Experience

TrustMAPP

• United States
• Software Development
• 1 - 100 Employee

• Director, Business Development & Sales

  • 2020 - Present

  TrustMAPP delivers continuous Cybersecurity Performance Management, giving CISOs a real-time view of their cybersecurity maturity. TrustMAPP tells you where you are, where you’re going, and what it will take to get there. From a single source of data, an organization’s security posture is visible based on stakeholder perspective: CISO, C-Suite, and Board. TrustMAPP gives organizations the ability to manage security as a business, quantifying and prioritizing remediation actions and costs. TrustMAPP delivers continuous Cybersecurity Performance Management, giving CISOs a real-time view of their cybersecurity maturity. TrustMAPP tells you where you are, where you’re going, and what it will take to get there. From a single source of data, an organization’s security posture is visible based on stakeholder perspective: CISO, C-Suite, and Board. TrustMAPP gives organizations the ability to manage security as a business, quantifying and prioritizing remediation actions and costs.



TheChannelVoice

• United States
• Information Technology and Services

• Co-Founder, Senior Advisor & Sales Consultant

  • 2018 - Present

  Provide winning sales and channel partner GTM research, strategies, planning, programs and business development that will significantly grow my client’s business. • International Sales Agent for Algomox (www.algomox.com) which is an early stage AI start-up. • 100% new business development. Analyze the target market, create custom email campaigns and make cold calls to C-Level execs in enterprise and partner organizations. • Sell automated AI and machine learning consulting, applications development and managed services directly to financial services, healthcare and e-commerce vertical markets. Develop strategic partnerships. Show less



Riverbed Technology

• United States
• Software Development
• 700 & Above Employee

• Global Partner Director, Global Service Delivery Partners - SIs/SPs/MSPs

  • 2014 - 2018

  Responsible for leading the DXC and HPE virtual global partner team. President’s Club 2016.• Grew Riverbed annual bookings through DXC and HPE from $12.2M in 2014 to $29M in 2016.• Global virtual team functions include Sell With/To, contracts, GTM marketing, technical enablement, professional, managed and support services for data center, network, storage, cybersecurity, cloud, NPM, APM and SaaS based digital end-user experience solutions.• Developed executive relationships for embedded solutions to be co-sold through joint engagements. Used RACI project management tool.• Created and executed on joint partner business plans, orchestrating sales alignment and collaboration.• Improved Riverbed’s partner position by entering into new HPE/DXC partner programs and ecosystems. Show less

• Global Director, Unified Communications Business Development

  • 2012 - 2014

  Clarus acquired by OPNET/RIVERBED. Provided global leadership for Unified Communications sales integration, business development and revenue generation with all direct and indirect channels. President’s Club 2012.• Managed the global UC business development team.



Clarus Systems

• United States
• Software Development
• 1 - 100 Employee

• Director, Sales & Business Development

  • 2007 - 2012

  Sold Clarus end-to-end Unified Communications (IP Telephony Management) software and services solution through partners that I developed into enterprise accounts that had minimal or no Clarus presence when I started. • Sold over $5,500,000 of new software and services sales. • Co-Invented the service offering and created GTM relationships with AT&T, Cisco, HP, and Verizon. • Clarus end-user clients closed through partnerships include BoA, P&G, Citibank, Wells Fargo, Cargill, Caterpillar, Cricket, Centura Hospital, El Camino Hospital, State of Michigan, City of Dallas, Shire, Silicon Valley Credit, Allegis and the Commonwealth of Massachusetts. • These relationships and resulting sales enabled the company to grow. Show less



Micro Focus (formerly HP / Hewlett Packard Enterprise)

• United Kingdom
• Software Development
• 500 - 600 Employee

• HP Software Sales Specialist

  • 2006 - 2007

  Sold HP Software’s Enterprise Management solution into new Enterprise and Mid-Market accounts that had minimal or no HP relationships at the executive level.• Sold over $500,000 of new software sales in less than 6 months.• 75% CIO response rate in the first 3 months of sales campaign.• Developed new executive relationships in the following accounts: Ball Corporation, CH2M Hill, Idaho Power, I H S, MediaNews Group, MWH Global, Poudre Valley Hospital, Swift Brands and UAP.

• HP IT Global Program Director, HP Software

  • 2004 - 2006

  Established and ran the HP IT and HP Software Showcase Reference Program. • Persuaded HP IT to use the entire HP Software Enterprise Management solution including 18 core OpenView products and 11 Smart Plug-Ins, leading to 15 competitive replacements.• Full understanding of HP IT and HP Software organizations and Governance with established relationships at all levels in both organizations; executive, business, financial and technical.

• Sales Development Manager, HP Software

  • 2003 - 2004

  Provided Identity and Access Management (IAM) sales leadership to the HP Mid-West Field Sales Organization. • Closed first HP Software Select Access sale in the Americas.• Funnel included several qualified multi-million-dollar IAM opportunities in HP Corporate Accounts such as GM, GE, JCI, P&G and others.



Hewlett Packard Enterprise

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

• Managed Services Sales Specialist, HP Managed Services

  • 2002 - 2003

  Provided outsourcing sales leadership to Service Principals and Account Managers in the Western Region; ensuring that C-Level Executives understood HP’s outsourcing portfolio. • Developed and led Herbalife pursuit; a CSC take out with a 3-year Total Contract Value of $5.5M. Provided outsourcing sales leadership to Service Principals and Account Managers in the Western Region; ensuring that C-Level Executives understood HP’s outsourcing portfolio. • Developed and led Herbalife pursuit; a CSC take out with a 3-year Total Contract Value of $5.5M.



Agilent Technologies

• Biotechnology Research
• 700 & Above Employee

• National Sales Manager - Firehunter Business Operation

  • 1999 - 2001

  Responsible for the Firehunter Business Operation's sales in the U.S.A. Built a team of 8 new business salespeople. *Quota performance FY'00, 114% [$6.3M]. Secured 9 new must win accounts. Responsible for the Firehunter Business Operation's sales in the U.S.A. Built a team of 8 new business salespeople. *Quota performance FY'00, 114% [$6.3M]. Secured 9 new must win accounts.