Director | Business Development

• Aug 2023 - Present

Director | Cyber & Privacy

• Aug 2022 - Jun 2023

Joined the organization as Director of Business Development, driving the expansion of the cyber security business. Foster and cultivate relationships with clients, amplifying potential business prospects. Identified and assessed all potential opportunities throughout the sales cycle. Established strategic partnerships with new technology providers to enhance service offerings and improve overall performance. Developed and implemented sales strategies, coordinating internal and external resources to maximize CrossCountry Consulting's competitive advantage and secure new business. Strengthened relationships, networks, and affiliations while leveraging industry groups. Assisted leadership in cross-selling services to current clients. Collaborated with marketing to create targeted go-to-market strategies for supported industry teams. Highlights of accomplishments in this role include: • Yielded $300K in revenue within 4-month period via acquisition of a new logo. • Collaborated with business leaders from all other service lines to facilitate introductions to the cyber team in well-established accounts. • Credited for selling services, showcasing value propositions, and closing deals to achieve business objectives. • Partnered marketing team to create events and organize agenda while attending RSA conference. Show less

Director | Business Development & Client Engagement

• Apr 2021 - Jul 2022

Formulated a comprehensive growth strategy aimed at optimizing financial outcomes while enhancing customer satisfaction level. Facilitated productive business meetings with 15+ potential clients and effectively showcased the company's offerings to address and anticipate their objectives. Drafted accurate sales contracts in compliance with legal regulations and established guidelines. Created and implemented innovative strategies to foster and nurture enduring relationships with a diverse portfolio of existing customers, resulting in enhanced customer loyalty and repeat business over an extended period of time. Set and attained revenue targets on a quarterly and annual basis. Devised and executed comprehensive territory revenue plan. Cultivated new partnerships within existing enterprise accounts. Stayed updated on enterprise technologies, highlighting service/product features and benefits. Attended industry conferences to enhance knowledge and expand network. Highlights of accomplishments in this role include: • Attained significant business development success by expanding market presence within existing accounts, particularly within the telecom sector, collaborating with major Fortune 100-500 companies. • Recognized as Business Development Person of the Month for securing over $700K in revenue from two major accounts. • Achieved $900K in annual recurring revenue during Q3 and Q4 after 2 months of onboarding, serving as the primary sales contact for new business units in existing enterprise accounts, facilitating closure of opportunities with prospective clients. • Negotiated favorable and profitable contract terms, resulting in a significant improvement in profitability and margin. • Directed and coordinated partner activities, including active participation in training sessions, meetings, skill-building, and professional development classes. Show less

Regional Manager (2019 – 2021) | Business Development Manager (2018 – 2019)

• Mar 2018 - Apr 2021

Protected organizations and managed enterprise security in the market, mitigating cyberattacks. Steered all the aspects of business development functions and expanded accounts. Tracked monthly, quarterly, and annual revenue targets. Built and maintained channel relationships, overseeing pipeline and prospect management. Surpassed revenue goals as per territory revenue plan. Identified and cultivated new business partners in target markets. Fostered and sustained enduring relationships with sales, technical, and solution services teams. Prepared and delivered accurate sales forecasting and territory reports. Interacted with clients and sales leadership to create and close opportunities while maintaining expertise in enterprise technologies and highlighting service/product advantages. Attended industry conferences to expand knowledge and network. Increased corporate revenue through the implementation of strategic planning initiatives, leveraging a proactive approach to drive growth and profitability. Highlights of accomplishments in this role include: • Promoted from Business Development Manager to Regional Sales Manager by displaying exemplary performance. • Won BDR of the Year award at company holiday party for generating $500K in revenue and booking highest number of meetings for direct sales team. • Revamped sales strategies and consistently surpassed quarterly sales targets, resulting in the establishment of a new company benchmark for the highest number of qualified sales leads. • Secured an impressive $700K in annual recurring revenue (ARR) by effectively serving as the primary liaison for channel partners, facilitating the closure of joint opportunities with prospective clients. • Negotiated contract terms, maximizing profitability and margin by 10% to improve overall financial performance. • Crafted a compelling narrative highlighting the distinct advantages over competitors, effectively positioning the company for attaining a coveted market leader position. Show less

Director

• 2017 - 2018

Partnered with sommeliers and restaurant wine program directors to form partnerships. Proactively approached new and additional restaurants through cold calling to expand sales reach. Organized and hosted exclusive wine events and dinners featuring visiting winemakers, often held at prestigious country clubs. Planned and executed tasting events to showcase and sell wines to discerning customers. Directed and guided five sales team, such as onboarding, training, coaching, and mentoring for performance and development. Communicated and defined strategic sales vision, shared market and customer insights with team and internal stakeholders, and implemented best practices to achieve business objectives. Spearheaded local business territory in Northern Michigan, maintaining existing accounts while acquiring new clients. Consistently achieved sales targets, forecasted requirements, prepared budgets, monitored expenditures, analyzed variances, and implemented corrective measures. Highlights of accomplishments in this role include: • Supervised and encouraged a team of three members in selling wine exclusively to high-end restaurants and country clubs in a territory valued at $1M. • Revamped and expanded customer base by an impressive 15% in a mere four months. • Tackled downward spending trends and accomplished a notable 15-25% increase in monthly sales, surpassing sales turnaround, and growth objectives by strategically pursuing fresh opportunities. • Motivated and equipped team members with new skills, surpassing business goals. • Designed and executed a cutting-edge sales forecast system, enabling accurate predictions of future sales and identification of potential limitations. Show less

Account Manager

• 2015 - 2017

Managed a territory of 40 accounts, conducting in-person sales and cold-calling high-end restaurants, country clubs, and wine shops. Cooperated with the director of beverage to organize wine and seasonal events, resulting in new sales and increased accounts by 23%. Headed sales and marketing activities, shaping and applying strategic plans. Mentored three sales managers and introduced structured systems, policies, and best practices for achieving goals. Provided creative solutions to address sales team and company challenges. Gathered industry and competitive data to maintain a competitive edge. Drove sales initiatives and quotas for product line expansion, contributing to the development of sales plans for team members. Conducted thorough market research, leading to the introduction of innovative new products to meet evolving customer demands. Highlights of accomplishments in this role include: • Steered business development efforts, resulting growing market by 34%+ via acquisition of new lucrative opportunities. • Shaped and employed a comprehensive strategy that prioritized both existing and prospective customers, effectively driving business expansion. • Amplified 23% increase in sales by implementing targeted initiatives tailored to the needs of our current customer base. • Elevated the visibility of the company by launching customer training programs, enhancing corporate presence, and elevating customer satisfaction. Show less