Rockville, Maryland, US
Rockville, Maryland, US
Founded 2+ startups
Driving growth, revenue and profitability for companies is what I do best – as evidenced by my record in sales, business development, and marketing with companies from start-ups to established industry leaders. I have identified, planned, and driven strategies that generated millions of dollars in savings, efficiencies, revenue, and profitability.
I have repeatedly proven my capabilities as a revenue driver in roles as individual producer, as sales manager, and as sales/marketing executive defining the strategy, structure, methods, and plans for the entire organization.
Much of my success can be attributed to expertise and skills across multiple capabilities, including traditional sales, marketing, and brand building as well as online marketing, social media, SEO, and SEM. I'm highly effective in an entrepreneurial business culture with great expectations, limited resources, and a tight budget.
In every role, I've exceeded steep goals while meeting diverse challenges such as launching a new company, accelerating ROI for private equity owners, and penetrating new markets.
Prior to my career in software sales and technology services, I was a recognized expert in advanced software applications and innovative approaches to support some of the largest and most complex projects in the litigation support industry.
As a youth I was fortunate to live and study in the Soviet Union, England, and Spain as well as the US – a background that provides a global outlook to all of my activities today.
Director, Sales and Marketing
COMMONWEALTH DIGITAL OFFICE SOLUTIONS / KKONICA MINOLTA BUSINESS SOLUTIONS
March 2016 - April 2017
Recruited and hired to re-launch the Managed IT Services division for a leading Konica Minolta multi-function printer reseller. Focused efforts on introducing and selling the full suite of Konica Minolta’s/All Covered services within Commonwealth’s existing base of 4,000 SMB accounts. Addressed challenges that included building the entire division from scratch, implementing a scalable service delivery model, and formalizing a proven sales and lead generation process. Secured over $100K in recurring IT services contracts within the last month, with a proposal win rate of 80% and a pipeline of over $500K. Recruited, trained, mentored, and built a top-performing team of dedicated IT Services telemarketers in addition to team of copier telemarketers. Instituted training for 25 service technicians on the value of IT Services. Organized the 1st-ever Technology Expo-Driving Business with Hybrid IT Solutions event, with 30 companies in attendance/meetings and an additional 30 companies scheduled. Negotiated and secured multiple strategic partnerships to fill gaps in IT Services solutions offered by Konica Minolta; partnerships included TierPoint, NCE Computer Group, FileLife, and Robert Half Technology. Leveraged relationships at All Covered to ensure proper, timely technical resources for pre-sale, post-sale, new client onboarding, and project support. Subsequently requested by All Covered to mentor another reseller.
ALL COVERED / KONICA MINOLTA BUSINESS SOLUTIONS
March 2014 - March 2016
Held full P&L responsibility for $7M market as the Marketplace CEO, driving all Managed IT Services revenue from team in 7 office locations. Accountable for over 100 Marketplace KPI’s that pertained to new client growth, client retention and customer satisfaction. Led 20 direct and 60 indirect reports, including VPs, Sales Managers and Account Executives. Tasked with driving turnaround for Marketplace with significant issues, including declining revenues/profits, low morale, lack of standardization/structure, and the integration of multiple prior company acquisitions. Stabilized and rebuilt Marketplace into one of the most profitable in the company. Increased monthly profit from $30,000 to nearly $100,000 while achieving consistent Direct Service Margin above 50% and operating income over 30%. Increased engineer utilization rates by 20+% and reduced project overruns by 60%. Recruited, trained, and built team of 6 IT sales representatives and also launched Education vertical (only one on the East Coast). Rebuilt team that included IT sales reps, solution architects, service delivery manager, and others. Led team to earn consistent Top 3 Marketplace ranking (out of 27) of weighted IT sales representative’s quota attainment, averaging 175% (including an IT sales rep who made President’s Club among only 10 in the company). Increased KM synergy revenues from $215,000 to almost $2M per year, w/ 2015 at ~110% of plan. Optimized resources and generated close to $400,000 per employee, ranking #1 in the company (from $4.3M to $6M). Earned Marketplace of the Quarter Award and won the national sales contest, representing the largest percentage revenue growth from Q3 to Q4 of 2015. Assisted in negotiating and securing company’s largest software procurement contract ($360K). Maintained one of the top retention rates (close to 96%) of Monthly Recurring Revenue clients in the country.
Vice President, Sales and Marketing
48HOURPRINT.COM / ADVANCED MEDIA PUBLICATIONS
January 2011 - May 2013
Earned reputation as the company’s "secret weapon" by implementing innovative and integrated digital marketing and sales strategies and creating new revenue and customer engagement channels for this printing and marketing services business. Contributed $5M+ in new revenue and added 14,000 customers to business trending ~$16M annual revenue. Drove shift in short and mid-term business strategy, budgets, staffing, sales plans, production and technology implementation after conducting in-depth strategic analysis that positioned company to be acquired. Recruited, directed and managed work product and deliverables from a global team of 50+ subcontractors and directed internal sales team of 8. Managed marketing budget of $1.5M+. Generated $65,000 monthly from online visitor retargeting and social media campaigns and grew per website visit revenue from less than $3 to more than $7. Increased web visitor traffic from 60,000 to over 300,000 per month and created a national brand as well as a world-class online presence. Additionally deployed action plan to regain lost website rankings following global DDS attack that took website offline for 1 week; recaptured lost ground for 80+% of previous rankings. Devised more comprehensive dashboard of KPIs by analyzing data from 20+ marketing and web analytics applications. Provided executive team with detailed competitive intelligence by utilizing 3rd party tools to shadow and provide insight on competitors’ online marketing and sales strategy, PPC budgets and Campaigns. Performed in-depth sales analysis and presented results to Funders and potential acquisition suitors. Saved the company close to $3 million in online advertising fees by driving website traffic via 20,000+ keywords (previous strategy only allowed for a dozen keywords). Enhanced online presence and brand identity by increasing mentions and references of company from >1K to more than 5M. Lowered Pay-Per-Click ad spend from $120K per month to under $25K, yet increased revenue from $120K to $180K-$200K per month, yielding critical cash flow for 9 months by optimizing marketing campaigns from Google, Bing and Yahoo. Recaptured over $40K per month by deploying new PPC remarketing campaigns, implementing new website analytics application and training staff on utilization and sales process.
Vice President, Sales and Marketing
June 2008 - January 2011
Recruited to turn around IT support services provider, executed strategy to migrate the business from traditional IT support to higher-value and profitable Managed Service Provider with an exceptional online identity. Spearheaded comprehensive overhaul of sales and marketing strategy, pricing, service offering, website, technology, and delivery models and received acquisition interest from Konica Minolta/All Covered. Drove increase in recurring revenues from $150,000 to over $1M per year and slashed sales cycle from 90 days to less than 30. Increased proposal win rate from less than 30% to over 80% by enhancing sales process. Increased web traffic from 800 to almost 16,000 unique visitors per month through deployment of SEO and digital marketing strategies. Redesigned and optimized website and implemented over 30 online marketing related software applications to monitor and manage KPI’s. Eliminated $30K in yearly web advertising fees by building online presence comprising 300K+ company mentions. Increased overall company profitability by 300%, enabling owner to expand and burn down debt.
Vice President, Sales and Marketing
LEGAL ADVANTAGE, LLC
May 2008 - June 2008
Helped grow company into largest provider of patent illustration services in U.S. for VC funders. Skyrocketed new sales by transforming sales structure/process and marketing strategy following purchase by private equity firm, expansion through multiple acquisitions, and investment in offshore production facility in India. Increased revenue by over 30% by expanding sales and Account Management teams by recruiting and hiring staff in major metro areas, NY, NJ, DC, LA, Chicago, San Francisco and Boston Increased revenue by over 30% by expanding sales and Account Management teams by recruiting and hiring staff in major metro areas, NY, NJ, DC, LA, Chicago, San Francisco and Boston Increased revenue by over 30% by expanding sales and Account Management teams by recruiting and hiring staff in major metro areas, NY, NJ, DC, LA, Chicago, San Francisco and Boston. Provided sales strategies to business development team in India. Grew new client revenues by $400,000+ in under 1 year while minimizing client losses. Implemented formal sales process, trained sales team on new process, and increased proposal win ratio from less than 30% to nearly 80%. Increased average order size 25% by shifting sales culture from transactional “order takers” to consultative sales partners by redesigning sales quoting process to focus on “value-add” and significant client review. Additionally revised project submission process and cut rework by 30+%. Launched 10 new legal service offerings in 9 months, leading pricing, marketing and sales training with minimal staff and budget resources. Expanded presence to include new revenue and digital marketing channels (SEO, pay-per-click advertising, social media, event marketing, press releases/PR, email marketing, targeted database development, and direct mail campaigns). Improved talent selection and built bench strength. Used industry-leading Objective Management (OMG) tools for sales force evaluation; improved OMG pass rates 20% to 90%. Personally earned highest OMG scores in the history of test administration. Deployed/trained staff on SFA Software; initiated formal sales training. Averted potential $5M VC investment mistake during due diligence by advising “no go” on company later discovered to have fraudulently represented revenue and growth figures.
Vice President, Sales and Marketing
DIGITAL DOCUMENTS, LLC.
January 2003 - May 2008
Co-founder with full accountability for commercial and public-sector sales, marketing, and channel/partner development. Grew company into recognized industry leader with showcase document processing facility by building 18 month contracted pipeline of work enabling company to be acquired. Played key role in technology selection, infrastructure development and document processing facility build-out. Personally secured 200+ contracts, including several multimillion-dollar and global agreements without losing any deals to competitors (landed multiple key accounts that displaced market leaders). Secured one of the industry’s largest document scanning contracts (25M documents). Performed competitive pricing and market analysis and developed a fixed project-pricing model that led to higher margins, better closing ratio, and enhanced revenue-forecasting ability. Mastered digital marketing as additional source of sales leads and online branding. Deployed SEO, SEM, and PPC strategies. Spurred website traffic from 100 to over 25,000 visitors per month. Built $2M+ in new public sector market; recruited, hired, and trained public sector VP sales.
STRATEGIC TECHNOLOGIES, INC.
January 2001 - January 2003
Spearheaded sales transformation and jump started enterprise commercial business and led entry into public sector. Created most profitable district for enterprise software, IT services and Oracle Partner by solidifying strategic partnerships, enabling company to be merged. Promoted to General Manger within 6 months. Generated more than $3M in incremental margin and contributed more than 60% of company’s profits. Positioned STI as services delivery arm of GTSI (an established government contractor), and managed embedded sales team; trained and mentored partner business development team of over 50 professionals. Secured the company’s largest professional IT services contract ($473,000 – 10x average).
September 1998 - January 2001
Recruited to help launch Oracle into strategic SMB market. Outpaced sales goals >60% every year. Directed 7 inside sales reps, 16 partner sales reps, 8 sales managers, and an internal team of 50+. Promoted 3 times in 2.5 years. Generated over $15M from SMB accounts. Achieved $9M in sales for FY01, $7.9M for FY00, and $3.7M for FY99. Earned Club Excellence 2X, Mid-Year Quota Club recognitions. Earned reputation for generating significant revenue from targeted accounts by closing 120 deals over $100K each. Promoted to Manager of Strategic Accounts to sell products and services to dot com companies. Selected as part of international team, traveling to Turkey to present to high-level Cabinet Ministers in pursuit of $750M opportunity to automate their national healthcare system for 26 million+ users.
Fractional Sales and Marketing Executive
Pedal to Metal Sales
May 2013 - Today
Advise over a dozen small and start-up business on sales process improvements, sales and marketing metrics, sales team recruitment and development, outbound marketing strategies, customer engagement, product positioning, value proposition development, pricing strategies, competitive analysis, business plan development, technology utilization, partner and channel development and digital marketing strategies to increase revenue, enhance profitability, improve lead generation and expand their online presence. Engagements have included clients from the real estate, healthcare, information technology, fitness, consumer goods, enterprise software and manufacturing industry verticals.
George Mason University
BA Political Science
1986 - 1986
Certified Social Media Strategist
Sandler Sales Institute (President’s Club Member)