Experience

Yorktel

• United States
• IT Services and IT Consulting
• 300 - 400 Employee

• Senior Vice President of Worldwide Sales

  • Jan 2020 - Present



HARMAN International

• United States
• Computers and Electronics Manufacturing
• 700 & Above Employee

• Vice President North America Sales - Corporate, Education, and Government

  • May 2016 - Jan 2020

• Vice President - Government

  • Jan 2015 - May 2016

  HARMAN designs, manufactures and markets premier audio, visual, infotainment and enterprise automation solutions for the automotive, consumer and professional markets. HARMAN Professional division is a leading technology manufacturer of user interfaces and signal management (hardware and software) solutions. Vertically focused in government, education and business. Harman Government provides reliable, secure and government certified solutions to support a wide range of government and military agencies around the globe. HARMAN products can be found in mission critical environments such as command and control centers, courtrooms, SCI and video teleconferencing facilities, geospatial intelligence, situational awareness, briefing and display rooms, conference and training rooms, auditoriums and more. Show less



Optivor Technologies, LLC

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

• Senior Vice President, Worldwide Sales & Marketing

  • Nov 2011 - Apr 2013



Lifesize

• United States
• Telecommunications
• 100 - 200 Employee

• Vice President - Public Sector

  • Jul 2010 - Nov 2011



Cisco

• United States
• Software Development
• 700 & Above Employee

• Vice President - Channels

  • Jan 2007 - 2010

  Built strong channels by designing strategy, recruiting top-talent, and driving the organization to execute the plan. Drove growth in all partner segments to deliver integrated solutions to global enterprise accounts. Lead team of 42 in US, Canada, and Mexico. * Rebuilt go-to-market strategy by understanding the channel ecosystem and building a program that capitalized on each partner’s strengths. Grew revenue 41% year-over-year in 2007, 22% in 2008, and 33% during 2009 recession. * Improved product and services gross margins 2% with a program that reduced overall incentives paid to partners in 2009, at the same time increasing partner market share from 30% to 70%. * Led the channel organization that generated 95% of all company revenue and managed a $20M channel incentive program to drive product mix * Developed a new marketing strategy and turned around leadership reluctance to move launches to the field. Convinced Corporate to experiment with underperforming product, producing re-launch that drove 400%, 6-month sales increase – and a product that is still most popular after 2 years. * Created such a formidable competitor in the market that Cisco bought the company. Show less



Northrop Grumman

• United States
• Defense and Space Manufacturing
• 700 & Above Employee

• VP Sales & Alliance

  • 2005 - 2007

  Recruited to bring profitability to the Sales, Marketing, and Technology Partner Alliance organizations – selling IP communications, enterprise computing, security, and storage solutions to federal, state & local, and commercial customers worldwide. * Delivered $800M for FY05 — Built a new leadership team and right-sized the 190-member global organization to focus on solutions selling, winning customers in all market segments — Cultivated major partnerships with Cisco, SUN, HP, IBM, and EMC — Returned the business to profitability. Show less



Avaya

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• VP Global SMB (Channels)

  • 2001 - 2004

  Revitalized the stalled, 100% channel-driven division for this voice and IP telephony IPO with products sold into the global SME market. Built the sales, marketing, and business development organization, with 125 sales, system engineer, and business development executives. * Focused on small enterprise customers to quickly grow market share and double business the first year. * Constructed global sales plans for 200% growth in SME business ($375M in 2004). Revitalized the stalled, 100% channel-driven division for this voice and IP telephony IPO with products sold into the global SME market. Built the sales, marketing, and business development organization, with 125 sales, system engineer, and business development executives. * Focused on small enterprise customers to quickly grow market share and double business the first year. * Constructed global sales plans for 200% growth in SME business ($375M in 2004).



Cisco

• United States
• Software Development
• 700 & Above Employee

• Director of Channels

  • 1997 - 2001

  Managed 185-member team responsible for enterprise sales through service provider channel. Expanded channel role by focusing on provisioning of service providers’ core networks to enterprise and small & medium business customers. * Drove service provider revenue to $4.5B — 100% year-over-year. * Achieved $1.2B first-year incremental revenue by launching a product resale initiative. * Delivered sales of $650M by developing resale business plan for network service providers. * Drove 95% of total Public Sector business ($750M), securing major communications contracts with Northrop Grumman, Lockheed Martin, General Dynamics, EDS, MITRE, and SAIC. Show less



HP

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Sales Director - Digital Equipment Corp

  • 1980 - 1992