IBM NY/NJ Sales Team - Top Performer and Contributor Award 2012-2016, KOFAX US Sales East 200% Club 2016-2018, Alfresco, 100% Customer Approval Rating and leading ($) volume of net-new, "white-space" account on-boarding and net-new logo sales. Self-starter with “hunter mentality” and highly focused, consultative sales approach – MEDDIC sales methodology and focused prospecting campaigns via a "trusted partner" engagement model tailored to ensure alignment with key stakeholders across LOB & IT. High performing sales professional with over 10 years' experience in Information Technology. Known for contributions of territory growth and for being focused on customer satisfaction. Extensive outside sales experience with proven ability to manage and grow customer relationships/expand customer base, specifically "white-space" (new logo) accounts. Superior time management and organization skills; highly motivated team player, with a true entrepreneurial spirit. Customer centric, strategic-thinking sales professional focused on building long-term relationships, cultivating mutually beneficial partnerships and growing customer base/footprint across entire territory/vertical(s) - Financial Services, Insurance, Healthcare and Life Sciences. Consultative selling approach with a "hyper- focus" on the customer's needs & business requirements. High degree of collaboration with peers, management and key customer sponsor's to ensure seamless communication throughout the sales process. Top performer with revenue targets consistently achieved. Performance against quota is as follows:
Responsible for Alfresco’s Digital Business Platform, which is comprised of Alfresco Content Services – (ECM Software), Alfresco Process Services – (BPM Software), and Alfresco Governance Services – (Records Management Software) – Open Source based software offering(s) - SaaS/Hosted models (AWS/Azure)
Managed US East territory consisting of Fortune 500 Financial Services and Insurance companies, mostly net-new logos/white space prospective customers
Territory comprised of accounts including Goldman Sachs, American Express, Bank of NY, Capital One, Experian, Brookfield Asset Management, Vornado Realty Trust, Mass Mutual, Discover
Continuously building new relationships by employing a methodical “top-down” and “bottom-up” approach to build long term, trusted relationships with key sponsors, decision makers, economic buyer(s), and upper management/C-suite executives
Majority of deals structured in a Cloud deployment model, helping customers migrate their complex workloads and data into the Private, Public, and/or Hybrid Cloud ⦁ Deployed in the Cloud as either a SaaS based model or Managed Service which accelerates time-to-value based upon each customer’s unique challenge(s) and specific business requirements
Resolved customer issues and offered continual support throughout sales, delivery and implementation processes
Networked to build client base and promote products to new and existing clients across Financial Services, Insurance and Healthcare
Boosted sales by executing complete sales cycle process from prospecting, net-new opportunity identification, and competitive takeout campaigns. Employed MEDDIC Sales Methodology, ensuring timely and thorough steps of sales cycles and effective contract negotiations and client experience management
Achieved sales goals, increasing revenue by 140-200% of top accounts in 10 months and expanding personal sales portfolio by 13 new accounts
Cultivated professional client relationships by asking appropriate questions, identifying needs and providing insightful information regarding customer PAIN| points, business requirements & best practices
Exceeded sales target and annual quota(s) using consultative sales techniques and employing a disciplined, genuine approach for building trusted partnerships and mutually beneficial relationships
Enterprise Account Executive responsible for entire Kofax software portfolio, comprised of OCR Capture technology, Claims Automation Processing and Robotic Process Automation (RPA) for Financial Services, Insurance and Healthcare accounts
Responsible for F500 accounts in NY/NJ, including Goldman Sachs, Santander, S&P, GE Capital, Experian, Geico, Genworth Financial, Cigna, Fannie Mae, Freddie Mac, Navient, Mass Mutual, Guardian, Prudential, Penn Mutual Life Insurance and Blue Cross Blue Shield
Leveraged existing relationships with CIO’s, COO’s and Senior VP’s across financial institutions such as CIT Group, Goldman Sachs, Santander, SMBC - (Sumitomo Mitsui Banking Corporation), BNP Paribas, Societe Generale and Bank of NY
Successful developing key relationships both internally and with customer base, generating over $3M in new pipeline for 2017 and 2018
Key customers include: Mass Mutual, Prudential, Guardian Life, Takeda/(Shire), American Red Cross, Pfizer, Johnson & Johnson, Bristol-Myers Squibb, Becton Dickinson, Comcast, CVS, Goldman Sachs, Societe Generale, BNP Paribas, Oppenheimer, CIT Group
Direct field selling, client facing role responsible for General Business/SMB, and F500 Named Account Enterprise Territory in NY/NJ Metro Area
Day-to-day activities as Sr. Account Executive included responsibility for selling both on-premise software and SaaS/Cloud solutions, in addition to working “white space” territory to drive new business and on-board net-new logos
Territory consisted of Financial Services, Insurance, Media & Entertainment, & Healthcare & Life Sciences vertical(s)
Accounts included:Natixis, Oppenheimer, CIT Group, Societe Generale, BNP Paribas, SMBC, Rosenthal and Rosenthal, Jefferies, Knight Capital, Lazard, BNY, Accenture, Sirius XM Radio, Conde Nast, PR Newswire and Hachette Book Group USA
IBM Watson Group Mentor and Sales Leader for Blue Spark Millennial Hire Program - worked closely with new hires (1:1) to offer guidance, instruction and key insight into becoming highly successful & effective SW sales professionals
Mentored six (6) new millennial hires on how to effectively sell software at IBM - identify sales opportunities through strategic prospecting efforts, deal progression/qualification, effectively manage and progress sales cycles, engage appropriate resources ranging from Sales Engineers, SW Architect, SCL, Client Executive & IBM Executive Sponsor(s)
Coordinated Executive Briefings, POC's, POT's, Solution Demonstrations and worked closely with Managing Directors, CFO's and Finance teams for building out solid business justification with cost-benefit analysis and ROI/hard dollar cost savings
Identify and leverage compelling reason to act/impending event for closing business within a 6-month or less time-frame
IBM Software Group/NY Commerce Sales Team Top Performer and Contributor Award for 2014-2016
Consistently delivered on revenue targets that exceeded quota and ensured 100% customer satisfaction & retention
Nominated as one of twelve people in the Northeast Region to the IBM Leadership program – this included 1:1 Management Training for a Sales leadership role in 2016
Software knowledge within IBM Software Group included Sterling Commerce B2B/Managed File Transfer, WebSphere Commerce, Aspera FASPEX, Emptoris Procurement and Contract Management, iLog Optimization, Tealeaf, Silverpop, Xtify, Big Data & Analytics, Security, and WebSphere Commerce (B2C), e-Commerce, Portfolio Optimization, BPM, Data & Analytics, WTX (WebSphere Transformation Extender)
Worked closely with IBM’s robust Business Partner ecosystem which was a vital part of the IBM’s sales culture, leading to long-term success with IBM’s clients
Business Partner’s - Cognizant, Accenture, Tata Consultancy, Sirius Computer Solutions, CoEnterprise, Prolifics, Lightwell, and Perficient
Education and Training
Expected in 05/2007
Bachelor of Science: Finance, Business Law Drexel University - Bennett S. LeBow College Of Business - Philadelphia, PA, GPA:
Dean’s List Honoree
Completed continuing education in Finance, Business Law and Computer Science
Money and Capital Markets, Investments and Securities, Global Financial Management, Financial Institutions and Capital Markets. Business Statistics, Financial and Managerial Accounting, International Trade Law & Intellectual Property Regulation
Advanced courses: Data, Governance and Compliance, Data & Analytics, Algorithmic Trading, Quantitative Analysis, Applied Engineering, Robotics & Automation, Contract Law, Corporate Law
Thesis: Hedge Fund Obscurity: Non-Transparent Oversight
Expected in 2021
MBA: Data Science & Machine Learning Harvard Business School - Boston, MA, GPA:
The Application of Data Science: Visualization, forecasting, linear regression, and machine learning
Foundation for Assessing, Understanding and Solving Complex Business Challenges
Regulatory Oversight, AML and US Treasury Governance
Governance, Risk and Compliance: Oversight of systematic computational analysis for augmented intelligence
The causal (and) effect workflow process management for enterprise system architecture
Completed professional development in Regulatory Oversight, Analytical Risk Assessment and Augmented Intelligence
Completed continuing education in Data Science: Machine Learning
Activities and Honors
Goalkeeper/Captain for Major League Soccer’s NY/NJ Metro Stars Elite Team
Goalkeeper/Captain for the United States Olympic Development Program NJ State and Northeast Regional Team
High School, State, and College Academic and Athletic Honors
IBM, Kofax, Alfresco Top Performer, President's Club & Sales Leadership Awards
Selected by IBM Management team to for acceptance into the IBM Leadership Program
Voted top mentor/rep by peers and mentees in IBM Blue Spark Program (2014-2016)
Member, Small Business Association (2003 - present)
Certifications
Series 7 & 63 Securities License(s) (2007-2011)
Life and Health Insurance Producer Licenses (2007-2011)
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School Attended
Drexel University - Bennett S. LeBow College Of Business
