TechCardinal Consulting

As the Managing Director, Founder,  and Partner at TechCardinal Consulting, I am dedicated to driving growth and innovation for technology companies. Our focus is on People, Process, and Performance. We bring over 20+ years of experience. We  specialize in Empowering Businesses to assess Technology & buying decisions spanning Software, Hardware, Solutions, and Services, Developing Sales and Sales demand generation programs as well as strategic sales Go-to-Market plans that empower businesses to excel in competitive markets.

Leading a talented team, We focus on delivering tailored solutions that enhance client satisfaction and achieve sustainable growth. My expertise in market analysis and business development allows me to spearhead high-impact projects that align with industry trends.

I am passionate about mentorship and fostering a collaborative culture within my team. Let’s connect to explore insights and opportunities in the dynamic world of technology consulting!

✅ Our Mission:
Empowering Businesses to assess Technology & buying decisions spanning Software, Hardware, Solutions, and Services.

✅ Vision:
Enabling improved and more informed decisions by injecting proven practices and processes to ensure that you get the Tech Transformation you want from your existing or new Technology as well as the Return on Investment (ROI) that you need for your business growth.

Managing Director and Partner

Chief Executive Connections

At Chief Executive Connections, we enable our business community to grow, from SMB's, Mid-Market, and Enterprise and we are dedicated to fostering a private, exclusive community for C-Level executives and leaders who are driven to make a difference. Our mission is simple yet profound: to change the survival rates of SMB businesses by providing unparalleled leadership guidance, strategic insights, and peer support. 

Activities of being an advisory board member for Chief Executive Connections involves providing strategic guidance and insights to enhance the organization's effectiveness and reach. Members typically bring diverse expertise and experiences, which can help shape business strategies and foster connections among industry leaders. Responsibilities may include attending meetings, offering advice on key initiatives, and leveraging personal networks to benefit the organization. As an Advisor the role is ideal for individuals who are passionate about leadership development and committed to supporting the growth of executives and their companies. Overall, it's an opportunity to influence and contribute to the success of a dynamic network of leaders.

Advisory Board Member

Elastic

Lead two West Sales Regions for Elastic (Select Commerical)

Elastic has three focus areas Search, Observability, and Cyber Security utilizing AI, ML, Generative AI to enables customers and community to further accelerate software development lifecycles with deeper visibility into both serverless architectures and CI/CD pipelines. In addition, Elastic  includes new prebuilt detections, malicious behavior protections, and data source integrations to help organizations more efficiently stop advanced adversaries before they are able to cause harm.

Achievements: 
- In FY2022 delivered 40% YoY growth for both Sales team, grew ARR from $32M to $45M 
- In FY2023 delivered 30% YoY growth through 3 quarters, grew ARR from $45M to $58M
- Bulit comprehensive Go-to Market Plan, Territory planning, Sales Plays & motions  
- Lead 2 Sales teams 13 AE Reps, 1 RVP, Demand Generation Team, SA/SE team
- We achieved these results while ramping up new associates and New Sales leaders,  with over 50% of the sales teams being net new to Elastic within the same fiscal year (FY22)

Regional Vice President - West Commercial at Elastic

Red Hat

Responsible for leading the Central, West, and Canada Mid-Market Sales teams. 

Red Hat is the worlds leading provider of enterprise software solutions built with an open source development model. "The open source way". Our open hybrid cloud infrastructure is based on open source and Linux and with technologies like Kubernetes that enables the development of applications to be agile, portable, and scaleable across multi-cloud environments. We believe in collaboration, choice, control, and freedom.  Our Mission at Red Hat is to be the catalyst in communities of customers, contributors, and partners creating better technology the open source way.

Achievements:
Three Teams: In FY20, my Mid-Market Enterprise Sales teams delivered 112.8% of our annual business goals. Resulting in a YoY growth rate of over 26%, delivered ARR of $55M. We achieved these results while managing and adapting to COV19 & adjusting to conducting business remotely.  

Three Sales Teams: In FY19, my Mid-Market Enterprise Sales teams delivered 104% of our annual business goals. Resulting in a YoY growth rate of over 24%, delivered ARR of over $44M. We achieved these results while ramping up new associates and New Sales leaders,  with over 50% of the sales teams being net new to RedHat in the same fiscal year.

Senior Sales Director: Central, West, & Canada Mid-Market Sales 

Alteryx

Sales Director for Commercial East Sales & Demand Generation Teams for Alteryx in Plano, Texas 

Alteryx Business Analytics solutions are revolutionizing business through data science, AI, and analytical insights. Alteryx offers an end-to-end analytics platform, which empowers data analysts and scientists alike to break data barriers, deliver insights, and experience the thrill of getting to the answer faster. 

As the Sales Director at Alteryx, my duties included building the Plano, Texas Sales team and Demand Generation team from the ground up, this was a bottom ups endeavor. As the East Sales Director, I was responsible for the direct management of sales reps and BDR's. As Director, I was responsible for the GO to Market plans, pipeline generations and closing sales actions of all associates in order to achieve our goals.

Some of the achievements and responsibilities as we started-up the net-new Teams: 
• Within seven months we achieved a $400k monthly SaaS subscription recurring revenue steam (100% net-new), all while hiring and directly managing 9 Sales Associates and 8 Business Development Reps. Additionally,  building and managing individual territories, building the market development plans, assigning the quotas, and delivering on the assigned revenue and profit targets.

Sales Director

M-Files Corporation

M-Files is a rapidly growing international ECM (Enterprise Content Management) software corporation. M- Files ECM solutions transform how businesses manage, secure, and share information with a unique metadata-powered approach that organizes and processes content based on what it is, rather than where it resides.  From 2012 to 2018 M-Files has been recognized on the Gartner magic quadrant.

Key Accomplishments:
 
2017: M-Files achieved excellent Year over Year growth in North America, more than 37% increase in Bookings and Revenue during 2017 and over 750% over the past 6 years. In 2017 Cloud SaaS revenue grew even faster at over 120%. 

2016:  M-Files achieved excellent Year over Year growth in North America, more than 47% increase in Bookings and Revenue during 2016.

2015 & 2014:   M-Files achieved excellent Year over Year growth in North America, more than a 100% increase in 2014 and a 67% increase in 2015 Bookings and Revenue.

Primary Responsibilities:
• Lead the US Direct Sales Team: Hire and build a North America Direct Sales team for M-Files 
• Hire and build a North America Lead / Demand Generation program to support the sales team 
• Set the curriculum for ongoing training for sales reps regarding sales skills, product knowledge, and market focus. Ensure sales reps have the skills and training to deliver results.
• Set KPI's and expectations and inspect to ensure monthly activity level are achieved  
• Provide Sales strategies, competitive analysis and pricing, bids/RFPs/RFQs, and corporate policy
• Member of Senior Management to set budgets and implement key growth strategies
• Identify market potential (geographic, product, etc.), set sales strategies to capture potential
• P&L Management, Bookings and Revenue forecast for the current month, quarter and year by each sales rep for senior management. 
• Implement account and opportunity planning processes and develop new initiatives to maximize revenue

Vice President of Sales - North America

Teletrac

Built the Telesales Team (Inside Sales) and Business Development Teams for North America: 
Teletrac, (a Danaher Company) is a rapidly growing GPS vehicle tracking software-as-a-service (SaaS) company with significant mobile asset software experience dating back to 1988. They are one of the leading pioneers in B2B GPS solutions. They currently track in excess of 200,000 fleet vehicles. Teletrac provides its customers with web-based software solutions to improve efficiency and reduce costs of all types for mobile and resource asset management. 

My role at Teletrac was to build out the North American Telesales (Inside Sales) & Business Development organizations for Teletrac.   This team’s ultimate success was a key component in enabling Teletrac’s acquisition by Danaher Corporation in July 2013. 

Primary accomplishments completed were:
• Built and lead the US Inside Sales team: Built out a strategic Go to Market plan and executed it
• Hired, trained, and built out a high performing regional based North America Sales team. Started the team from scratch. From zero heads to over 40 before being acquired by Danaher.
• Hired, trained, and built out a Demand (lead) Generation program and team
• Hiring and trained 40 plus Telesales Reps, 16 Demand Generations Reps and 4 regional Sales managers 
• Achieved over 40% YOY revenue growth in 2012
• Chairman’s Club Award winner for 2012-2013 (Results & Leadership)
• Achieved over 50%  YOY revenue growth in 2013 (through August 2013 when we were purchased by Danaher)
• Implemented multiple standard business processes and metric based operational efficiencies for all aspects of the organization including Field Sales, Telesales, and Telemarketing policies, objectives and initiatives

Senior Sales Director for North America  

Trend Micro

Promoted to Senior Sales Director: (NOV.  2010 – MARCH 2012)

Duties included leading Field and Inside Sales teams (3) in North America and managing those teams to drive sales growth for Trend Micro in the Online store, SMB and MENT business segments. The teams covered and sold to all business in the USA from 1 employee to 2,500 selling security software and solutions. This includes directing and overseeing four Sales Managers, the cross functional teams such as marketing, channel sales, finance and operations to ensure we get the campaigns, programs and initiatives needed to drive revenue growth. . On a quarterly basis the team closes in excess of 18,000 transactions on new and renewal sales of over $45M per quarter. 

Achievements & Responsibilities:
• Achieved 23% YOY growth - from 2010 to 2012 for the Online Web Sales and Mid Enterprise Sales teams.
• Built a new Mid Enterprise sales team from scratch and delivered 20% YOY growth within one year. 
• Hire and direct the management of 4 Sales managers and their 35 sales reps managing individual territories, build the territories, assign the quotas, and deliver assigned revenue and profit targets. 
• Customer Base: 1-2500 users • New & Renewal Quota:  $50M annual quota. --  Delivered 23% growth

TREND MICRO: (OCT.  2009 – NOV. 2010)
Senior Sales Manager: 
Mid-Market Enterprise Accts (MENT) for North America (Inside & Field Sales)
Duties included creating the Mid- Marketing Enterprise (MENT) sales team from the ground up. As the Mid Enterprise Sales Manager, I was responsible for the direct management of sales reps who were responsible for closing sales over the phone and in the field. Responsibilities: 
• Hiring and direct management of 14 sales reps managing individual territories, building the territories, assigning the quotas, and delivering assigned revenue and profit targets. .

Senior Sales Director for North America

Oracle

Oracle Corporation (purchased BEA)         

Group Senior Sales Director –Oracle Direct	6/1/08 – 1/9/09
•FY09 Budget of $120M for West and TOLA regions: Oracle Fusion Middleware license sales
• Responsible for management of Region Managers & Directors, inside sales teams and a business development team for prospecting, lead generation team. 
• Manage multiple regional teams 30 Sales Reps, and 3 RM’s of Oracle Direct sales representatives/managers for a territory/region.  
• Develop working relationships with license, consulting, education, and/or support field managers to develop account plans. 
• Develop and execute strategic regional plans utilizing resources from various marketing and sales functions to maximize revenue with frequent guidance from the area manager or director. 
• Responsible for coaching, performance management, and career development of staff. 
•Create an effective and agile organization to interface with clients, coordinating sales, service delivery and IT functionality.
• Worked with many cross functions teams to build "Go to Market" marketing campaigns 
• Managed the larger Sales efforts and personnel to ensure deal success and team success.
• Establishing and monitoring key performance indicators for Sales teams and Regional Sales Managers.
• Establishing appropriate performance goals for Sales people and monitoring progress against those goals.
• Ensuring that timely and accurate Sales, contract, and accounting information are provided to other departments within the company. Attended weekly, monthly, quarterly forecasting and leadership meetings

Group Senior Sales Director

Prmoted to Director Operations – Consulting (Central / South / West) 
•	Provided the leadership for the Operations Service Teams and provided sales support functions. 
•	Developed processes to position the company to win business in a competitive environment.  
•	Handled contracts, pricing, and T&C negotiations with customers along with all back office duties. 
•	Billing for all service consulting contracts: monthly volume of 50 - 100 invoices. 

Promoted Manager Operations  
•	Operations & Controller - Profit and Loss responsibility for this Operational unit. Currently, 6 Cost Centers, 160 Consultants 
•	Daily activities included working on P & L and cost center analysis, pricing, monthly closing, contract T&C’s, monthly & quarterly bonus calculations, utilization and budgeting.
 
Manager Finance – Core Tech 
•	Responsible for over 22 direct reports and ramp-up from 320 consultants to well over 700. At the end of 1999 and into 2000 generated well over $200M annually.

Director of Business & Sales Operations (Consulting)

BEA Systems

Promotion to this role
 • Responsible for management of Directors, inside sales teams and a business development team for prospecting, lead generation team. Total Budgeted headcount is 46 (eSales and BDR teams)
• Inside Sales achievement FY07 is at 106% of quota on a $82M target.  
• FY08’ 95% of Quota - Hold full GM and P&L accountability, $93M budget.  Buckets are sub $100k and over $100k segments 
• Created an effective and agile organization to interface with clients, coordinating sales, service delivery and IT functionality.  Enabled sales teams to focus on large opportunities and improve account renewal.  
• Business development and prospecting team (BDR). Started up from nothing for BEA to find ways to penetrate new or “green field” business markets to grow market share. Very successful start, since inception (May 06’) qualified pipeline found was over $160M of which over $18M has closed with another $40m still active. Actively working with marketing and building campaigns to grow penetration.

Americas Senior Sales & Operations Director

Oracle Purchased BEA Systems in July 2008  as part of the transition moved back to Oracle as a Group Sales Director

BEA SYSTEMS, Lewisville, TX  2005 to 2008 
Senior Sales & Operations Director for North America eSales (Inside Sales) (2007-2008)
Managed six Directors, sales teams and business development lead generation team with total headcount of 46. Had full management and P&L accountability for $93M budget. Created an effective and agile organization to interface with clients and coordinate sales,.
•	Achieved 106% of quota in FY07 and 18% YOY growth, with $86M in licenses sold
•	FY08 sold $88M and achieved 95% of quota in sales despite a sagging economy and average headcount reduction of six sales representatives as well as being acquired by Oracle Corporation.
•	Launched Business Development and Prospecting (BDR) team that generated $100M+ in net new pipeline with a close yield of 12% on this pipeline. 

Regional Sales Director (West Region – Inside Sales) & Operations Director (2005–2006)
Managed the West Regional Sales team of six, managing a $6.7M budget with and an operational responsible for $81M business. Responsibilities included compensation, quota, pricing, and selling. Built from the ground up to revenues of $7.1M, exceeding $6.7M plan by $400K or 106% if quota. Expanded sales full service offerings into Canada and Latin America.

Director of Business Operations:
North America Enterprise Accounts and eSales (Inside Sales) (2005-2006)
Lead the Operations for the business unit that represented 20%+ of total license revenue. Daily worked with field and inside sales teams, defining and implemented methodologies to improve pipeline, measurement  growth.
•	Supported the Vice President US Enterprise Accounts, increasing sales by working with the Field RVP’s to do deep dives on account management and penetration planning. 
•	Provided sales, operational, financial, and administrative front office tools for, pricing, contracts,

Senior Sales Director For North America (eSales: TeleSales)

Director Operations – Enterprise Accounts and Sales 
• Defined and implemented methodologies to improve pipeline measurement and revenue growth.
• Achieved 130% of quota for last fiscal year.
• Enterprise accounts represented well over 20% of license revenues for BEA. 
• Supported the Vice President US Enterprise Accounts increasing sales by working with the Field RVP’s, Inside Sales 
• Drove strategic eSales initiatives and provided recommendations to ensure quota achievement. 
• Provided sales, operational, financial, and administrative front office tools for, pricing, contracts, and business growth planning. 
• Implemented spiff programs, commissions, splits, etc. driving the execution and close rate of the eSales (Telesales) team

Director of Sales Operations

Maximizing Revenue, Building Brand Identity, & Creating Results Driven Teams:  

A Software Executive with over 20+ years of experience including roles as VP of Sales, Senior Sales Demand Generation, Consulting Services, Business & Sales Operations, Controller, General Management and other Senior Sales Executive roles at large enterprises, start - ups, and early stage high growth companies. Vast knowledge and leadership experience in all distribution channels including Enterprise Direct, Matrix, Inside Sales, Channel and OEM.

MBA with a proven track record of building and leading high performance organizations and teams for start-ups to leading global companies in highly competitive environments. Expansive experience in actively leading and building out nationwide Field Enterprise Sales Teams, SMB Teams, Channel Teams, and Inside Sales organizations since 1998.

Focus Specialties areas include: 
Sales Management, SaaS, Direct Sales, Channel Sales, SMB Sales, Inside Sales & Marketing, Indirect Sales, Business Development & Demand Generation, Territory planning, Business Operations, Systems Integration & Consulting Management, P&L Mgmt, Strategic Alliances, Channel Sales Development, Personnel Mgmt, Analytics Skills, Operations Management: Cyber Security, ERP, ECM, CRM, GO to Market Planning & Demand Generations

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