Director of Strategic Accounts, 01/2018 to Current TotalTrax – El Segundo, CA
Hired 14 accomplished sales executives nationwide and implemented Miller Heiman training program to manage enterprise accounts.
Sold autonomously to Wells Fargo as largest customer with an annual billing value of $2M.
Created an annual revenue stream of $10M by identifying and focusing on new channels.
Developed SaaS sales and marketing strategies to target Real Estate and Legal markets.
Surpassed personal annual quota of $4M by second and third year.
Targeted Fortune 500 List in specific industries.
Collaborated with IT, Accounting, and Customer Service team to define product life-cycle strategies, develop innovative marketing programs, conceptualize product introduction/launch strategies, and address post launch issues.
Director of Sales, 11/2016 to 12/2017 iRISE – El Segundo, CA
Lead rebuilding efforts for SaaS sales team; recruit, train, and mentor new representatives.
Devised and executed new pricing/marketing plan that increased sales over 20% from prior years quarters.
Manage new business development efforts from proposals and presentations through account maintenance.
Recreate sales pipeline by switching from software to cloud-based services using innovative marketing programs and tracking metrics through SFDC.
National Accounts Manager, 10/2012 to 11/2016 EXAKTIME, INC – Calabasas, CA
Pioneered, established, and grew enterprise markets for leading provider of wireless, mobile, and rugged time-tracking solutions serving construction and similar labor-intense industries.
Signed agreements within first six months with highest revenue enterprise customer, valued at $4B.
Developed and delivered a new customer tier in two years; also, established accounts with top five revenue-producing customers.
Contributed significantly to bottom-line results while elevating industry status as having large marquis-name customers in respective vertical markets.
Mentored representatives to enhance sales skills and performance.
Created and implemented a Partner Program for tier-one Accounting software/payroll firms.
Cloud Communication Sales Manager, 01/2012 to 10/2012 MITEL – Los Angeles, CA
Joined to develop and grow market for newly-launched, cloud-based virtual PBX service; marketed and sold Virtual PBX, IaaS, Mitel Mobile, and T-1s.
Recruited, trained, and managed a stellar team of eight sales representatives for Southern California territory.
Directed and monitored new business development efforts through CRM tracking tools and metrics management.
Outlined sales strategies and provided insights through in-field and ongoing trainings, leading to more deal closure.
Co-created a comprehensive sales training program subsequently adopted by multiple sales teams nationwide, conducive to optimized revenues and enhanced performance.
Led strategic planning, served as key customer liaison, and ensured provision of superior customer service.
Stayed abreast of and anticipated market requirements, trends, and variances.
Sought out new business opportunities aligned with core services.
Restaurant Owner, 01/2007 to 01/2011 SANDELLA'S FLATBREAD CAFé – Encino, CA
Owned and operated a franchised fast food restaurant and managed business.
Resolved operational issues and outlined process to improve service and performance.
Ensured all protocols and regulatory compliance requirements were met (i.e.: health and safety regulations).
Monitored budgets and P&L, led employee training and management, and established restaurant standards, and managed equipment maintenance.
TOTAL CALL MOBILE - Los Angeles, CA 2005 - 2006 VP Sales Launched new national wireless brand, offering prepaid and postpaid wireless voice and data communications services using Nationwide Sprint PCS Network Reached $3.6M in first year revenue through conceptualization and implementation of a highly successful multi-year business plan, inclusive of P&L, for company launch.
Developed a nationwide market distribution and expanded into Southwest and Northeast markets in 6 months.
Recruited, hired, and managed a national sales team of seven professional sales representatives.
Negotiated and settled successful distribution deals with large wireless distributors (i.e.: Sprint PCS).
Expanded company's targeted sales distribution in non-traditional channels.
Trained sales representatives on Spin Selling program and effective methodologies.
Mentored salesforce through weekly one-on-one meetings to improve individual results.
J2 GLOBAL COMMUNICATIONS (eFax) - Los Angeles, CA 2001 - 2004 VP Enterprise Sales Built local operations as a start-up with full P&L responsibility for this $1B SaaS company.
Transformed business from being a "free" service provider with an online-only setting into a world-class B2B sales organization with diversified interests and a strong market presence.
Master of Business Administration: Marketing/FinanceCALIFORNIA STATE UNIVERSITY - Northridge, CA Marketing/Finance
Bachelor of Arts: Business AdministrationBOSTON UNIVERSITY - Boston, MA Business Administration
With a solid background in SaaS sales within cloud communications industry, along with years of experience in executive management, currently in search of a new role that will draw upon expertise in operational leadership, revenue optimization, strategic planning, client relations, territory management, and team development. QUALIFICATIONS HIGHLIGHTS Results-driven executive with over 15 years of hallmarked experience in managing and building businesses, providing leadership and strategic direction to software/SaaS companies within start-up environments. Entrepreneurial visionary, skilled in creation and implementation of business development strategies and building successful sales-driven teams with a consultative sales style and strong negotiation skills. Skilled at closing multi-million-dollar, C-level deals with Fortune 500 companies and ground-level execution of launch strategies for startups. Demonstrated success in managing full sales-cycle from pipeline development to account management. Proficient in understanding client requirements and developing solutions in line with clients' needs.
MS Office (Word, Excel, PowerPoint). Advanced knowledge of CRM systems, i.e.: Salesforce.
Software & SaaS Sales
Cloud Communications Expert
Sales & Marketing Management
B2B Client Relations
Team Development & Training
Accounting, Accounting software, B2B, billing, budgets, CRM, Client Relations, customer liaison, Customer Service, employee training, equipment maintenance, fast, Team Development, Legal, regulatory compliance, marketing plan, marketing strategies, marketing, market, Marketing Management, mentor, Excel, MS Office, PowerPoint, Word, enterprise, new business development, Optimization, payroll, PBX, presentations, pricing, producing, proposals, protocols, Real Estate, safety, sales skills, Sales, sales training, strategic planning, T-1