Abundant Solutions AI

Founder and CEO

Penfold Consulting

Founder

Gro Intelligence

Vice President Public Sector

Flexport

Vice President Sales and Marketing Operations

Color

Color is a leading healthcare technology company that is building and delivering infrastructure and software that enables large populations to receive essential healthcare services directly where they live or work. This includes testing and telehealth services for preventive health, infectious disease management, and behavioral health.

My responsibilities as the VP and GM of Public Sector Sales reporting directly to the President include spearheading Color’s expansion within the government and public sector by driving the vision, strategy, and execution for the public sector sales organization. I led the Federal, State and Local Government, K-12, and Global Partners sales teams. I also led the Proposals and Revenue Operations functions which supports Color’s global sales teams.

Amazon Web Services (AWS)

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform, offering over 200 fully featured services from data centers globally. 

I led the 700+ person Public Sector Shared Services & Business Operations team for the Public Sector AWS business supporting 16 market segment sales teams across the: United States; Latin America, Canada, and the Caribbean; Global Partners; Asia, Pacific, and Japan; Europe, Middle East, and Africa; and Global Aerospace and Satellite. In addition to the business operations teams, I also led the shared services teams which included: Business Planning & Operations, Business Contracts, Capture/Proposal/Tech Writing & Business Desk, Global Lead Development, Public Sector Enablement, and Internal Communications.

My responsibilities as the Chief of Staff/COO of Sales reporting directly to the VP/Head of Public Sector sales included:

Business Planning & Operations: Responsible for operational support activities, budget management, sales coverage model, GTM programs, long-range planning, sales productivity, compensation strategy, and budget management.

Business Contracts: Responsible for enabling, implementing, and managing contract compliance, and contract administration and operational activities.

Capture/Proposal/Tech Writing & Business Desk: Responsible for deal pursuit lifecycle support in three areas: 1) increasing probability of win by shaping customers’ technical, policy, contracting, and procurement requirements; 2) develop winning, compliant narratives and pricing responses; and 3) deal-related pricing analysis, discount strategies, deal formation, and builds pricing constructs.

Global Lead Development: Responsible for supporting sellers by dispositioning leads and executing outbound sales plays focused on identifying net-new programs, initiatives, contacts, meetings, and opportunities.

Strategy & Planning, Business Insights, Sales Operations, and Customer Enablement: See section below.

Director, Worldwide Public Sector Shared Services & Business Operations

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform, offering over 200 fully featured services from data centers globally. 

I led the 200+ person Sales Operations and Business Operations team for the Public Sector AWS business supporting 18 market segment sales teams across the: United States (US); Latin America, Canada, and the Caribbean (LCC); Global Partners; Asia, Pacific, and Japan (APJ); Europe, Middle East, and Africa (EMEA); Global Financial Services (GFS); Global Telco (TELCO); and Global Aerospace and Satellite (A&S). 

My responsibilities as the Chief of Staff/COO of Sales included:

Strategy & Planning: Led AWS Public Sector’s annual operational planning (OP1 and OP2), territory planning, weekly forecasting, and MBR/QBRs.

Business Insights: Created and scaled the team responsible for building a Tableau-based business management platform improving business insights for all employees in the organization. This includes both forward looking planning and backward-looking reporting and dashboards covering revenue, headcount, quota, compensation, forecasting, pipeline, concentration risk, and other actionable key performance indicators. This helped the Public Sector sales organization scale from hundreds to several thousands of employees while growing supporting team costs at a lower growth rate. 

Sales Operations: “COO of Sales” team responsible for supporting 18 market segment sales teams across the US, LCC, Global Partners, APJ, EMEA, GFS, TELCO, and A&S. Responsible for the day-to-day execution of all sales operations activities including pipeline, forecast, quota, compensation, MBR, territory planning, account moves, segmentation, goals attainment and overall business performance.

Customer Enablement: Responsible for helping customers spend less with AWS through cost optimization. Support customers with complex billing requirements and assist customers in onboarding into the AWS environment.

Director of Worldwide Public Sector and Industries Sales and Business Operations

Amazon Web Services (AWS) is the world’s most comprehensive and broadly adopted cloud platform, offering over 200 fully featured services from data centers globally. 

I led the 100+ person Sales Operations and Business Operations Team for the Public Sector AWS business supporting 12 market segment sales teams across the: United States (US); Latin America, Canada; and the Caribbean (LCC); and Global Partners. 

My responsibilities included:

Strategy & Planning: Led AWS Public Sector’s annual operational planning (OP1 and OP2), territory planning, weekly forecasting, and MBR/QBRs.

Business Insights: Created and scaled the team responsible for building a Tableau-based business management platform improving business insights for all employees in the organization. This includes both forward looking planning and backward-looking reporting and dashboards covering revenue, headcount, quota, compensation, forecasting, pipeline, concentration risk, and other actionable key performance indicators. This helped the Public Sector sales organization scale from hundreds to several thousands of employees while growing supporting team costs at a lower growth rate.

Sales Operations: “COO of Sales” team responsible for supporting 12 market segment sales teams across the US, LCC, and Global Partners. Responsible for the day-to-day execution of all sales operations activities including pipeline, forecast, quota, compensation, MBR, territory planning, account moves, segmentation, goals attainment and overall business performance.

Customer Enablement: Responsible for helping customers spend less with AWS through cost optimization. Support customers with complex billing requirements and assist customers in onboarding into the AWS environment.

Sales and Business Operations Manager for Public Sector Americas

Responsible for driving predictability in reporting and analyzing business trends, evaluating and forecasting attainment against quotas, generating commission plans, managing the territory segmentations and account movements, calculating commissions, managing the rhythm of the business activities such as Monthly and Quarterly Business Reviews, and other cadenced reporting and metrics, and leading strategic planning during annual cycle for the Public Sector (PS) Latin America and Canada, Enterprise Education, Enterprise State and Local Government and Mid-Market teams.

Sales Operations Program Manager

Lockheed Martin

Responsible for creating bottom-up and top-down price to win, optimizing procurement strategy and resource allocation while crafting a better, faster and cheaper solution for the customer on multi-billion dollar "must-win" capture opportunities.

Senior Proposal Engineer

Led implementation of program-wide DCAA-approved electronic invoicing system (VIP) and standing-up an IT Catalog (Remedy) for the Australian Tax Office.

Supply Chain Engineer - Expatriate

Provided the Jet Propulsion Lab community with a diverse IT catalog while developing a catalog portfolio that increases profitability; results from 2010 and 2011 include over $2M in cost avoidance and savings and a 70% increase of IT catalog offerings. Led cross-functional Supplier Sustainability Assessment Team for “Go Green” Corporate Initiative; working with management from all Lockheed Martin (LM) Business Areas to develop survey processes and supplier scorecards to assess supplier social, ethical and environmental responsibilities and their alignment with LM goals and values.

Supply Chain Engineer

Responsible for managing a Time and Material subcontract for a government customer worth $5M; utilized problem solving skills to interface between Program Management Office and the Subcontractors; subcontracts Lead for $18M proposal that LM won; utilized writing and time management skills which increased the overall quality of the proposal submission. Responsible for constructing Executive Summaries for upper level management; performed in-depth company research and analyzed financial risk, core capabilities and historical performance; executive summaries were used to make strategic decisions that led to capital gains. Incorporated several Microsoft Excel Macros in senior management business rhythms, including Unapplied of Potential Applied Labor and Predictive Sales; the macros increased data validity and reduced manpower requirements.

Subcontracts Manager

Created metrics to compare realized costs of production and estimated costs based on a Learning Curve Analysis; results were used in negotiation of the MH60-Romeo Multi Year Contract worth over $1Billion. Developed Corrosion Plan leveraging effective relationships with cross-functional teams filled by managers, engineers, and deputy program managers; plan focused on increasing utilization of in-house capabilities which reduced costs of execution. Constructed extensive Proposal to End Item Delivery flow chart; utilized swim-lane maps and six-sigma principles.

Operations Engineer

Over the past two decades, I've had the privilege of guiding numerous customers through complex landscapes in both the commercial and public sectors. In 2024, I co-founded Abundant Solutions AI, driven by a vision to become the most trusted and innovative partner in the B2B SaaS sector, transforming the way businesses strategize, operate, and grow. 

Abundant Solutions AI was established with the belief that we could significantly enhance our customers’ operational and strategic agility. Here’s what sets us apart:
- Strategic Innovation: Every strategy at Abundant Solutions AI is designed with precision. We don’t just adapt to market trends—we anticipate and shape them, ensuring our clients are always ahead of the curve.
- Data Mastery: Every decision is informed by comprehensive data analysis. We transform complex data into actionable insights, enabling smarter strategies and superior outcomes.
- Operational Excellence: Every process is optimized for efficiency. Our operational expertise ensures that your journey from strategy to execution is seamless, enhancing productivity and effectiveness.
- Customer-Centric Partnership: Every customer relationship is pivotal. We see ourselves as an extension of your team, committed to your success and equipped to navigate every challenge alongside you.
- Cost Efficiency: Every investment with us yields substantial returns. We deliver consultancy that rivals top-tier firms, with solutions that are not only effective but also economical.

At Abundant Solutions AI, we don't just offer solutions—we create legacies of success. As CEO, I am deeply involved in ensuring that our strategic and operational deliverables empower our clients to achieve and sustain peak performance.

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