Four disciplines carried across every region and company I've led: the operating model behind the numbers on this page.
Nothing gets forecast, coached, or closed without a full funnel behind it. I treat pipeline generation as the first job, and it's why I've delivered a 1,600% pipeline increase at Plex, a 7x pipeline ratio at BMC, and a quadrupled partner-generated pipeline at Turbonomic.
I use AI-driven pipeline inspection and deal scoring to replace gut-feel commits with real signal. It's the same rigor that took Tanium Central US to $151M in owned ARR and TIBCO's Cloud & Data org to 128% of plan.
Every region I've run has been rebuilt through its managers first: recruiting, developing, and holding First Line and Regional leaders to the same standard I hold myself to.
I'm executive sponsor for accounts like Walmart, AT&T, ExxonMobil, and HCA. Those C-level relationships are mine to build and protect, alongside the deal.
Every organization I've rebuilt or grown has run through the same three-step framework. It's how a 172%-of-plan quarter or a 1,600% pipeline build turns into something repeatable, quarter after quarter.
Strip a territory or a sales motion down to the few things that actually move the number: the accounts, the messaging, the metrics. Complexity is what stalls an underperforming org; it's the first thing I remove, whether that meant rebuilding South Central's pipeline process or resetting Plex's Mexico go-to-market from scratch.
Turn what works into a repeatable process (forecasting cadence, MEDDICC qualification, executive business reviews) so results depend on the system rather than any one person's instinct. It's how I've taken every team I've led from inconsistent quarters to consistent over-attainment.
Once the motion is simple and standardized, it can grow (more reps, more regions, more ARR) without breaking. That's the throughline from a 5-person LatAm team to a $151M, five-manager organization at Tanium, and the model I'll bring to a company-wide seat.
Simplify, standardize, scale is built into a standard set of tools every rep and leader on my team uses the same way, deal after deal, region after region.
Every one of these is built on strategy, real pipeline data, and a best-of-breed technology stack. That's what makes the framework repeatable, no matter who's running it.