Expert Details
Software, Cybersecurity Solutions, CRM, and Sales Intelligence
ID: 739675
Florida, USA
Credit for developing new markets from scratch and consistently enhancing revenue with the focus on top-line & bottom-line performance. Excels in formulating strategies plans to facilitate the attainment of business targets. Articulate communicator with exceptional mentoring skills in transforming a low-performing team to a high-caliber workforce. Presentation-honed and proficient in grasping new concepts quickly and productively utilizing employee input.
Key titles:
Vice President of Sales
Chief Operating Officer
Global Vice President of Sales Operations
Skill Areas: Strategic & Operations Planning • Sales Management • Business Development • Solution Selling • Key Account Management • Presentations •P & L Management • Process Improvement • Cross Function Team Leadership • Competitive Analysis • Global Business Planning • Training • Sales Promotion • Customer Service • Problem-Solving • Leadership • Strong Interpersonal Skills • Analytical Skills • Client Relationship Management • Team Management • Communications and Marketing • Software Sales • Strategic Thinking • Investment Compliance • Presentation Skills Technical Skills: Salesfore.com, MSFT CRM, ZOHO, HubSpot CRM, Mainframe tools, distributed applications, SaaS platforms, IOT Networks, Cyber Security Applications ERP, Microsoft, Compuware, IBM, ASG, Telecom. Certified Solution Sales Trainer, EOS
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 1975 | Degree: MS | Subject: Psychology, and Business Administration | Institution: William Paterson University and Henley |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2020 to 2022 | Employer: Netwrix | Title: Global Vice President Sales Operations | Department: Sales |
Responsibilities:Global VP of Sales OperationsNew Technologies The company is based out of the UK, in London, with offices in Naples, Florida, and globally. The cyber security firm, now 15 years in operation, is developing and addressing the enterprise market with F500 international accounts. Netwrix acquired NNT in June 2021. Expert has been deeply involved in the integration of both companies, encompassing best practices of both. Among other responsibilities, he created an effective set of behavioral metrics for all sales staff that will empower the NNT management team to make necessary adjustments and interventions in support of the drive to increase sales. These metrics include outbound activity, sales pipeline, forecast, achievement as well as execution of the NNT Sales Paybook and demonstrable evidence that the correct sales approach and activity levels are being maintained. To this end, Expert created a regular training program that adapts to the prevailing identified requirements for all sales. Minimum one session per month. Expert provided sales training and coordinated others to do so, including sales leaders, department leaders, staff and company directors. He helped with professional services programs; built and coordinated the execution of new starter induction program for sales staff; and created and published the necessary leader board and progress reports that will help NNT management to drive healthy competitive activity in the support of driving more sales revenue. Expert works closely with the NNT Board to identify improvements needed in the NNT sales process and customer retention. He has also assisted in mentoring and coaching NNT sales VP’s; aided in hosting and running sales forecast sessions; and provided regular input into areas that will improve the NNT forecast process. Expert has assisted in the recruitment of new sales talent; participated in regular sales strategy discussions to assist growth and improvement; and contributed where possible to the process of closing opportunities alongside the sales team. He has contributed ideas to help the NNT sales function to evolve and improve; promoted awareness of NNT sales progress against target and be ready to inject help to individuals that are slipping behind. Expert has assisted the CEO and CTO in ensuring prescribed sales process is followed including adherence to the Playbooks and other required behavior. |
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| Years | Employer | Title | Department |
| Years: 2018 to 2020 | Employer: Linga | Title: COO | Department: C |
Responsibilities:Expert is COO of this company, headquartered in Naples, Florida, with offices in Chennai. The company employs more than 110 people and is growing. The company is designing groundbreaking software and providing customer service to a rapidly growing retail market throughout the world.Expert has designed and implemented business strategies, sales plans and procedures and set comprehensive goals for performance and growth. He established policies that promote company culture, sales growth and vision. He also oversaw daily operations and sales of the company and the work of executives: IT, Marketing, Sales, Customer Retention, Finance, and others. Expert led employees to encourage maximum performance and dedication. During this time, he evaluated performance by analyzing and interpreting data and metrics; writing and submitting reports to the CEO in all matters of importance; aiding the CEO in fundraising ventures; and participating in expansion activities -- investments, acquisitions, corporate alliances, and others. Expert was responsible for managing relationships with partners/vendors. He also outlined the long-term vision and goals for each account mapped with short-term strategies and action plans to achieve the goals; and played a pivotal role in vision building, goal setting, and restructuring of the organization along with client relationship management. During this time, Expert established and nurtured productive relationships with the key decision-makers to further strategic goals and increased sales opportunities. |
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| Years | Employer | Title | Department |
| Years: 2017 to 2018 | Employer: Aricent | Title: COS to President | Department: C suite |
Responsibilities:During his time holding c-suite responsibilities for this multi-billion-dollar professional services organization, Expert was responsible for business development, regional sales management, channel distribution, and application and services.Expert designed and implemented the strategy that fulfils the objectives, maximizing revenues, profits, and market share of the company while streamlining overall operations pertaining to sales and marketing and business development. He worked as a Consultant for CRM applications, business development, solution sales, customer retention and marketing solutions. During this time, Expert incorporated this sales methodology into the CRM process for improved lead tracking, pipeline and forecast management. He was also responsible for building sales operations into a profit center by helping the sales teams organize, qualify and close. He helped the president of Aricent CTS, with business transformation. He was involved in the telecom verticals, software and Blockchain applications for telecoms, financial Services Developed. Expert executed impactful marketing campaigns for new and existing products to generate a lead pipeline to fuel the sales and new business development organizations. |
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| Years | Employer | Title | Department |
| Years: 2016 to 2017 | Employer: (Undisclosed) | Title: VP of Global Sales and Cybersecurity | Department: |
Responsibilities:In his role as Vice President of Global Sales and Cybersecurity, Expert was responsible for increasing sales revenues, customer retention, exceeding targeted goals, and developing profitable and productive business relationships and building an extensive client base with the distinction of accomplishing multi-fold revenue increase. Among other achievements:Selected and trained three salesforces for increased market penetration and revenue growth and managed a comprehensive sales training program for new hires. Designed and implemented the strategy that fulfils the objectives, maximizes revenues, profits and market share of the company while streamlining overall operations pertaining to business development and sales. Managed review meetings to establish regional sales goals by product and target accounts and monitored regional development and growth. Professional Services for training, implementation, and testing. Strategically planned and conceptualized creative, out-of-the-box strategies to enhance corporate business accounts. Developed a rapport with regional distributors and area representatives for improved customer services. Worked with other departments to ensure alignment of company goals, as set by senior management and ensured the achievement of business growth strategies. In seven months, built an $11M pipeline with sales at $3M within that timeframe. Qualified lead program generated over 1,200 opportunities. |
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| Years | Employer | Title | Department |
| Years: 2014 to 2017 | Employer: (Undisclosed) Software Solutions | Title: Senior Vice President of Customer Success and Retention | Department: |
Responsibilities:Responsible for developing a world-class customer service maintenance retention program with a value of $160M to the technology company's worldwide customers to provide value to ensure continued support for our enterprise software solutions, accounting, ERP and financial applications. Customers included Sage, Pega, NetSuite and other.Saved over $20M annually due to customer retention. Created an operations sales center that focused on a transactional level, global sales, product, financial, communications, and pipeline review for a focused and proactive approach for problem discovery, sharing and resolution. Development of a customer care maintenance retention group, financial leasing options, compliancy division and strategic working relationships with worldwide general managers of sales, worldwide executive vice president of sales, president and the executive staff. Incorporated Salesforce methodology in their CRM. Created multi-channel marketing strategy for brand awareness, name recognition, and sales leads. Created a lead generation team to develop qualified lead for professional services and the sales force using a solution sales methodology. |
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| Years | Employer | Title | Department |
| Years: 2013 to 2014 | Employer: (Undisclosed) Security Software | Title: President and Chief Operating Officer | Department: |
Responsibilities:In his role as President and COO, he was responsible for growing the security software company's global sales, service, and productivity operations, including Salesforce adaptation. Increasing their engagement with diverse group of customers spanning federal and local governments, healthcare, enterprise, manufacturing, software and international government and industries.Expanded awareness of Identify Security Software revolutionary cyber security solutions. In addition to helping to build corporate structure necessary to reach goal of being dominant disruptive cyber security solution, achieve profitability and file for IPO. • Conducted an NBC news interview. • Created Marketing, Brand, PR and social awareness programs. • Presented financial and funding presentations to equity and venture funds. • Helped develop business plans, sales and operational plans for cyber security start up for cyber facial, biometric solutions and Identity & Access Management (IAM) solutions, via devices and software applications. |
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| Years | Employer | Title | Department |
| Years: 2010 to 2012 | Employer: Lowry Computer Products | Title: Senior Vice President | Department: Sales & Marketing |
Responsibilities:Recruited to orchestrate go-to-market plan for technology solutions, and engage SaaS, professional services, and telematics apps -- CRM (SFDC) as an enterprise account. Manage all aspects of inside sales and field organization, including full P&L.As a VAR and ISV, in addition to being SI, working in channel, selling into OEM's such as GM, FD, CH, transportation, and coordination companies. Provided leadership to both field and inside sales teams, and developing symbiotic relationships between groups to drive sales growth. Incorporated Salesforce and solution sales methodology to reduce sales cycles and customer retention. Incorporated solutions for e-commerce to monitor data to reduce eCommerce fraud, security breaches, and network security. Helped grow sales to over $75M in two years (from $35M). Member of International Channel Executive Reseller Council for Ingram Micro, $38B technology distributor. As an ISV and VAR, resold Motorola, Honeywell, Zebra, Cellular Wireless, M2M and IoT, Mobility & SaaS Solutions -- and most mobility software apps and products. Responsible for contracts, leases, and financial programs. Verticals included: financial, insurance, manufacturing, transportation, Telco’s, retail, consumer electronics with software solutions. B2B technology/SAAS experience selling enterprise software solutions. • Resold, through Ingram Micro – o Cyber-Physical Security & Surveillance products and solutions o Cyber-Secured Wireless & Wired Communications (Motorola and others) o Integrated Critical Infrastructure Operations (We were an ISV) o Comprehensive Situational Awareness (We offered pro services) Directed and coordinated company field, inside sales, channel, and marketing functions. Researched and developed strategies and plans -- identified marketing opportunities, direct marketing, and new project development for our supply chain solutions. Developed customer social networks with Salesforce Sales Cloud, SalesforceData.com, and Salesforce Service Cloud. Analyzed and evaluated effectiveness of sales both inside and field, methods, costs, and results. Represented company at various community and business meetings to promote company. Established and grew positive relations with partners, vendors, and distributors. Recommended and administered policies and procedures to enhance operations. Worked with department managers and corporate staff to develop five year and ten-year business plans for company. Sales Training Mentor for United States Army. |
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| Years | Employer | Title | Department |
| Years: 2001 to 2010 | Employer: Compuware Corporation | Title: Vice President | Department: Sales |
Responsibilities:Launched sales and service division that started originally with 26 salespeople that grew to 10 managers and over 150 sales reps internationally over nine years. Created an effective, quality-focused sales organization working direct and through channel. Recruited, selected, developed and motivated talented team of field, inside sales, managers, and channel organizations globally.Sold to all verticals, including OEM’s, GM, FD, CH, transportation, coordination. Created and championed lead demand generation groups of 50 teleprospecters that is still creating qualified leads. Expert's sales group and product line were sold to MicroFocus of UK. Products included SaaS -network security monitoring and testing tools, cellular wireless, ISV’s, M2M and IoT, mobility & SaaS Solutions, software application testing and client, server, and network load testing products as well. Verticals included: financial, insurance, manufacturing, transportation, Telco’s, retail, consumer electronics with software solutions. Helped with Covisint group, subsidiary of Compuware, work on HIPPA-compliant application, IoT and sales, with secure SaaS portal, which went public. Selected Achievements: • Generated over $150M annually in new sales. • Responsible for Compuware’s $600M annually Customer Retention Program. • Administrator and owner of Salesforce.com initiative. Developed CRM program and grew it from 40 licenses to over 3,000 globally. Designed and developed one of first CRM systems to integrate solution sales methodology into SFDC. Was sold Salesforce.com platform by Marc Benioff at Compuware in 2001. • Created financial and leasing programs for sales and promotions. • Created business development, marketing demand generation department that is still active at Compuware. Established channel reseller group. • Earning the Sales Innovator of the Year Award from the American Association of Inside Sales Professionals for excellence in the design of sales, business development and marketing programs. • Created and led lead generation team, inside sales teams, field reps for specific product lines and the reseller department. • Enhanced customers’ ability to manage costs by providing Compuware IT Portfolio Management services, including development software, testing applications and professional services. • Built multi-site Sales Call Center with branches in Detroit, New Hampshire, Toronto and Amsterdam, NL. • Fostered high performance work environment based on key inbound/outbound metrics, order, and call quality, call management and rep productivity; implemented effective performance management practices to proactively address all issues. • Recognized as key employee to organization, serving on executive board to President and CEO. |
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Career Accomplishments
| Associations / Societies |
|---|
| Member, American Marketing Association Member, American Association of Inside Sales Professionals Member, CXO Professional Group Member, SCORE -- Business Consultant |
| Licenses / Certifications |
|---|
| Certified Solution Sales Trainer EOS Trained |
| Professional Appointments |
|---|
| Member of International Channel Executive Reseller Council for Ingram Micro, $38B technology distributor (early 2010's). |
| Awards / Recognition |
|---|
| Sales Innovator of the Year Award (mid-2000's_ from the American Association of Inside Sales Professionals for excellence in the design of sales, business development and marketing programs. |
Additional Experience
| Other Relevant Experience |
|---|
| Instructor -- North Jersey Ju Jitsu Club and Olympic Academy of Martial Arts Member, Rotary -- Naples, Florida |