Experience

KANDER

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

• Advisor

  • Aug 2023 - 5 months

  I'm advising and assisting the CEO in a part-time capacity



Centage

• United States
• Software Development
• 1 - 100 Employee

• Chief Executive Officer

  • 2018 - 2023

  I led Centage as CEO from 2018 through to its acquisition by Scaleworks in 2023 As CEO, I led the transformation and growth of the business into a SaaS market leader · Forged new vision, strategy, and plan to transform from an on-premises software business into a modern cloud-based SaaS business · Recruited a new high caliber executive team experienced in SaaS · Reshaped engineering into an agile organization releasing a new cloud-native, high performant, scalable, &… Show more I led Centage as CEO from 2018 through to its acquisition by Scaleworks in 2023 As CEO, I led the transformation and growth of the business into a SaaS market leader · Forged new vision, strategy, and plan to transform from an on-premises software business into a modern cloud-based SaaS business · Recruited a new high caliber executive team experienced in SaaS · Reshaped engineering into an agile organization releasing a new cloud-native, high performant, scalable, & multi-tenant SaaS platform · Created a winning product strategy, strengthening functionality, and executing a product roadmap winning larger customers and increasing ASP · Elevated brand to innovator winning industry awards, improving demand gen engine, and establishing valuable partnerships · Reorganized business operational structure, systems, and processes accelerating growth, efficiency, margins, and profitability · Created a new customer success organization streamlining customer onboarding and increasing NRR/GRR, LTV/CAC, & usage · Inspired and coached a winning culture Centage is a private investor backed software company providing financial technology to CFOs, FP&A leaders, & office of finance at healthcare, manufacturing, non-profit, retail, services, & technology companies. Centage’s SaaS platform (released in 2019) offers SMBs robust capabilities for financial budgeting, forecasting, planning, data consolidation, workflow automation, financial modeling, scenario planning, business intelligence, KPIs, & reporting. It’s a modern, multi-tenant, cloud native application in AWS leveraging kubernetes & microservices-based software architecture to deliver a high-performance experience. The software integrates with third-party software including Microsoft Dynamics 365, Sage Intacct, QuickBooks, & NetSuite.

• Chief Revenue Officer (CRO)

  • 2016 - 2018

  I was recruited by a board member to join Centage at an early stage to create a modern go-to-market organization. I established and built the go-to-market organization, scaling it efficiently, and accelerating revenue growth for the small on-premises software company. · Recruited and developed a high-performing sales, marketing, and account management organization increasing software revenue · Built and optimized processes, systems, programs, and metrics driving rapid revenue… Show more I was recruited by a board member to join Centage at an early stage to create a modern go-to-market organization. I established and built the go-to-market organization, scaling it efficiently, and accelerating revenue growth for the small on-premises software company. · Recruited and developed a high-performing sales, marketing, and account management organization increasing software revenue · Built and optimized processes, systems, programs, and metrics driving rapid revenue growth, reaching world-class win-rates, and growing revenue · Changed pricing model from perpetual license sales to annual subscriptions creating a higher LTV



Kaspersky Lab

• Germany
• Software Development
• 1 - 100 Employee

• VP, North American SMB & Channel Sales

  • 2014 - 2015

  Led a team of ~60 mid-market, small business, and channel sales reps growing revenue in North America · Drove strong execution, created operational rigor, optimized sales processes, and created a data driven culture increasing performance from the direct touch mid-market sales organization · Reorganized small business sales organization to drive small dollar sales transactions more efficiently · Drove the launch of new B2B SaaS products into North America, upgraded the channel… Show more Led a team of ~60 mid-market, small business, and channel sales reps growing revenue in North America · Drove strong execution, created operational rigor, optimized sales processes, and created a data driven culture increasing performance from the direct touch mid-market sales organization · Reorganized small business sales organization to drive small dollar sales transactions more efficiently · Drove the launch of new B2B SaaS products into North America, upgraded the channel partner program, and expanded partner-led sales · Drove strategies, tactics, and programs to increase revenue from Channel Value Added Resellers (VARs), Large Account Resellers (LARs), Managed Service Providers (MSPs), and Distributors · Collaborated with direct and channel marketing organization on lead generation programs Kaspersky is an international cybersecurity software company with offices across North America, LATAM, EMEA, and APAC including the United States, United Kingdom, Russia, Dubai, South Africa, Singapore, Japan, Mexico, and Brazil. Kaspersky offers a wide range of enterprise grade cybersecurity software products and subscription services across Endpoint Security, Network Security, Internet Gateway, Mail Server, Data Storage, Cloud Security, Threat Detection, Threat Prevention, Incident Response, Threat Intelligence, and Security Training. Show less



Juniper Networks

• United States
• Software Development
• 700 & Above Employee

• Senior Director, Worldwide Sales Operations

  • 2013 - 2014

  Promoted to the worldwide sales ops team during a multi-year strategic transformation initiative to modernize the CRM/ERP systems and processes across sales, channel sales, distribution, marketing, service, support, and finance. · Led “Market to Sell” track directing inside-sales, channel sales, and distribution business requirements and driving multiple go-to-market process improvements into AMER, EMEA, and APAC regions · Contributed requirements to “Master Data Integration” track… Show more Promoted to the worldwide sales ops team during a multi-year strategic transformation initiative to modernize the CRM/ERP systems and processes across sales, channel sales, distribution, marketing, service, support, and finance. · Led “Market to Sell” track directing inside-sales, channel sales, and distribution business requirements and driving multiple go-to-market process improvements into AMER, EMEA, and APAC regions · Contributed requirements to “Master Data Integration” track as we consolidated, connected, and integrated data from Siebel, Salesforce.com, Marketing Databases, Partner Portal, Partner Deal Registration, and other systems into SAP data warehouses and workflows · Contributed requirements to “Sales Business Readiness” track for sales change management, super users, training, and communications within initiative Juniper Networks (NYSE: JNPR) is a global technology leader in Networking, Cloud, and Security with international offices across North America, LATAM, EMEA, and APAC including the United States, United Kingdom, Netherlands, Germany, France, Israel, Japan, and China. Juniper Networks offers a wide range of high performance networking and security products including Next-Generation Firewalls (NGFW), Intrusion Prevention Systems (IPS), Gateway Security, Secure Access SSL-VPN, IPSec for Authentication and Encryption, Enterprise Wireless LAN Routers and Switches, Software-Defined Networks, Data Center and Network Operations (NOC) Solutions, Network Virtualization and Automation Solutions, Security Operations (SOC) Analytics, Application Security, Threat Prevention Solutions, and Cloud Infrastructure Hardware and Software.

• Director, Worldwide Sales and Channels

  • 2010 - 2013

  Promoted to the worldwide sales organization to expand the Americas Commercial/SMB go-to-market coverage strategies into the EMEA and APAC regions. · Commercial segment revenue grew quickly worldwide · Drove rollout of a consistent inside sales organization, processes, and systems as we expanded headcount into sales centers in EMEA and APAC · Led the design, development and rollout of a consistent worldwide channel partner program announced at partner conferences and roadshow… Show more Promoted to the worldwide sales organization to expand the Americas Commercial/SMB go-to-market coverage strategies into the EMEA and APAC regions. · Commercial segment revenue grew quickly worldwide · Drove rollout of a consistent inside sales organization, processes, and systems as we expanded headcount into sales centers in EMEA and APAC · Led the design, development and rollout of a consistent worldwide channel partner program announced at partner conferences and roadshow events across Americas, EMEA, and APAC · Drove a variety of new channel sales initiatives and programs including Sales Teaming, Partner Opportunity Registration, Partner MDF, Partner Enablement Initiatives, and Sales Playbooks

• Senior Manager, Americas Inside Sales and Channels

  • 2007 - 2010

  Built and led a new ~80 person inside sales organization focused on a new Commercial/SMB segment acquiring customers in the Technology, Healthcare, Energy, Media, Entertainment, Retail and Education verticals. · Grew Commercial/SMB segment revenue rapidly in Americas · Led and scaled new inside sales organization to 80+ direct inside sales reps, indirect channel partner reps, renewal sales reps, and sales managers across 2 inside sales centers · Built new processes… Show more Built and led a new ~80 person inside sales organization focused on a new Commercial/SMB segment acquiring customers in the Technology, Healthcare, Energy, Media, Entertainment, Retail and Education verticals. · Grew Commercial/SMB segment revenue rapidly in Americas · Led and scaled new inside sales organization to 80+ direct inside sales reps, indirect channel partner reps, renewal sales reps, and sales managers across 2 inside sales centers · Built new processes, operational rigor, systems, and KPIs establishing a high-velocity sales organization transacting thousands of orders per month · Drove strategies, tactics, and programs to build productive channel relationships with Value Added Resellers (VARs), Solution Providers, Managed Service Providers (MSPs), Distributors, and System Integrators · Collaborated with field marketing and channel marketing organizations on lead gen strategies, programs, and campaigns within the Americas I joined Juniper in 2007 following a series of acquisitions as the company was evolving its go-to-market strategy and becoming a multi-category leader. To broaden its sales coverage model beyond Territory, Named, and Major account field sales, Juniper created a new Commercial/SMB segment that combined inside sales, marketing, and channel partners into a high volume and high velocity sales motion.



QuickPivot

• United States
• Software Development
• 1 - 100 Employee

• Inside Sales Manager

  • 2003 - 2007

  Joined during an inflection point, as the company was reinventing itself and developing a new platform-as-a-service for multi-channel marketers. The transformation required a new go-to-market strategy and processes to reach and win a new profile of customer. I built and led a new inside sales organization and was instrumental in the success of the transformation: · Recruited and developed the company’s first inside sales team consisting of account executives and SDRs ·… Show more Joined during an inflection point, as the company was reinventing itself and developing a new platform-as-a-service for multi-channel marketers. The transformation required a new go-to-market strategy and processes to reach and win a new profile of customer. I built and led a new inside sales organization and was instrumental in the success of the transformation: · Recruited and developed the company’s first inside sales team consisting of account executives and SDRs · Designed and implemented new systems, processes, & metrics creating a high velocity sales motion · Designed and executed account-based marketing (ABM) and outbound prospecting sequences to generate opportunities with retail, consumer, and financial services customers · Developed new partnerships and teamed with sales reps from Salesforce.com, Eloqua, SPSS, and other partners to identify opportunities and drive sales · Collaborated with senior leadership as we refined product and service offerings, winning several landmark customers, & growing company revenue QuickPivot (which was later acquired by Vericast) is a private investor backed marketing technology and services company serving the world’s leading B2C retail and financial services customers including Allen Edmonds, MacKenzie Childs, GAP, HP, and Merrill Lynch. The QuickPivot platform is a robust customer data platform integrating data from multi channels and interaction sources (Salesforce.com CRM, Eloqua marketing automation, Magento eCommerce, Genesys contact center, social media, live chat applications, etc..) into a single view of the customer. The platform uses machine learning to offer predictive insights and robust analytics to surface hidden insights, trends, and recommendations. It handles data management, segmentation, customer journey mapping, dynamic message delivery (email, web, SMS, direct mail, social) and in depth performance measurement for marketers. Show less



Technology Sales

• Technology, Information and Internet
• 1 - 100 Employee

• Additional Experience

  • 1994 - 2003

  Earlier in my career, I was an individual contributor salesperson and engineer at startups in the eLearning, Training, and CAD/CAM industries