COMPANY NAME: Ziff Davis, a division of J2 Global
TITLE: Strategic Advisor / Vice President, Ziff Davis
LOCATION: Redwood City, CA
TIME PERIOD: 2015 to Present
DESCRIPTION: Salesify was acquired by J2 Global for its very strong multiples, and I am currently providing strategic advice on operations, growth, and M&A.
Salesify is the leading provider of B2B sales/marketing services and the only big data customer intelligence cloud platform. It was acquired by Ziff Davis, a subsidiary of J2 Global, in 2015. Ziff Davis offers research to enterprise buyers and leads to IT vendors.
COMPANY NAME: Salesify
TITLE: Chief Executive Officer / Founder
LOCATION: Redwood City, CA
TIME PERIOD: 2005 to 2015
DESCRIPTION: I developed this company’s business model, brought together the founding team, bootstrapped the company with zero debt, and steered it through a successful exit at very strong multiples. By introducing proven sales methodologies, tools, and processes to maximize Salesify’s service offerings, I spurred tremendous growth. I built, led, and motivated top-performing team of 1,000+ employees to peak performance levels across India, the Philippines, and the US. While developing new markets, products, and customer acquisition strategies, I set and championed a dynamic corporate vision.
From 2012 to 2015, I grew the business 317%. I maintained a 43% CAGR over 11 years and industry-best EBIDTA of 50%+.
SALESIFY RECOGNITIONS ON FASTEST-GROWTH LISTS:
Inc. 500|5000 Fastest-Growing Private Companies in the US, Inc.com (5x)
Technology Fast 500, Deloitte (2x)
Top 50 Fastest-Growing Private Companies, Silicon Valley / San Jose Business Journal (6x)
Top 100 North America Award, Red Herring (3x)
Top 100 Global Award, Red Herring (2x)
Top 50 Fastest-Growing Private Companies, Silicon Valley Business Times (4x)
Top 100 Fastest-Growing Private Companies, San Francisco Business Times (2x)
PERSONAL HONORS:
Top Private CEOs, The Exec Ranks, 2013; ranked #350
PRODUCT SUCCESSES:
Elevating prospecting and market research efficiency across 20+ industries by releasing next generation of B2BSignals, data as a service (DaaS) for global subscriptions.
Launching the award-winning TechLeads Online (TLO), a critical success and the only competitive business intelligence platform that provides visibility into a competitor’s customer base.
Winning the Golden Bridge Award, the Bronze Stevie Award, 5 Stevie Awards, and the SAMCEDA Software Innovator Award of Excellence.
Notable Clients: Adobe, Citrix Systems, Dell, EMC, FireEye, LinkedIn, Microsoft, Oracle, Palo Alto Networks, Salesforce.com, Symantec
COMPANY NAME: British Telecom
TITLE: Vice President / General Manager, Northwest USA
LOCATION: London, UK
TIME PERIOD: 2005 to 2006
DESCRIPTION: To turn around an underperforming region, I filled this leadership role and repositioned the region to generate sizeable profits after building a world-class sales team.
DELIVERED RESULTS: By restructuring the salesforce and retooling skill sets, I brought gross profit margins to 45%, far exceeding the prior 3-year 10% growth average. To do so, I established long-term contracts with large- and medium-sized companies such as Boeing and EPRI.
COMPANY NAME: Virtela
TITLE: Vice President of Sales, Western US & APAC Regions
LOCATION: Greenwood Village, CO
TIME PERIOD: 2004 to 2005
DESCRIPTION: To create new offerings and marketing plans for this innovative startup enterprise, I led global enterprise initiatives. I identified and formalized profitable partner relationships, and expertly promoted global platform offerings, which converged the capabilities of a business consultant, network aggregator, and network integrator into a single service. I sold consulting and managed services to many of the world's largest multinational companies.
While building and directing a top-performing team of 25 emerging channel managers, country managers, sales professionals, business development executives, account managers, telesales representatives, and marketers, I hired, trained, and mentored the first Western United States sales team. I created operational support structure and product development processes.
DELIVERED RESULTS: Spurring dramatic 430% growth while leading company to rank #12 on the Deloitte Technology Fast 500 list after its inaugural year. Designing and flawlessly executing an integrated sales strategy and marketing approach.
Slashing expenses by 70% and raising activity by 250%. Developing highly efficient teams and strategically outsourced marketing, business development, and direct sales functions.
Establishing sales team that outperformed 4-year record of preexisting team in just 6 months. Creating training program that was adopted worldwide.
Working with industry legends, including Promod Haque, who was ranked #1 on Forbes Midas List in 2004. Reporting directly to the CEO and Board of Directors, which was comprised of some of the world’s preeminent venture capitalists.
Driving $12 million in 1st-year sales, starting with a forecast of $0 with 30% margin for new product commercialization.
COMPANY NAME: International Network Services
TITLE: Director of Business Development
LOCATION: Mountainview, CA
TIME PERIOD: 1998 to 2004
DESCRIPTION: I optimized sales operations for this startup across 4 states and Western Canada. Serving on the CEO’s advisory panel, I strategized new offerings, partnerships, territory plans, account acquisition methods, and marketing initiatives. I formulated and implemented comprehensive, integrated sales strategy. While managing and inspiring 25 sales professionals, business development executives, and account managers, I delivered a global training program.
DELIVERED RESULTS: Generating a record $350 million in North American sales FY2000, with $168 million (42%) in gross margin. Positioning the company to serve 75%+ of all Fortune 500 companies through hundreds of engagements.
Winning the CEO Award for 3 consecutive years. Getting recognized twice as the company’s #1 Sales Director (out of 24) for generating 139%-141% of revenue quota.
Ranking #1 worldwide for sales revenue and profitability in 2003. Growing monthly revenue 100%+ for 6 straight months. Getting recognized as leading the Top ESS Operation worldwide, with the most new-account revenue year-over-year.
Consistently exceeding expectations of key accounts, such as Microsoft, Boeing, JP Chase, Schwab, Visa, McKesson, CSAA, Fireman’s Fund, ATT Wireless, and T-Mobile.
COMPANY NAME: Siemens Information Services
TITLE: Business Development Manager
LOCATION: Mountainview, CA
TIME PERIOD: 1996 to 1998
DESCRIPTION: Catering to Fortune 1,000 clients, I consistently surpassed ambitious sales quotas, managed multimillion-dollar accounts, and won top sales awards. I hired managed, mentored, and trained 5 Senior Account Managers and 4 Sales Executives. While doing so, I designed high-impact processes that increased sales leads and maximized client accounts.
DELIVERED RESULTS: Leading top-producing office in the West, achieving 130%+ of quota, and winning $44+ million in new business in a single year.
