LearnUpon

Value Proposition: Deliver business results through a strategic partnership utilizing technology-enabled outcomes with learning, upskilling and reskilling.

Responsibilities: Contracted 2nd line sales leader, mentored and coached ICs, collaborated on strategic client presentations, executive sponsor support for ICs, value engineered business cases for CFOs, and developed GTM strategies, frameworks and playbooks.

Verticals: tech, healthcare, financial services, insurance, retail, manufacturing, education, and large enterprise associations.

Strategic Partnerships: optimized co-selling campaigns  leading to revenue growth, including attending regional HR-tech learning and development events.

Global Director, Strategic Pursuits

TESS

Startup venture launching into high-end residential security film design focusing on large healthcare, major pharmacy, and banking organizations.

Responsibilities: Strategic leadership planning and execution, market analysis, creating IC territories, establishing performance metrics, setting quarterly and annual revenue targets, building key stakeholder relationships, creating GTM marketing and lead generation campaigns, and working with product partners.

Value Proposition: Reducing commercial building costs by managing the impact of heat in warmer U.S. regions, delivering comfort, and increasing workplace engagement.

Target Audience: CEO with exterior office space greater than 200,000 square feet

Notable Achievements: Led 40 Account Executives in sales operations, developed GTM strategy, and exceeded revenue targets by 116% ($789K ARR)

Vice President of Sales 

Whatfix

Whatfix co-pioneered the digital adoption platform (DAP) space specializing in HCM user engagement, cloud applications integration, and support content through contextual, real-time, and autonomous guidance. Whatfix is based in San Jose, San Francisco, London, Melbourne, Sydney, and Bangalore. 

Value proposition: In-application guidance increasing user adoption, effectiveness and revenue generating outcomes in core software like Workday, Oracle HCM, SAP, Salesforce and others.

Target Audience: CEO, CHRO, Chief Transformation Officer, Chief Learning Officer, Vice Presidents of Operations, Talent, and People.

Verticals:  Tech,  healthcare, financial services, insurance, retail, life sciences, biotech, manufacturing, and education. 

Notable Achievements: Impacted new pipeline generation by $5.5M and new logo wins by $2.1M from a company built on inbound leads since its beginning in 2013.

**Strategic partnerships, high growth, and team success.**

Strategic Account Director 

Steven C Larsen Consulting

Consulting services dedicated to enabling organizations to create greater commercial value and revenue attainment through leadership development, talent management, and GTM strategies, frameworks, and playbooks.

Responsibilities: Strategic advisor to senior leaders and sales enablement facilitator to sellers in GTM strategies, playbooks and frameworks in human capital management, technology, learning + development, healthcare, pharma, financial services, manufacturing and insurance verticals.

Value Proposition: Revenue increase through upskilling and reskilling sales teams in GTM strategies, partnerships and outbound pipeline generation. 

Organizations: Corporate, SMB and large enterprises 

Notable Achievements:  Helped inbound grown SMB companies in the U.S. and EU increase their customer base through outbound selling strategies, and key partnerships (i.e. Whatfix, LearnUpon, both built largely on inbound growth)

Founder

McKesson

McKesson (Fortune 9/500) serves as a crucial link in the healthcare supply chain, connecting pharmaceutical manufacturers, healthcare providers, and patients through its diverse range of services and solutions.

Value Proposition: >Patient safety, improved clinical outcomes, and value added time back to Practitioners Leading to higher HCAHP scores and increased top line revenue.

C-Suite Targets: CEO, CTO, CNO, and inpatient department heads

Notable Achievements: 1) Partnering with city of San Francisco gaining permits needed to win the San Francisco Health Network deal valued at $6.5M ARR; and 2) Selected by the Division Vice President as a Mentee (N=40 AEs)

Enterprise Sales Executive | SaaS, Capital Equipment

OraMetrix, Inc.

Dallas-based International orthodontic medical device company specializing in the discovery, development, and commercialization of a state-of-the-art digital system and robotics. Sold to Dentsply-Sirona. 

Value Proposition: Reduce orthodontic treatment time leveraging high resolution, 3D imaging and robotics, leading to increased patient volume and top line revenue.

Target Audience: Group Practice Owners, CEOs and Administrative Heads.

Notable Achievements:  1) Grew installed base revenue by 17% vs. the company average of 9% achieved by creating a novel subscription-based volume strategy, forecasting, measuring objectives, and executing the plan; and 2) Increased new customer contracts by 20% vs. the company average of 14% achieved by leveraging key opinion leaders, consulting practices on reimbursement, financials, marketing, and operations.

Region Sales Director | SaaS, Medical Device

Sanofi

Top 10 Global pharmaceutical leader focusing on cardiology, oncology, internal medicine, metabolic diseases, central nervous system disorders, and vaccines.

Responsibilities: 1) Recruited, coached and developed top talent, leading teams of eight to twelve sales professionals in both the midwest and rocky mountains (WI, N. MI, SE IA, N. IL, UT, CO, ID, WY); 2) Created strategic and tactical implementation plans, served on national clinical advisory boards, allocated resources, worked across multiple teams, measured sales objectives and ROI; and 3) Developed multiple sales professionals through promotion to larger roles, including marketing, operations and sales management. 

Target Audience: Cardiology, Nephrology, Neurology, Rheumatology, Oncology, Dermatology, Electrophysiology, Sleep Centers, Internal Medicine and Family Practice.  

Notable Achievements: 1) Ranked #1 of 34 Districts (West Area), H1, 2008; 2) Account Team of the Year, 2007. Achieved this through leading the business strategy, target markets, and contract negotiation. The result, winning the business of Select Health, Utah’s largest and mos dominant health care provider; Region Sales Champion (Top 20%), 2005; and 3) Ruby Club Award. Top 10%, 1999. Achieved by initiating and influencing top hospitals, including renowned St. Luke’s Medical Center, establishing treatment protocols for complex therapies in cardiac care. Topped 105% of sales goal across five promoted brands. One of two recipients of 80 sales professionals.

District Sales Manager

Janssen, Pharmaceutical Companies of Johnson and Johnson

Managed specialty and internal medicine accounts in the state of Wyoming. Sold advanced oncology, gastrointestinal and dermatologic therapies. Prepared and executed comprehensive business plans, and effectively collaborated with cross-functional partners, marketing and sales management. Ranked #17 of 497 Territories, Nationally; Ranked #4 of 89 in Northwest Region.

Sales Professional

I’m passionate about people development, solving problems, and cross-functional collaboration. Instilling trust and empowering teams to do their best work. This is where I have built my career in meeting and exceeding revenue targets.

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