Expert Details
Go-To-Market Strategy, M&A, Integrations, Due Diligence, Sales Strategy, Sales Performance
ID: 740170
Georgia, USA
Expert launched his consultancy in 2024, representing Sales and Post-Sales organizations in M&A processes. His company's frameworks, engagements, and playbooks help M&A planning focus on top-line growth and sell faster out of the gate. By putting his customers front and center, he helps them build toward a growth future post-acquisition.
Prior to starting his own business, Expert was the Senior Director of Go-To-Market Strategies for Mergers & Acquisitions at Salesforce for 7 years. In this role, he represented the global sales organization for acquisitions from due diligence through deal close. Expert led due diligence on over 50 acquisitions, closed and integrated 28 acquisitions, and contributed over $1 billion ACV to the top line. Prior to his achievements at Salesforce, Expert was the Senior Director of Sales Strategy & Planning at Comcast's FreeWheel division. While in this role, he was responsible for all sales planning and governance requirements across the sales and client services teams. He also led an independent, internal team that was responsible for a reorganization of the company, focusing on client satisfaction, addressing market needs, and revenue generation.
Expert is a certified Lean SixSigma Black Belt, a Salesforce Ranger, and Eagle Scout. He has extensive overseas experience, having spent 6+ years in expat roles. Expert has his Masters of Education in Social Studies from Georgia State University and his BA in History and English from University of Georgia.
Specialties: Go-To-Market Strategy, M&A, Integrations, Due Diligence, Sales Strategy, Sales Performance, SaaS Sales, Business Operations, Sales Operations, Revenue Operations, Financial Operations, Organizational Design, Lean Six Sigma Black Belt, Continuous Improvement, Change Management, Ad Tech, Media Market Research
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 2002 | Degree: M.Ed. | Subject: Economics; Social Studies | Institution: Georgia State University |
| Year: 2001 | Degree: B.A. | Subject: History, English | Institution: University of Georgia |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2024 to Present | Employer: Undisclosed | Title: Founder & CEO | Department: |
Responsibilities:Represent Sales and Post-Sales organizations in M&A processes. Drive financial and business operations, due diligence, process improvement, and sales planning to help newly combined companies or divisions deliver value to clients and exceed acquisition expectations. |
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| Years | Employer | Title | Department |
| Years: 2017 to 2024 | Employer: Salesforce | Title: Senior Director, Go to Market Strategy | Department: Mergers & Acquisitions |
Responsibilities:Represent Global Sales Organization for acquisitions from due diligence through deal close. Lead global sales, sales strategy and cross-functional teams through acquisition integration, consistently producing 150%+ growth to target in cloud and services revenue.• Executed GTM due diligence on 50+ acquisitions; Closed and integrated 28 acquisitions; over achieved revenue target in year 1 on 100% of acquisitions; 90% in year two (25 of 28). Acquisitions have contributed $1B+ ACV to the top line. • Created and executed go-to-market strategies, sales methodology, sales operations, organizational structure, compensation design, account management plans, and services delivery for 70,000 person organization. • Partnered across the global executive team to collaborate on company direction and align on growth strategies through acquisition. • Defined key sales metrics, quota, and enablement goals to support customer acquisition, success, and retention. • Conceived and implemented GTM Integration playbook that pulls sales success into the first year post-acquisition close resulting in revenue increases, customer retention and satisfaction, and acquired employee retention. • Designed motivational, stretch compensation models based on collaboration between sales teams with closed/won business always as the North Star. • Accelerated Product Roadmap by driving transparency and feedback loops between sales, post-sales, product, and the customer. |
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| Years | Employer | Title | Department |
| Years: 2015 to 2017 | Employer: Comcast Freewheel | Title: Senior Director, Sales Strategy & Planning | Department: |
Responsibilities:Responsible for all sales planning & governance requirements across the sales & client services teams.• Led an independent internal team responsible for a reorganization of the company, focusing on client satisfaction, nimbleness to address market needs, and revenue generation. • Represented the sales team in all M&A activity, driving the integration of FreeWheel into Comcast and executing due diligence through integration on FreeWheel’s acquisitions. • Partnered with the CFO to ensure the operating model was hitting financial targets and sales team was focused on revenue-generating opportunities. • Spearheaded cross-functional team to develop and deploy go-to-market plan, including new pricing model, detailed training curriculum, and market segmentation - achieved 100% renewal rate YoY. • Executed detailed market analysis and financial modeling to support value-based pricing of the repositioned product offering; resulting in a YOY +35% increase in revenue. • Represented the revenue-generating teams through the Product Planning Process ensuring client needs were communicated to product and engineering, resulting in faster product development and sales growth. • Communicated monthly sales achievement, client initiative progress, and market trends to the global company linking employee impact to client success and revenue goals. |
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| Years | Employer | Title | Department |
| Years: 2008 to 2015 | Employer: Nielsen | Title: VP, Client Solutions | Department: |
Responsibilities:Managed Nielsen’s cross-functional team that maintained and grew (YOY +9%) the relationship with FOX News Channel, FOX Business Network, and the FOX Hispanic Media networks (MundoFOX, FOX Life, Nat Geo Mundo).Directed Lean/Six Sigma projects for Nielsen (cost savings of $1.5MM per annum) as well as major media partners including Disney, FOX and Comcast/NBC (revenue retention in $5MM). Member of the Acquisition team for Nielsen's acquisition of Arbitron. |
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Career Accomplishments
| Licenses / Certifications |
|---|
| Certified Lean Six Sigma / Black Belt |
| Awards / Recognition |
|---|
| Created Nielsen Global Impact Day, a company-wide Corporate Social Responsibility initiative for 34,000 employees in 72 countries. |
Language Skills
| Language | Proficiency |
|---|---|
| Mandarin Chinese | Conversational |
| Spanish | Basic |
| English | Native |
Fields of Expertise
merger integration, Mergers & Acquisitions, mergers and acquisitions, sales, sales effectiveness, go-to-market planning, go-to-market consulting, go-to-market strategy, sales planning, private equity, Lean Six Sigma Master Black Belt, change management, Change Management and Business Development, Continual Improvement, business growth coach, strategic growth