Business Development Vice President

Executive Leader

Sales/Sales Leadership Experience

Information Technology Services

CxO Relationship focused

Digital Transformation Focused

Software. SaaS

Outsourcing/Managed Services

Profile

Experienced Sales leader with an exceptional ability to develop comprehensive sales strategies while motivating

large teams of professionals to execute high performance targets and deliverables. Operation oriented to identify

opportunities for business process improvement focused on ROI, autonomy, growth, and error reduction.

A consummate professional who fosters strong relationships with cross-functional stakeholders both internally

and externally..

Professional Experience

Clarion Technologies May 2020 to Present

Vice President of Sales North America

Houston, TX

Collaborated with business unit leadership to develop and execute strategic sales plans that achieved company objectives and sales targets for outsoucing.

Provided leadership and direction to the sales team, setting performance goals and expectations.

Responsible for the sales pipeline, ensuring accurate forecasting and reporting to executive management.

Initiated sales growth through effective team management, strategic planning, and execution of sales initiatives.

Monitored and analyzed sales metrics to identify areas for improvement and implement corrective actions.

Collaborated with other senior leaders to align sales strategies with overall business goals and objectives.

Represented the sales team in executive meetings, providing insights and recommendations for business development.

Maintained an awareness of market behavior and competitive trends in designated markets to anticipate changing customer needs; proactively manage customer base.

Telco Systems January 2020 to May 2020

Vice President Sales North America

Houston, TX

Built up a global team of experienced and methodical enterprise Sales executives responsible for the GTM success of our SaaS/IT Services Solutions.

Build a team strategy to leverage product knowledge, demonstrate solution and value selling approaches, uncover customer challenges and deliver valuable solutions.

Partnered with team members in solution engineering, sales operations, marketing and sales development to successfully prospect into enterprise customers

Collaborated with the sales enablement team to build training strategies, GTM messaging and collateral, sales processes, and personal effectiveness in conjunction with coaching and mentorship

Participate in co-selling partner events and seminars.

Develop and execute strategies to increase revenue growth in collaboration with Company CRO and Global Sales Leadership Team.

Instilling strong discipline within your team in line with agreed upon internal processes, data hygiene needs, and best practices.

Build long-term relationships with customers and stay connected in order to expand business.

DXC Technology

Vice President Sales Jan 2012 to April 2015

• Lead all commercial activities for the US region for Micro AI an advanced Embedded/Edge

AI/ML SaaS platform solutions and IT Services

• Managed team of Account Executives that were dispersed geographically across all verticals

• Meet team revenue goals in order to ensure corporate goals are met for continued company

growth

• Set and enforce sales processes and procedures with a team of sales professionals in order to

promote consistency in sales process

• Hired, trained, mentored and developed team in order to enhance each team member’s career and

positively impact overall team performance

• Collaborated closely with Marketing, Product, and Partner teams to grow sales and market

awareness.

Hewlett Packard, HPE Houston, TX June 2006 to Jan 2015

Vice President Sales

Responsible for driving software & IT services revenue in North America & internationally

Developed and implemented comprehensive sales strategies to achieve revenue targets and

market share goals

Lead, mentored, and managed the sales team, fostering a collaborative and performance-driven

culture

I Identified new business opportunities and markets, and create effective sales plans to capitalize on them

Nurtured and expanded relationships with key clients, ensuring their needs are met and exceeded

Monitor industry trends, competitor activities, and customer feedback to make informed strategic

decisions

Collaborate with marketing, product development, and other departments to ensure a cohesive go- to-market strategy

Provide accurate sales forecasts and performance reports to the executive team

Drive continuous improvement by optimizing sales processes, tools, and methodologies

Prodapt, Houston, TX

Director of Sales Jan 2007 to Jan 2009

Responsible for growing the enterprise software and IT services solutions to multiple vertical enterprises across the United States.

Delivered sales growth and business value through an effective GTM strategy for the company Portfolio of Products and Managed Services.

Led a comprehensive sales strategy for the US, aligning with the company's overall business objectives.

Established North American sales targets, performance metrics, and budgets. Regularly review performance and adjust strategies as necessary.

Led, mentored, and motivated the North American sales organization

Oracle Houston, TX Jan 2002 to Jan 2007

Director of Telecom Sales

Responsible for sales of Telco OSS-BSS software and IT services revenue for North America

Go-to-Market Strategy: Developed a comprehensive go-to-market strategy tailored to the US market and execute it effectively.

Sales Pipeline: Created and maintained a sales pipeline to track prospects and opportunities.

Developed and lead the execution of a comprehensive sales strategy to achieve revenue targets.

Researched, initiated, and developed a network of potential leads and prospects for the company’s cybersecurity solutions.

Initiated two-pronged approach to closing deals through both direct sales efforts and channel sales partnerships.

Team Building: Built and lead a high-performing sales team.

Vision and Goals: Set and implemented the team’s vision, mission, KPIs, and both long-term and short-term goals.

Market Monitoring: Monitor customer, partner, and competitor activity and provide feedback to the company’s leadership team.

• Industry Engagement: Actively participate in relevant industry events and networking opportunities.

• Lead Generation Activities: Conduct online webinars or in-person presentations to generate qualified leads.

• Reporting: Provide regular reports on sales performance, financial measures, and other KPI’s

Hughes Software Systems

Director of Sales Jan 1996 to Dec 2002

Responsible for IT consulting services and software revenues, expanding our customer base and driving revenue growth.

Developed and executed a comprehensive sales strategy that aligned with the company's goals

and vision for the telecom software market.

Led and managed a high-performing SDR team, including hiring, training, and coaching team

members to achieve and exceed sales targets.

Oversaw the entire sales pipeline, from lead generation to conversion, ensuring the team

followed best practices in lead qualification and opportunity development.

Implemented key performance indicators (KPIs) and regularly monitored the team's progress against sales goals, providing constructive feedback and support as needed.

• Collaborated with marketing and customer success teams to improve customer engagement, retention, and upselling opportunities.

• Stayed up to date with industry trends and competitors and provided market insights to shape product development and sales approach.

• Managed and optimized the sales budget, ensuring resources are allocated efficiently to drive maximum ROI.

• Generated regular reports and presentations on sales performance and market analysis for senior management.

IBM

Account Executive

National Accounts Manager

Chicago, IL. July 1979 to Jan 1996

Responsible for sales of computer hardware, software, Voice products, and professional consulting services to assigned accounts within Fortune 500 Corporations.

• Developed account plans, conducted sales presentations, defined customer requirements, and generated sales proposals. Promoted to National Accounts

• Responsible for enterprise-wide sales of voice application products to national accounts across the US.

• Defining business requirements, interacting with senior management, contract negotiations with end user and application vendors.

• Named “Rookie of the Year” in 1979

Education University of Illinois, Champaign Urbana, IL BA Marketing 1979

University of Chicago MBA 1983

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