TD SYNNEX

• Liaison between TDS HPE Aruba team and vendor teams, TDS sales & ancillary teams 
• Provide HPE Aruba coverage for Mid-Market, Enterprise, & National channel partner segments
• Maintain, manage, conduct business reviews, and oversee growth in book of business consisting of over 40+ focused accounts
• Worked key partner and helped close $583k opp for large e-tailer- 10x'ing their previous year's Aruba revenue. Plus $100k for prominent search engine
• Run point on key initiatives including Data Center Networking, E-RATE, Partner fast-tracking, and assist with other initiatives such as internal newsletter as needed
• Designed internal team playbook of org and business unit standard operating procedures for Business Development Team
• Assist with marketing initiatives including social, events, and revamping of TD SYNNEX’s HPE Aruba website with emphasis on partner focus and ROI
• Provide vendor-related guidance and assistance on opportunities for deals up to seven figures
• Assisted in winning key health system deal from competitor valued at $6mm.
• Help onboard, train, coach, and mentor new team members
• Provided logistical support both internal teams and partners during TD SYNNEX’s Aruba migration to new quoting system
• Volunteer for team community outreach

Aruba; Business Development

Predictable Pipeline

Predictable Pipeline exists to help small to mid-sized businesses formulate clearly-defined inside sales strategies in a way that reconciles and optimizes existing systems, best practices, budget, and short/long term goals with outbound selling industry best-practices. We examine over 25 key indicators of sales team success; taking a holistic approach to identifying and recommending areas for improvement. 

When starting a new business or growing an existing one, there are many ways to bring in new revenue. Hiring internally, outsourcing, or hybrid approaches are all options you should be considering. But not all make sense for every situation. We can help you better understand that landscape and the options available to you so you can make the right decision for your business and its goals. Through our extensive process, your sales team will be optimized and your reps will have more meaningful activity which will lead to greater production for your business!

Whether your team already exists or you're looking to build one out, we'll help you develop, formalize, and document internal processes that will help you generate and nurture leads from top of funnel through the bottom in a methodical, scaleable, and repeatable way.

Owner

Mailprotector 

Mailprotector is a SaaS-based B2B email security, compliance, and encryption platform delivered exclusively through a network of global IT partners.

• Managed team of 9 including Account Managers, Account Executives, Sales Development Managers, and Sales Development Representatives
• Closed largest net-new Committed Monthly Recurring Revenue deal in company’s 19 year history
• Coordinated with marketing and channel chief to develop sales team outreach strategy for events
• Aided in evaluating and implementing new sales enablement tools
• Hired and trained new sales team members
• Facilitated new partner acquisition and growth of existing partners and associated funnels
• Built out and implemented new sales processes to improve production and drive higher CMRR

VP of Sales

TransformativeMed

On a mission to help hospitals, doctors, nurses and patients, TransformativeMed supports specialty-specific user interfaces and enhancing collaboration―without having to exit the EHR.

• Aided in generation of >$4.5mm sales pipeline and >$16mm in marketing pipeline
• Increased Total Addressable Market by ~3x
• Co-creator of marketing and sales lead lifecycle stages and lead flow processes and strategies
• Contribute to marketing outreach and conversion of leads from marketing to sales pipeline
• Collaborate directly with leadership team in deal strategy and forecasting
• Sole executor of successful migration from antiquated CRM to SalesForce

Director of Inside Sales/Sales Enablement/Sales Operations

PatientSafe Solutions

PatientSafe Solutions’ Clinical Communications & Collaboration application, PatientTouch, helps hospitals unify their clinical communications, streamline decision-making activities, & consolidate devices and apps resulting in a higher degree of patient care & patient satisfaction. 

•	Take the primary leadership role in building and scaling a world class inside sales team
•	Manage the inside sales organization to goals, objectives and quota achievement
•	Partner closely with the direct sales/account management team to ensure a positive working relationship, maximize the impact and effectiveness of inside selling and ensure a smooth and productive collaboration on qualified leads
• Develop a model for add-on sales for existing customers
• Build and refine sales demand and lead generation processes and metrics to help propel growth as well as manage the effective use of CRM and MAT systems
• Build and refine sales lead campaigns and scripts, in collaboration with Business Development and Sales Leadership, to maximize multi-dimensional ABM campaigns. 
• Manage a diverse set of responsibilities including new lead generation, inbound prospecting, warm lead nurturing and initial lead qualification of early stage sales opportunities 
• Hire, motivate, coach and train Account Executives to progress into the sales organization
• Develop prospecting lists using healthcare industry databases 
• Compile weekly/monthly team reports to assess and improve team performance
• Proactively work to improve the cadence and throughput of the assigned inside sales resources
• Work as the primary liaison between Business Development and Sales to ensure efficient prospect/partner/customer information exchange and hand-off
• Prepare and present weekly forecasts

Sr. Manager, Inside Sales

• Lead Generation Team (LGT) is charged with conversion of MGLs ->MQLs -> SALs -> SQLs ->Engaged Opportunities
• Team created >$113.5mm in Opportunities within first 24 months
• Managed & subsequently migrated PatientSafe off of outsourced Lead Gen org to internal LGT resulting in a 500% increase in productivity (Engaged Opps created for sales team) while reducing the TCO for PSS by 24% within first 8 months.
• Vet, implement, & manage sales stack in order to increase team productivity & time management
• Player/Coach role. Grew LGT personnel from 1 to 5 within first 18 months
• Upon hire, successfully projected team growth and productivity. Team exceeded objectives by 60%
• Board-visible position. Present to board on an ad-hoc basis and establish & disseminate monthly board-visible reports to company leadership
• Routinely participate as well as plan & present for company leadership meetings covering LGT key metrics & objectives
• Work closely with CEO, CFO, & VP of Marketing in order to establish reps’ KPIs, comp structure, & OTE
• Manage day to day operations of LGT to include one on ones with Reps in accordance with team, department, & organization Objectives & Key Results (OKRs)
• Scrub, disposition, & append registrant lists from events to PSS’ target market. Execute & manage the LGT event activity 
• Facilitate LGT email, call, and social campaigns in order to drive traffic to PSS booth, event events, and software demos
• Coach, assist, and manage reps in day to day activities including funnel management, professional development, & phone calls.
• Hire & manage data entry team charged w/ building out CRM database of contacts within priority accounts

Sr. Manager; Demand Generation Team

AA-ISP

The AA-ISP is an international association dedicated exclusively to advancing the profession of Inside Sales. The association engages in research studies, organizational benchmarking and leadership round tables to better understand and analyze the trends, challenges, and key components of the growth and development of the Inside Sales industry. Our mission is to help inside sales representatives and leaders to leverage our information and resources through published content, local community chapters, national conferences, career development, and an Inside Sales accreditation program.

Officer & President; San Diego Chapter; American Association of Inside Sales Professionals

Green Cloud Technologies

Green Cloud Technologies is a channel-only cloud provider. Voted the fastest growing company in SC in 2015 and the 73rd fastest growing privately-owned company in the U.S. for 2016 on the Inc. 5000.

• Direct Partner Recruitment team; 8 personnel constituting 13% of all Green Cloud Employees. Team is made up of Account Executives (AE), Sales Development Reps (SDR), and Sales Operations personnel (who manage a database of 25k+ companies and 52k+ contacts)
• PartRec team is charged with signing new channel partners to Minimum Monthly Commitments (MMC). At the end of Q2 for 2017, team was @ 83% of annual goal. Closed 2017 @ over 200% of quota.
• Responsible for overseeing and facilitating the signing up and onboarding of 50+ partners in a 12 month time frame with a total of $147k MMC
• Of those 50+ partners, there were 230+ opportunities generated, and closed sales of over $1.325mm (contract value) in products and services
• Assist SDRs and AEs in managing respective pipelines of 120+ Accounts each
• Assist leadership in identifying target demographic and in developing Ideal Customer Profile (ICP)
• Central to formulation of SDR and AE processes/systems to include Key Performance Indicators (KPIs)
• In charge of the hiring, training, promotion, and management of Company's SDRs, AEs, and Sales Ops team
• Vet and implement various sales tools to maximize sales team's productivity and Partner Onboarding Process
• Utilize and maintain CRM software to manage & track contacts, accounts, leads, and opportunities (pipeline)
• Employ marketing automation software to nurture leads, create & distribute email blasts targeting prospects that meet ICP
• Trade Shows: Assist in the areas of Planning, Strategy, Attendance, and Follow up for Lead Gen purposes

Director Of Inside Sales

Servosity

Servosity is a SaaS company providing backup and disaster recovery solutions to IT resellers.

• Hire, manage, and develop Sales Development Representatives (SDRs)
• Central to formulation of SDR processes/systems to include Key Performance Indicators (KPIs) in order to achieve company's growth goals
• Instrumental in implementing various sales tools to maximize sales team's productivity
• Assist sales managers formulate target demographic and develop Ideal Customer Profile (ICP)
• Utilize CRM software to manage & track contacts, accounts, leads, and opportunities
• Employ marketing automation software to nurture leads, create & distribute email blasts targeting prospects that meet ICP • Member of Account Management Team charged with growing current partners' revenue
• Consistently hit quotas and frequently hit goals beyond quota

SDR -> Account Executive

City of Greer, South Carolina

• Emergency response to various contingencies including structure fires, motor vehicle accidents, and medical emergencies.
• Routinely responsible for medical and trauma emergency response teams, including on scene evaluation, quality of care, patient transfer, and legal documentation.

Firefighter/Engineer/EMT-Basic

U.S. Senator Lindsey Graham

• Answered phones and addressed constituents’ concerns / questions.
• Utilized Internet Quorum to create and update constituent cases.
• Assisted constituent services with other administrative functions.

Intern

Inside Sales Leader | Pixar Animation Studios alumni | Military Veteran | Former Firefighter/EMT

Military Veteran, former firefighter/EMT and Pixar Animation Studios alumni turned inside sales professional focused on demand generation and strategic lead generation (formulation of sales strategies, systems, and best practices). 

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