Experienced sales professional with a deep understanding of internet technologies and digital marketing. Very confident meeting with C-level executives and has a strong ability to build trust as a sales consultant and as an industry expert. Has a proven track record in driving high performance enterprise sales success across multiple global markets. Experienced in managing sales and marketing teams to identify new opportunities and development of new processes to strengthen the sales and marketing strategies and effectiveness. Has a background in programming websites and web applications and has worked in the technology industry for over 20 years. Has the ability to set sales strategies and assure results along with a strong technical understanding, creativity, leadership, and attention to detail.
Areas of Expertise:
Enterprise SaaS Sales – Business Development – Strategic Marketing Development – Entrepreneurial Experience –Customer Success – Project Management – Team Leadership – Process Improvement – Consultative Sales Process – Contracts & Negotiations – Staff Training & Development – Team Building –Technical Knowledge – Hunter Mentality –Exceptional In Cold Call Outreach – Self-Sufficient with Entrepreneurial Spirt – Self Starter – Strong Perseverance – Problem Solver – Sales software proficiency
PROFESSIONAL EXPERIENCE
Verséa Holdings LLC– Tampa, FL 9/20/2021 to present
Verséa is a US-based healthcare company focused on Biologics, Pharmaceuticals, Diagnostics, Discovery and Wellness. Regardless of which division within Verséa, our committed medical and executive team provides transformative health solutions for patients, caregivers, and healthcare professionals, delivered with care.
National Sales Manager
Responsible for overseeing daily operations in the sales department. Their duties include hiring and training sales staff, relaying information from upper management to department staff about sales quotas and generating leads to divide among Sales Representatives. Built a new sales team from the ground floor which includes training and being responsible for making sure the team hits monthly quotas.
- Managed the leading sales team 11 months in a row bringing on over 50 million in new sales.
- Targeted top executives within hospitals, primary care, urgent care, and health clinics through social media, cold calling, outbound email, and in-person visits.
- Conducted webinars to engage prospects with Verséa in a consultative sales approach to uncover needs and discover pain points our solutions would help solve.
- Responsible for generating a definitive sales game plan to achieve departmental revenue goals which meet and exceed sales goals and budgets throughout the financial year
Work closely with the marketing team to develop campaign strategies and methods to build target lists through data scraping and automation.
The Catapult.io– St. Petersburg, FL 2021 to present
The Catapult.io is a cutting-edge SaaS solution consulting company that help brands scale by identifying issues, creating customized business plans with the appropriate tech stack and execute business plan at scale, then launch the suggested plan and monitor results and successfully drive ROI through multiple channels.
Director of Business Development
Played an integral part in getting The Catapult.io launched and off the ground. With now over 100 clients’ catapult is known within its industry as a leader for helping multi-location businesses succeed.
- Full life cycle sales professional with a consultative sales approach within SaaS and digital marketing.
- Pro-actively participate in all facets of the company and work closely with the CEO and other executives in order to sustain growth and stabilize the business.
- Proactively engage and setup meetings and execute demos with C-level executives in many different verticals.
- Strategically secure new clients through cold-calling, social media, email marketing and in-person meetings.
- Oversee marketing team in campaign strategy including vertical targets, content and messaging, direct-mail and digital advertising.
- Create and execute company wide lead generation and conversion funnels.
PowerChord – St. Petersburg, FL 2018 to 2020
PowerChord is a leading SaaS company that offers digital solutions for brands with multi-location networks. Our advanced technology provides brand-specific, localized websites called Digital Storefronts to help our clients to protect their brand, engage customers, and drive local conversions. The PowerChord platform utilizes the latest digital marketing strategies coupled with a powerful back-end portal to leverage the ability to monitor analytics, trends, and user interest across the brand’s entire ecosystem which provides actionable insight into customer behavior.
Senior Account Executive
Forward thinking seasoned sales and marketing professional with a strong entrepreneurial spirit. Responsible for researching, qualifying, and capturing new business globally. Providing strategic and tactical sales methodologies and consistently drive new opportunities into the pipeline. Utilizing the latest technology tools and strategies to connect and align with large manufacturers and OEMs.
- Full life cycle sales professional with a consultative sales approach within SaaS and digital marketing.
- Consistent success penetrating obstacles in order to speak with C-Level executives to demonstrate the value of our platform.
- Analyze and prioritize development of sales techniques creating new processes and strategies to efficiently build a sales pipeline.
- Recognized as a consistent team leader and motivator with superior communication with a hunter mentality.
- Exceptional with negotiation and explaining the benefits of SaaS vs. Cost Of Ownership to decision makers.
- Responsible for making cold calls, video presentations, PowerPoint decks, tradeshows and other types of outreach.
Sogeti – A division of Capgemini. – Tampa, FL 2017 to 2018
IT Services company with over 45 years of experience providing services including Insights & Data, Digital Transformation, Digital Manufacturing, Applications & Cloud Technology, and Digital Assurance Testing.
Account Executive
Respected solution sales executive with distinguished sales career working directly with executive and technical leadership. Extensive expertise in client needs analysis with a consultative approach to software, services and solution sales. Repeated success guiding sizable, cross-functional teams in identifying and implementing leading-edge technology & business solutions. Expert presenter, negotiator, listener and collaborator, able to forge trusted relationships with strategic partners, clients and colleagues, while building consensus across multiple organizational levels.
- Managed and grew relationships with Sogeti USA’s major Florida accounts.
- Utilized consultative sales approach to gain clients trust and work with them to identify their needs and goals and work with Sogeti’s development team to deliver a product or service to help achieve their goal.
- Worked with some of the largest companies in Florida, minimum size being $500B in revenue.
- Recognized as a consistent team leader and motivator with superior in communication and negotiation skills.
- Brought in new marketing strategies through the newest technologies allowing real-time tracking and feedback from correspondence.
- Negotiated short and long-term work for our staff with C-Level executives to ensure that our projects would meet our company and client expectations.
- Brought in $1.5 million of new business my first year, exceeding my quota by 50%.
Xcira, Inc. – Tampa, FL 2009 to 2017
Industry-leading SaaS provider empowering companies that auction, sell, or otherwise manage physical assets through technology. Xcira is heavily embedded within the automotive sector but has increasingly gained market share within other sectors such as real estate, livestock, a fine art.
Senior Director, Sales and Marketing 2011 to 2017
As the Senior Director of Sales and Marketing, I was responsible for strategic planning and processes that analyze sales and marketing data to maximize growth, strategic long-term goals, and reputation management. Was responsible for leading multiple sales teams both domestic and international and be an imperative part of negotiating with C-level decision makers, overcoming cultural challenges, and technical challenges. Relied on to identify valuable strategic alliances and potential acquisitions to enhance existing product lines and create opportunities and help team leads and sales teams with expansion of the Xcira brand. Outstanding understanding of technology and can speak with customers on a non-technical level to develop client rapport and to relay customer needs and requirements back to the development team.
- Effectively optimize strategic sales processes improvement as well as hiring, developing, and training sales personnel.
- Experienced in new business development in new emerging technologies worldwide, with C-level executives, committees, and board members.
- Recognized as a consistent team leader and motivator with superior in communication and negotiation skills.
- Lead and participate in strategic planning and management responsibility for strategic sales and marketing programs.
- Highly competent in implementing a personalized marketing approach to achieve and exceed established sales goals.
- Managed our digital presence including social media channels as well as audited our website for SEO and SEM.
- Traveled globally to meet with C-Level Executives and do live demos for their sales.
Director, Business Development 2009 to 2011
As the Manager of Business Development, was responsible for developing and executing sales strategies for new business development while identifying opportunities to grow existing accounts. Strategically identified marketing and branding strategies to enhance the company’s web exposure and social media presence to support online business development efforts. Planned, coordinated, and executed projects according to the client’s specifications, while keeping projects on track (schedule and budget).
- Managed sales growth and marketing strategies, including tactical planning. Presented and consulted with senior level management – applying business data to develop new products/services and maximize distribution channels.
- Worked very closely with Senior VP of Sales to strategize and perform new processes to meet the everchanging marketing demand
- Served as Project Manager for multiple simultaneous projects both onshore and offshore. Followed strict project management methodology and provided necessary project documentation to both internal and external stakeholders.
- Successfully implemented strategies for effective social media brand building and successful SEO/PPC/SEM campaigns.
- Conducted extensive market research prior to the launching of new products and new product services while continuously gathering information throughout the life cycle of the product or system for progressive product improvement.
- Demonstrated ability in defining and managing innovative new sales processes and sales forecast tracking, managing two teams which resulted in a 30% increase in the company’s sales revenue and a doubling of closing rate during first 6-month period.
- Focused on marketing automation processes to uncover potential customers by enabling our sales teams to communicate more effectively with potential customers.
- Deep experience and understanding managing pilot projects through our in-house development teams and offshore development teams
VersionOne – Atlanta, GA 2008 to 2009
VersionOne is a SaaS based software company that pioneer a tool for Agile programming. The software brought a new way of doing programming and development and is now used by companies such as Amazon, Microsoft, and IBM.
Account Executive
Worked with a team of sales professionals with the means, knowledge, and opportunity to successfully drive sales. Removed impediments, streamlined workflow, coached, coordinated with other departments, created messaging, and made sure everyone enjoyed what they did. Consistently met or exceeded sales goals every month– primarily from Fortune 100 companies.
- Consistently achieved targeted business goals and surpassed quotas with success utilizing strong interpersonal and communications skills to build and cultivate relationships. Effectively forecasted future business opportunities.
- Gained great knowledge of Agile and SCRUM development methodology working with teams in real-world environments.
- Applied extensive understanding of customer business rules and helped formulate strategies to meet their needs.
- Worked to achieve my SCRUM Master Certification to be more knowledgeable in the development and building of our sales process.
VR Team – Tampa, FL 2005 to 2008
VR Team provides a mix of solution sales, focusing on visual elements and enhanced 360 VR software as well as UI/UX design. Together these technologies allowed for companies to bring more of an interactive element to our clients web presence.
Director of Sales & Marketing
Successful in leading all aspects of client relations and sales and marketing lead generation. Increase lead generation primarily through prospecting, digital advertising, social media, and conference advertising and sponsorships. Built effective sales strategies for direct reports responsible for both outside sales and inside sales.
- Effective leader of a diverse team that is responsible for sales, as well as corporate marketing, branding, and channel partnerships.
- Built highly effective sales strategies for both outside sales and inside sales teams allowing the team to surpass the teams quota by over 20% consistently 3 years in a row.
- Developed partnerships and grew channel sales revenue by 68% in 2006 and by 78% in 2007.
- Increased marketing teams lead generation by 80% in 2007 through highly targeted lookalike marketing, retargeting, and email campaigns.
Xcira – Tampa, FL 2000 to 2005
Xcira is a SaaS provider of real-time audio and video bidding systems. The first company within the automotive industry to launch this type of platform. Play an integral part in bringing on some of the largest companies such as Manheim, Adesa, Ritchie Bros.,and IAA. Xcira began to venture from automotive into other sectors and expanded their product base.
Developer/Account Executive
Started working with Xcira as a developer for the first 2 years and transitioned into sales and marketing. As Account Executive I was responsible for the company’s revenue through sales & marketing and technology operations that aligned with the company’s expertise and partners. Fostered revenue growth and greater value to our clients by focusing on long term relationships.
- As International and Domestic Account Executive was responsible for research, cold calling, tradeshows, and flying to prospects for live on-site demos, meeting with C-Level executives.
- Signed contracts with large enterprise clients that resulted in an increase revenue by 2000 to greater than $50 million in 2005.
- Drove new business with major accounts expanding our client base into over 10 new verticals which drove a significant growth.
- Managed long-term accounts and contracts with clients to ensure that their needs and expectations were met.
ACCOMPLISHMENTS
- PowerChord – Secured one of the largest contracts in equipment, Excel Industries, owner of Hustler and Big Dog Mowers bringing in a SaaS recurring yearly fee of over $1 million for the first year term.
- PowerChord – Penetrated a new market in automotive accessories with a company called DECKED, this included a $40K setup and a starting recurring revenue of 400 locations resulting in over $250,000 the first year .
- Sogeti – Brought in Burger King which started off with a $500,000 project out of Miami.
- Sogeti – Established multi-year project with AutoNation with a valuation over 1.5M.
- Xcira – Brought on the largest real estate company Auction Alliance in South Africa over $2.5 million in revenue for the first 2 year term..
- Xcira – Grew interest through a cold call, leading to a live demo in Australia, which led to signing a 5 year contract with Ray White Real Estate, the largest real estate firm in Asia Pacific, the first year brought in $1.2M with only 25% of their realtors starting with the program.
- Xcira – Infiltrated Ireland and UK markets creating a presence leading to conducting some of the first simulcast sales in history in both countries in the cattle and real estate industry, which allowed us to secure contracts of over $2 million in new business.
- Xcira – Was able to get a 4 year contract with Christies Art House, the starting contract was signed at $1.9 million for a 2 year term.
- VersionOne – was able to secure a contract for 1 year with Amazon for $1.5 million for their BI development team.
- VR Team – Grew client base by over 80% within the first 2 years.
- VR Team – Directly contributed to over $1 million in revenue in first 9 months
- Xcira – Brought aboard one of the world’s largest art auctions, Christie’s, one of the world’s largest art auction houses, which brought in over $2 million in revenue in the first year.
- Xcira – Played an integral part in landing Manheim and Adesa Auto Auctions together growing the company’s revenue over 20%.
- Xcira–Led sales initiatives that significantly increased revenues from less than $1 million in 2000 to greater than $50 million in 2005
EDUCATION & CERTIFICATIONS
B.S. Psychology (Business Focused) –University of Central Florida – Orlando, FL
Certified SCRUM Master – Scrum Alliance – Atlanta, GA
Customer Centric Sales Certified – CustomerCentric Selling® – Atlanta, GA
TECHNOLOGY PORTFOLIO
Methodology: Agile (SCRUM) Methodology, SaaS Based Sales, Customer Centric Sales, Application Lifecycle (ALM), Consultative Sales Processes
Business Applications: Salesforce/Pardot, HubSpot Suite, SugarCRM, Microsoft Applications, Adobe Applications, Marketo, IFTTT
Development Applications: SQL, PHP, Visual Studio, All Adobe Products, LAMP, Java, Cloud Computing, HTML5, JavaScript, CSS3, Python
Online Marketing: Social Media Marketing, Display, On-Page SEO, Off-Site SEO, SEM, PPC, GWT, GMB, GA, Email Marketing, Re-Targeting, Geo-Targeting, Schema Markup
