Lexykon Consulting

Founded a consulting practice specifically designed to tackle prevalent go-to-market challenges encountered within the nonprofit technology sector.

Specialized services offered encompass fractional sales leadership, partnership strategy development, comprehensive market research, efficient go-to-market execution, and executive coaching.

Managing Director

MUSC Children's Health

Implemented a new volunteer program called MUSiC where bedside performance and musical interaction were delivered in the patient rooms at the hospital.  This program ran for almost 14 years until the post covid protocol restrict patient visitation. 

Served on the Volunteer Advisory Committee (VAC) for over 2 years, where I assisted in efforts to identify opportunities for improvement of the volunteer experience, raise funds and grant funding to special projects within the hospital.

Volunteer

Virtuous

Responsible for identifying new business opportunities to achieve overall company objectives. Requires a 'hands on' leadership approach with established credibility in the nonprofit/technology sector, as well as deep understanding of customer needs and current insight to competitive landscapes.

Spearheaded a dynamic partner strategy focused on developing a vibrant partner ecosystem. Instilling a ‘Partner First’ culture across the company and deploying synergistic co-marketing, co-selling, and go-to-market initiatives powered an influx of leads and significantly impacted Annual Recurring Revenue (ARR) growth. Over a two-year span, drove a 234% increase in referring partners, resulting in a 340% surge in primary sourced pipeline and an impressive 540% growth in closed ARR.

Developed and launched a Systems Implementer program with the objective for certified partners to deliver up to half of all new client migrations. This initiative generated over $800k in business for our partner companies while supporting the company's ability to maintain sales velocity and scalability, and successfully serving more customers as a result. 

Established and led the initial Revenue Enablement team at Virtuous. This program was instrumental in driving sustainable sales team growth by providing subject matter experts to demonstrate the power of the solution, support sellers with ongoing education, industry knowledge, onboarding, and documentation.

Vice President of Strategic Growth and Partnerships

Rein and Shine

Proudly served on the Board of a fantastic non profit, providing equine therapy serving children and adults disabilities of all kinds. Providing an environment where they can learn, grow and heal through working with horses.

Board Member

Omatic Software

Successfully established a structured partnership program aimed at enhancing revenue generation and driving substantial growth in Annual Recurring Revenue (ARR) by cultivating an engaged, knowledgeable, and dependable partner ecosystem.

Achieved above industry standard outcomes with partnership-sourced business contributing to over 40% of both the pipeline and closed ARR, showcasing the significant impact of our strategic partnerships.

Spearheaded the expansion strategy into the Salesforce ecosystem, positioning the company for continued expansion and growth in a new market.

Actively contributed as a valuable member of the Omatic leadership team, leveraging expertise and insights to drive the overall success and growth of the company.

Vice President of Partnerships 

Took over critical role after unexpected departure of previous sales leadership. Successfully stabilized the team during challenging time. Introduced a formal sales playbook to streamline operations and put supporting resources in place to ensure the team could have the structure needed to succeed. 

Reinvigorated team motivation and improved team dynamics. Rebuilt trust with sellers, leadership, and board members

As a result, the team achieved record-breaking sales quarters, marking the two highest performing quarters as well as annual performance  in company history.

Interim Vice President of Sales

Entrusted with the strategic initiative of launching and leading Omatic Software's direct sales channel, with the specific goal of transforming the revenue model and driving organic company growth through direct sales.

Successfully shifted the primary revenue source from resellers to direct sales, granting the company full authority over revenue impact. As a result, direct sales grew from a mere 22% of overall sales revenue in 2012 to a remarkable 97% of all sales revenue in 2016.

During the period from 2013 to 2016, achieved an extraordinary 546% growth in annual direct sales revenue.

Director of Sales

Blackbaud, Inc

Nurtured, cultivated, and maintained crucial buyer-seller relationships with five nationally federated nonprofit organizations.

Exceeded annual quota by 157% in 2010, earning recognition as the top sales representative on the National Sales Team and leading software sales representative in the 'General Markets Business Unit.' Honored as a recipient of the prestigious Founders Club.

Achieved exceptional results in 2011, surpassing the annual goal by over 110%. Consistently met monthly objectives for 10 out of 12 months and successfully reached each quarterly target for software and internet revenue.

Surpassed the 2012 quota by an impressive 112%, achieving sales credits exceeding approximately $1.7 million.

Account Executive; National Sales

Responsible for charting the strategic course of Blackbaud's flagship product line, catering to a vast network of over 12 thousand nonprofit organizations worldwide. This product line generated approximately $59 million in annual bookings and contributed around $53 million in recurring maintenance revenue.

Led cross-departmental teams in successfully commercializing new products and services, overseeing crucial aspects such as pricing and positioning, marketing strategy, and corporate preparedness.

Effectively orchestrated the release of five significant product updates and numerous additional point releases during my tenure of approximately 3.5 years.

Actively engaged in managing partnership relationships with notable entities such as IATS, Papersave, CapWiz, and Omatic Software.

Played an integral role as a member of acquisition teams for eTapestry and GiftMaker, demonstrating a keen ability to contribute to successful acquisitions. 

Additionally, served as a key member of the initial Fundraising Effectiveness Project workgroup with AFP, driving impactful initiatives in the nonprofit sector.

Product Manager; The Raiser's Edge

Accountable for selling fundraising software and service solutions to a well-established client base of over 400 accounts in Illinois and Indiana, while consistently meeting an annual quota of $950,000.

Employed the 'Value Selling' methodology to effectively identify opportunities, understand client requirements, and deliver tailored solutions to not-for-profit organizations.

Actively contributed as a member of the 'Project Sparkplug' workgroup, entrusted with the responsibility of creating a comprehensive Policies and Procedures manual for the Inside Sales Department.

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