Northwestern University - Kellogg School of Management

United States Naval Academy

Responsible for sales, marketing, and revenue operations globally.  Managing a team over over 225 people.  Avetta connects leading global organizations with more than 125,000 qualified suppliers, subcontractors and vendors across 125+ countries. We support the sustainable growth of supply chains through trusted contractor prequalification, safety audits, monitoring and more. With real results in helping companies reduce incidents, our highly configurable solutions elevate safety and sustainability in workplaces around the world—helping workers get home to their families each night.

Avetta

Chief Revenue Officer (CRO)

Responsible for leading sales organization (175 people) responsible for key accounts in North America and Europe.  Team members include account executives, technical sales, customer success, alliance managers, and value engineers.

TIBCO

Senior Vice President of TIBCO Sales, North America and Europe

Responsible for leading the best software sales team in the world.   Team of over 100 people responsible for account management, expansion, and pursuing new logos.  Consistently over 100% of quota.  

TIBCO fuels digital business by enabling better decisions and faster, smarter actions through the TIBCO Connected Intelligence Cloud. From APIs and systems to devices and people, we interconnect everything, capture data in real time wherever it is, and augment the intelligence of your business through analytical insights. Thousands of customers around the globe rely on us to build compelling experiences, energize operations, and propel innovation. Learn howTIBCO makes digital smarter at www.tibco.com.

Senior Vice President of Sales - North America

- Promoted to oversee global Sales Strategy & Operations, including deal construction, contract negotiations, pricing, sales enablement, incentive compensation, sales forecasting, and software compliance. Lead team of 50+ Operations professionals, Controllers, and Sales Enablement Specialists located in US, Europe & Asia.
- Designed/implemented Cloud Exchange program that allowed existing customers to redirect investment in on-premise products to new Cloud products.

Senior Vice President of Global Sales Operations and Strategy

- Chief of Staff to EVP of Global Field Sales.  Responsible for budgeting, headcount management, forecasting, board reporting, M&A diligence and integration, go-to-market strategy and day-to-day operations for 500+ person organization.
- Led sales diligence and integration for 5 acquisitions, including sales enablement, and managing acquired sales team during transition.  
- Manage team of product sales specialists for the analytics product line.

Vice President, Global Sales Strategy and Analytics Sales

- Responsible for all business operations of business unit with over 100 staff.  Team included sales, marketing, customer success, services, and product development.
- Led the team in the development and execution of comprehensive strategy to shift the company to a SaaS/Cloud first approach.  Included sales, product development, and overall go-to-market.  Results included Cloud bookings growth over 75% and revenue growth over 50%.
- Restructured customer support and services to better address customer needs resulting in significant improvement in customer retention, and upsell rates.
- Developed new product strategy and roadmap to better align with company strengths and market opportunities.  
- Recruited new leadership for key positions

Meridian Knowledge Solutions

President

- Managed global team of 15 that was responsible for product marketing, sales enablement, and sales support for HCM business unit.
- Lead the execution of a global sales program to accelerate conversion of Oracle install base to cloud solutions.  Program included financial incentive for customers, demand generation, and sales support.

Oracle

Vice President, HCM Business Unit

Led global team of product sales specialists supporting field sales with deal support, training, and direct deal management.  Served as executive sponsor for key deals and customers, including Bristol Myers, Bertelsmann, and Terex.  
- Part of team that created and rolled out new product offering - Validated Learning - for regulated industries.  
- Designed new field engagement model and learning product sales playbook.  
- Exceeded quota for six consecutive quarters and delivered year-over-year bookings growth in excess of 25%.

SAP SuccessFactors

Vice President of Product Sales and Strategy

Managed team of 8 product marketing professionals.  Team was responsible for competitive intelligence, product positioning & messaging, and go-to-market strategy for leading HCM suite of products.  SuccessFactors was acquired by SAP in Feb of 2012.
- Led review of product packaging and pricing.  Reduced product packaging complexity and launched to over 750 sales professionals and support staff.
- Led development of integrated messaging between SAP and Successfactors.  Developed content and training for combined teams and launched messaging at SAP' User Conference - Sapphire.

Vice President of Global Product Marketing

Hired to lead team of 28 responsible for all aspects of global marketing, including product marketing, corporate marketing & communications, demand generation, account development, maintenance & subscription renewals, and sales operations. Responsible for all aspects of company’s annual user conferences that consistently attracted 400+ attendees, including key prospects, partners, industry analysts, and media. Reported to EVP, Field Operations.
- Served as key member of executive team that transitioned Plateau to a high growth SaaS company, leading to the acquisition by SuccessFactors in 2011 for $290M+.
- Executed demand generation programs, consistently delivering the following: 50% of overall sales pipeline; 75% of new customer pipeline; 40% of closed bookings for the company.
- Created/rolled out strategy for new renewals process ($20M in maintenance & subscription renewals), resulting in more timely renewals and increasing upsells by 20%.
- Led planning/execution of 3 major product releases, including analyst briefings, pricing strategy, sales training, and demand generation.

Plateau Systems

Senior Vice President of Marketing

$600M+ annual revenue; Managed a team of 11 people, responsible for product marketing, analyst relations, and developer community relations.  Responsible for setting product marketing goals and strategies that were the basis for outbound marketing activities.  Plans included product development, product messaging, go-to-market planning, sales training, and pricing.

TIBCO Software

Vice President of Product Marketing

Email and Web Marketing Products - Managed business planning, product strategy, and sales support for $5+ MM product line.  

Led team that completed due diligence of possible acquisition targets, and developed final business justification for the acquisition. Resulted in Siebel acquiring the assets of BoldFish.  Developed and executed product integration plan for acquired products, resulting in shipping the integrated product in less than three months after the deal closed.  

Led all aspects of product development for product line through two major releases, including gathering requirements, writing marketing requirements documents, design review, engineering coordination, quality testing and product support.  

Provided sales support for product line, which included product demonstrations, technical presentations, proof of concept development, RFP responses, and competitive positioning.

Siebel Systems

Product Line Manager

Founding member of B2C commerce company that raised venture capital from Kleiner Perkins and Benchmark.

Ethnicgrocer.com

Product Manager - Founding Member

Senior member of facilities management and infrastructure planning team responsible for over four million square feet of office space, 200 acres, and a $30 MM budget.  Led a cross functional team that developed a maintenance management software product that contributed to reducing critical plant deficiencies by $22 MM.

Managed department consisting of two divisions comprised of 20 civilian and military personnel, responsible for professional development, and evaluation of personnel.

Awarded Navy Commendation Medal.

NAVAL STATION WASHINGTON

Assistant Public Works Officer

Led construction management team that completed over $43 million of large construction, repair and environmental remediation projects critical to Navy's presence on Guam. Selected above ten officers to lead fast-track construction of $20 MM diesel power plant that was critical to island-wide power system.

Jeff Kristick