Functional Skills

Business Analysis
Commercial Due Diligence
Leadership Development
Process Design / Re-engineering
Revenue Growth
Sales and Operations Planning (S&OP)
Go-to-market Strategy
Sales Force Effectiveness
Sales Strategy
Compensation Design

Certifications

PMPProject Management Professional

Sector Experience

Aerospace & Defense
Business Services
Social & Public Sector
Technology
Travel & Hospitality

Experience

Growth Guidepost Management Consulting
Founder & Managing Partner
8/2017 - 9/2023
Lead consulting firm providing clients with commercial strategy & implementation
• Work with company founders to refine product offerings to best meet market demand, product-market fit
• Build and scale sales and account management processes to create predictable outcomes
• Fractional Executive Support
• Recruit, develop & coach sales teams
• Design end-to-end client experiences Client Projects: Oasis Marinas, Colgate Palmolive, Fiscal Note, DrFirst, Gartner, MEDICI, Hanover Research, & Board.Org
Go-to-Market Strategy, Customer Experience, Customer Segmentation, Compensation Design, Content Marketing, CRM Selection & Implementation, Collateral Development
Catalyte, INC Sales
Head of Sales & Service
3/2019 - 1/2021
Lead commercial organization for IT services company transitioning to enterprise talent offering.
• Designed org. model to span current & future state and recruited team to drive change
• Provide daily oversight and strategic guidance to 5 regional teams
• Revamped key processes in client management, metrics, training, & territory planning
• Established enterprise relationships at NBCU, Disney, Visa, PayPal, Nationwide, Hyatt, Discover, T.Rowe Price and Verizon Media
• Delivered 25% YoY growth in services business & ramped apprentice product to $5M ARR
Ground Truth Global Corporate Strategy & Development
Corporate Engagement Officer
9/2017 - 2/2019
Lead efforts for innovative predictive analytics platform to engage corporate clients & develop viable commercial model to sustain and extend impact of organization.
• Led sales to clients: Lockheed Martin, Starbucks, Rio Tinto, AWS, Cisco, Bloomberg, Walmart
• Conduct product/market fit research and develop differentiation & positioning
• Represent organization on panels and conferences
• Awarded as one of Dun & Bradstreet's 'Most Innovative' platforms addressing global development challenges
ExecOnline Sales
Vice President, Account Management
12/2015 - 8/2017
Led account management teams for growth stage education technology start-up. Balanced hitting aggressive revenue growth goals in existing accounts while building team, organizational processes, & service model to deliver consistent outcomes leading to closing a $16M Series
● investment round.
• Led team to 35% YoY growth in ARR
• Sold and renewed large enterprise deployments to Citigroup, 3M, GE, and Liberty Mutual
• Increased Key Account revenue by 75%
CEB (Gartner) Sales
Managing Director
3/2001 - 12/2015
Starting as individual contributor, advanced into a range of commercial management roles, consistently delivered outsized individual and team revenue outcomes in the top 5% of organization. Led large sales teams in multiple practice areas; designed key accounts go-to market, incentive structure, staffing, territory & account planning; coached managers.
• Single largest total revenue of any sale rep in company history delivered across tenure
• Managed client relationships across the F500 including Goldman Sachs, JPMC, Marriott, Campbells Soup, Liberty Mutual, Raytheon, FMR, Aramark, ComcastNBCU, and Leidos
• Key Accounts Team Outperformed core business by 30% per year for 5 Years
Science Applications International Corporation (Leidos) Corporate Strategy & Development
Senior Director -Business Development
8/1994 - 2/2001
Sold & managed large scale systems integration, business process engineering, and corporate strategy projects for commercial and government clients.