Successfully built Sales Engineering organizations around Emerging Technologies entering New Markets Executed in enabling Market Share Leadership for IP Telephony & Contact Center in Western Europe.
Managed Cisco Global Proof of Concept Labs resulting in Reduced Sales Cycles & 90%+ Sales Closure Rate.
Launched Ground Breaking Global Sales Enablement Programs for the Sales Engineering Community Launched first Solutions Engineering Organization in Citrix focused on creation of Citrix & Alliance Partner Solutions.
Possess a natural ability to build teams within and across organizations through a "win-win" approach to negotiations, a candid but positive style of communication, and an uncompromising commitment to personal and corporate integrity.
January 2011 to January 2016Citrix - Director San Jose, California
Responsible for the creation and launch of the first Solutions Engineering organization in Citrix.
Our mission is to accelerate Citrix and Alliance Partner revenue via the creation of "real world" customer focused solutions.
The solutions maximize the synergies between our alliance partners and Citrix products in order to maximize overall revenues.
In addition to generating revenue, the team serves a Sales Enablement role in educating partners and field sales teams to better position and sell the solutions.
Team web page can be viewed@ https://www.citrix.com/go/solutions-lab.html Increased production of Customer Facing Collateral by over 110% further enabling sales teams & alliance partners Further Enabled Value Added Content to be available at time of Product Launch supporting Product Teams.
Released first Citrix Validated Design Collateral showcasing Vertical & Alliance Partner solutions.
Achieved significant Visibility of over 900,000 Views to date from blog posts and solutions collateral.
Cisco Systems Global Proof of Concept LabsJanuary 2009 to January 2011Senior Manager Santa Clara, California
Provided strategic leadership and management of the Labs (RTP, San Jose, Herndon, London, Bangalore, Sydney, Tokyo, Beijing) focused on Pre Sales Testing & Validation of strategic sales opportunities.
Partnered with the field sales and partner organizations in the design and timely execution of customer proof of concept testing with the goal of validating and ultimately closing sales opportunities.
Evolved organization to become a strategic sales asset that has differentiated Cisco from the competition.
Significantly reduced sales cycle on average by 4-6 weeks.
Achieved a 90+% Closure Rate on participating sales opportunities.
Created Virtual Proof of Concept process leveraging Cisco Collaboration & TelePresence tools Cisco SystemsJanuary 2006 to January 2009Senior Manager Global San Jose, California
Responsible for the creation & delivery of innovative learning experiences and services for the Cisco internal and partner pre sales Systems Engineering community.
Major Initiatives include the Global SE Specialization (GSES) program, the Global Virtual Team (VT) program and the Global Online Lab Delivery Team (GOLD).
Further defined career paths as well as created role specific development roadmaps.
Launched innovative content creation portal that enabled key word search of all sales collateral and presentations.
Recipients of the 2009 Corporate Exchange Award for Innovation in Learning Technologies.
Content creation Portal was leveraged by 18,000 unique users with 95,000 downloads & launches per quarter.
Cisco SystemsJanuary 2000 to January 2006Senior Systems Engineering Manager Rome, Italy
Responsible for the creation of a Pre Sales Systems Engineering team focused on expanding the market share of Cisco Unified Communications and associated Voice Applications.
Responsibilities included defining the structure and recruiting of the pre-sales technical talent necessary to successfully launch this new business in the European Theatre.
Managed the activities of a team of 13 Sales Engineers that engaged with their associated Account Managers to exceed sales objectives.
Activities performed include executive level presentations, product demonstrations, RFP support, and knowledge transfer.
Served as the interface between the European Product Management Team and Cisco Corporate Product Management.
Provided feedback on market requirements as it related to Contact Centre and Unified Messaging.
Achieved Western European Market Share Leadership for IP Telephony and Contact Center Applications.
Success of Model expanded to support Unified Communications, Collaboration & Video.
Performed role of Player / Coach participating in Executive Briefings & CxO level engagements.
Loyola Marymount UniversityM.B.A: International MarketingLos Angeles, CaliforniaInternational Marketing
University of CincinnatiB.B.A: Business AdministrationCincinnati, OhioBusiness Administration