Sales leader with a track record of recruiting and managing sales teams and developing successful channel partnerships. Adept at using consultative selling to engage prospects and to drive growth by winning preference and representation in sales opportunities. Track recording of working collaboratively with direct sales and the channel team to identify the best mutual fit within the partner ecosystem. Delivered overachievement on financial targets ranging from $2.5 - $47 Million.
Upstream Works Software (Toronto, Ontario) SEP 2012 - OCT 2019
Vice President, Business Development and Sales
Created and launched global go-to-market strategies for newly completed software product.
Developed and managed channel strategies and programs, established critical relationships with Cisco Systems as preferred development partner, and secured agreement making Cisco a reseller.
Built sales operation from ground up; defined sales and CRM (Salesforce & Dynamics) processes as well as accurately reported sales forecasts.
Hired and coached eight channel sales reps and three sales engineers. Increased performance at individual and group levels as well as launched UK-based office for sales throughout EMEA.
Improved collaboration with peers from marketing, professional services, product management, and finance, establishing and communicating consistent cross functional goals and actions.
Participated in partner planning sessions and prospect meetings, including personally driving sales.
Overachieved consistently with YoY revenue growth, $12.8M revenue on a $10.5M Quota in FY 2019.
Hewlett Packard (Toronto, Ontario) FEB 2011 - AUG 2012
Enterprise Business Sales Manager
Exceeded quota, achieving 107% 2011.
Led team to win a $4M private cloud solution at Bell Canada in a competitive take out.
Orchestrated strategies to win a key $2M security software deal with Bell Mobility.
Spearheaded signing of a strategic resale agreement with Bell Business Markets.
Engaged and managed cross-functional solution experts to secure a multimillion-dollar server and storage solution with Bell Media (IPTV and CTV).
Upstream Works Software (Toronto, Ontario) SEP 2009 - JAN 2011
Vice President, Sales
Acted as a change agent and led sales team to grow annual recurring revenue by 15% YoY and increase addressable pipeline through an integrated sales and marketing strategy.
Collaborated with CTO on the strategy for a change in product/solution critical to modernize and transform Upstream Works’ solutions and target market.
Managed and coached a sales team of three, including training, goal setting, and evaluation.
Contracted two showcase reference accounts, including a $1.3M deal, the company’s largest to date.
Secured meetings with Cisco Systems executives to establish early interest in working with Upstream Works. As the new strategic direction involved development of a new solution, I made the decision to leave until the software was near completion and ready to be launched.
Cisco Systems (Toronto, Ontario) JUL 2005 - FEB 2008
Channels Sales Director, Advanced Technologies
Established sales/marketing strategies for non-networking-based Cisco technologies.
Achieved 107% and 111% of quota in FY2007 and FY2006 respectively.
Delivered $56M, highest single-year revenue in advanced technologies.
Cultivated required executive-level sponsorship within the client and Cisco to secure multiyear, joint go-to-market agreement. Increased advanced technologies revenues from $2M to $24M in two years.
Coached cross functional team of subject matter experts; provided direction on execution of opportunity strategy as well as acted on sales related requests for executive team involvement/escalation.
Coordinated client executive briefings at Cisco’s San Jose office. Established onsite agenda and content as well as secured Cisco executive presenters.
SS8 Networks (Toronto, Ontario) JUL 2004 - JUL 2005
Regional Sales Director
Attained 115% of quota by securing contracts with Bell Canada, Telus Mobility, Videotron, and Rogers.
Partnered with PSEPC and RCMP to facilitate endorsement of SS8 technology into the Canadian Service Provider Market, leading to accelerated brand and solution awareness
IBM Canada (via acquisition of CallPro Canada) (Toronto, Ontario) MAY 1994 - JUN 2004
Director, Voice and Data Convergence Practice
Led and project managed the integration of CallPro legacy business into IBM (acquired by IBM)
Established strategy for growth of the Voice and Data Practice
Proposed and closed a new approach to fund the creation of a sales team resulting in $1.7M overachievement of business unit profit
Recruited and managed a team of 12 national sales professionals to over-achievement
Mentored and managed cross functional/matrix sales team to over achievement during challenging post-acquisition transition
Delivered growth year-over-year. Over achieved quota for FY02 (110%) and FY03 (117%)
Earned profitability bonus. Achieved client satisfaction and team development objectives each year
Team Leadership and Coaching, Strategy, Strategic Planning and Analysis, Innovation, Technical Solutions, Consultative Selling, Business Development, Relationship Building, Strategic Alliances, Customer Experience Management, Public Speaking, Sales Operations, Market Analysis, Collateral Development, Presentations, Social Media Marketing, Contract Negotiations, Start Ups, Entrepreneurship
Wysdom.AI (Toronto, Ontario) NOV 2019 – NOV 2019
Senior Director, US Channels and Business Development
I joined Wysdom to take on the responsibility for opening up sales into the US market. Availability of external funding for this expansion unexpectedly changed, and Wysdom cut sales and marketing team members.