Career Profile

Although I'm a sales guy by day, I am a geek at heart that is more comfortable in Debian than Windows, and I am an Acquia certified Drupal 8 Site Builder. I know content management systems; Drupal, WordPress, eZ-Publish, Anchor, Ghost, Pelican; and those are just the CMS's I have installed and used in the last several years. Oh yeah, I can sell too! I have averaged $1,500,000 annually in web development sales (mostly Drupal) over the last few years.

Experiences

Senior Technical Sales Engineer

2021 - Present
Fruition, Denver CO

Supports business development effort by working with front line sales team as the technical sales engineer to lead discovery calls, understand the technical solution, and develop and deliver proposals and presentations. I also directly source government and nonprofit RFPs and lead the response to those opportunities.

Digital Strategist

2016 - 2021
Promet Source, Chicago, IL

Worked remotely from Virginia as primary new business capture resource for the company, with focus on higher education and government Drupal work. Closed the two largest deals in company history and grew a F500 account from a $3000 audit to $500,000 in annual sales.

Senior Sales Executive

2015 - 2016
GovDelivery Open Data (NuCivic)

Lead Federal sales executive selling open source as a service, Drupal based, open data portal solution to Federal agencies. Built prospecting plan that resulted in multiple touches with every Federal agency with an open data program, and sold deals to several large cabinet level agencies.

Digital Strategist

2014 - 2015
Taoti Creative

I asked smart questions, challenged answers, strategized, and generally helped our prospective clients think about what their digital strategy needed to be. I also wrote proposals and gave presentations, to sell our vision for how the website we were pitching would support and advance the digital strategy. I did about $2 million in booked revenue over my 20 months with Taoti.

Director of North American Sales

2013 - 2014
NXC Interactive

I was 3rd US based employee for offshoring firm with development teams in Norway, Switzerland, and Ukraine building websites on the eZ-Publish CMS. I made a lot of cold calls and wrote a lot of proposals to build the US pipeline and close open source consulting / website development deals in tourism, higher education, and state government markets.

Director of Sales and Marketing

2011 - 2013
Yellowbrix

Sold licensed, curated, content and content management services to web publishers. Closed more new business deals in 2012 than the previous two person sales teams did in either 2011 or 2010. Improved web marketing conversion rates and maintained lead flow while reducing web marketing budget 50%.

Director of Business Development

2010 - 2011
Capriccio Software

Responsible for sales, marketing, customer implementations, training, and technical support for start up software division of a professional services company. Increased user count and revenue over 2000%. Designed and implemented web marketing program on a shoestring budget that resulted in top 10 organic Google placement for multiple key terms, and an Adwords program with positive ROI. Developed pricing and market position strategy for hosted operations software solution. Implemented new systems, trained new customers and served as first line of support.

Senior Sales Consultant

2005 - 2010
Unanet

Opened approximately 30 new accounts each year in a pure hunter role that was 100% focused on new revenue generation for a project management tool for the government contractor market. I was the highest producing sales consultant each year I was with Unanet.

Projects

Advocacy / Volunteer Work & Side Projects

Open Source Advocate - Active member of local Linux Users Group and Drupal Meetup group. Member of the marketing committee for 2018-2021 Drupal GovCon. Member of the #PromoteDrupal committee and individual member of the Drupal Association.
Webmaster: Virginia Division - United States Fencing Association - Designed and maintained nonprofit website (WordPress)from 2010-2014.
Founder - COD Communications - Freelance web development and digital strategy work.

Skills & Proficiency

Proposal Writing

Pitch Presentations

Drupal Site Builder

PHP

Python