Experience

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  UtilizeCore - Service Anywhere, Anytime

  • New York, New York, United States

  • Senior Sales Leader

    • Aug 2023 - Present
    • New York, New York, United States

    UtilizeCore is an automation platform for property and facility services businesses; includes work order management, payment tools, and the EquipID asset management suite. Developed and chaired by the founders of ServiceChannel. UtilizeCore has raised $22M in VC funding.• Recruited following Series-A to serve as 1st external sales hire; hybrid role with two responsibilities: (1) close net new business as full-cycle AE and (2) contribute to the development of sales + rev-ops SOPs, including CRM strategy, value proposition development, ICP + channel segmentation, sales talk tracks, and content creation• Exceeded targets for new client acquisition + revenue (4Q23); projected to exceed both targets in 1H24 upon signing UC’s first multinational client (note: objectives shifted following February 2024 leadership change)• Developed qualified pipeline coverage of 3.5x FY2024 revenue target; includes first UtilizeCore partnership opportunities: (1) JV with industrial controls vendor and (2) re-selling agreement with OEM distribution network• Led initiatives to (1) accelerate growth (e.g. referral program) and (2) shorten transaction cycles (e.g. developed mutual action plan templates and role-based content repositories to ensure alignment of customer stakeholders

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  Waverly Digital

  • Philadelphia, Pennsylvania, United States

  • Principal

    • Oct 2019 - Present
    • Philadelphia, Pennsylvania, United States

    Waverly Digital, LLC is the entity under which I provide business development services on a fractional basis. Areas of focus include sales execution (e.g. demos, oppty. progression), sales management, customer segmentation, CRM + tech stack design, automations, software procurement, content development, and representation at industry events. Current and former clients include firms in the following sectors: real estate, home health, CPG, cannabis, and wealth management.

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  LeafLink

  • New York, New York, United States

  • Business Development Manager

    • Aug 2021 - Aug 2023
    • New York, New York, United States

    LeafLink is the largest enterprise technology platform in the cannabis industry, facilitating over 50% of the industry’s wholesale transactions. LeafLink digitizes the supply chain by integrating the following capabilities: B2B online marketplace, financial services (digital payments + invoice factoring , warehousing, 3P delivery, data services, and advertising. The business has raised over $230M from investors like Founders Fund, CPMG, Thrive, Casa Verde, Lerer Hippeau, and Nosara Capital. • Recruited by Executive Vice President to as the first business development hire to execute the company’s transition from a point solution, transactional sales model to a platform-based, consultative go-to-market motion• Designed and executed sales efforts for key geographic regions, navigating the unique regulatory and commercial environments of each state’s cannabis market• Developed and owned executive-level relationships while coordinating a team of 8-10 technical specialists and Subject Matter experts across the client organization• Structured and negotiated terms for national partnerships with custom Service-Level Agreements (SLAs)• Represented LeafLink nationally at industry events, investor conferences, discussion panels, and product webinars• Exceeded goals for revenue, new client acquisition, and product adoption in 6 of 7 measured financial periods

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  IBM

  • Greater New York City Area

  • Enterprise Client Executive, Industrial Sector

    • Aug 2017 - Jul 2021
    • Greater New York City Area

    Joined IBM after graduate school upon acceptance to IBM’s Summit Program for leadership development, which provides intensive sales and technical product training to selected participants. • Responsible for sales, relationship management, and strategy across all IBM offerings; promoted into role covering multinational, industrial sector enterprise clients ($40m+ annual aggregate IBM revenue)• Represented clients in IBM’s Industrial Sector (i.e., manufacturing, logistics, construction, energy, and electronics), which compelled me to developed expertise in both the Tririga (facility management) and Maximo (asset management) application suites.• Consistently delivered against quota targets; retired 102% of FY 2018 attainment (President’s Club), 97% of FY2019, 98% of FY2020, and 97% 1H 2021. $41M quota for FY2021 included revenue, services signings, and target products• Accumulated 300+ hours of technical training across cloud computing, analytics, cybersecurity, and IoT concepts; completed IBM Sales School curriculum and additional coursework on CRM, e-commerce, and digital strategy • Developed and piloted a territory management framework to increase NPS for enterprise clientsFY 2018: 102% Quota Attainment // IBM 100% Club Award WinnerFY 2019: 97% Quota AttainmentFY 2020: 98% Quota Attainment1H 2021: 97% Quota Attainment

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  Comcast

  • Greater Philadelphia Area

  • External Consultant

    • Aug 2016 - Jan 2017
    • Greater Philadelphia Area

    • Led team of associates under the direction of Comcast executive sponsors to optimize efficiency of Xfinity call center employees in pursuit of reduced operating costs and industry benchmark compliance • Used advanced survey methods to conduct quantitative and qualitative research on call center environments • Developed implementation plan in accordance with financial projections, managerial policies, and feedback from various stakeholders; presented report to Comcast Executive Director of CX and VP of Financial Excellence * Project completed in conjunction with MBA capstone program

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  IBM

  • New York, NY

  • MBA Intern; Business Development, Financial Services Sector

    • Jun 2016 - Aug 2016
    • New York, NY

    • Supported management team and sellers across Financial Services clients• Created Excel workflows uniting disparate data to identify strategic growth opportunities within territory• Built several forms of client-facing collateral on short timelines and represented IBM at industry events

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  RJMetrics

  • Greater Philadelphia Area

  • Sales Operations & Partnerships Associate

    • Aug 2014 - Sep 2015
    • Greater Philadelphia Area

    RJMetrics is a business intelligence and data visualization platform. I joined the firm following its Series-B capital raise. Magento Commerce (now an Adobe business) acquired RJMetrics in 2016.• Built and maintained Salesforce functions to streamline lead management, opportunity progression, and forecasting • Researched, documented, and consolidated analysis of the SaaS business intelligence vendor landscape to help the account teams manage competitive evaluations in real-time• Identified technology and channel partnership targets; exceeded 100% of qualified opportunity goals