Find New Customers. 2008 to Present

Grow profits through closing new customers.

Challenge:  Build a company from scratch to help businesses find new customers.

Action: Full business leadership responsibility. Obtain funding. Develop leads. Negotiate contracts. File all tax reports.

Financial and Operational Results

• Create target database and devised/deployed marketing campaign – Pipeline more than doubled — from under $500K to $1.2 million — in just 90 days.
• Create Premier Accounts initiative, growing profits over 35% first year — focusing sales efforts on largest /most profitable accounts.
• Professional writing on topic of great expertise.  Author of white paper “Finding New Customers: The Definitive Guide to Driving Demand for Your Products and Services.”

Greenlight Marketing Inc.

Challenge: Found a very product, technology centric company and re-focused it into a customer centric, business results oriented firm.

Action: Created Greenlight Marketing USA including hiring of staff, selection of accounting and legal teams, marketing and lead generation, value propositions, pain charts, webinars, and white paper development.

• Manage UK sales team of ten and build US sales while leading worldwide marketing.
• Re-launch US office
• Solve numerous challenges blocking results: revamp customer messaging, target account strategies, vendor selection, staffing needs, etc.
• Develop deep knowledge of company’s organic & paid search, social media, conversation profiling & linking strategies.

Financial and Operational Results

Led company to major honor: Named by Deloitte Fast 50 as the 21st fastest growing firm in UK with annual revenue growth exceeding 97%.

• Took pipeline from zero to $800K in only 90 days while engaging and refocusing both UK and US teams.
• Designed and implemented a vertical marketing strategy.
• Developed and implemented a comprehensive business plan for US market.Built a comprehensive marketing database
• Created and launched USA email marketing campaign.

Business Objects (now SAP) 1999-2002

$950 million business intelligence (BI) software company
Global Manager for the General Electric Company

Challenge: Joined established business intelligence software vendor in a simple sales role – and I was new to the industry.  Won Top Rookie award for sales quota achievement.

I handled a couple of GE locations – revenue was stagnant and the client was dissatisfied. I requested responsibility and it was given to me.

There was no global program, no global marketing, no global process and no global team.

Action: Recruit and nurtured global sales team. Craft needed customer specific lead generation tools with Marketing. Devise and implement global sales process.

My team won and delivered the “lighthouse deal” to kick-start our program — A management dashboard for the Chairman/CEO of GE Capital Corporate and his worldwide leadership team.

Financial and Operational Results

• Delivered first year revenue increase of 284% (from $2.1 million to $6.8 million).
• Won “lighthouse” deal (Digital Cockpit for Chairman and CEO of GE Capital and his worldwide executive team) and Six Sigma Quality Management System with GE Appliances – first sale of new analytics product.
• Led most successful team in company – closed 100% of qualified deals. (EVP of competitor said my team was “unbeatable.”)
• Won “Top Rookie” award in first quarter at 168% of quota, qualified for President’s Club including first year.
• Wrote Strategic Accounts Action Plan – based on lessons learned from GE – a 90-day leadership action plan.

NSA Computer Exchange Corp

1990 – 1996, 2006 to 2007
Value added reseller of ERP and CRM offerings
VP- Sales and Marketing

Challenge: Invited by CEO to return to firm I led for 6 years. Turn around struggling company. Realign and re-energize teams in response to changing market conditions.

Action: Design and implement a best practice demand generation process while expanding the product portfolio and re-energizing sales team to increase revenue.

Financial and Operational Results

Tripled value of sales funnel in 6 months.
New partners doubled rate of revenue growth in 9 months.
Exceeded all revenue and profit targets.
Moved company from #6 to #1 on VAR ranking after one year

OutlookSoft 2003-2004

Corporate Performance Management Systems
Sales Executive, Pharmaceutical Industry

Challenge Joined startup to help them get off the ground. Quickly got on board with a new client win in my first 60 days and used a close relationship with a very senior executive (CEO) to close a $600K deal in my second quarter.

President then informed me he wanted to launch a vertical market and asked me to lead it.

Action: Recruited partner with industry expertise to build out Go to Market elements: a personalized demonstration, marketing collateral and partner development. As a startup, we were short on funds and help. I campaigned for and won go-to-market funds from Microsoft (appx $15,000) and built relationships with IBM to get into more joint customers.
Financial and Operational Results

Produced a win in my first 60 days and many more in our new target market — exceeding financial objectives.

Optum Software 1996-1999

Warehouse Management Software
Sales Manager

Challenge: Joined small software vendor in new industry for me – pure hunter role.

Actions: Learned product, competition, space, thought leaders, value proposition and used strong communications skills to fill funnel with opportunities. Departed when the company was acquired – I did not like direction they were taking company, and highly regarded manager resigned.

Financial and Operational Results

Sold key accounts including largest transaction in company history, over $3MM at a very small discount (under 10%). Negotiated pricing, terms & conditions.

Held nationwide sales responsibility and consistently exceeded quota.