Professional Experience
Associate Vice President – Global Enablement | HighRadius
January 2021 – Present
Overseeing a team of 25 individuals responsible for the development and deployment of processes and procedures for global sales, marketing, and consulting organizations. Training over 600 people weekly.
Developed and deployed onboarding and ‘boot camp’ training for global sales and presales, training over 100 resources annually.
Overseeing a team of 35 individuals tasked with monitoring, scoring, and coaching successful execution of the global sales and marketing motions.
Manager – Corporate Initiatives | BMC
April 2017 – January 2021
Led a team of cross functional resources for the Digital Business Automation (DBA) product line in the development and deployment of a SaaS-based version of their Control-M workflow orchestration product. Developed a LAER-focused customer journey model for customer engagement to reduce customer churn and ensure industry leading CSAT and ARR by 2024.
Leading the annual corporate strategic planning efforts for all product lines and internal functions, focusing on collaborative ‘bottom-up’ development of 3-year product line, functional and corporate strategy. Strategies will enable BMC to profitably grow the business.
Led the development of new processes and systems to accurately assess the renewal rates of both SaaS and on-premise subscription products. Worked with Finance, Sales and Sales Operations leadership to ensure renewal rate metrics were incorporated into ARR and sales forecasts to improve accuracy of revenue projections for coming fiscal year.
Manager – Advisory Services (Customer) | EY
February 2015 – April 2017
Led a team of cross functional business analysts and subject matter experts in the design, development and deployment of a future state marketing and sales organizational which reduced expenditure by $40M annually while aligning sales to evolving market trends
Led a team of cross functional business analysts in the design and development of a cloud-based, SaaS enabled lead to order process that facilitated the transition from an analogue to digital product catalog deployed globally for $11.2B in sales revenue
Led a team of business analysts and developers in the design, development and deployment of a cloud-based, SaaS enabled incentive compensation program with associated training courses and change management program for a Fortune 5 global sales organization
Please see Projects section for detailed experience
Vice President – Sales | Astanza Laser
August 2014 – October 2014
Responsible for the strategy and execution of Astanza’s domestic and global sales force
Redesigned organization’s customer relationship management technologies to emphasize sales cycle transparency and enhance quarterly forecasting
Worked directly with high value customers using a consultative selling methodology, including business plan and customer acquisition strategy development
Senior Consultant – Advisory Services (Customer) | EY
August 2011 – August 2014
Lead Business Analyst and Deployment Manager for a six month, twelve member Salesforce.com Service Cloud based solution design and deployment team at the Internet Corporation for Assigned Names and Numbers
Lead Business Analyst for an eight month, six member Salesforce.com Sales Cloud based solution design team at an international digital publishing company
Project Manager and Solution Architect for six month, 20 member internal new hire on-boarding training design and deployment team at Ernst & Young
Project Manager and Solution Architect for a three member automated resource availability audit tool kit development team at Ernst & Young
Functional Design Lead for a seven month, twelve member Salesforce.com Sales Cloud and BigMachines enabled enterprise wide electronic sales order system design team at an international business outsourcing firm
Please see Projects section for detailed experience
Resource Management Intern | NASA
May 2010 – August 2010
Business Analyst for project investigating NASA specific government/business partnership mechanisms
Advisor to agency leadership committee tasked with implementing new external partnerships to improve local economic conditions and employment
Analyst for monthly contractor reports, reviewing expenses/estimates versus contract plan for NASA/SpaceX partnership
Awarded Outstanding Summer Intern by Johnson Space Center management – award to top 2% of interns
General Manager | Guitar Center
August 2005 – July 2009
Held management and P&L responsibility for a $4 million retail location
Developed a new salesperson training program which helped to exceed target net profit figures by 38%, despite industry decline
Designed and implemented new loss prevention protocols which reduced inventory losses to .178% of yearly sales
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Trained management staff to analyze personally developed payroll reports which helped to reduce payroll expenditures by 5%
Achieved fifth highest work satisfaction rating in company with a 98.3% persona approval rating
Partner and Financial Manager | Barron Studios
July 2004 – July 2006
Coordinated project deadlines with local graphic designers and CD replication plants on behalf of approximately six clients per quarter to achieve timely production of retail-ready musical recordings
Oversaw accounts payable/receivable and expense control procedures including bank and account reconciliation, cash receipts, disbursements, billings, invoicing and preparation of daily bank deposits
Negotiated with delinquent customers and accounts to maximize receivables.
Prepared all monthly and yearly financial statements for partner meetings and tax purposes
Volunteer Experience
Advisory Panelist | C.T. Bauer College of Business
Advisory Panelists advise the C.T. Bauer College of Business Faculty on how to improve the From Management to Leadership Certificate program to ensure:
- The program preserves and enhances the reputation and quality of the College through strategic review of the credit and non-credit offerings to the community.
- Faculty and students benefit from the experience of panelists through classroom visits, forums, conferences and input on programs.
- The program promotes the goal of linking industry with academia to ensure the work is relevant and benefits the business community.