Second-line leader overseeing five First Line Managers; owns $151M in ARR with responsibility for $26.6M in net-new ARR. Executive sponsor for Walmart, AT&T, ExxonMobil, FedEx, Accenture, HCA, Toyota, McDonald's, and UnitedHealth Group. Driving AI-based practices to improve forecasting accuracy, pipeline management, and team productivity.
Led four Regional Vice Presidents across the Southeast. Delivered $17M net-new and $45M renewal ARR (114% of annual plan) and added 17 new logos including Dollar Tree, Marriott, and HCA. Named Top AVP in North America.
Led three Regional Vice Presidents across the Southwest. Achieved 100%+ attainment across ARR, NARR, and RARR objectives, with strategic wins at QuikTrip, Children's Health, and CBRE. Named Top AVP in North America.
Led 36 Account Executives across four regions. Managed a $130M ARR business and exceeded annual targets by 128%. Built a high-performing sales culture that achieved zero voluntary attrition.
Led 16 Account Executives across two regional teams and exceeded annual targets by 172%, while establishing forecasting rigor and executive business review processes.
Rebuilt an underperforming organization to deliver 139% of annual quota, recruiting eight Account Executives and implementing MEDDICC methodology.
Built a new regional organization from the ground up, increasing pipeline generation by 1,600% and recruiting six enterprise Account Executives.
Built strategic alliances with BMC, Verizon, Accenture, IBM, HCL, and UST that quadrupled partnership-generated pipeline and contributed to IBM's acquisition of Turbonomic.
Led a team of five enterprise specialists across Latin America, exceeding annual quota by 125% with a 7x pipeline ratio.
Exceeded quota in multiple years (peak 183% in 2015) across cloud, analytics, and performance management sales, building C-level relationships across financial services, telecom, retail, and energy. Recipient of Director's Awards (2009, 2012) and FY12 Outstanding Contributor, Executive Briefing Program.