Mobile: (770) 893-8747 Southeast United States Email:

Qualifications:
Over 20 years of Sales and Sales Management experience. 10+ years spent in execu
tive sales management roles expanding large sales operations and building ground
-floor sales operations, including significant experience building indirect sale
s channels. Consistent sales leader with a dynamic record of achievement across
a wide range of software solutions (Enterprise License and SaaS/On-Demand models
) including CRM, ERP, Business Intelligence, e-Business, Web Analytics, Web Mark
eting, Mobile Applications and Mobile Marketing. Experience ramping early stage
companies into market leadership position. Experience delivering double-digit gr
owth within mature organizations.
How others have described my personal qualities include: Team Player. Strong Pla
yer Coach. Energetic. Self-Motivated. Ethical. Top Achiever. Passionate. Cares A
bout The Customer.
Experience:
Atomic Labs (* M&A Term Sheet in process) (Aug 2010 - Present)
EVP
As EVP, I lead all direct and partner sales activities for the company globally.
This is a consulting engagement and my primary goal has been to help the compan
y land the requisite number of premier accounts along with value-added resellers
to position the company for either merger or acquisition. Atomic Labs is a priv
ately held company funded by the founder and handful of individuals - no venture
or institutional funding has been taken. Atomic Labs provides advanced click-st
ream capture and real-time user monitoring technologies that is helping improve
the data accuracy and performance of some of the world's largest web sites and w
eb analytic solutions. Atomic Labs is bringing a new level of effectiveness and
power to the way marketers and researchers collect, use and share web analytics
data.
iPerceptions Inc. (Aug 2008 - Aug 2010)
Chief Sales Officer
iPerceptions is a leading provider of web analytic solutions to the top companie
s across virtually all industry segments. The company delivers its solution and
services in a SaaS/On-Demand model. In addition, the company offers highly speci
alized consulting services designed to deliver deep insights and actionable reco
mmendations that lead to top and bottom line improvements in the on-line channel
. Major accomplishments include:
* Doubled sales in just over 1 year
* Delivered 6 consecutive quarters of growth including the largest revenue quar
ter upon exiting company
* Delivered the largest quarter in company history - beating previous mark by 4
1%
* Increased customer renewals by 20% in 2008 and 35% in 2009
* Opened European market landing Fiat, Toyota, Guardian Publishing & Star Allia
nce in 150 days
* Landed contracts with P&G, Fed Ex, Comcast, Citibank, GM, Altria, United Airl
ines and Nokia among others
* Implemented new selling processes, revised compensation plans to align with c
orporate goals, instituted sales training and re-organized entire department to
maximize productivity
Air2Web, Inc. (May 2002 - Aug 2008)
Senior Vice President of Sales
Air2Web is a privately held mobile application development and data delivery pla
tform provider. The products and services are offered in a SaaS/On-Demand model.
My primary responsibilities included building and managing all Sales operations
with Marketing duties at various intervals during my tenure. The company is foc
used on selling Mobile Productivity applications, Mobile Advertising/Marketing s
olutions and Mobile Data delivery services to all industry segments. Major accom
plishments included:
* Created recurring revenue stream of over $10M from scratch inside of 5 years
* Secured significant, multi-year agreements with Fortune 1000 companies includ
ing - American Express, AT&T Wireless, Sprint, Verizon, UPS, Proctor & Gamble, J
P Morgan Chase, Citibank, Cox Enterprises, Office Depot, Amazon, Navteq, Fed Ex,
The Weather Channel, CSX and Starbucks among others.
* Built company's sales operations from the ground floor into coverage across E
urope and Asia
* Built company's partner channel from scratch to contributing six figures annu
ally in less than 2 years
* Coordinated Selling, Operations and R&D efforts to align with marketplace dem
and, which in turn drove development of new high-growth products.
* Implemented a consistent and repeatable process for lead generation, forecast
ing and closing sales opportunities. Processes were based on a mixture of source
s from Salesforce.com, multiple lead-generation tools, competitive market analys
is, and Target Account Selling methodologies.
Infinium Software, Inc. (Acquired by SSA GT and now part of Infor) (Oct 1997 - M
ay 2002)
Account Executive, District Mgr, Regional Vice President
Infinium Software provides E-Business, CRM, ERP and Business Intelligence soluti
ons along with specialized consulting services to both the Fortune 1000 and SMB
marketplace. The product suite addresses all functional needs of both the front
and back office within any Enterprise. Products are sold in an Enterprise Licens
e model at the "C" level. Primary competitors are SAP, Oracle, CA, SAS and IBM.
Major accomplishments included:
* Recognized as Top Sales Manager globally every year while serving as Regional
Vice President
* Led top performing sales team globally which spearheaded corporate growth to
$95M annually
* Recipient of President's Club award every year
* Delivered double-digit sales growth every quarter
* As a manager, I led the sales team that captured the most new business 3 out
of 4 years running
* Coordinated large International deals involving Europe and Asia/Pac operation
s
* Developed and managed reseller/business partner Channel
* Developed sales and marketing programs to provide decision support around new
products and services
* Negotiated large, multi-national deals
* Successfully launched new CRM product line and sold $2.3M license deal in fir
st year
Honeywell, Inc. (July 1995 - Sept 1997)
Territory Manager (FL/AL/GA)
Industrial Automation Division - 1997 Golden Eagle nominee. 1997 sales of $3.2 m
illion. Sold newly developed business intelligence and analytic software solutio
ns in a consultative sales model. Responsibilities included developing new busin
ess and managing a network of reseller partners in the territory. Succeeded in d
oubling the business in my territory in two years. Sold large-ticket site licens
es to Amoco Performance Products, Interstate Batteries, and Sterling Chemical, a
ll of which were high six figure deals.
IES, Inc. (Acquired by Westinghouse) (Aug 1989 - June 1995)
Applications Engineer, Account Executive, Sales Manager
IES was a key systems integration company with significant corporate ties to IBM
's Industrial Sector Division and Westinghouse Corporation. My responsibilities
included developing the company's IBM practice, which sold and installed IBM's f
ull suite of Enterprise Resource Planning (ERP) solutions. Due to the extent of
my involvement with IBM, I physically worked in IBM facilities and subsequently
received a significant amount of sales training directly through IBM. As well, I
worked directly under an IBM sales performance plan managed by their Southern R
egional Manager. Major accomplishments included:
* Sold over $10M in software averaging more than $2M in sales each year
* 1992 IBM Top Gun (awarded to the top 1% of sales reps in North America)
* 1991 IBM Top Gun (awarded to the top 1% of sales reps in North America)
* 1991 IBM Southeastern Applications Engineer of the Year Award
* 1990 IES Creative Marketing Award
Education:
University of South Florida
Bachelor's Degree - Mathematics
(Dean's List)
Professional Associations:
Web Analytics Association (2008, 2009, 2010)
CTIA (2003 - 2008)
Mobile Marketing Association (2005 - 2008)
University of Georgia - Technology Advisory Board (2003, 2004)
American Management Association (1998 - 2002)
FRx (division of Microsoft) Advisory Board (2000)
Training and Certifications:
On Target: Target Account Selling (TAS), Executive Selling and The Art of Negoti
ation
Dale Carnegie Courses (multiple)
High Performance Selling
PAR Sales Training
Miller Heiman: Strategic Selling
Hobbies/Interests: Spending time with my family, outdoor sports, coaching youth
athletics, playing guitar and drums