Vice President of Sales

Promoted to Vice President of Sales, overseeing Sales, Marketing, Product Management, and Operations departments for the North America SLED business unit. Directed, inspired, and coached eight direct reports, with oversight of a 33-member workforce across all departments, with the salesforce accounting for a team of 23, which included five direct reports. Worked directly with global teams, presenting market trends, needs, and competitive analysis to support innovation development during the company’s hyper-growth stage. Led channel strategy, built and owned relationships with c-suite executives to execute effective growth strategies. Optimized business operations strategy and business planning – administered annual budget, P&L (profit & loss) management, sales goals, key performance metrics (KPIs), contract negotiations, forecasting, partner programs, and investments, among other vital responsibilities.
● Skyrocketed revenue by 56% in 24 months as VP of Sales.
● FY21: $35M in revenue while guiding the business through a complete overhaul and restructuring, facilitating the recruiting, hiring, and onboarding a diverse team of top-tier talent.
● FY22: $42M in revenue while increasing net profit margins from 5% to 20%, setting a company record by generating $8.4M in net profit.
● Aligned Sales and Marketing teams to create cross-functional synergy and drive innovative and effective marketing strategies, prompting $10M in new business development. Presided over an annual marketing budget of $1.25M.
● Trained, coached, and developed sales leaders to support a solution selling culture to increase the average selling price by 9% and average deal size by nearly 20%.
● Responsible for empowering and developing all sales leaders in managing regional teams to exceed 100% of annual sales quota. Implemented tools and resources to increase bookings, prioritize opportunities, improve close rate, faster time to value, more efficient deal reviews, and forecast accuracy.
● Revised channel partner landscape by enacting preferred partner programs, triggering 17% growth from the top 10 partners within the first year, and secured the #1 market share position with over 40% market penetration—quarterbacked budget and strategy overhaul to establish growth-driven partner activities, programs, and investments.
● Recognized globally as the recipient of the President’s Award in FY21 after being a finalist in FY20.

Recruited to lead the sales turnaround and cultural rebuild for the North America SLED business unit, overseeing sales and marketing departments to become the most significant business unit globally. Inherited an underperforming team and implemented strategies that generated 30% YoY growth within the first year. As a leadership team member, I administered the annual budget to support Sales, Customer Success, and Marketing strategies and initiatives.
● Increased revenue by over $6m for $27M, achieving 130% annual goal attainment after taking over a previously underperforming team that produced a 75% hit rate for Q1 in a year with steady-state projections.
● Led a 12-member salesforce across four regions, coaching and mentoring all leaders to exceed 100% of individual sales quota.
● Scaled headcount by hiring two Channel Account Managers in newly created roles to support key partner growth strategies, triggering $3.5M of net new revenue within seven months.
● Delivered 175% YoY net profit growth while simultaneously scaling headcount and battling unprecedented shipping and component cost increases during the pandemic.
● Secured the most significant purchase order in the company’s history of $3.4M.

Sought out to lead the restructuring and scaling of the company’s Channel Sales division. Accountable for reinventing and executing the SaaS business’s channel vision, structure, budget, and GTM (go-to-market) strategy while leading a team of 8 direct reports in supporting 40+ account executives and customer success managers responsible for direct sales (B2B) & in-direct sales (B2C). Implemented and executed sales processes and operational processes to increase overall sales efficiency.
● Provided turnaround leadership to jump-start sales at a 40% year-over-year growth rate in FY19, generating over $19M. Continued hockey stick growth into Q1 of FY20 with 100% YoY growth, producing over $3.8M.
● Led customer success tactics with a minimum 95% quarterly customer retention rate.
● Established partner programs, marketing initiatives, and growth strategies, resulting in the #1 market share position with over 42% market share. Launched “funded head” partner programs to entice $4M+ of net new revenue.

Promoted to East Sales Director, responsible for comprehensive sales strategy development, implementation, execution, and performance for each reporting region. Inspired, coached, supported, and developed multiple regional team leaders and channel partners. Oversaw the support and development of all national VAR and channel partners and built high-level relationships with C-level executives to form and execute growth strategies. Established annual targets and budgets for all sales divisions.
● Achieved an overall team goal attainment of 118% while delivering 30% year-over-year growth. All Regional Sales Managers exceeded 100% of annual individual goal attainment.
● Crafted a more responsive and market-driven organization, enhancing revenue by a minimum of 10% YoY from 8 of the top 10 partners, and headed partner strategies and initiatives that led to a promotion from Silver Partner to Gold Partner status with CDW.
● Optimized the performance budget for all sales divisions, analyzed results, and provided feedback continually, proactively improving top-line revenue and gross profit.

Spearheaded the turnaround efforts of 4 underperforming regions within five years. Identified gaps, implemented strategies, and developed leadership talent to take over regions. Oversaw the coaching, support, and development of each regional team and all channel partners.
● Achieved a minimum of 100% goal attainment while producing double-digit year-over-year growth from FY13 to FY17.
● Promoted as Regional Sales Manager three times before being promoted to East Sales Director.
● Navigated CDW from Bronze to Silver Partner status in FY14. Awarded Partner of the Year honors by the second-largest partner, Troxell, in FY15, FY16, and FY17.