Sales Engineer

Value Proposition

Global Sales and Sales Engineering leader who champions revenue producing technical organizations and sets a culture of excellence. Executes increased win, adoption and retention rates. Expert in change management and strategic influence to drive both pre-revenue and well-financed companies to successful exit.

Career Highlights

Thirty years of sales and sales engineering leadership experience in start-up, medium to large enterprise software companies.

Proven track record of being the technical evangelist in selling solutions to enterprise customers.

Building a world-class sales and sales engineering teams as a player-coach through leading by example.

Top contributor receiving Presidents Club fourteen years.

Experienced global sales and sales engineering leader developing and hiring sales teams in America, Europe, Middle East, Africa, Latin America and Asia Pacific.

Professional Experience

Stream October 2016 – Present

Senior Director

Stream is a service provider for electricity, wireless and other essential services.

Developed a team of over 250 associates in twelve months. Utilizing a repeatable model and leverage with leadership gained over 30 years built a sustainable business model in the energy deregulation business.

Using value-based selling techniques, built models for my team to quickly gain traction in multiple regions and states where Stream operates.

Created a commercial offering for energy, wireless and VOIP solutions selling multiple services per customer.

Top 3% money earner as one of the fastest to grow to Senior Director (in only 3 months).

Took advantage of my success during my career to invest this last year building my own business. A residual income will allow me to focus my energy in my enterprise software career while securing my family’s financial future.

Datameer Sept 2015 – October 2016

Senior Director Global Sales Engineering

Datameer is a startup end-to-end self-service big data analytics solution that natively lives in Hadoop.

Built a world-class pre-sales organization and hired 16 SEs in 6 months. Promoted 3 managers and 2 global leads to foster faster ramp and support 30 regional sales directors globally.

Developed a new methodology for evaluations which showed an increased close rate from 50% to over 85%. Implemented a use case driven workshop approach that differentiated our solution over the competition.

Designed a better approach to drive post-sales customer analyst adoption by designing a maturity model and high touch engagement working with technical account management and assigning my team to nurture every customer. Drove renewals to 85% and upsell rates to 57%.

Increased year over year growth to 147%.

Sabbatical April 2015 – September 2015

ServiceSource International, Inc. April 2014 – April 2015

Vice President Cloud Solutions (Sales Engineering)

ServiceSource International, Inc. is a startup cloud software and managed services company for recurring revenue, subscription lifecycle and Customer Success Management (CSM).

Created a Cloud Solutions (Sales Engineering) team to support a new cloud solution offering for recurring revenue, subscription lifecycle (usage-based predictive analytics) and Customer Success Management (CSM).

Developed a mentoring and training program focused on the recurring revenue and CSM market.

Collaborated with managed services to grow Fortune 100 customer revenue by adding cloud technology to their portfolio generating $10.7 million in incremental revenue.

IBM – Enterprise Marketing Management (formerly Tealeaf) July 2010 – April 2014

World Client Solutions Director (Sales Engineering)

Tealeaf is a provider of digital Customer Experience Management (CEM) and customer behavior analysis solutions.

Brought in to grow the predominately North American sales engineering organization internationally. Grew the team from 8 to 45 sales engineers globally including 3 directors and 4 managers.

Developed Big Data integration to Hadoop for 360 view of the customer with click-stream data and CRM.

Two years into my tenure, IBM acquired Tealeaf - tasked with managing the merger, developed a global enablement program for all IBM Enterprise Marketing Management sales.

Tealeaf and Coremetrics teams merged which combined my team to over 100 sales engineers.

Grew Tealeaf from $25 million to over $100 million in 4 years and averaged 133% quota attainment.

Texert, Inc. (acquired by Neohapsis) January 2009 – December 2009

Director Sales Engineering

Texert (Neohapsis) is a provider of Governance, Risk and Compliance (GRC) products and services.

Startup required a grassroots approach to the target market, message and value. Worked with CEO and VP of sales to craft go-to-market strategy with prior GRC experience.

$6 million pipeline created from zero and exceeded quota by 120%.

AlterPoint (acquired by Versata) July 2007 – October 2008

Senior Director, Western and Central Sales

Senior Director, Sales Engineering and Sales Operations

AlterPoint is a Network Configuration and Change Management (NCCM) solution, which automates the lifecycle of network devices.

Turned a product-based sales model into a value-based solution sales model and after only 3 months had a major impact on the sales culture.

Created lifecycle management solution with business intelligence to model end-of-life devices reducing costs.

Promoted to Central and Western Regional Sales Director as a transition from sales engineering management to sales management after 6 months.

50% growth year over year from $9 million to $14 million based on the shift in sales model.

Paisley Software (acquired by Thompson Reuters) September 2005 – March 2007

Director Sales Engineering

Paisley (Thompson Reuters) is a provider of Governance, Risk and Compliance (GRC) products and services.

Created a pre-sales organization by hiring 6 sales engineers and ramped them quickly in less than 6 months.

Provided product, sales and domain training for my team around the rapidly growing Governance, Risk and Compliance marketplace.

Doubled revenue in 2006 from $12 million to $25 million in software sales.

SolArc, Incorporated (acquired by OpenLink) January 2004 – August 2005

Vice President Sales Engineering and Airline Sales

SolArc (OpenLink) is a leading provider of Energy, Commodities, Trading, and Risk Management (CTRM/ETRM) solutions.

Managed a team of 6 sales engineers worldwide. Mentored each team member in enterprise selling, relationship building, and stronger presentation skills.

Developed and provided program management for airline industry go-to-market. This plan includes an offer, price, and value proposition definition along with opportunity management. Created partnership with BearingPoint to provide a transaction based, hosted fuel management solution for the airline industry.

Created a pipeline of $18 Million in the airline vertical and helped close over $9 Million in new business.

Vignette Corporation (acquired by OpenText) July 1999 – January 2004

Director National Sales Engineering, Strategic Accounts

Vignette (OpenText) is a provider of Enterprise Content Management (ECM) solutions.

Built a National sales engineering strategic account team that generated $35 Million in revenues across Fortune 100 financial services, telco, oil & gas and high tech prospects.

Championed pre-sales cost containment strategies that drastically reduced the cost of sales by promoting Internet-based solution demonstrations. Initiated single platform and industry-specific demo development.

Presidents Club 2001, 2002 and 2003.

Vantive Corporation (acquired by PeopleSoft now Oracle) June 1995 – June 1999

Manager Sales Engineering

Principal Sales Engineer

Senior Sales Engineer

Vantive (Oracle) is a Customer Relationship Management (CRM) suite of products and services.

Started as an individual contributor and promoted to manager after massive success.

Attained largest sale in Vantive history with a $20 Million sale to EDS in 1997.

Managed a new business unit focused on pre-sales activities around integration partners and alternative channels in order to replicate EDS success.

Completed twenty-seven separate transactions in 1996 that generated $6 Million in revenue on a quota of $1.5 Million.

Maintained an average of 400% of quota during entire tenure.

Uniface Corporation (acquired by Compuware), Sr. Sales Engineer 1994 – 1995

Software Publishing Corporation, Sr. Sales Engineer 1991 – 1994

Software Spectrum, Sr. Sales Engineer 1989 – 1991

Business Resource Software, Sales Engineer/Technical Support 1987 – 1989

Education

The University of Texas at Austin 1987

Computer Engineering

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