• Exceeded quota by closed 11M+ in services contracts in the first year of the position• Leveraged partners and systems integrators to fill gaps and win deals• Drove quality and efficiencies by implementing rigorous process controls• Won engagements by responding to highly complex state and local government RFPs• Created an operational framework to ensure the sales playbook was followed in all stages of the opportunity• Devised a set of proposal tactics and negotiation strategies to close deals in a timely manner• Forecasted and reporting on strategic deals to executive leadership• Developed opportunity financials which balanced financial mandates with competitive pricing• Developed tools to scope large engagements (up to 100,000 billable hours)Recent Wins: LA County, Clark Count (Las Vegas), City of Seattle, City of Denver

• Exceeded sales and profitability targets 2021-2022• Transitioned customers from on-premise installations to SaaS• Managed scoping, pricing, sales pitches and contracting• Developed a rigorous professional services scoping process• Built a continuous improvement process to enhance overall accuracy of statements of work and corresponding financials• Rebuilt services sales materials including: sales interaction, collateral, offerings, methodology, scoping, engagement flow, tools, contracts, training and sales presentations• Built contracts: Statements of Work, Terms and Conditions, and Partner Agreements• Increased profitability by aligning services sales with the delivery methodology

• Managed global services sales (team of eight) with bookings over $45M in 2017 • Managed Ivanti services portfolio including: consulting, managed services, support, and training• Responsible for all services sales and marketing• Developed new services offerings with focus on long term customer retention• Responsible for all services contracting (over 1,000 fixed fee and T&M SOWs annually)• Member of key corporate teams: strategic long-term planning, pricing committee, business line core teams and corporate rebrand• Designed and built managed services business

• Built sellinglandesk.com, a channel enablement portal for deal registration, co-branding, enablement, training and certification• Sales certified over 1,200 partner reps in one quarter• Responsible for all worldwide channel communications and training

• Developed and executed alliance marketing plans with Hewlett-Packard• Developed SaaS offerings in Service Desk, PC Lifecycle Management and Security• Member of strategic alliances team working with international business process outsourcers • Managed MSP business (Wipro, Cognizant, En Pointe, Allied Digital, Insight, Hitachi)• Partner management including: recruiting, business planning, onboarding and sales forecasting

• Solution selling and demonstrations of the following ITIL disciplines: Systems Lifecycle Management, Security Management, Asset Management, Service Management, Process Management.• Lead generation through channel marketing, partner enablement, relationship building and online media.

• Pioneered and built Novell’s IT Services business to over $15M under contract in less than 3 years with profit margins 10% above industry standards. Responsibilities included: development of managed service offerings, program direction, financial models, partner contracts, partner relations, pricing, marketing and divestitures.• Six year member of the Novell Inventions Committee. Responsibilities included: reviewed over 1,000 invention disclosures, working with technology groups to find patentable inventions, resolving disputes over intellectual property, advising management on technology related issues and determining which inventions should be protected or exploited.• Created 24x7 coverage by offshoring new services to Mumbai, India (15 engineers).

• Successfully negotiated and closed multi-year managed services contracts in healthcare, manufacturing, finance and government sectors.• Managed all IT Services sales both domestic and international. Responsibilities included: commission planning, revenue projections, pipeline management, lead generation, contracting and negotiations.• Managed sales for 6 regions, encompassing North America, Australia and Asia, with 7 sales representatives. • Pitched and closed a $10M integrated services deal with a leading health care provider.

• Built a cross functional team for delivering extremely high uptime SLA’s (99.989%). Delivered uptime requirements 97.7% higher than industry standard.• Managed all aspects of product roadmap and SDLC including: market identification, product definition, development, release and end-of-life (EOL).• Architected a cross platform, multi-site, enterprise solution for monitoring: servers, applications and network hardware. System built with SCRUM methodology.• Evangelized products to large audiences (250+). BrainShare conference presenter from 1998-2004.