The University of Tulsa

VP Sales at IAmI Authentications, Inc.

Enabling super strong materials, super long life batteries, and superconductivity via super-dispersed nanomaterials.  NanoRial Technologies Ltd. is a Deep-Tech advanced material company that has developed a continuous proprietary mixing process to produce masterbatches of multiwall carbon nanotubes

NanoRial Technologies Ltd

Vice President of Business Development

Member of one of the best groups for sharing ideas and learning from other experienced sales people focused on top-of-funnel activities

HYPCCCYCL

Member

Innovation Factory Hamilton

Executive Advisor

Coaching start-ups on messaging, sales strategy and tactics.

The Forge McMaster

Go-to-Market Mentor / Sales Consultant

We help customers grow sales.  

Through mentoring and coaching we stay actively involved as our clients work their way through a sales cycle.

Consult with small to medium companies focusing on their go-to-market efforts with a goal to increase sales and skills.

Previous engagements have been:
- Coached and mentored a variety of founders through sales opportunities
- Validated market for a regulatory-focused software company
- Created standardized sales process for finding new bank clients
- Sales coaching, mentoring for CEO of a security-focused company
- Mentor at The Forge Incubator associated with McMaster University
- Mentor at Innovation Guelph associated with the University of Guelph
- Created and honed messaging for HR resourcing firm
- Created sales campaign that had a 20% engagement ratio
- Procured initial client for AI focused company

Website:  www.virticainteractive.com

Virtica Interactive

CEO/Founder

You've been hacked; now what?  Deal effectively with data breaches and ransomware attacks.

ShadowHQ provides a virtual Bunker for Cyber Security Attack Response by creating a safe place for your response team to gather and respond to cyber security attacks, natural disasters, and critical events when your IT systems and accounts are compromised or offline.

ShadowHQ

VP of Sales (fractional role)

Networking and investment community focused on start-ups

Executive Council Network (ECN)

Helping companies succeed with their go-to-market efforts.


Unfortunately, NewChip filed for bankruptcy.

Newchip Accelerator

Mentor / Coach

Consult with businesses focusing on sales strategy and driving revenue growth

Boundless Accelerator

Go-to-Market Consultant (B2B Sales Execution)

Contract engagement - Bespoke & secure identity authentication management for B2B2C interactions.  2FA, MFA, CIAM, SCM all wrapped up in one solution to secure your customer and PAM interactions.

Best practices now assume your network has been breached... how does one operate with this new assumption, how does a company adapt?  These are questions IAmI Authentications is helping customers answer.  Check out our website:  www.useiami.com

IAmI Authentications, Inc.

VP Sales

Data warehousing, data management, business intelligence and business analytics products and services; focused on the largest banks in Canada. Built an enterprise-scale meta-data management solution on Hadoop platform (combination of software and services) for top-10 bank.  Quota attainment of 135% in first year, 405% in second year.  Began with a territory that generated $11K annually and grew it to $9.5 million in the second year.  Went into a "dead" territory and turned it into one of the top in the company in just 18 months.  Focus was within the banking industry.  Offerings included perpetual, Cloud, SaaS, PaaS & IaaS licensing models.

Teradata

Big Data/Analytics Client Executive - Banking Industry

Enabled organizations to be proactive with their business decisions and processes using BPM (Business Process Mangement), BAM (Business Activity Monitoring) and BRMS (Business Rules Management System) software and services.

Significant sales within the airline industry (context aware notification), large pension fund (pension fund redemption automation), large P&C Insurer (new product creation), large regional Telco (Order Mgt), government (self-service government), and oil and gas company (HR onboarding).

Focused on Telecom, Retail, Manufacturing, Insurance and Energy/Utility markets

Decision Management & Process Improvement Sales Specialist - BRMS & BPM

Developed social media word-of-mouth marketing programs in partnership with uRefer (Ann Arbor, Michigan) to increase sales. 

Used referral management software to help customers increase sales by 30-40% using word-of-mouth marketing techniques. Targeted opportunities in the B2C & B2B customer segment by targeting CEO’s, CMO’s, CSO’s - VP’s of Sales and Marketing.

Vital Insights (VI) offers a SaaS customer experience management solution (CEM) focused within the auto sector.  VI provides real-time action-able feedback to dealers and manufacturers that allows them to adapt their business to meet and exceed customer expectations.  The secret sauce is the ability to make the feedback actionable with the use of alerts and workflow to ensure that all customer feedback gets dealt with on a timely basis.

Engaged and developed Nissan & Audi for this new start-up.  Helped to define sales processes and create much of the sales collateral to move company into a repeatable sales methodology.

Vital Insight Group

Customer Experience Account Executive

This position was a start-up initiative within a large corporation... pioneering the adoption of model driven architecture (MDA) as represented with OptimalJ and a requirements definition tool (OptimalTrace) and methodology.

The first phase of the sales process was to convince customers of "a better way to develop" and their need for this.  Secondly, the focus shifted to validating that OptimalJ actually delivered the results as advertised.  Once this was done, lastly we would then establish the ROI for the customer and sell the need to re-train their developers and adopt a RAD methodology based upon MDA principles.

Compuware

Agile Development Account Executive

Enterprise-scale declarative development software that delivered business results, performance and scalability while dramatically reducing IT spending.  Sold to the Fortune 1000 accounts throughout the Northeastern US & Canada.  

I had the great fortune to hire a brilliant systems engineer and work with a lot of great people.  We opened up many large accounts and grew existing ones by managing the projects to successful completion.  

Versata represented change and as a result, we began the sales process by meeting with the CIO, presenting our value proposition then verifying if it was a priority for their company.  A sale consisted of software, professional services, training, education, and mentoring through all phases of the SDLC.

- Enterprise sales with project success at Sears Canada, Fleet Boston, Merrill Lynch (US), Northeastern University, RIA (Thomson Corp), TAL Global Asset Management (CIBC), CAE, CN Rail, TJX Corp., Celestica

Versata, Inc. (Start-up - acquired by Trilogy Software Co.)

Agile Development Account Manager

#1 worldwide in sales by my 3rd quarter.  Beginning with a virgin territory, and by persistently doing focused cold calling I "made it happen".  

Territory included large accounts in retail, manufacturing and software ISV’s.   Closed deals with CIO's in the range of $150-$500K… developed one opportunity and closed it in five days for $250K.  Sold WinRunner & LoadRunner to measure and optimize application quality and performance.  Targeted customers implementing SAP, Oracle and PeopleSoft.

-  Generated $2.7 million in first three quarters in a developmental territory (154% of quota).
- Q1 1999 - Top sales individual worldwide ($1.7 million - 245% of quota)
- Large sales to Sears Canada, Hudson's Bay, Sobeys, Canadian Tire, Rolls Royce Aerospace, Bonbardier Aerospace, Avon, Janssen Ortho, Pasteur Merieux Connaught, Sask Tel, Cognos, Richter & Associates

Mercury Interactive (Enterprise software co. - acquired by HP)

Software Quality Sales Manager

Responsible for sales management in Central US & Canada.  Managed a sales team of four individuals in a start-up situation.  Developed sales strategies for application server software and professinoal services before category existed.  Inolved in developing and closing sales, coaching of subordinates, managing sales channels, developing and directing territory marketing programs.  Initiated partner recruitment (VAR's, OEM, SI), channel programs and partner training.
- Large account sales included General Motors (US), Kmart (US), Bank of Nova Scotia

Bluestone Software, Inc. (Start-up software co. - Acquired by HP)

Sales Manager - Midwest & Canada

Responsible for direct sales and overall management in Eastern Canada.  Directed a sales team of six individuals.  Developed and closed sales opportunities for PowerBuilder, S-Designer, SQL Anywhere (RDBMS) and professional service engagements.
- 116%, 131%, 115% & 118% of quota for 1994, '95, '96 and 1997 respectively (US $3 million to $7 million quota's)

Powersoft Corporation (Development software co. - acquired by Sybase)

Sales Supervisor / Account Executive

Sold programming languages, databases and 4GL development tools to Fortune 100 accounts

Randy Stackaruk