Structure for the complex.
Focus on the outcome.
A deliberate approach to enterprise opportunities, from the first conversation through expansion.
How I sell.
Understand
Identify the actual business problem before positioning a solution.
Map
Identify decision makers, champions, blockers, technical stakeholders and the economic buyer.
Quantify
Connect the problem to financial, operational, strategic or risk impact.
Build Consensus
Create alignment across the stakeholders who must support the decision.
Create Momentum
Resolve the barriers to action and agree on a meaningful next commitment.
Expand
Treat the first contract as the beginning of a broader strategic relationship.
Where I contribute.
Create opportunity
- New logo acquisition
- Pipeline development
- Go to market execution
- Territory and account research
Align the account
- Executive selling
- Strategic account planning
- Multithreading
- Stakeholder alignment
Earn the decision
- Business case development
- ROI modeling
- Negotiation
- Complex sales cycles
MEDDPICC qualification · Challenger selling
Fluent across the buying committee.
Experience engaging technology, security, fraud, risk, product, operations and business executives, as well as category and merchandising leadership.
Markets include financial services, FinTech, enterprise SaaS, identity, fraud prevention, data, analytics, retail and CPG. My experience in identity and fraud prevention connects security concerns to customer trust and business risk.
The next difficult enterprise opportunity is the interesting one.
Let’s connect.
Miami-Fort Lauderdale metro area