Splunk

Group Vice President

Salessuxess LLC

Revenue Enabler

World Champion Fantasy

Investor / Advisor

Itential

Vice President of Sales

BMC Software

•	Global Sales and Services leader for BMC's cyber suite. 
•	Responsible for the delivery of BMC’s cybersecurity go to market strategy.
•	Actively recruited, hired, trained, and led the high-performance team for BMC’s cybersecurity centric product line.
•	Coordinated with product management and marketing teams to prioritize product roadmap.
•	Established and coordinated security sales enablement for sales organizations.
•	Led global sales team responsible for delivering 100%+ YoY growth every year.

Area Vice President of Sales & Services - Security Solutions

•	Led team exclusively responsible for creating new product sales across the Americas regions.  
•	Performed and communicated regular performance evaluations accompanied by individual or team development plans.  
•	Facilitated the creation and delivery of the sales specialist global enablement strategy.
•	Coordinated with product and marketing to ensure solution messages maintained business currency and resonated with client targets and internally matrixed sales organizations.
•	Outperformed expectations by competitively replacing incumbent solutions while growing sales by 10-20% in a TAM that was declining ~5% annually.

Area Vice President - New Product / Business

•	Led team strategic account executives responsible for creating and growing organizational relationships for BMC’s largest corporate accounts in the Eastern US region.  
•	Responsible for identifying, hiring, and retaining top talent.
•	Accountable for building, executing, and delivering on the corporate revenue objectives.
•	Team was responsible for retaining and growing the largest regional business plan across BMC.
•	Exceeded quota every year.

Area Director - Strategic Accounts

•	Led North America sales teams focused on growing BMC’s US midmarket bookings, revenues, and market share.  
o	One team provided account management to companies with minimal spend and were tasked with maintaining existing investments while positioning future expansion in additional technologies.
o	The second team targeted “greenfield” opportunities for BMC’s workload automation solutions in the US.   
o	Ensured the creation and delivery of compelling business cases.
•	Managed (on an interim basis) the US business development team consisting of a manager and six sales representatives for six months (April 2013 – September 2013) following sales executive’s departure.  The team was tasked with identifying, creating, and qualifying sales opportunities.
•	Exceeded quota every year.

Area Director - Midmarket Accounts

•	Worked with business unit executives to build, execute, and deliver channel strategy and plan.
•	Responsible for the assessment, evaluation, and execution of the business units partner sales coverage model.
•	Managed global team of channel managers chartered to recruit, engage, and enable channel partners within their respective geographies.

Director of Sales - Channels Strategy

Responsible for coordination of business unit operations.
-	Program management teams facilitated the successful rollout of our upgraded Customer Support program
-	Created sales operations authorization tracking system for new sales process introduced to the business unit.
-	Responsible for compensation plan budget, reconciliation, and distribution.  
-	Facilitated BU president field communications.
-	Managed BU executive quarterly meetings and action plans.

Director of Operations, MSM Business Unit

•	Responsible for identifying new revenue opportunities for the MSM business unit.
•	Worked alongside sales and marketing executives in creating and presenting business cases for investment considerations.
•	Worked closely with R&D teams to justify development priorities.

Director of Business Development;  MSM Business Unit

•	Led Midwest to deliver corporate revenue goals and objectives.  Maintained responsibility for marketing plan and budget.
•	Established a culture of empowerment and accountability.
•	Retooled the team for long term sustainable success by introducing objective and transparent review processes.  
•	Piloted the introduction of new sales processes (MEDDPICC)
•	Developed and promoted my successor.

Area Director, Sales and Services

•	Led a team of Best Practice Managers that partnered with sales executives to develop, execute, and exceed corporate bookings and profit objectives in the Americas.
•	Incorporated “Getting to Yes” negotiation principles and Mandel communication disciplines into the Americas sales operating cadence.
•	Principle architect in the creation of the “First Line of Defense” global enablement for first- and second-line sales management via “train the trainer” methodologies.  Led an enablement contingency which traveled the globe, introducing, enabling, and delivering content to the global sales force. 
•	Partnered with company executives to revamp sales processes and operational cadence to maximize engagement value.

Director  - Sales Best Practices

•	Responsible for hiring, training and leading Northeast sales team.
•	Managed sales executive selling BMC systems management offerings.
•	Hired, developed, and promoted my successor.

Regional Sales Manager

•	Employed by Boole & Babbage and was acquired by BMC in April 1999.  
•	Responsible for Greater NYC territory representing enterprise system management product line. 
•	Created and cultivated executive relationships and sponsors by providing exception customer service and value.
•	#1 Rep for product line sales in NA in FY’00 (April 1999 – March 2000)

Account Executive

As a Group Vice President at Splunk, I lead a talented and diverse team of sales professionals who are passionate about delivering innovative solutions for performance monitoring, cloud administration, and business analytics. With over 20 years of experience in the technology industry, I have developed a deep expertise in driving revenue growth, market share, and customer satisfaction across multiple segments and regions.

My core competencies include strategic planning, business development, change management, coaching and development, principled negotiations, and client advocacy. I believe in building strong and lasting relationships with internal and external stakeholders, based on trust, respect, and integrity. I am motivated by the mission of Splunk to make data accessible, usable, and valuable for everyone, and I am committed to empowering my team and enabling our customers to achieve their goals.

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