Experience

Browsium, Inc.

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

• Vice President, Client Solutions - Sales, Customer Success & Services

  • Sep 2012 - Present

  Hired to support the growth of a startup, quickly achieved attainment of $20M due to a strict focus on the customer experience, Overall responsibilities include Go To Market strategy, presales, post sales Customer Success, Services and P&L reporting. • Aided by team building, analytics & metrics management increased ongoing revenue growth. • Developing/mentoring both pre and post Sales resources along with Consulting Resources for the successful cloud adapting of enterprise mission critical applications in support of their digital transformation. • Expanded revenue in accounts through improved governance and customer engagement process to achieve a “close ratio” of 3:1 from previous 8:1; demonstrating long term customer value and ease of adoption. • Initiated change to best practices to Professional Services/Customer Success approach/operations to better address onboarding, increase customer adoption and retention of our solution. • Increased the quantity of qualified leads generated by 30%, revising the Website along with marketing and internal/partner training materials to better communicate value to target customers. • Championed the development of new cloud based analytics product to provide a comprehensive understanding of the browser cloud applications activity to enhance the management and security of the enterprise application. • Responsible for developing and training extensive list of 26 North American and global “Channel Partners”. Show less



Barrister, Corp

• Legal Services
• 1 - 100 Employee

• Director Business Development

  • Jan 2012 - Aug 2012

  Hired to lead a team to develop and manage key relations with fortune 1,000 companies and key Integrators. • Successfully engaged in renewing broken relations. • Developed new relationships and revenue opportunities with targeted companies. • Targeted goal to develop direct relationships with companies without the use of intermediaries. Hired to lead a team to develop and manage key relations with fortune 1,000 companies and key Integrators. • Successfully engaged in renewing broken relations. • Developed new relationships and revenue opportunities with targeted companies. • Targeted goal to develop direct relationships with companies without the use of intermediaries.



Insight

• Poland
• Business Consulting and Services
• 1 - 100 Employee

• Northeast Sales and Professional Services General Manager

  • Jul 2009 - Jul 2011

  Turned around failing region losing -$1,600 GP annually, minimizing further reductions in force and customer loss. With P&L responsibilities generated a positive $75,000,000 in revenue improving the Region to 2nd in the country. • Lead/Mentored the Sales, Professional Services and Customer Success groups globally deploying digital transformation infrastructure based technology products and services: Consulting for Data Center, Networking, Storage, Project Management, Productivity/Messaging based software, Virtualization, Communications, VoIP, Deployment of Intel/Windows-based workstations/ servers, Microsoft Azure Cloud Computing. Solutions included IaaS/SaaS offerings, Managed Services and End-user Support for Financial, Healthcare, Insurance and Life Sciences verticals. Requiring an increase of staff to approx. 375. • Turned around revenue attainment by focusing on best practices and analytics to re-position the customer engagement strategy and retrained the sales force to focus on a “solution selling approach” tracked by Salesforce.com. • Improved customer retention through improved customer success playbooks. • Focused on improving the governance and overall operations introducing revised process and best practices focusing on expense management and revenue optimization generating a complete reversal of loss to gain of $25.5M profit. • As a leader improved morale and developed confidence for collaboration of the account matrix management environment to partner with overlay Services team to generate qualified leads. • Focused the Services and Customer Success group to increase perceived value by being more “solution seeking” in their interaction with clients compared to previous approach increasing retention and ongoing sales • Developed Regional Microsoft Practice to better our address customer needs increasing staff and revenue. • Identified and developed “channel partnerships” to augment solution offerings and revenue growth. Show less



American Ingenuity Products

• International Product Development

  • Sep 2003 - Jun 2009

  Created a startup venture for product develop and product import/export (houseware, lawn care, outdoor decorations, tools) and business consulting. • Oversaw all aspect of financial, legal, operations, and sales related activities. • Developed and maintain International business relations and import/export related activities. • Developed intangible designs to a tangible consumer product for market, via ecommerce site • Initiated business consulting services to suppliers to launch the product and provided business expertise to support suppliers with their business model. • Conducted several international trips to Asia, performing factory and product reviews for quality checks. Developed strong international relationships and partners network. Show less



Telefonica

• Spain
• Telecommunications
• 700 & Above Employee

• Director Field Sales Operations

  • Jan 2002 - Sep 2003

  Recruited to support the development of a startup Data Center Services division with managed Hosting, Telephony, Networking and Professional Services. Having annual revenue of $180,000,000 • Focusing on the national enterprise sales team, coaching 20 member Direct & Inside Sales team, providing tools and resources as well as supporting activities for Systems Engineers and Marketing teams. • Led the creation of management and sales tools to effectively make better business decisions utilizing Salesforce.com. Along with Customer Success best practices. • Contributed to the development of product marketing message as well as managed/reported the financial results for the division weekly to the Global Vice President. • Through sales enablement drove the best practices for solution sales methodology development, increasing the success of delivered offerings. • Defined the sales engagement approach, solution sales training, sales tools, SOW development and customer success strategy ensuring retention. • Developed “Channel Partners” to expand market opportunities. Show less



BEA Systems

• Software Development
• 400 - 500 Employee

• Director Northeast Sales - Telecommunications

  • Apr 1998 - Dec 2001

  Hired to develop a regional Enterprise Sales team responsible for selling our software suite and services to large telecommunications companies including Verizon. • Products/Services included Transaction/Web Server, middleware and ecommerce software, integration and collaborative software as well as consulting and implementation services. • My Team closed 1st, 3rd and 4th largest deals in the company during this period 25M, 16M, 12M respectively. • Maintained a number of C-level relationships of our largest customers. • Developed exposure to software development requirements and approaches including Agile and Scrum Show less



Vanstar

• IT Services and IT Consulting
• 1 - 100 Employee

• VP Professional Services Sales

  • Jan 1996 - Mar 1998

  Promoted to organize a national sales organization after demonstrating myability to grow the Professional Services business and build solid customerrelationships. Using my leadership, sales and marketing ability to ultimatelygrow the revenue from $195M to $3300M.• Lead a team of 32 consisting of Directors, Sales Specialist, Sales Operationsand Field Marketing.Page 4 of 5• Revised sales strategy and tactics to solutions based approach. Refinedeffectiveness of Sales Operations focusing on KPIs and metrics.• Performed Sales training for the matrix organization, using Field Marketing toimprove effectiveness of sales materials• I also performed Success Management responsibilities for our largestaccounts, maintaining C-level relationships. Negotiated one of the company’slargest contracts $40M.• Services included Outsourcing, Business IT Reengineering, ProjectManagement, IT Infrastructure Consulting, Implementation Planning andSystems deployment.• Developed strategic partner relationship with companies like Microsoft Show less

• Director Professional Services Field Operations

  • Jan 1993 - Dec 1995

  Hired to having national responsibilities for the Professional Services Divisionto include the management of 1,300 Integration Engineers, Consultants,Project Managers, Business Development Managers, Customer Success Managers, 1st and 2nd lineManagers with a revenue budget of $195M.• Refined the management tools focusing on tracking field KPIs and metricsperformance.• Refined the Customer Success management tools focusing on playbooks, best practices, tracking KPIs and metrics performance.• Instituted improved best practices to optimize the performance of ourengagements.• Redirected the Consultants to be more solutions focused, identifying areasof additional opportunities considering functionality and vertical orientations• Developed National Practices to augment field resources• Development of systems and training programs to improve the level ofbusiness management by field managers increasing profit margin by 3%.• Spearheaded improvement in partner relations, forming new practices forNetworking, Network Management and Microsoft based solution.• Lead the M&A activities for my division evaluating prospective servicesbusiness to acquire. Show less