Experience

Visier Inc.

• Canada
• Software Development
• 300 - 400 Employee

• Senior Vice President - Americas

  • Jan 2023 - Present



iCIMS

• United States
• Software Development
• 700 & Above Employee

• Senior Vice President, Enterprise Sales

  • Sep 2019 - Jan 2023



Pulse Secure

• Charlotte, North Carolina Area

• Vice President

  • Jan 2018 - Sep 2019



Symantec

• United States
• Software Development
• 700 & Above Employee

• Vice President – SMB + Americas Medium Enterprise

  • 2016 - 2018

  SCOPE: $400M SMB Strategy | $50M Mid-Market U.S. Sales Pilot | 60-Strong Sales Force | $12.M P&L STORY: I crafted our small business global strategy that has yielded new growth for this $400M channel sales revenue generator following 3 years of decline. In the mid-market space, I lead a U.S. pilot that has reversed decline and achieved double digit growth in just 6 months and increased average order value (AOV).To accomplish this, I’ve driven GTM strategies and a shift to a MRR/SaaS model, and led sales force restructures in partnership with marketing, product and IT engineering teams. I’ve also customized inside, field, channel, technical, managed service and public cloud sales teams to meet the unique needs of these 2 diverse markets. SUCCESS BY THE NUMBERS:★ Reversed a 9% Decline + Achieved 14% Growth ★ Increased AOV 28% ★ 19% New SMB Growth

• Senior Director – Americas Sales Operations

  • 2015 - 2016

  SCOPE: $900M Organization | $190M P&L Leadership | 300-Member Salesforce | #2 of 2 Leadership Development RolesSTORY: In this second of two leadership development rotations, I increased sales 6% and reduced operating expenses 12% -- achieving revenue targets while challenged with setting new budgets in the face of a divestiture that split the organization in half. In addition, I designed operations strategy including channel operations/programs, sales performance, productivity management and routes to market (Key Account, Field, Inside, Channel, Customer Retention) and Deal Support.

• Senior Director – Global Salesforce Transformation + Effectiveness

  • 2013 - 2015

  SCOPE: 4000 Global Sales Force | 500 First-Line Sales Managers | #1 of 2 Leadership Development RolesSTORY: In this first of two leadership development rotations, I brought the value-based selling and forecasting automation, implemented successfully in the SE US, on a global scale. The transformation was so remarkable, I was asked to deliver a keynote speech about it at the Microsoft Envision conference.The “coach-the-coach” GTM sales program I created simplified the sales process, increased customer face time, and inspired sales leadership adoption across EMEA, Americas & APAC. In fact, those who embraced program 100% outproduced by $200M.In addition, I directed sales performance and productivity, vertical advisory services, employee onboarding, development, training and sales awareness.SUCCESS BY THE NUMBERS★ Outpaced Peers by $200M ★ 9% Customer Face Time Increase★ 50% Reduced Sales Complexity

• Senior Director – Southeast Sales

  • 2011 - 2013

  SCOPE: $196M Target | $35.5M P&L | 120-Member Regional Team STORY: I implemented Value-Based Selling methodology, client-facing account reviews and sales strategy consolidation and simplification across direct, channel and technical sales. These practices were embraced globally as gold standard. SUCCESS BY THE NUMBERS★ 13% Avg. Transaction Increase★ 23% New Revenue Increase★ 104% to 118% of Plan

• Senior District Sales Manager

  • 2007 - 2011

  SCOPE: Enterprise Portfolio: BAC/Wells Fargo/FedEx | $50M Target | Largest District in SESTORY: During my first role with Symantec, I grew our key account footprint against the odds – ultimately growing the district to #1. I accomplished this by gaining key customer leadership buy-in and loyalty by engaging them in the Account Executive hiring process. Furthermore, I improved conversion rates and performance management capabilities by developing an automated forecasting process emulated enterprise-wide.Because of the programs and practices I put into motion, these accounts remain today as some of the most productive in our U.S. portfolio.I am quite proud of brokering a $54.1M deal with BAC, the largest new license transaction to date. Not only did our account sustain profitability during the recession, it cemented our status as a trusted creative problem solver willing to go beyond purview. SUCCESS BY THE NUMBERS:★ #1/20 Global Regions★ Largest Deal in Corporate History★ 11 of 20 District Quarter Awards



BindView

• Software Development

• Regional Director – West + NE (2002–2006) | Enterprise Account Manager (1999–2002)

  • 1999 - 2006

  SCOPE: 10-Member Sales Team | $20M Target STORY: After successfully leading the turnaround of the poorly-ranked West region, I was challenged with replicated this success in the NE region. My formula of sales team restructure and the creation and launch of a Strategic Account Sales program proved successful again, and increased revenue 38% YOY, displaced 45K direct competitor seats and penetrated the Fortune 500 market. This $100M global provider of IT security and compliance software acquired by Symantec in 2006, and I was one of only 2 of Blindview’s sales leadership selected to make the transition. SUCCESS BY THE NUMBERS: ★ Sales Leader of the Year 2004 ★ President’s Club 1999–2002 ★ 45K Competitor Seat Displacement ★ Fortune 500 Market Penetration ★ 38% Annual NE Revenue Growth