Experience

CyberSells
• United States
• IT Services and IT Consulting
• 1 - 100 Employee
• Channel Transformation, Operations

  • Jul 2022 - Present


Awareness Tech

• United States
• Software Development
• 1 - 100 Employee

• Sr. Director, Enterprise and Channel Sales

  • Nov 2021 - Dec 2022

  Awareness Technologies - includes Veriato - www.veriato.com Awareness Technologies - includes Veriato - www.veriato.com



Veriato

• United States
• Business Intelligence Platforms
• 1 - 100 Employee

• Director Worldwide Partner Programs and Sales

  • Jan 2014 - Dec 2022

  Veriato (formally known as SpectorSoft) is an innovator in actionable User Behavior Analytics and the global leader in User Activity Monitoring. More than 36,000 companies, schools, and government entities worldwide have relied on Veriato solutions to gain insight into the user activity on their network, and enjoy the security and productivity increases that come with it. The Veriato mission is to provide world-class software and support that enables our customers to protect their most valuable assets, reduce their risk, and gain unparalleled visibility into their operations. Veriato's award-winning solutions include Veriato Recon (behavioral analytics based insider threat detection), Veriato 360 (enterprise-grade User Activity Monitoring), Veriato Investigator (employee investigation tool), Veriato Log Manager (event and security log management) and Veriato Server Manager (server management solution). Show less



Quest Software

• United States
• 1 - 100 Employee

• Manager, Sales and Partners

  • Jul 2008 - May 2013

  Responsibilities: Responsible for sales and maintenance software sales for the DELL/Quest acquisition of ScriptLogic. Sales representing over $20M in annual revenue. Accomplishments: Managed sales direct and indirect based on revenue quotas for each team member using call metrics, quota metrics. Maintained a high renewal rate without losing focus on account management and up-sell and cross-sell service offerings. Negotiated agreement with various cross functional departments and partners. This includes participating in customer meetings with C level or VP level to describe the values and benefits. Managed the process of renewals and sales through Partners and distributors, such as Ingram, Arrow, and Lifeboat. Coached and mentored the sales teams. Changed and created a set of processes to increase the effectiveness of the Renewals team on a worldwide basis by 30%. Directed and managed a team of Renewals Specialists and Sales Account Executives. Developed customer specific support documentation (including business product features of new release, ROI/TCO analysis were required) to show value of support service offerings. The objective is to arm both the inside and partner sales team with the appropriate knowledge to renew an upsell maintenance contracts.. Created a set of 5 key metrics to measure success for each Sales Specialist and Account Manager. Managed against those metrics, this also included the development of tools to measure and report on performance against business objectives. Determined Forecast (orders & revenue) and set annual and quarterly targets and put in place processes to ensure success. Established process improvements in the service team with positive affect in key performance indicators. Led departmental and cross functional technical cases to improve processes and business results. Summarized and represented the voice of the customer and partner to ensure key service and delivery processes are designed to meet their needs. Show less



ScriptLogic

• United States
• Software Development
• 1 - 100 Employee

• Territory Sales and Partner Manager - US and Canada

  • 2005 - Dec 2010

  Sales Manager for Canada, Channel Manager for Canadaand Responsible for North America RenewalsResponsibilities: ScriptLogic a young start-up company needed to grow their presence within the partner community. My responsibilities were to position Desktop Management software as the solution offering in assigned territory to partners. Define the initial Programs and develop Business plans for each alliance partner. Grow the sales through partners by 30%.As a direct sales company the new strategy required it to move from a one tier to 2 or 3 tier selling model. First the awareness of the solution throughout the organization and then established clear business plans against which to execute within each department. Cross functional teams such as where Professional services, marketing and sales were involved in the plan.Accomplishments: Increased the sales through the channel by building knowledge of solutions for Windows Desktop and Server Management software developed by ScriptLogic. Wrote, executed and implemented GoTo Market and business plans using marketing and Software Specialist throughout the region.Delivered sales training to reseller/VAR/partners community by positioning the software value proposition. Delivered sales training using webinars or on site presentations to executives and their sales management within the SMB and Enterprise Sales Community.Managed the Distributor relationship.Initiated, planned and executed a cross country road show in conjunctions with key resellers and distributors in Canada. Grew software sales by 20% in Canada and 30% in Central States.Identified, qualified, recruited and trained new partners.Implemented new partner program including designing an online Partner portal including a Deal Registration system Show less

• European Channel Manager

  • 2004 - 2005

  Managed partners relationships and sold into Benelux, Germany, Switzerland and France.Defined and presented software and solutions for Network Management, Desktop Management and Data Security.Coordinated customer request and match software solution and partner for each country.Ensured both Distributors and Partners understood solution offering with webinar presentations and demonstrations



IBM (SPSS)

• Business Development Manager

  • 2001 - 2003

  Business Development Director – OEM, ISV and Alliances in Analytics Responsibilities: Selling, defining and delivering leading analytical and predictive intelligence to OEM Partners by defining and integrating analytical and predictive components. Accomplishments: Defined, negotiated, coordinated, directed and sold the Unisys analytical solution by executing an agreed upon Goto Market business plan on a worldwide basis. Defined the Value Proposition and created a ROI by defining key business performance indicators KPI with a 14 month ROI. Bridged the business need with the technical development team to describe the data and metadata to be used by the ETL process. As partner manager, expanded the Unisys sales force knowledge of selling analytical solution to their financial services customers across US, Europe and Latin America, Created and developed a sales pipeline to grow revenue by 30%. Recruited new Software companies to enhance their applications with analytical and predictive solutions by understanding their customers’ needs and the business value of analytics. Show less



Digital Equipment Corporation

• United States
• Computer Hardware Manufacturing
• 1 - 100 Employee

• Caribbean, Andes, Central America Services

  • 1995 - 2001

  Manager, MultiVendor Services

• Global Account Manager Brussels Belgium - SWIFT

  • Jun 1991 - Jul 1995

  Based out of the Belgium office. Coordinated, directed & sold and managed the WW alliance with Financial Payment solution team on a worldwide basis. Defined program and technologies to sell and supported sales of one of the largest messaging service networks in Financial Industry representing revenue $20M. SWIFT.Traveled and introduced a new financial solution into Eastern Europe including Ukraine, Russia. Increased hardware revenue by 35% WW

• WW Technical Marketing Manager

  • Jul 1984 - Jun 1991

  Industry Groups focusing on Partner Integration of DEC software.Industry: Banking and Finance, Educationa and State and Local Govts.Marlboro, MA USA office

• Software Specialist - Montreal, Quebec

  • 1982 - Jul 1984

  Software Services, Training, Consulting, Benchmarking and conversions for Virtual OS on both new HW models of HP/DEC Alpha and VAX systems. Tested solutionsMontreal, Quebec Canada Office