Weatherhead School of Management at Case Western Reserve University

Purdue University

Vice President of Sales  at Concord Technologies

I am a Disaster Action Technician.  In this role I assist those impacted by disasters in getting access to resources and help through this process.

American Red Cross

Disaster Action Technician

I ran the Sales organization for Concord Technologies.  Our goal is to make it easier for healthcare providers and other highly-regulated industries to integrate documents into their operations. Our focus is working with organizations dealing with high volumes of documents which underpin their critical processes.  You will find Concord integrated into the line-of-business applications and messaging platforms used by some of the leading healthcare organizations in the US.  Our business is growing extremely rapidly, and we are working hard to maintain a strong, fun, vibrant, and inclusive culture by hiring the best possible people.  All this growth means we are always looking for talented people who want to help us create great technology and share it with those who need it the most. If you are looking for a challenging role at company with a strong, fun, vibrant, and inclusive culture—we want to hear from you.

Concord Technologies

Senior Vice President Of Sales

- Managed worldwide alliances team focused on regional and global partners who resell, implement and support Liferay.  Currently that eco-system is 200+
-Owned all partner programs (VAR, SI, OEM & MSP)
-Owned strategy for complete lifecycle of partner management including recruitment, on-boarding, enablement, sales, implementation and support

Liferay, Inc

Director of Global Alliances

I was responsible for the partnership strategy for Igloo Software.  I owned three partner programs and their related strategies:  

Technology Alliances: These are technology vendors that extended the value of Igloo by adding functionality for the Igloo user.  Often these technologies provide functionality that aren’t core to the digital workplace experience.  Technology alliances also allowed Igloo to create solutions for verticals and specific functions within an organization. 

Channel Partners: Channel Partners extend the reach of Igloo and act as extensions to their Sales, Marketing, Implementation Services, Customer Success and Support organizations.  Channel Partners will came in a variety of types ranging from Strategic Integrators (SI's) to Value-Added-Resellers (VAR's) to Digital Agencies to (MSP's) Managed Service Providers.  Channel Partners provide value added services on top of our platform including: consulting, implementation services, configuration, administration and support

Developer Program: The Developer Program focused on giving our internal constituents, customers and partners the tools they needed to extend the functionality of Igloo.

Igloo Software

Vice President of Partnerships & Alliances

Appointed to replicate across Asia Pacific the success gained in the Southeast Asia territory with a demanding mandate to increase channel contribution to sales and build a more self-sufficient channel.
Leadership Snapshot: Led a 6-person partner and alliance manager team tasked with providing sales solutions to value-added resellers, strategic integrators and management consultant partners.
Business Growth & Expansion: Reignited channel sales creating and executing a knowledge transfer and account planning strategy to allow partners to align with existing customer initiatives, propelling pipeline by 240% over 6 months to deliver a 75% revenue increase.
¬	Strengthened the Deloitte Consulting partnership from Southeast Asia to include India, China, Australia, and New Zealand with an emphasis on Enterprise Information Management suite of solutions.
¬	Crafted a compelling business plan outlining net revenue, margin and customer value benefit to entice interest throughout Deloitte Consulting in the defined countries.
¬	Facilitated business planning sessions with client account leads for leading global SI’s to discuss sales tactics to maximize the inclusion of Open Text solutions in the client’s technology roadmap.
¬	Planned and deployed a radical shift in the Partner and Alliance team to meet changing needs of partners’ contribution revenue.
¬	Created the new Inside Partner & Alliance Manager role to serve emerging markets and lower tiered partners, freeing up partner alliance managers on the 250K+ partners, creating a succession model for partner organization.
¬	Reallocated Market Development Funds to increase sales leads per marketing dollar spent, bolstering alignment with the managed partner eco-system, resulting in an 80% increase in qualified sales leads.

OpenText

Director- Partners & Alliances - Asia Pacific

Inherited a splintered, point-solution based channel operating disparately as a result of 14 acquisitions with a mandate to consolidate into a single partner program focused on high potential revenue producing partners.
Business Growth & Expansion: Conducted meticulous, collaborative account planning and realigned resources to boost channel influence from <$2M to $7M in 18 months.
¬	Pinpointed 12 partners from 68 accrued as a result of multiple acquisitions as the company shifted from point solutions to selling suites.
¬	Orchestrated and initiated a partner consolidation, selecting partners able to cater to a radical transition and expand their product line offerings.
¬	Cooperated with the sales leadership team to understand the 1-3 year strategic plan, selecting the 12 partners.
¬	Utilized components of the Global Partner Program adding some locally funded benefits to raise partner engagement.
¬	Secured acceptance from 10 of 12 partners chosen blending into detailed account planning activities with the account executives to increase pipeline by $5M.
¬	Drafted and presented a standardized “Sales Play” for SAP partners to add on Open Text solutions, generating interest from CGI and Deloitte Consulting to secure Managed Partner status and a 300% increase in qualified pipeline.
¬	Simplified the process for partners to position Open Text technology to SAP customers, utilizing ideas from a workgroup with representatives from sales, engineering, marketing, and education resources.
¬	Designed the “Play Book” to optimize selling skills for a partner salesperson to understand the selling benefits of Open Text solutions.
¬	Brought CGI and Deloitte into the Managed Partner program rolling out the “Play Book” fortifying visibility.
¬	Tightened the Deloitte Consulting partnership with Deloitte’s Managing Partner in Southeast Asia generating $500K in additional funding to establish the Enterprise Information Management practice centred on Open Text solutions.

Partner & Alliance Manager- ASEAN & Korea

Charged with driving the direct and channel sales organizations encompassing professional services and pre-sales engineering across North, Central and South America generating >$60M per annum, the highest margin business unit contributor in the Open Text organization.
Leadership Snapshot: Directed a 55-person team located across North, Central and South America with resources drawn from recent acquisitions.
Business Growth & Expansion: Rationalized channel strategy devising 2 additional channels to market the MFP and Healthcare application providers, propelling channel capacity by 30% delivering a 12% revenue increase in 12 months.
¬	Identified and handpicked top performance-driven sales talent from the recently acquired EasyLink to maximize revenue from the acquired SaaS technology
¬	Cross-trained the new sales team to optimize up and cross-selling boosting customer engagement, uncovering 3 low cost solutions to add to the product suite contributing to a 35% year-over-year increase in services engagement.

Open Text Inc.

Vice President of Sales- FDDG Business Unit

Selected to resurrect and realign a disjointed and unfocused sales organization with ambiguous goals.
Business Growth & Expansion: Regenerated the sales unit creating a uniquely named account program focused on vertical market sales to boost year-over-year enterprise sales by 20%, capturing the prestigious Bank of America account.
¬	Navigated through customer skepticism, reticence and adversity to engage Open Text to rebuild trust and open dialogue, creating a defined enterprise account assignment.
¬	Embarked on an aggressive revitalization initiative generating notable customer excitement and engagement with Fortune 100 accounts resulting in a 202% elevation in enterprise market sales, securing the company’s largest ever licence sales with the Bank of America.
¬	Streamlined the inconsistent sales process implementing a 7-step sales strategy documented within SalesForce.com to increase internal and partner adoption tracking 95% of opportunities.
¬	Redesigned and adopted a new career progression plan collaborating with HR to identify high potential employees, realizing a significant uplift in sales team engagement and empowerment with 3 of the 6 recognized future leaders promoted in 18 months.
¬	Shortened the recruitment cycle supported with a redefined and ambitious succession planning program.
Steered the sales team through notable culture and process changes as Open Text acquired Captaris, retaining all high performing sales talent and seamlessly blending into the new entity.
¬	Realigned the partner eco-system to the new Open Text channel program to gain exclusivity contracts with the top 20 partners, eliminating competing vendors from the Open Text FDDG channel.
¬	Coached and trained various channel sales teams of 6 to 8 professionals targeting OEM, VAR and ISV channels to deliver >$18M sales.

Senior Sales Director- North America

Sourced and secured multiple high profile deals with all 5 Canadian tier one banks, standardizing Captaris technology for all document exchange technology acquiring the first $1M financial services contract, advancing to the first 5 year support agreement generating a further $1M.

Captaris

Account Executive/Country Manager

¬	Conceived and deployed an aggressive sales strategy designed to entice intrigue and strengthen brand awareness, penetrate new sectors, and ignite engagement into revenue generation.
¬	Collaborated with 10+ partners gaining their trust and agreement catapulting sales from zero dollars to $200K per partner through co-selling strategies and product training.
¬	Recognized as the only sales representative to surpass quota by 50% for 2 consecutive years contributing to promotion as country sales manager.
¬	Authored a call script for account managers with a compelling statement to combat objections, capturing adoption across the 12-person team.

Chris Myers