internal software tool that would allow them to standardize work orders and processes to drive a consistent customer experience when using subcontractors to deliver projects. The tool - 4Work - was highly customized for their business, yet they felt it might be a viable offering for similar system integration companies. Developed the value proposition, created software demos, and engaged IT outsourcing services companies in a beta program. • Created the sales presentation and demonstration materials. Developed the beta customer acquisition and business plan. Guided market adoption and messaging tests. Show less



Insight

• Poland
• Business Consulting and Services
• 1 - 100 Employee

• Director Software Sales Support & Annuities Sales

  • Nov 2013 - Dec 2016

  Liberty Lake, Washington Managed the corporate field software sales support organization. Supervised a team of 150 sales support personnel and managers in the Washington and Texas offices, responsible for more than 200,000 transactions and more than $1B in license revenue per year. • Reduced new hire ramp-up time by 75% by introducing a new program that included updated documentation, customer account profiles, and a market teaming strategy. • Led development and rolling out of a software renewal… Show more Managed the corporate field software sales support organization. Supervised a team of 150 sales support personnel and managers in the Washington and Texas offices, responsible for more than 200,000 transactions and more than $1B in license revenue per year. • Reduced new hire ramp-up time by 75% by introducing a new program that included updated documentation, customer account profiles, and a market teaming strategy. • Led development and rolling out of a software renewal database and introduced cross-selling and up-selling best practices for North America. Coordinated training of 500 sales specialists. • Increased renewal capture rate from 55% to 80%, adding $75M annually in added revenue by building and leading a team of 18 inside software renewal sellers. Show less



Enghouse Interactive

• United States
• Software Development
• 500 - 600 Employee

• Vice President of Sales, WFO Business Unit

  • Jun 2010 - Nov 2013

  US & Canada Led direct and channel sales of interaction management software. Supported a suite of enterprise software solutions for the contact center market. Grew the team from 8 to 18 field sales reps of direct and indirect sales professionals and successfully implemented the Telrex sales model. Spearheaded the introduction of a SaaS-based subscription model in parallel with the premise-based model. • Grew the Telrex unit to record profitability and 20% license revenue growth in one year. •… Show more Led direct and channel sales of interaction management software. Supported a suite of enterprise software solutions for the contact center market. Grew the team from 8 to 18 field sales reps of direct and indirect sales professionals and successfully implemented the Telrex sales model. Spearheaded the introduction of a SaaS-based subscription model in parallel with the premise-based model. • Grew the Telrex unit to record profitability and 20% license revenue growth in one year. • Focused sales strategy to include key VoIP services providers requiring multitenant contact center solutions and planned to expand offerings to the reseller channel. This required cross-training for the entire sales organization and a coordinated effort with the sales engineering organization to deliver value to partners and direct clients. As a result, successfully moved 30% of the client base to a reoccurring revenue model while growing revenue from $20M to $34M by the end of the second year. Show less



Telrex

• United States
• Software Development
• 1 - 100 Employee

• Vice President of Sales and General Manager

  • Jun 2004 - Jun 2010

  US & Canada Oversaw global sales of VoIP PBX solutions. Supervised a team of inside sales professionals and field account managers that carried out direct and reseller sales. Managed hiring, training, and supervision for a team that supported over 3,000 resellers globally, including Cisco, Avaya, Nortel, Mitel, and 3Com partners. · Built a team supporting over 3000 VoIP resellers globally across seven providers within five years. Achieved revenues of more than $20M annually and positioned the… Show more Oversaw global sales of VoIP PBX solutions. Supervised a team of inside sales professionals and field account managers that carried out direct and reseller sales. Managed hiring, training, and supervision for a team that supported over 3,000 resellers globally, including Cisco, Avaya, Nortel, Mitel, and 3Com partners. · Built a team supporting over 3000 VoIP resellers globally across seven providers within five years. Achieved revenues of more than $20M annually and positioned the company for acquisition in 2010. Grew revenues 50-100% annually. · Designed and implemented a successful global channel strategy for one of the first-ever VoIP call recording applications to service the enterprise and mid market contact centermarkets. · Negotiated profitable distribution agreements for the CALA, APAC, and EMEA markets. · Spearheaded the creation of a profitable new market for VoIP recording solutions that included hosted services providers utilizing our recording technology to deliver a multi-tenant SaaS service model. Show less



PEI

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

• Senior Account Executive

  • May 2002 - Feb 2004

  Sales of network integration, systems security consulting, Microsoft Active Directory migrations, and Cisco VoIP solutions.