Creative, Results Drive, Sales Leader

Well-regarded channel sales leader with a proven track record developing and executing sales strategies.

Creative problem solver who excels at understanding business needs/challenges and building strategic solutions

Team player who understands the importance of maintaining strong relationships with peers, clients and partners.

 

Nintex, Bellevue, WA

Director, Public Sector – 7/18 – Present

Sales leader with Public Sector revenue responsibility for both State/Local and Federal SaaS business. In this role, worked with executive leadership team to create the company’s Public Sector GTM strategy from the ground up including product alignment, solution focus, partner engagement, sales plays and marketing programs. Results included increasing Public Sector revenue by 20% in first 7 fiscal quarters while expanding SaaS market position in Federal with FedRAMP certification and DoD accreditation.

Key responsibilities include:

  • Development and execution of government business strategy
  • Managing sales pipeline and revenue forecasts
  • Providing strategic direction to internal sellers and partner teams
  • Manage FedRAMP Certification process
  • Creation of sales plays, marketing content and product demos for public sector
  • Sales enablement and coaching

Nintex, Bellevue, WA

Sr. Strategic Partner Manager – 6/17– 6/18

As the Sr. Strategic Partner Manager, revenue responsibility for enterprise and global alliance channel sales focusing on NSI/GSI partners and MFP/Device manufactures. Accountable for building and executing joint sales and GTM with partners to accelerate growth to accelerate revenue growth in enterprise accounts. Closed the largest deal in company history while in this role. Made Presidents Club, Sales Impact Award Winner (Top Seller).

Key responsibilities included:

  • Recruiting and Partner Development
  • Managing sales pipeline and revenue forecasts
  • Development of joint solutions offerings
  • Creation of joint marketing campaigns
  • Managing sales pipeline and revenue forecasts
  • Co-Selling with NSI/GSI sales teams

Nintex, Bellevue, WA

Territory Manager – 6/14 – 6/17

Revenue growth responsibility for the Mid-Atlantic Territory with a focus on channel sales leveraging a portfolio of over 35 active partners. In this role, spearheaded the company’s transition from perpetual software to SaaS subscription landing several large Enterprise customer deals both in commercial and public sector. Launched several innovated sales and marketing programs that would be adopted globally. Made Presidents Club 2017 (first year held)

Key responsibilities included:

  • Partner recruiting, development and enablement
  • Managing sales pipeline and revenue forecasts
  • Developing lead and pipeline generating programs
  • Executing sales plays
  • Building Microsoft relationship within the territory

Protiviti, Winchester, VA

Associate Director – 12/12 – 6/14

Following the acquisition of SusQtech by Protiviti, focused on selling solutions to Protiviti strategic enterprise (Fortune 100) accounts primarily in the financial services industry. As a consultant and subject matter expert worked with Protiviti leadership to engage, pitch, contract and oversee delivery of client projects. While in this role developed a number of repeatable audit, risk and compliance solutions that were rolled out company wide.

Key responsibilities included:

  • Developing and delivering sales presentations
  • Delivering solution and product demos
  • Development of proposals and contracts
  • Managing sales pipeline and revenue forecasts
  • Providing strategic direction to internal and client teams
  • Managing the engagement life cycle

SusQtech, Winchester, VA

Vice President Marketing, Training and Product Development – 2/11 – 12/12

As the VP of Marketing, Training and Product Development, was responsible for revenue growth and operational delivery of company’s ‘non-services’ related business which included e-commerce, training, product development, partner development and software sales. In addition, acted as both strategic and hands-on leader of marketing which included events, webinars, tradeshows, SEO, email marketing and online and print campaigns.

Key responsibilities included:

  • Managing the day to day operations of the product development team.
  • Managing the day to day operations of the marketing team.
  • Managing the day to day operations of the training division.

Key achievements included:

  • Developing and launching an e-commerce channel that generated over $500K in the first 12 months.
  • Creating and launching successful new training products that generated new revenue streams.
  • Creating and Hosting the successful ’30 on Thursday’ webinar series.
  • Developing Strategic partnerships with Nintex, AvePoint, Idera, CoSign and Kodak that achieved over $500K in additional revenue within the first 18 months.
  • Successful retooling of the database marketing program from the ground up resulting in tripling list size while at the same time increasing open rates and click thru rates.

SusQtech, Winchester, VA

Vice President Professional Services – 10/09 – 2/11

As the VP of Professional Services, lead a team of thirty professionals including directors, project managers, developers, designers and architects responsible for delivering client projects at the time of the company’s most rapid growth. Provided executive level oversight to the daily operations of the team while ensuring key company metrics such as chargeability and customer satisfaction were being met.

Key responsibilities included:

  • Managing day to day operations of the professional services team.
  • Managing employee onboarding and performance.
  • Managing resource allocation and scheduling across all projects.
  • Reporting project status to the executive team and to executive level sponsors at each client.
  • Ensuring projects were delivered on time, on budget and in accordance with the contract.
  • Technical readiness of the team moving from SharePoint 2007 to 2010.

SusQtech, Winchester, VA

Director Professional Services – 7/07 – 10/09

As Director of Professional services, lead a team of project managers and consultants responsible for running client projects.  High level of focus on building client relationships, customer satisfaction, customer retention and repeat/additional business.

Key responsibilities included:

  • Developing a delivery methodology for SharePoint projects.
  • Reporting status of projects on the team to the VP of Professional services.
  • Managing onboarding and performance of project managers and consults.
  • Serving as lead consultant and project manager on key strategic projects.
  • Leading the company’s Project Management Office (PMO).

Susquehanna Media Co., York, PA

Application Services Manager – 7/03 – 5/06
Web Architect/Sr. Project Manager – 12/99 – 7/03

Lord Corporation, Cary, NC

Marketing Communications Specialist – 12/95 – 12/99       

Steve Witt

Creative, Results Drive, Sales Leader

Well-regarded channel sales leader with a proven track record developing and executing sales strategies.

Creative problem solver who excels at understanding business needs/challenges and building strategic solutions

Team player who understands the importance of maintaining strong relationships with peers, clients and partners.

 

Nintex, Bellevue, WA

Director, Public Sector – 7/18 – Present

Sales leader with Public Sector revenue responsibility for both State/Local and Federal SaaS business. In this role, worked with executive leadership team to create the company’s Public Sector GTM strategy from the ground up including product alignment, solution focus, partner engagement, sales plays and marketing programs. Results included increasing Public Sector revenue by 20% in first 7 fiscal quarters while expanding SaaS market position in Federal with FedRAMP certification and DoD accreditation.

Key responsibilities include:

  • Development and execution of government business strategy
  • Managing sales pipeline and revenue forecasts
  • Providing strategic direction to internal sellers and partner teams
  • Manage FedRAMP Certification process
  • Creation of sales plays, marketing content and product demos for public sector
  • Sales enablement and coaching

Nintex, Bellevue, WA

Sr. Strategic Partner Manager – 6/17– 6/18

As the Sr. Strategic Partner Manager, revenue responsibility for enterprise and global alliance channel sales focusing on NSI/GSI partners and MFP/Device manufactures. Accountable for building and executing joint sales and GTM with partners to accelerate growth to accelerate revenue growth in enterprise accounts. Closed the largest deal in company history while in this role. Made Presidents Club, Sales Impact Award Winner (Top Seller).

Key responsibilities included:

  • Recruiting and Partner Development
  • Managing sales pipeline and revenue forecasts
  • Development of joint solutions offerings
  • Creation of joint marketing campaigns
  • Managing sales pipeline and revenue forecasts
  • Co-Selling with NSI/GSI sales teams

Nintex, Bellevue, WA

Territory Manager – 6/14 – 6/17

Revenue growth responsibility for the Mid-Atlantic Territory with a focus on channel sales leveraging a portfolio of over 35 active partners. In this role, spearheaded the company’s transition from perpetual software to SaaS subscription landing several large Enterprise customer deals both in commercial and public sector. Launched several innovated sales and marketing programs that would be adopted globally. Made Presidents Club 2017 (first year held)

Key responsibilities included:

  • Partner recruiting, development and enablement
  • Managing sales pipeline and revenue forecasts
  • Developing lead and pipeline generating programs
  • Executing sales plays
  • Building Microsoft relationship within the territory

Protiviti, Winchester, VA

Associate Director – 12/12 – 6/14

Following the acquisition of SusQtech by Protiviti, focused on selling solutions to Protiviti strategic enterprise (Fortune 100) accounts primarily in the financial services industry. As a consultant and subject matter expert worked with Protiviti leadership to engage, pitch, contract and oversee delivery of client projects. While in this role developed a number of repeatable audit, risk and compliance solutions that were rolled out company wide.

Key responsibilities included:

  • Developing and delivering sales presentations
  • Delivering solution and product demos
  • Development of proposals and contracts
  • Managing sales pipeline and revenue forecasts
  • Providing strategic direction to internal and client teams
  • Managing the engagement life cycle

SusQtech, Winchester, VA

Vice President Marketing, Training and Product Development – 2/11 – 12/12

As the VP of Marketing, Training and Product Development, was responsible for revenue growth and operational delivery of company’s ‘non-services’ related business which included e-commerce, training, product development, partner development and software sales. In addition, acted as both strategic and hands-on leader of marketing which included events, webinars, tradeshows, SEO, email marketing and online and print campaigns.

Key responsibilities included:

  • Managing the day to day operations of the product development team.
  • Managing the day to day operations of the marketing team.
  • Managing the day to day operations of the training division.

Key achievements included:

  • Developing and launching an e-commerce channel that generated over $500K in the first 12 months.
  • Creating and launching successful new training products that generated new revenue streams.
  • Creating and Hosting the successful ’30 on Thursday’ webinar series.
  • Developing Strategic partnerships with Nintex, AvePoint, Idera, CoSign and Kodak that achieved over $500K in additional revenue within the first 18 months.
  • Successful retooling of the database marketing program from the ground up resulting in tripling list size while at the same time increasing open rates and click thru rates.

SusQtech, Winchester, VA

Vice President Professional Services – 10/09 – 2/11

As the VP of Professional Services, lead a team of thirty professionals including directors, project managers, developers, designers and architects responsible for delivering client projects at the time of the company’s most rapid growth. Provided executive level oversight to the daily operations of the team while ensuring key company metrics such as chargeability and customer satisfaction were being met.

Key responsibilities included:

  • Managing day to day operations of the professional services team.
  • Managing employee onboarding and performance.
  • Managing resource allocation and scheduling across all projects.
  • Reporting project status to the executive team and to executive level sponsors at each client.
  • Ensuring projects were delivered on time, on budget and in accordance with the contract.
  • Technical readiness of the team moving from SharePoint 2007 to 2010.

SusQtech, Winchester, VA

Director Professional Services – 7/07 – 10/09

As Director of Professional services, lead a team of project managers and consultants responsible for running client projects.  High level of focus on building client relationships, customer satisfaction, customer retention and repeat/additional business.

Key responsibilities included:

  • Developing a delivery methodology for SharePoint projects.
  • Reporting status of projects on the team to the VP of Professional services.
  • Managing onboarding and performance of project managers and consults.
  • Serving as lead consultant and project manager on key strategic projects.
  • Leading the company’s Project Management Office (PMO).

Susquehanna Media Co., York, PA

Application Services Manager – 7/03 – 5/06
Web Architect/Sr. Project Manager – 12/99 – 7/03

Lord Corporation, Cary, NC

Marketing Communications Specialist – 12/95 – 12/99       

Steve Witt