Enterprise Account Executive
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I see myself as a passionate advocate for those I represent and in business that’s - the Client and my Organization. On the client side I advocate for continuous improvements in technology that deliver add’l value, improved efficiencies, and elevated user experience for all. For the Organization, I am passionate about leveraging industry leading platform solutions to drive digital transformation, for an improved user experience, with measurable results.
Success for the client often results in success for the team in delivering on organizational expectations, contributions to future enhancements, a reference-able client, resulting in increased revenue. Success to me is delivering for the client and delivering for my organization.
With 20+ years of experience collaborating with team members in developing and implementing enterprise software solutions, I specialize in solving client issues, defining value, challenging the status quo and delivering measurable results. I have been fortunate to have amazing mentors and throughout my career been trained in various sales methodologies, including: SPIN, MEDDIC, Challenger Sales, Solution Selling and Sandler. My approach focuses on understanding the clients business, their use case/requirements, Decision making process, Decision makers (Contract Signee) vs.
Champion(s), initiating Legal Review as early as appropriate, Negotiate, Deliver final Project Plan proposal, Negotiate and close. Responsibility for retaining & expanding existing Enterprise client spend, It’s important to appreciate the importance of team collaboration across the board. Post sales follow through with the Professional Services team for successful implementation and knowledge transfer from Prof Svcs and Sales teams to Customer Service teams to deliver an elevated level of service.
I thrive and enjoy the process of acquiring new business, turning complex challenges into innovative solutions that empower organizations to achieve their goals
April 2021 – March 2024 Overview: DocuSign, Inc.provides cloud-based electronic signature solutions in the United States & internationally. Its
DocuSign cloud based electronic signature platform helps companies and individuals securely collect information, automate data workflows and sign anything, from any device. The firm automates manual, paper based processes allowing users to manage all aspects of documented business transactions including Identity Management, authentication, digital signature,
forms & data collection, collaboration, workflow automation and storage. The DocuSign platform enables businesses of all sizes to digitally prepare, sign, act on, and manage agreements. DocuSign serves mortgage, non-profit, government,
real estate, insurance, technology and healthcare industries worldwide.
Quota: 1M Average Deal Size: 250K.
Deal Terms: 1- 3 yrs Largest Deal: 2.2M
Enterprise Account Executive – Health & Life Sciences Vertical
➔ Successfully managed and cultivated relationships with prestigious healthcare institutions including Cedars-Sinai, Children's Hospital Los Angeles, City of Hope, Texas Children’s
Hospital, & St. Jude Children’s Hospital.
➔ Exceeded sales targets consistently by driving adoption and expansion of DocuSign solutions across the client portfolio.
➔ Implemented strategic account plans resulting in a notable increase in revenue from key accounts.
➔ Effectively communicated and demonstrated how DocuSign’s solutions align with the digital transformation needs of healthcare organizations.
➔ Conducted compelling presentations tailored to each clients specific challenges, Showcasing the value proposition and benefits of DocuSign’s platform.
➔ Collaborated closely with internal teams, including marketing, customer success and product development, to ensure seamless delivery of services and address client requirements promptly.
➔ Facilitated ongoing communication between clients and internal stakeholders to drive successful implementation and utilization of DocuSign solutions.
➔ Managed a robust sales pipeline, consistently updating CRM tools to track sales activities and opportunities.
➔ Provided accurate and timely sales forecasts, contributing to the overall success of the Health &
Life Sciences vertical.
➔ Maintained up-to-date knowledge of healthcare industry trends, compliance standards, and regulatory changes, ensuring alignment with client needs and DocuSign's product offerings.
August 2019 – March 2020 Overview: Trackunit is the premier provider of Telematics and Asset Management in the Heavy Construction and
Heavy Equipment Rental Industry. Trackunit’s IoT services collect and analyze machine data in real-time to deliver actionable, proactive and predictive information, empowering customers with data-driven foresight to meet the challenges and demands of leading businesses world-wide. Collaborating with multiple industry OEM partners such as Wacker
Neuson, Skyjack, Manitou and Niftylift enable data feeds to be accessed and analyzed for deeper insights provided from a single, advanced and vendor-neutral platform.
Quota: 1MK Average Deal Size: 200K.
Deal Terms: 1- 3 yrs Largest Deal: 16M
Enterprise Sales Manager –
companies.
o Cellular, Satellite, and multi-band communications telematics o Vehicle/Asset tracking, M2M, and logistics management.
o Mobile applications and field service applications o Effective communication skills/collaboration with team, vetting out challenges, developing solutions using existing and cutting-edge technology and presenting solutions to Senior Level
May 2013 – July 2019 Verizon Connect (Telogis Inc.)
Overview: Verizon Connect is the premium provider of Enterprise Mobile Resource Management & IoT to enterprises across the globe.
Connects’ scalable, Software as a Service (SaaS) platform helps enterprises, business owners to optimize business operations and manage their global workforce effectively through GPS location technology. Verizon
Connect is dedicated to enhancing the value of our customer’s business through intelligent integration of location technology, information and services.
Quota: 1.2M Average Deal Size: 200K.
Deal Terms: 1- 3 yrs Largest Deal: 2M
Enterprise Account Executive –
● Develop and conduct on-site/on-line presentations to C level executives
● Disciplined use of CRM to track all activity, contacts, sales process, forecast
across multiple vertical markets
Sept 2011 – April 2013 Airclic Inc.
Overview: Airclic is a proven leader in electronic Proof of Delivery / Enterprise mobility, enabling more than $165
billion in business transactions yearly. Its cloud-based software, which automates and streamlines formerly paper-based processes, is used by more than 300 businesses worldwide to transform the accuracy, efficiency, and competitiveness of their supply chain and logistics operations
Sr.
Executive – Western Regional Manager
NOVA Mobility, Quest Solutions
Waste Mgmt, Knight Transportation, Kent Landsberg, Clinical Labs, Alaska Airlines
Jan 2011 – Sept 2011 ASG Inc.
Overview: ASG provides global 5000 businesses with world class professional services and software solutions for
Metadata, Applications, Operations, Content, Performance, Security and Infrastructure Mgmt.
Account Executive – Southern California Territory Manager
2007 – Dec 2010 Overview: XATA Corp.
XATA is a leader in Fleet Optimization. XATA provides Electronic On-Board Computers & Business
Intelligence to assist companies in optimizing their fleet operations through compliance, safety, and efficiency.
Regional Account Manager – West Coast & Western Canada
2005 – Aug 2007 AccuRev Inc.
Overview: AccuRev is a leader in software development optimization. Offering a unique stream based architecture to the SCM space. AccuRev aims to tackle industry leading SCM tools and replace them with superior technology for today’s business needs.
Regional Account Manager – West Coast & Western Canada
Entertainment, SanDisk, Alaska Airlines, Avaya, McAfee Security, Palm Inc., and Salesforce.com
2004 – 2005 Levi, Ray & Shoup Inc.
Overview: LRS, a global leader in innovative output management tools since 1981. LRS developed the first software application enabling the MVS mainframe to distribute output to printers outside the data center. Today they provide industry leading software to capture documents from multiple platforms, managing them, and delivering them to diverse network destinations.
Field Sales Rep – Pacific Northwest/Western Canada
Siemens, OCS, SAP & PeopleSoft
1998 – 2004 Borland Software Corp.
Overview: Borland is the global leader in platform independent solutions for Software Delivery Optimization (SDO).
SDO is the transformation of software development into a managed business process that aligns the people, process and technology required to maximize the business value of software.
companies including: Nordstrom, Hyperion, T-Mobile, Hollywood Video, Sears, The Chicago Tribune,
Kohl’s, Abbot Labs, CNA Insurance
Development Life Cycle, including IDe’s, AP servers(Deployment), Requirements, UML Modeling
(Design), Testing & Configuration Management
1994 – 1998 California Software Products Inc.
Overview: Experts in legacy extension, EAI solutions and business intelligence. Helping global enterprises migrate legacy applications to Windows, Unix & Linux. CSPI enables valuable corporate data to be available to employees,
business partners & customers.
Senior Account Executive/Director of Sales
RPG applications for the AS/400 and System 36, deploying on a Windows platform
Education 1988 – 1990 California State University Fullerton
Language Speak, Read & Write Spanish fluently
Education 1988 – 1990 California State University Fullerton
