Experience

Mercado

• United States
• International Trade and Development
• 1 - 100 Employee

• Senior Vice President Of Global Sales

  • Jul 2022 - Present

  • Led Sales Transformation effort designed to deliver higher productivity and increase predictability • Developed Strategic Scorecard for Revenue Growth and Account Penetration • Defined metrics and supporting strategies relative to each KPI • Designed compensation plans and quotas • Quarterly business review with executives • Implemented standard sales cadence and sales processes • Provided feedback and guidance to Product Management based on customer interaction • Led Sales Transformation effort designed to deliver higher productivity and increase predictability • Developed Strategic Scorecard for Revenue Growth and Account Penetration • Defined metrics and supporting strategies relative to each KPI • Designed compensation plans and quotas • Quarterly business review with executives • Implemented standard sales cadence and sales processes • Provided feedback and guidance to Product Management based on customer interaction



ByBox

• United Kingdom
• IT Services and IT Consulting
• 200 - 300 Employee

• Vice President Sales Business Development

  • Jan 2020 - Jun 2022

  • Responsible for delivering $30M in net new revenue in America •. Signed 3 Global accounts Dell, Siemens Healthinneer, and Becton Dickinson • Build and establish an ISV program for Bybox, targeting Microsoft and Sales Force • Develop a Channel Program for our partner ecosystem • Managed HPE GMS globally, ensuring customer success for over 4000 engineers using the Bybox platform • Responsible for delivering $30M in net new revenue in America •. Signed 3 Global accounts Dell, Siemens Healthinneer, and Becton Dickinson • Build and establish an ISV program for Bybox, targeting Microsoft and Sales Force • Develop a Channel Program for our partner ecosystem • Managed HPE GMS globally, ensuring customer success for over 4000 engineers using the Bybox platform



Systum Inc.

• Plano Texas

• Executive Vice President

  • Dec 2017 - Jan 2020

  • Defined market segmentation and vertical messaging that aligned with the company’s strategic vision • Built culture of top performers focused on delivering results • Responsible for lead generation campaigns and measuring results • Designed compensation plans and quotas • Quarterly business review with executives • Implemented standard sales cadence and sales processes • Defined market segmentation and vertical messaging that aligned with the company’s strategic vision • Built culture of top performers focused on delivering results • Responsible for lead generation campaigns and measuring results • Designed compensation plans and quotas • Quarterly business review with executives • Implemented standard sales cadence and sales processes



FieldAware

• United States
• Software Development
• 1 - 100 Employee

• VP of Sales

  • Feb 2011 - Oct 2017

  Hired by the board to launch new software technology for field service automation. Charted to develop a strategy, execution plan and build teams for sales, marketing, professional services and support. • Responsibilities included building both direct and indirect sales team along with expansion into international markets • Implemented a successful sales methodology and process ensuring the team incorporated business value selling to ensure forecast accuracy • Held quarterly… Show more Hired by the board to launch new software technology for field service automation. Charted to develop a strategy, execution plan and build teams for sales, marketing, professional services and support. • Responsibilities included building both direct and indirect sales team along with expansion into international markets • Implemented a successful sales methodology and process ensuring the team incorporated business value selling to ensure forecast accuracy • Held quarterly business review with the board and the sales and technical organization • Expanded the business from SMB to enterprise accounts • Assisted the team with contract negotiations, signing up 1500 + clients • 2011, year one delivered $2M in revenue with 5 people in total • 2016, year five delivered $17M in new revenue with 40 people in total • Under my leadership Fieldaware was listed in Gartner’s MQ for field automation • Established technical alliances, with Microsoft, Netsuite, Sales Force and SAP Show less Hired by the board to launch new software technology for field service automation. Charted to develop a strategy, execution plan and build teams for sales, marketing, professional services and support. • Responsibilities included building both direct and indirect sales team along with expansion into international markets • Implemented a successful sales methodology and process ensuring the team incorporated business value selling to ensure forecast accuracy • Held quarterly… Show more Hired by the board to launch new software technology for field service automation. Charted to develop a strategy, execution plan and build teams for sales, marketing, professional services and support. • Responsibilities included building both direct and indirect sales team along with expansion into international markets • Implemented a successful sales methodology and process ensuring the team incorporated business value selling to ensure forecast accuracy • Held quarterly business review with the board and the sales and technical organization • Expanded the business from SMB to enterprise accounts • Assisted the team with contract negotiations, signing up 1500 + clients • 2011, year one delivered $2M in revenue with 5 people in total • 2016, year five delivered $17M in new revenue with 40 people in total • Under my leadership Fieldaware was listed in Gartner’s MQ for field automation • Established technical alliances, with Microsoft, Netsuite, Sales Force and SAP Show less



NetSuite

• United States
• Software Development
• 700 & Above Employee

• Vice President Of International Sales

  • Jan 2003 - Dec 2010

  Lead the integration and sales operations of Netreturn for ANZ, along with Netsuite’s expansion of APJ. • Oversaw NetSuite sales-related operations internationally • Developed and successfully executed a comprehensive international sales plan • Designed local marketing initiatives to support the regional sales plan • Rolled out a highly successful lead generation program for representatives to follow • Trained representatives to plan their territory activities for optimal… Show more Lead the integration and sales operations of Netreturn for ANZ, along with Netsuite’s expansion of APJ. • Oversaw NetSuite sales-related operations internationally • Developed and successfully executed a comprehensive international sales plan • Designed local marketing initiatives to support the regional sales plan • Rolled out a highly successful lead generation program for representatives to follow • Trained representatives to plan their territory activities for optimal efficiency and productivity • Established weekly sales meetings to help focus and motivate representatives • Delivered consistently outstanding results; 199% of quota in 2008 and 106% in 2009 • Wrote comprehensive business plans describing challenges, opportunities and detailing how success would be achieved; analyzed sales trends and developed accurate sale forecasts • Created challenging yet attainable individual sales quotas, resulting in high levels of motivation • Opened sales offices in Hongkong and Singapore • Interviewed and hired top sales talent

• VP of International Sales

  • Jan 2003 - Sep 2006

  Hired to revamp and lead sales team, put best practices in place to ensure 35% growth YOY. • Designed assertive “cold-calling” campaigns to generate large numbers s of qualified leads and resulting in a minimum 3X pipeline ratio • Lead targeted events to expand awareness of our products and develop high-level contacts • Consistently delivered spectacular sales results, surpassing all expectations -Performance 126% 2007 -Performance 143% 2006 -Performance 177%… Show more Hired to revamp and lead sales team, put best practices in place to ensure 35% growth YOY. • Designed assertive “cold-calling” campaigns to generate large numbers s of qualified leads and resulting in a minimum 3X pipeline ratio • Lead targeted events to expand awareness of our products and develop high-level contacts • Consistently delivered spectacular sales results, surpassing all expectations -Performance 126% 2007 -Performance 143% 2006 -Performance 177% 2005 -Performance 267% 2004 • Played central role in opening the office in Germany • Met with and presented to C level executives of major corporations • Conducted assertive and tactful negotiations, resulting in lucrative contracts • Worked closely with customers to clearly define their business requirements; created customized proposals address business challenges and or growth initiatives • Provided comprehensive support to pre-sales system engineers and delivery consultants, ensuring a cohesive, coordinated team approach • Educated partners on our solutions, earned their trust and ultimately drove product adoption



Brocade

• United States
• Computer Networking Products
• 700 & Above Employee

• Country Manager

  • 2002 - 2003

  Lead sales for OEM team in Australia. • Recommended equipment from OEM partners, including EMC, IBM, DELL, and HDS • Developed accurate sales forecasts for senior management • Met with senior decision makers of key accounts and presented the benefits of SAN (Storage Area Networks) • Surpassed all sales goals and expectations; performance to plan: 117% (2003) • Worked with Executives and BU Presidents on unique and innovative offerings to be included in their services and… Show more Lead sales for OEM team in Australia. • Recommended equipment from OEM partners, including EMC, IBM, DELL, and HDS • Developed accurate sales forecasts for senior management • Met with senior decision makers of key accounts and presented the benefits of SAN (Storage Area Networks) • Surpassed all sales goals and expectations; performance to plan: 117% (2003) • Worked with Executives and BU Presidents on unique and innovative offerings to be included in their services and contracts • Understand the outsourcing and services models Show less Lead sales for OEM team in Australia. • Recommended equipment from OEM partners, including EMC, IBM, DELL, and HDS • Developed accurate sales forecasts for senior management • Met with senior decision makers of key accounts and presented the benefits of SAN (Storage Area Networks) • Surpassed all sales goals and expectations; performance to plan: 117% (2003) • Worked with Executives and BU Presidents on unique and innovative offerings to be included in their services and… Show more Lead sales for OEM team in Australia. • Recommended equipment from OEM partners, including EMC, IBM, DELL, and HDS • Developed accurate sales forecasts for senior management • Met with senior decision makers of key accounts and presented the benefits of SAN (Storage Area Networks) • Surpassed all sales goals and expectations; performance to plan: 117% (2003) • Worked with Executives and BU Presidents on unique and innovative offerings to be included in their services and contracts • Understand the outsourcing and services models Show less



McAfee Security

• Sales Director- ANZ

  • Jan 2000 - Jan 2002

  Initially brought onboard to lead enterprise sales focused on named accounts, shortly after promoted to lead the entire ANZ sales organization. • Recruited and trained a 20-person sales team • Implemented programs to establish brand recognition and build customer loyalty • Received prestigious President’s Club award for delivering consistently outstanding sales results • Exceeded sales quota every quarter for 20 consecutive quarters • Ensured the sales team focused on… Show more Initially brought onboard to lead enterprise sales focused on named accounts, shortly after promoted to lead the entire ANZ sales organization. • Recruited and trained a 20-person sales team • Implemented programs to establish brand recognition and build customer loyalty • Received prestigious President’s Club award for delivering consistently outstanding sales results • Exceeded sales quota every quarter for 20 consecutive quarters • Ensured the sales team focused on value-based selling • Opened 7 offices worldwide for McAfee • Led all major international growth initiatives

• Sale Manager EMEA

  • Feb 1998 - Jan 2000

• Regional Account Manager, Dallas Tx

  • 1996 - Feb 1998