Accomplishments

High Impact Business Development
  • Led geographically-diverse team of 13 sales and business development professionals at MapInfo to deliver $18 million in revenue across Canada, U.S., and Latin America, contributing to over 27% of the Americas SBU goal.
  • At MapInfo, pioneered the location-enablement of business intelligence applications that opened new revenue streams and markets by striking new relationships with major software companies.
  • At Oracle, created a $75 million opportunity pipeline for the public sector with Siemens in Latin America and the emerging Eastern European markets.
  • Created a new distinct division for a national communications training consultancy, Decker Communications. The new division integrated multimedia and presentation technology to provide training for the then emerging field of Sales Force Automation. Related to this role, acted as a contributing editor to “1994 Business Week Guide to Multimedia Presentations.”
  • Managed Apple's State of California team and i mplemented strategies leading to market share growth of 105% in less than 3 years.
  • Expanded Apple's public sector business more than 650% during 1st year by influencing key agencies, such as County of Orange, City of Anaheim and the International Association of Fire Chiefs to adopt the Macintosh as an alternative platform to the entrenched MS-DOS standard.

High Performance Partnering
  • Expanded deCarta Corporation's footprint into the enterprise market through strategic alliances and “go-to-market” partnerships with industry leaders such as Business Objects, Click Software, First American Proxix and SRC.
  • Developed and implemented a strategy for MapInfo to drive field sales' engagement of solutions-led deals with global alliance partners (MicroStrategy, Business Objects, IBM, Oracle, Siebel, etc.) resulting in 253% increase in net new incremental revenue.
  • Redesigned the MapInfo Americas channel strategy to shift the organizational structure away from dependence on traditional VARs and resellers to concentrate on creating higher-value OEM and enterprise partnerships resulting in double-digit year-over-year growth.
  • At Oracle , drove over $100 million in SI revenue with a key partner, resulting in $10 million of revenue for Oracle's largest vertical, U.S., State & Local Government.
  • Managed relationship and a global team for Oracle's largest reseller Unisys, a $6 billion SI, OEM and ISV.
  • Built field sales partnerships between SeeBeyond, a global eAI solutions provider, and BroadVision resulting in a repeatable solution that drove over $1 million within 6 months of launching.

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