Functional Resume

My functional resume can be viewed below.

View my Linkedin profile to see where I've worked and when.

• Responsible for over 60 customer accounts, conducted over 75 customer success reviews, and reduced outstanding accounts payable balances by over $150,000 in a year.  Successfully executed MBOs, customer retention goals, and exceeded 100% of revenue targets.
• Managed client activation process, serving as the key point of contact and liaison between the customer and the various departments within Clickability, leading to the successful launch of several new customer websites.
• Ensured continued customer satisfaction by understanding customer needs, business model and value proposition, serving as the first point of escalation whenever client expectations were not met.
• Trained new users on how to submit support cases and utilize Clickability’s customer self-service support and community sites.

• Managed Siebel, SAP, ATG, and IBM Strategic Alliances, driving all partnership related activities using a systematic, co-development, co-marketing, co-selling, and co-delivery methodology at Documentum.
• Increased Documentum’s average deal size, while reducing typical sales cycle by 40%, working with internal and external stakeholders to produce finished product integrations, technical whitepapers, brochures, sales presentations, joint lead generation campaigns and consulting engagements.   Raised partner influenced sales revenue to 60% of all deal flow
• Promoted and evangelized Documentum technologies to independent software application developers, generating over 180 technology partnerships.
• Signed Documentum’s first two OEM accounts.

• Developed and delivered company’s first Technical Training Boot Camp for professional services client engagement managers.

• Developed and delivered company’s first two day New Hire Sales Quick Start program, training over 12 new field reps.

• Delivered 3 Documentum University New Hire Programs and 4 Quarterly Field Sales training programs in 10 months.
• Trained over 100 new field reps and employees.
• Instrumental in Documentum’s successful transition to an eBusiness model by revising and infusing the sales training program with Internet technologies content and thinking.

• Established the need, developed and delivered Netscape’s first New Hire Sales Training program.  Instrumental or directly responsible for the design, development, and articulation of Netscape’s:

• Product Sales Training curriculum – Sculpting the Intranet, Architecting the Intranet
• Netscape Sales Model & Methodology – Introduction and rollout at the Worldwide Sales Meeting
• Sales Masters weekly sales skills reinforcement

• Trained over 350 sales reps and engineers.
• Introduced and rolled out Sandler Sales Training Methodology.

• Delivered 13 quarterly product sales training web seminars using Centra Symposium software.
• Improved effectiveness and retention of key points by working closely with product management and marketing.
• Delivered structured and focused presentations with clear, measurable objectives, identification of sales audience needs, and assessment questions.

• Defined and articulated Netscape’s long term Sales Rep training strategy leading to the identification, research, management approval, and introduction of Netscape’s first distance learning technologies.

• Developed the methodology for measuring customer success and establishing the ROI for the program.
• Wrote sixteen blog articles for the corporate website, writing on innovative publishing ideas and best practices.

• Developed and introduced a customized Sales Methodology to help shorten sales cycles, increase forecasting accuracy, and improve sales teamwork.
• Designed, wrote, and produced a self-running Flash demo promoting Everdream Corp.’s Software as a Service desktop management suite.   Doubled the number of website sales leads and winning the Best Presentation award at 2005 Gartner Midsize Enterprise Summit.
• Implemented internal Sales Knowledge website to provide easy access and location of key content for the direct sales, marketing, and client services organizations.
• Designed, organized and wrote content for Everdream’s extranet Partner Portal website.   Lowered cost of sales by providing partners with a self-service option for accessing sales, marketing, technical, and training materials.

• Developed and produced the NetManage Host Transformation Options poster.  Increased sales twofold by helping field reps recognize new complementary sales opportunities.
• Implemented and introduced NetManage’s sales and marketing discussion and collaboration website as part of an ongoing sales training, performance support program.
• Wrote Sales Tip of the Month articles communicating key product positioning.

• Developed a technical framework showing how content management works with other key Internet technologies, resulting in increased Documentum professional services engagements.
• Used as a roadmap for developing new partner alliances with system integrators and independent software vendors.
• Wrote Sales Tip of the Week to reinforce new Internet product positioning and educate sales reps on Internet terms and concepts.

• Developed and produced Netscape’s SuiteSpot and Netscape Communicator Poster.

• Developed Partner ecosystem segmentation model.  Program managed the technical, legal, and financial policies for the launching of Documentum’s first OEM program.
• Revised the Documentum Technology Partner application process and program managed new enhancements resulting in quicker approval and notification process for internal and external audiences.
• Reduced by 50% the number of potentially competitive, unproductive alliances by working closely with product managers, developer relations, product marketing, and field management to determine strategic partnership needs on a prioritized basis.

• Developed and established Sun-Netscape’s Channel Authorization program requirements for Distributors, Value Added Resellers, Systems Integrators, OEMs.
• Ensured Channel readiness to sell Netscape products by working collaboratively with Product Marketing, Sales, Operations, and Training to produce integrated product upgrade policies, pricing, packaging, and curriculum paths.
• Promoted Netscape brand and provided accurate, up-to-date information and policies to channel partners by working with product marketing to update internal and external Channel websites.
• Managed program identifying deployment obstacles affecting Netscape’s largest enterprise customers.  Identified, recommended, and drove the creation of solutions to speed the deployment of Netscape software with a cross functional team.

• Organized and ran Everdream’s August ’05 and January ‘06 National Sales meeting, covering 21 product, organization, and sales process topics.

• Delivered NetManage’s most successful Global Sales Meeting by implementing an audience response system, thereby increasing sales interactivity and feedback.  Project managed the development of product and sales training content in a collaborative, team environment.

• Developed and delivered key program modules at Netscape’s 1997 and 1999 Worldwide Sales Meetings.

• Established and managed a 3 person team responsible for delivering two key quarterly programs: New Hire Sales Representative Training and Quarterly Field Rep Training.
• Trained over 200 sales reps and system engineers.

• On Target – Target Account Selling
• Sandler Corp. – Sandler Sales Training
• Holden Corp. – Power Base Selling
• Miller Heiman – Conceptual, Strategic Selling
• Decker – Effective Presentations
• McDonnell Douglas - Negotiating to Yes
• Netscape Communications - Management Training
  
• McDonnell Douglas – Management Training
  

• Villanova University – Essentials of Business Analysis (Online)