USC Marshall School of Business

University of California, Berkeley

Technology Sales Leader

Joined the leading cloud data management & AI platform, driving sales with forward thinking brands in the Pacific Northwest.

Snowflake - the AI Data Cloud - connects organizations to the data and applications most critical to their business. Snowflake’s single platform and unique architecture helps brands reduce silos and collaborate across diverse workloads - data engineering, data lake / house, machine learning, generative AI, data sharing and collaboration, and more - to power analytics, insights and applications that drive businesses forward. Plus, the Snowflake Marketplace simplifies the sharing, collaborating, and monetizing of thousands of datasets, services, and entire data applications.

Snowflake

Sales Director

Joined a leading AI-powered iPaaS (integration platform as-a-service) technology company to lead Western U.S. enterprise sales efforts for brands looking to better integrate their tech stack and automate business processes. Designed and executed a first-in-kind outbound prospecting approach, targeting new enterprise and global accounts with value selling to practitioner, manager and executive levels in complex selling environments.

Tray.ai

Strategic Account Executive

Joined a seed-stage AI-powered analytics optimization platform, running Go-to-Market efforts including direct sales, sales management and sales strategy.

Selected Accomplishments:
* Crafted enterprise pitch and messaging, and pricing and market segmentation strategies
* Managed SDR team, and deployed and managed HubSpot CRM for the enterprise

Baresquare

Head of Sales

Took a career break to focus on family matters and participate in early-stage SaaS company investing/advising.

Career Break

Sabbatical

Joined an early stage machine learning cloud security company to drive first-ever enterprise-level software sales for the company’s largest prospects and existing customers in the Western U.S. Prospected for new accounts, made in-roads with CISO/VP+ decision makers and upsold within two existing accounts (e.g. NetApp).

Selected Accomplishments:
* Closed a contract expansion with NVIDIA, which generated $150K in net new ARR.

Lacework

Joined a customer data platform (CDP) company to lead strategic enterprise software sales for the company’s largest existing and prospective customers in the Western U.S. Consultatively sold to prospect and customer C-suite leadership teams, expanded sales within large brands and cross-sold Tealium’s full product portfolio. Won contracts with companies such as Microsoft, Gap Inc., Facebook, Visa, Disney, Williams-Sonoma, HP, Dignity Health / CommonSpirit Health, Charles Schwab, Expedia, Macy's and Wells Fargo. Designed complex Enterprise License Agreement (ELA) package and pricing models with elements including unlimited usage models and single license fee for all available Tealium products. Hand-picked as interim sales leader while the RVP of Sales was on maternity leave. 

Selected Accomplishments:
* Won Top Global Salesperson (3X), Top U.S. Salesperson (5X), and President’s Club (7X) awards.
* Exceeded quota every year, including 280% (2017), 250% (2018) and 200% (2020) performances.
* Closed the largest ACV contract (~$2.4M) and largest overall contract ($7.2M) in company history.
* Negotiated and closed multiple complex Enterprise License Agreements (ELAs) with large brands, including Charles Schwab, Wells Fargo and Gap Inc.

Tealium

Strategic Accounts Executive, US West Sales Team Manager

Joined an early-stage social media event marketing and analytics company as a founding member and sales leader. Integral role in building the company from the ground-up; developed the business plan, strategic partnerships, formed and led teams across sales/business development and data curation, created and executed customer communications programs and deployed sales and marketing technology (e.g. Salesforce CRM) for the enterprise.

Selected Accomplishments:
* Closed a $250K deal with Superfly, one of the country’s largest concert/festival promoters.

Ribbon Labs, Inc.

Vice President, Sales & Business Development

Joined a digital media advertising optimization software company (Kenshoo, now rebranded as Skai) to lead enterprise sales for Fortune 2000 direct/agency accounts in the Western U.S. Drove new business development and existing account expansion efforts. Won new enterprise deals with companies such as Amazon, 1-800-Flowers, Airbnb and Electronic Arts.

Selected Accomplishments:
* Exceeded quota by 125%, which included a deal with 1-800-Flowers ($400K ACV).

Kenshoo

Joined an email and marketing automation software company (Silverpop, acquired by IBM and now rebranded as Acoustic) to drive enterprise software sales across fortune 2000 direct/agency accounts in the Western U.S., Western Canada, and Mexico. Prospected for new accounts via cold calling, networking, channel partner efforts, conferences and field events while also qualifying enterprise level in-bound leads. Closed major accounts including; Honda, Sony, Fox, PwC, Warner Brothers and Mattel.

Selected Accomplishments:
* Exceeded quota every year including; 2005 (128%), 2006 (175%), 2009 (180%) and 2010 (216%).
* Won the prestigious President’s Club award every year between 2004 – 2011.
* Recognized as a Top Global Salesperson in 2005, 2006, 2009 and 2010.

Silverpop

Senior Regional Sales Manager

Early career focus included roles as a Management Consultant and Licensed Financial Advisor, including:
* The Alexander Group - management consulting for software sales organizations
* Merrill Lynch and Coast Partners Securities - municipal bond sales and wealth management (Licensed with National Association of Securities Dealers - NASD: Series 7, 63)

Chris Cohen