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Summary

Senior executive experienced in leading high performance global business development and professional services 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 & West Area Greenfield.  Launched new practice focused on growth segment of greenfield customers covering twelve sales districts.  Hired and leads team of Practice Managers, Client Delivery Architects, Engagement Managers, Consultants and Engineers responsible for all sales, delivery, partnerships and operations elements of the practice.  Works with clients in multiple industries including Automotive, Manufacturing, FinServe, Insurance, Healthcare, Life Sciences, Retail, and Oil and Gas.  In first year, led team to largest growth and net bookings of all Greenfield teams globally and continued massive growth in second year achieving in excess of 3x YoY.  Led the creation of a manufacturing go to market for ProServe resulting in 10x growth YoY.  Created a program management office engagement methodology for joint transformation engagements improving engagement governance and delivery quality resulting in 25% improved CSAT and the largest greenfield solution award.  Serves as the AWS Male Ally lead for Central Area inclusion and diversity initiative for gender equality and organizer of AWS Women’s Summit.

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, delivery and partnerships.  Doubled YoY business revenues 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 a highly competitive win with a significant strategic return for the business.  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.  Authored the concept narrative, created the initial business plan, and achieved senior executive approvals to create and build the team and methodology.  Led large global cross-functional team of business development, solutions architecture and strategy consultants.  Build the automotive partnership strategy.  Proving out the theory, won significant first deal with large global automaker achieving 265% of target.

Aug 2016Aug 2018

Head of Business Development, Alexa Automotive

Amazon.com

Global lead for new business start-up for a top strategic growth area of Amazon (at the time).  Responsible for creating the overall business plan strategy including direct sales and indirect partner models, monetization plan, and operational plan including 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 175% 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 65 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. 

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