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Summary

Senior operations, business development and consulting leader experienced in managing high performance global executive teams.  Goal oriented and results driven.  Exceptional performance track record meeting and exceeding targets.  Successful experience starting new lines of business and organizations.  Strong relationship management, consultative sales and complex negotiations skills.  

Work experience

Jan 2021Current

Senior Practice Leader of Leaders / General Manager

Amazon Web Services

Professional Services leader for Central Area Greenfield.  Started new practice focused on growth segment of greenfield customers covering six districts across the Central US.  Hired and leads team of Practice Managers, Client Delivery Architects, Engagement Managers, Consultants and Engineers responsible for all sales, delivery and operations elements of the practice.  Work with clients in multiple industries including Automotive, Manufacturing, FinServe, Insurance, Healthcare, Life Sciences, Retail, and Oil and Gas.  In one year, led team to largest growth and net bookings of all Greenfield teams in America.  Led Manufacturing go to market for ProServe resulting in 10x growth YoY.  Created program management office engagement methodology for joint transformation engagements with system integration partners resulting in largest greenfield solution award.  Serves as Male Ally lead for Central Area inclusion and diversity initiative for gender equality.

Feb 2019Dec 2020

Senior Practice Leader

Amazon Web Services

Professional Services leader for Great Lakes region (MI/IN/OH/KY).  Led large team of Practice Managers, Client Delivery Architects, Engagement Managers, Consultants and Engineers responsible for all aspects of the practice including sales and delivery.  Doubled business revenues YoY during first year in role and won AWS leader of the year award.  Grew business 35% in second year and won "deal of the year" award for highly competitive win with strategic return.  Worked with clients in multiple industries including Automotive, Manufacturing, Financial Services, Insurance, Healthcare, Life Sciences, and Retail.

Aug 2018Feb 2019

Head of Solutions, Alexa Automotive

Amazon.com

Global lead for new business start-up to develop cross-Amazon automotive solutions to enable in-vehicle infotainment, connected car and digital services bundled solutions purpose built for Automotive.  Initiated the idea narrative, created the initial business plan, achieved senior executive approvals and built team and methodology that resulted in creation of new team.  Led large global cross-functional team of business development, solutions architecture and strategy consultants.  Proving out the theory, won significant first deal with large global automaker.

Aug 2016Aug 2018

Head of Business Development, Alexa Automotive

Amazon.com

Global lead for new business start-up for the most strategic growth area of Amazon (at the time).  Responsible for overall business plan strategy, monetization plan, creation of and complete staffing of the business development team and overall management of the business unit.  Created the commercial sales model with specific automotive business terms, methodologies and operational support plans.  Oversaw massive accelerated growth in very short time directly responsible for wins at 8 of the top 10 global OEMs and 11 aftermarket providers in less than three years exceeding D-team plan of activated endpoints and signed agreements.

May 2015Aug 2016

Senior Sales Manager, Cloud and Managed Services, Americas

Cisco Systems, Inc.

Recruited by Cisco VP for a key development and growth area of Cisco's business transformation initiative.  Responsible for reorganizing the go to market and growing managed services and cloud business in the Americas Enterprise segment.  Developed more efficient and effective operational plans increasing win rates by 28 points, created sales analytics processes to enable improved sales campaigns achieving 17% improved qualification results, and intensified talent acquisition and development to optimally staff the team with 21 day improved time to staff.  Directly involved in sales activity and responsible for Americas sales revenues and forecasts.  Worked closely with cross-functional teams including Sales, Engineering, Delivery, Finance, HR and Legal.  Achieved 75% YoY growth in bookings.

Aug 2012May 2015

Senior Sales Manager & Chief of Staff

Cisco Systems, Inc.

Senior Sales Manager & Chief of Staff- Serving as Chief of Staff to Senior Director/VP. Directly responsible for $2B+ quota and lead global team of 55 Portfolio Account Managers and Client Service Managers covering all of Cisco's top 32 global accounts. Appointed to leadership committee leading new organizational change and evolution of future Cisco Sales Model for Business Outcomes Solutions Group. Built new engagement playback and training program resulting in 20% improved close rate.  Management of budgets and costs including P&L." Outstanding" rated employee. Achieved 125% of quota in FY13. 

Sep 2011Jul 2012

Client Service Executive

Cisco Systems, Inc

Client Service Executive Promoted to senior level solutions sales role in Global Enterprise Theater. Established, led and executed solutions sales strategy for assigned Global Enterprise Accounts. Achieved 135% quota retirement in FY12. Management of account services team budget and costs. Led and mentored new hire team additions and established formal training and enrichment program in GET to improve new hire ramp up by 40%. Won major multi-million solutions contracts including first multi-generational architecture contract at Hyundai Motors of America.

Aug 2007Sep 2011

Client Services Manager

Cisco Systems, Inc

Client Services Manager Services Solutions Sales role for assigned premier accounts in Cisco's Global Enterprise Theater including Financial, Manufacturing and Retail Verticals. Managed and exceeded annual sales targets in excess of $80M.  Closed major multi-million dollar consulting contracts resulting in 33% YoY business growth including ground breaking new contract with Ford Motor Company. Earned "X" rated employee accredation (top achievement rating in company).

Sep 2000Aug 2007

Senior Software Sales Executive

Sun Microsystems, Inc

Senior Software Sales Executive recruited and promoted to transform a $0 startup LoB into $65M annuity business in under 2 years. Co-creator of "Solaris Everywhere" SaaS offering promoting adoption and monetizing Solaris on x86. Worked to influence and recruit ISV's and Partners to create Sx86 compatible solutions and drive business towards Solaris. Managed Top Tier Global accounts and a 7 state region.

Education

1994

MASTERS

Eastern Michigan University Graduate School of Business
1990

B.A

University of Wisconsin-Madison

Certifications

20212024

AWS Cloud Practitioner

Amazon Web Services Training and Certification