Software Sales - Impact Player

Board International

Why Sales?
I came across Board while I was a consultant at KPMG and recognized it as technology that was five years ahead of anything I had seen (and I was literally paid to see it all). So when they went looking for people like me – subject matter experts in EPM who know how to manage a sales cycle – I was more than happy to join them.

Achievements
#1 Account Executive in 2020, award for single largest deal in 2022, consistently ranked in top-3 AEs for six years running. Those achievements have been achieved by earning the position of trusted advisor with my clients, and offering a valued perspective.

Beyond personal achievements, I traveled to international offices including Tokyo and London help local teams drive sales and build pipeline.

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KPIs

#1 AE

in 2020
Largest Sale

in 2022

Top 3 AE

Since 2016

If you read the Fintech founder & CEO section, you’ll understand my love for Sales. But it wasn’t easy “breaking into” software sales or convincing companies it’s what I actually wanted to do. More than one company gave me a sideways glance… “Are you sure you want to carry a bag and live with a quota?”

Looking back, I suppose I can see where the skepticism came from. But I’ve been a highly successful Account Executive for more than five years and look forward to the start of each new day. Perhaps part of my success (year after year I am consistently ranked in the Top 3 AEs) is that I sincerely want to help my clients. I work hard to understand their needs, provide council and guidance based on all of my experience (Industry, Consulting, Software Founder) and work to become a trusted advisor.  

The best compliment I received recently from one of our senior executives is that I’m an “Impact Player”. That’s someone who can manage a challenging sales cycle and win, someone who’s thought leadership attracts potential buyers, someone who makes things happen when a deal looks dead in the water. While anyone can “qualify” a prospect (budget, authority, need, clear timetable for decision making) it takes an impact player to go miles beyond that earn trust and confidence. 

I worked with the Institute of Management Accountants (IMA) to survey 700+ companies worldwide to identify what the most successful companies did differently with Financial Planning & Analysis (FP&A) than everyone else. The results were published both as a Statement on Management Accounting (see below) and as a cover story in Strategic Finance Magazine.

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As mentioned above, I led a research team in conjunction with the IMA to identify what the most successful companies did differently with FP&A than everyone else. In this case the “most successful” companies were the ones that were able to consistently meet or beat their own targets and at the same time beat their competition. The related Statement on Management Accounting was the more academically focused, data rich publication.

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