Hard-Charging Sales and Marketing Professional
Proven sales professional with more than 20 years of experience in the sales and marketing of SaaS-based HR technology to Fortune 500 companies. I believe that my unique blend of product, pre-sales, marketing and direct sales expertise make me the ideal candidate for any organization looking to add to their sales team. Throughout my career, I have consistently demonstrated an aptitude for:
- Building trust and identifying core business needs: My consultative approach to sales allows me to delve deep into client challenges and tailor solutions that directly address their unique goals. In my previous role at Fuel50, I successfully exceeded sales targets by developing and implementing a targeted strategy for new market segments focused on skills transformation leveraging AI.
- Presenting compelling solutions and showcasing ROI: I excel at translating complex technology into impactful business value propositions. My experience in performing enterprise-level product demonstrations and crafting persuasive presentations ensures clear communication and resonates with executive audiences.
- Managing intricate sales cycles: How many pre-sales team members have carried a direct sales bag? This experience allows me to better understand what it takes to get deals across the finish line and support sales. From prospect generation and qualification to deal negotiation and closure, I am adept at navigating the entire sales process with finesse. My experience in managing long and complex deals at Fuel50 honed my ability to drive urgency and secure successful outcomes.
- Providing ongoing thought leadership: My passion for the technology extends beyond sales transactions. I actively contribute valuable insights through blogs, articles, and webinars, solidifying my position as a trusted resource for clients and colleagues alike.
I believe my unique experience, combined with my proven track record of exceeding revenue targets and building loyal customer bases, makes me the ideal candidate to help any SaaS organization looking to gain more market share. Hitting the ground running and delivering immediate impact comes naturally to me. I would welcome the opportunity to discuss how my skills can supercharge your growth.
What makes me different?
Holistic understanding of the customer journey
I have walked in the shoes of every stage of the customer journey, from experiencing their pain points in customer support to understanding their needs as an implementation manager and pre-sales leader. This gives me a unique perspective on the entire sales cycle and allows me to anticipate customer needs at every touchpoint.
Deep product knowledge and market expertise
My experience as Director of Product Strategy for Onboarding and Recruiting solutions has given me a deep understanding of the market landscape, competitive landscape, and the features/benefits that resonate with different customer segments. This knowledge is invaluable in crafting compelling sales narratives and positioning myself as a trusted advisor.
Proven ability to build relationships and influence
Managing teams, leading pre-sales efforts, and closing deals showcase my strong interpersonal and communication skills. I understand how to build trust, navigate objections, and guide customers toward mutually beneficial outcomes.
Adaptability and innovation
My adaptability and forward-thinking approach led me to embrace AI as a game-changer in sales. I've not only sold AI solutions like Talent Marketplaces and Career Pathing, but I also possess the technical expertise to explain their value proposition to clients, translating complex algorithms into tangible benefits. This allows me to build trust, address AI concerns proactively, and ultimately close deals that leverage AI's power for mutual success.
Thought leadership and industry credibility
My experience as VP of Sales and Thought Leadership has established me as a trusted voice in the HR tech space. This credibility will be invaluable in building rapport with potential customers and positioning myself as an expert in the field.
Work History
Additional Information
The Anti
ServiceNow HRSD Business Process Consultant
2023 - Present
In my current role, I am responsible for guiding enterprise organizations on their journey to implement the ServiceNow HRSD platform. I work with clients to understand their unique business needs and translate them into the ServiceNow platform. Most recently I successfully implemented the ServiceNow Talent Development and Skills intelligence solution both internally and externally.
Accomplishments
- Provide HR expertise and best practices.
- Consult with organizations to understand their unique business needs.
- Manage data collection and implementation sprints
- Develop and deliver ServiceNow HRSD training.
- Presented at industry conferences and events on Talent Development and Skills.
- Direct Sales Support in the area of Talent Development leading to multiple new logos.
- Co presented with ServiceNow on Talent Development webinar
- Multiple Blog Post
Skills
- ServiceNow
- ServiceNow HRSD
- ServiceNow Talent Development & Skills Intelligence
- Trainer
Fuel50
Regional Vice President of Enterprise Sales, Southeast
2020 – 2023
Successfully sold enterprise HR technology solutions to Fortune 500 companies for over three years, consistently exceeding sales targets. Built strong relationships with key decision-makers at customer organizations and developed a deep understanding of their HR needs.
Accomplishments
- Consistently met or exceeded sales targets during my tenure.
- Developed and implemented a successful sales strategy for new market segments
- Built and nurtured prospect pipeline
- Built strong relationships with key decision-makers at customer organizations
- Presented at industry conferences and events on HR technology trends
Skills
- Enterprise HR technology sales
- Account management
- Prospect and qualify new leads
- Develop and deliver sales presentations
- Negotiate and close deals
- Manage customer relationships
- Provide post-sales support
- Provide ongoing thought leadership in the form of blogs, articles, and webinars.
Director of Sales Enablement and Thought Leadership
2019 – 2020
As Director of Thought Leadership and Sales Enablement, I provide pre-sales support to all enterprise, mid-market, and partner sales representatives. Leveraging product knowledge along with client and industry best practices it is my role to work with sales to assemble and present the best possible solution that highlights how we solve our prospect's unique business needs.
Primary Responsibility Included:
- Product and Industry Expert.
- Perform all enterprise and finalist product demonstrations.
- Create and maintain a master RFP database.
- Manage Sales Discovery process.
- Provide ongoing thought leadership in the form of blogs, articles, and webinars.
- Provide ongoing feedback to product management and sales leadership.
Cornerstone On-demand
Principal Consultant, Thought Leadership & Advisory Services
2017 – 2019
As Principal Consultant within the Thought Leadership & Advisory Services group, It was my role to provide thought leadership and domain expertise in the area of SaaS-based talent acquisition. Focusing on helping clients achieve their business objectives through "best-in-class" talent acquisition strategies.
Primary Responsibility Included:
- Provide thought leadership through webinars, speaking engagements, blogs/articles, and research.
- Work with organizations to ensure their talent acquisition strategies are aligned with their larger business goals
- Coaching and leading clients on Talent Management, process redesign, and maturity models
- Supporting sales with consultative advice for prospects, account strategy, and development of solutions.
- Understand, research, and communicate client and market trends.
- Serving as liaison between your customers, Consulting, and Product Strategy
Montage Talent/Modern Hire
Vice President of Product
2014 – 2017
Montage is the leading provider of purpose-built video and voice interviewing technology for large enterprise. As Vice President of Product, I was responsible for the overall strategic direction of the Montage solution and the Pre-Sales and Product Positioning.
Primary Responsibility Included:
- Product Strategy: As VP of Product, I was responsible for working directly with product management to continue to enhance and innovate in video and voice interviewing while identifying new market opportunities.
- Product Marketing: Creation of product messaging, website content, and demonstration scripts. Additionally, I moderate speaking engagements, write blogs, evangelize at tradeshows, and perform analyst briefings.
- Pre-Sales Team: Managed a team of 3 solution consultants with an annual demonstration volume of 450+ onsite and remote product demonstrations. Personally, responsible for remote and onsite executive-level product presentations.• Technology Alliances: Working directly with existing technology partners to increase awareness and drive greater adoption. Expanded the partner ecosystem by identifying new strategic opportunities within the applicant tracking and screening industries.
SilkRoad Technology
Director, Product Marketing
2012 – 2014
SilkRoad offers a full suite of products that automate and streamline the talent management process. As Director of Product Marketing, I was the driving force and chief evangelist responsible for crafting clear messaging for our products and services.
Primary responsibilities included:
- Product Positioning: Responsible for generating messaging that differentiates solutions in the market and ensures consistent product communication through channels such as websites, blogs, marketing collateral, sales presentations, and whitepapers.
- Product launch: Collaborated with product management and marketing to create effective go-to-market strategies for new and upcoming product releases, which resulted in higher client adoption and market awareness.
- Product Evangelist: Led hundreds of sales, customer, analyst, and group presentations surrounding the value these solutions bring to organizations and the overall talent management market.
- Marketing Lead Generation: I worked directly with Sales and Marketing to develop and execute marketing campaigns that resulted in a 50% increase in marketing-qualified leads.
SilkRoad Technology
Director, Product Strategy – Talent Acquisition
2008 – 2012
In this role, I was directly responsible for the two highest revenue-producing products within the Silkroad suite; OpenHire and Red-carpet. These products combined now service over 1800 customers. This role included the day-to-day product management responsibilities in addition to working with sales and marketing
Sales & Marketing Achievements:
- Increased new bookings by 40%, increased customer renewal rate, sales MVP 2010, 2011, and 2013.
- Responsible for both product management and marketing innovations driving increased lead generation.
Product Innovations:
- Brought several key product innovations to market, including Recruiter Dashboards and social, apply, connect, and share methods. These many innovations resulted in greater client adoption and renewals while generating new leads and buzz in the industry
Client Expansion: Responsible for the creation, rollout, adoption, and ongoing moderation of client user groups. Growing from 0 to over 200 members.
Vurv Technology
Pre-Sales Manager
2005 –2008
Responsible for managing and training a team of 5 pre-sales engineers, focused on the enterprise talent Management space. Worked with sales and marketing to develop value propositions and product demonstration scripts in the areas of recruitment, onboarding, and performance management.
- Led onsite product demonstrations as well as Usability Workshops with key accounts as required during the sales cycle.• Effectively communicated market feedback, including competitive intelligence from the field, to appropriate internal stakeholders.
- Collaborated with regional sales managers to develop and execute the appropriate sales strategy for key accounts through discovery/needs analysis sessions.
- Performed Gartner Magic Quadrant demo resulting in the only private company to score in the upper right quadrant.
Beeline Inc.
Implementation Manager
1998 –2005
Responsible for creating solution design documents for each client as well as the creation and maintenance of the MS Project Plan. Traveled to client sites to present proposed website and application usage. Imported all client data and coordinated development and training resources.
Customer Service Manager
Responsible for the startup of new helpdesk and all process and procedures documents. The hiring of 8 helpdesk staff members and application training. Successfully implemented a new CRM tool as well as an IP-based phone system. Daily call volume is approximately 200 calls. Responsible for Call Monitoring as well as client SLA creation and reporting.
