Career Highlights

DataBank gives enterprises, technology developers, ​and content providers the confidence of knowing their applications and data are always secure, always in compliance, and always available. https://www.databank.com/

Solutions Marketing director

  • Virtual Tour Videos

  • Brand Video

  • Product Video

  • Podcasts

  • Webinars

  • Sales Product Training

  • Press Releases

  • Website Creative

  • Product Campaigns

  • Product Advertising

  • Social Media

Founded in 1994, LightBound is an Indiana-based provider of Internet, voice, datacenter, network, and IaaS Cloud solutions with Net Promoter scores among the highest in the technology indusry www.lightbound.com

(01/2017 - 12/2019)             Vice President, Marketing

(5/2013 - 01/2017)      Vice President, Sales & Marketing

 

 

achievements:

  • P&L Responsibility for $24MM (Inside Sales, Outside Sales, Pre-Sales Engineering, & Marketing)

  • Team Sales Goals Exceeded each year (Quotas increased 18% annually, on average)

    • 2013 - 107% of Goal

    • 2014 - 114% of Goal

    • 2015 - 110% of Goal

    • 2016 - 112% of Goal

  • Refreshed and expanded the Sales Team. Had a team of 4 when I started. Hired 4 new Account Executives, Fired 3, and added a Pre-Sales Solution Architect, ending with a team of 6.

  • Created, hired, trained and developed two new positions within the company (Pre-Sales Solutions Architect and Post-Sales Technical Account Manager)

  • Increased e-mail Newsletter Subscriber list by 30%+

  • Increased Website pageviews by 57%. Quarter over Quarter for 2016/2017

  • Increased LinkedIn followers by 23% in 2016

  • Developed 2 new channel partners

Significant wins as Vice president of Sales & marketing

  • Finance Center First Credit Union ($315K)

  • Indiana Member Federal Credit Union ($1.4MM)

  • First Advantage ($3.2MM)

  • Angie's List (Now ANGI Home Services - $1.4MM)

  • Stonegate Mortgage (Now Home Point Financial - $1.5MM)

  • Equian ($1.9MM)

  • OnX Managed Services ($700K)

Marketing Accomplishments

  1. Corporate re-brand (Miles Design - brand development & initial Website - 2015)

  2. Product re-brand (Innovative Map - product descriptions and content)

  3. Management of External Marketing Partner (Torchlite/Madwire - editorial, blog, social, e-mail, newsleter, SEO)

  4. Website re-development (Upwork.com - converted Website from Craft CMS to Wordpress CMS)

  5. Development of Sales Collateral, Whitepapers, Case Studies & Video Testimonials

  6. Development of Blog, Newsletter, Social, Ads & Paid Ad Campaigns

sales management Accomplishments

  1. Development of Sales Cycle

  2. Development of Forecasting Process, Tracking, & Analytics

  3. Pipeline and Pipeline Acceleration

  4. Development of Corporate PowerPoint

  5. Development of Sales Compensation & Incentive Plans

  6. Complete re-work of all pricing models/SKU’s for 5 Product Categories

Executive Management Accomplishments

  1. re-work of all MSA's and legal Agreements (primary liaison with outside counsel)

  2. Exit strategy for 2 major product categories

  3. Implemented HIPAA Compliance for data center and Cloud products

  4. Participated in Executive Coaching Sessions - ongoing, 2 yr. consultation with external leadership and management consultant firm (The Open Pivot)

Technology and tools implemented:

  1. Hubspot CRM - inbound marketing, e-mail marketing, blog, social, forms, campaigns and CTA's

  2. Octiv CPQ Software (Configure, Price, Quote) - quote and document mgmt

  3. Steelbrick CPQ Software - price book and quote creation within salesforce.com

  4. LinkedIn Sales Navigator - Lead Gen

  5. LinkedIn PointDrive - content delivery

  6. Cloud9 (now InsideSales.com) - forecasting

  7. Salesforce.com - sales cycle, forecasting, & activity reporting

  8. Smartsheets - commissions & project management

  9. Cirrus Insight for Gmail

  10. WordPress for brand, messaging and resources

Roles & Responsibilities:

  • Approval of all pricing & proposals

  • P & L for 6 Employees (4 Account Managers, one Pre-Sales Architect, and one Inside Sales rep). Complete responsibility for hiring, training, mentoring, and staff adjustments as necessary

  • Marketing budget of $250k

  • Collaborate with VP of Products and Engineering on complete product lifecycle strategy to include technical specifications, pricing model, sales, pre-& post sales engineering, and marketing

  • Meeting or exceeding quarterly and annual revenue goals

  • All marketing (creative, editorial, Web, print, campaigns, newsletter, e-mail, social, and events)

  • Sales Compensation Plans - writing plans, calculating commissions and paying commissions

  • Advertising to include Inside Indiana Business, Google, LinkedIn, Twitter, PRNewswire

  • Member of the LightBound Executive team (CEO, VP Products, VP Operations)

  • Contractual Terms and Conditions

  • Techpoint Mira Judge and Articles

  • Techpoint Board Member http://www.techpoint.org/about/

  • Techpoint Board Initiatives

Regional provider with a combination of datacenter services, network access and managed services to deliver information technology infrastructure as a service (IaaS) solutions. n|Frame was acquired by www.expedient.com in 2006.

Regional provider with a combination of datacenter services, network access and managed services to deliver information technology infrastructure as a service (IaaS) solutions. n|Frame was acquired by www.expedient.com in 2006.

7/2003 - 11/2012

Vice president, sales & marketing

       Solutions Engineer

              Senior Account Executive

                     Account Executive

 

Achievements in Senior account executive Role:

  • 2009/10 – As VP, Sales: 114% Revenue Goal, 124% EBITDA Goal

  • 2008 – ½ year as Account Rep: $1.7M (161% of Quota)

  • 2007 – $2.6M (121% of Quota)

  • 2006 – $4.2M (206% of Quota)

  • 2005 – $2.1M (103% of Quota)

New Logo Acquisitions in Senior account executive role:

  • Ditan Transportation ($360K)

  • Finish Line ($220K)

  • Marsh Supermarkets ($812K)

  • Hobart ($660K)

  • PAN/Equifax ($777K)

  • Cha Cha Search ($720K)

Significant Wins as Vice President of sales and solutions engineer role:

  • WellPoint

  • Biomet

  • Republic Airways

  • Ascension Health

  • Cha Cha Search

  • Aprimo

 

Responsibilities:

  • Drive revenue and gross margin for new business

  • Cross-sell, retention and renewal for existing customer base

  • Continuous prospecting and pre-approach for new account acquisition

  • Account management of enterprise customers

  • Contract negotiation of terms, pricing and deliverables

  • Development of sales tools and presentations for value selling and competitive positioning

  • Discovery of pain, implications, and value to meet the business need

  • Orchestrate all internal resources and develop account pursuit strategy

  • Pre-sales support to the sales team for n|Frame’s IaaS and managed services solutions. Services include datacenter, networking, cloud computing, virtualization, backup, mutli-datacenter replication, disaster recovery, 24x7 monitoring & management.

  • Business and technical discovery of strategic corporate initiatives, functional business unit requirements, IT environment, data center operations, server and networking infrastructure, storage, backup, applications, replication, disaster recovery, Internet, and user requirements

  • Manage several Key Accounts including BrightPoint, Biomet, WellPoint, and Marsh Supermarkets

  • Liaison between account executives and managed services delivery engineers to architect, price, create and present compelling business cases/proposals for client-specific solutions