I'm passionate about building businesses. I have a track record of identifying opportunities and providing strategic direction to drive sales. Deep understanding of customer development, establishing sales functions within companies, business-to-business sales strategies, and business models. Experience launching business units and leading teams in large matrix and startup environments.
uplift data partners, vp, business development & Sales
February 2017 - Present
Uplift Data Partners is an early stage drone services company. My charter is to identify where we should play in a crowded ecosystem given our organizational resources and capabilities. And to create a sales structure and systems to generate revenue. This blog post represents my thoughts on the aforementioned topics after a few months working at this company. Where are You Placing Your Bets for Your Startup? . Secured 31 new logos and 10 Master Services Agreements in 16 months.
Experience Gained: white-space analysis, customer development, pricing, contract negotiation, enterprise sales
onvi, chief operating officer
September 2016 - February 2017
Took on the COO role at a hardware startup attempting to bring a new oral hygiene product to market. The company had built a working prototype and sought to raise capital to fund small batch production. My responsibilities included managing the supply chain, primary point of contact with international manufacturer, design company & law firm, financial reconciliation and pitch development. Introduced business model framework to identify white space in the market, implemented 10 week cashflow forecast and models to help CEO make decisions. I learned a ton in my short time at the company. Bottom line: Hardware is hard : )
Experience Gained: project management, contract negotiation, cashflow forecasting
gartner, senior account executive
September 2013 - August 2016
Individual contributor role with responsibility to develop and execute strategy to increase revenue with local government entities.
Increased revenue 3X over two year span.
Developed marketing strategy and executed tactics to drive 100% YOY customer retention.
Selected to Gartner Champion Team (approx. 5% of the sales force). Members are identified as future leaders within the company. Members share best practices and evangelize product updates and innovations across sales organization.
Experience Gained: driving sales in complex client environments, sales forecasting, territory planning, account planning, value-selling methodology.
power2switch, director Business Development
June 2011 - September 2013
Lead role responsible for launching the company’s commercial business, market expansion and strategic partnerships.
Sold over 200 commercial accounts (accounting for 48% of company revenues) in Year 1 in a highly competitive deregulated marketplace.
Increased amount of residential customers 17% by securing distribution partnerships with established companies (e.g. Angie’s List, Mint.com).
Power2Switch was a startup that provided an online exchange for customers to select electricity companies in deregulated markets. It was acquired in 2013.
Experience Gained: entrepreneurship, creating a commercial sales function, product wire-framing, developing marketing materials, customer development, establishing partnerships
the foster group, inc. director Business Development
June 2003 - September 2011
Business Development Manager (2006 - 2011)
In a leadership role, developed and executed strategic plans for the public sector consulting practice. Scope included state and local governments within Illinois. Led deal pursuit, deal negotiations, strategic partnerships, and project staffing.
Developed partnerships that resulted in 38% of firm revenues in FY 2009.
Developed and implemented proposal management process, reducing proposal development time by 50%.
Increased new project revenue by 204% in FY 2007
Sourced project personnel to expand firm’s delivery capabilities.
Account Executive (2003 - 2006)
Sales hunter role pursuing contingency planning, data security, and healthcare technology projects.
Sold project to existing and new clients. Averaged 18% YOY new revenue growth
Experience Gained: entrepreneurship, driving sales in complex client environments, creating revenue generating partnerships, Sandler-selling methodology.
xo communications. director Business Development
June 1999- May 2003
Manager Sales Support/Regional Manager (2001 - 2003)
Selected to team of 4 out of 50 people to develop and launch centralized order fulfillment capability. Hired and trained 10 direct reports. Launched and managed South Region Order fulfillment business unit supporting 8 markets in southeastern US.
Executed communication plan and change management efforts regarding the order fulfillment process resulting in 100% adoption across South Region within two months of launch date.
Consistently led top rank performing unit (throughput/volume/accuracy) nationally.
Sales Representative (1999 – 2001)
Business to business sales hunter role.
Received 120% Club Membership Award, as one of only four, in Year 2000
Achieved 115% of quota during first year
Four-time “Shoe Leather Award” winner for highest number of new accounts per month.
Mentored new sales rep for 6 months, in which he attained 110% of quota.
Experience Gained: sales, picking up the phone and taking prospects from not knowing you to a closed deal, hiring, sales operations, management.
kellogg school of business, northwestern university
B.S. human & Org DEVELOPMENT
Awarded full Athletic Scholarship for Football
Member, Fellowship of Christian Athletes
Member, Student Athlete Advisory Board
Vanderbilt Representative, NCAA Leadership Conference
All Academic Southeastern Conference