27 years of sales execution experience in application software, services, products and medical systems for leading global organizations such as Rosetta Stone, SAP, McAfee, Yankee Group (A Thomson Reuters company) Ascential (An IBM Company), Stryker and Pitney Bowes Consistently a top 10% performer Vast experience in SaaS/Cloud solutions, enterprise platform software and professional services Skilled in selling into the strategic lines of business in Government and the Global 1000 Adept at turning around distressed sales territories and delivering double digit growth Successfully built and managed channel partnership programs for sales organizations such as SAP Expert in deploying Solution Selling, Challenger Selling and Value Selling strategies
Senior Sales Director01/2014 to CurrentABI RESEARCHNew York, NY
A leading research and advisory company which provides market data and strategic guidance for visionaries needing market foresight on the most compelling transformative technologies in IoT identify holes in a market, create new business models and drive new revenue streams.
Generated over $1.8MM in revenue from our most strategic clients Verizon, AT&T, GE, PTC.
Strategic Account Manager01/2012 to CurrentRAFTER, INCSan Mateo, CA
Leading higher education cloud-based Course Materials Management platform that delivers affordable digital course materials.
Generated over $6.5MM in revenue implementing a cloud based platform for digital and physical course materials at leading universities NC State, Duke, Maine, Carnegie Mellon, East Carolina and University System of Georgia.
Strategic Account Manager01/2009 to 01/2012ROSETTA STONE INCArlington, VA
Global leader in SaaS/Cloud adaptive learning language platform that creates communities of learners which enable Fortune 1000 enterprises to penetrate emerging markets and achieve global growth Critical Achievements: 2011 top sales leader in implementing a SaaS/Cloud based software platform into net new accounts Achieved 129% of quota attainment.
1.55 million on a $1.2 million quota Created and closed our largest SaaS platform multi-year accounts that generated greater than $2 million in revenue from strategic customers Apple, SAP, Dow Jones, Verizon and Coca Cola 2010 achieved 121% of quota attainment.
1.7 million on a $1.4 million quota.
Achieved Circle of Excellence sales leadership club 2010 and 2011.
Director of Sales Alliances01/2007 to 01/2009SAP INCNewtown Square, PA
87B global business software company located in 50 countries around the world Critical Achievements: Created and managed ERP product sales campaigns in collaboration with eco-system partners that included 3rd party software, IBM, Accenture, Deloitte and others for SAP America's largest sales region Led regional eco-system partnership software demand generation programs resulting in $48 Million in revenue 2008 - 94% of Quota Attainment.
91 million on a $97 million quota 2007 - 112% of Quota Attainment.
127 million on $114 million quota.
New England Region Sales Manager01/2005 to 01/2007SECURE COMPUTING INCAlpharetta, GA
A McAfee Company Acquired by McAfee in 2008, pioneered the email security appliance market providing secure messaging and encryption technology for enterprise email and instant messaging protocols Critical Achievements: 103% of Quota Attainment.
2.06 million on a $2 million quota Established, managed and coordinated all channel partner business in New England Appointed to lead sales efforts for a strategic new product launch resulting in $715,000 of revenue.
Senior Account Executive01/2004 to 01/2005YANKEE GROUP INCBoston, MA
A Thomson Reuters Company Global leading technology research advisory service and consulting firm Critical Achievements: Awarded top new business Sales Account Executive for 2004 by increasing net new sales by 40% Led a strategic new business initiative resulting in $425,000 in net new business to IBM, EDS, Hewitt and Aon in the HR Business Process Outsourcing industry.
Ranked #1 out of 9 Strategic Account Executives Increased renewal rate and average sales price by 14% YoY.
New England Regional Account Manager01/2003 to 01/2004MINDLEADERS INCColumbus, OH
Leading tutorial software and Learning Management System company.
112% of quota on a $750,000 annual quota.
Closed the company's largest multi-year web based technology training contract.
National Account Manager01/2000 to 01/2002ASCENTIAL SOFTWARE INCBoston, MA
Global leader in enterprise data integration and data quality management software that are a critical component for driving ROI for ERP, CRM, and SCM implementations.
Critical Achievements: 2002: 128% of quota attainment.
1.53 million on a $1.25 million quota Ranked in top 10% of sales representatives nationwide 2001: 118% of quota attainment.
1.18 million on a $1 million quota Generated multi year data integration software license and services contracts exceeding $2 million in revenue.
First To: -Close supply chain enterprise solution contract resulting in a $420,000 sale.
Drive over $600,000 of business with IBM Global Services, PWC, and EY global services firms.
Regional Account Manager01/1999 to 01/2000HEALTHGATE DATA CORPORATIONBurlington New York, MA NY
Leading health information content and web services solutions for HMO's and healthcare systems.
110% of quota attainment.
770,000 on a $700,000 annual quota.
Structured a $595,000 license agreement with Universal Health System, the largest web based multi-hospital deal.
Account Manager01/1995 to 01/1999HMP/STEPIC MEDICAL INCNew York, NY
50MM bio-medical distributor providing medical products to leading healthcare systems Critical Achievements: 1999: 121% of quota attainment.
3.87 million on $3.2 million quota Ranked 2nd of 23 sales representatives in the company 1998: 113% of quota attainment.
2.8 million on a $2.5 million quota 1997: 119% of quota attainment.
2.9 million on a $2.5 million quota 1996: 104% of quota attainment.
1.76 million on a $1.7 million quota.
Account Manager01/1993 to 01/1995STRYKER CORPORATION Connecticut and Rhode IslandKalamazoo, MI
25B bio-medical instruments healthcare company Critical Achievements: 1995: 119% of quota achievement.
945,000 on an $800,000 annual quota Ranked 11th out of 70 sales representatives in the US 1994: 126% of quota achievement.
882,000 on a $700,000 annual quota.
Area Sales Representative01/1989 to 01/1992PITNEY BOWES INCStamford New Haven, CT
3B Company providing software, hardware and services that integrates physical and digital communication channels.
Achieved Sales Leadership Conference in 1992, 1991, and 1990.
1990: #7 Associate Sales Representatives out of 312 in the United States.
Education and Training
B.S: Finance1989Syracuse University - Whitman School of ManagementFinance Sigma Phi Epsilon Fraternal Organization