Total Training, Inc.

Employment Type: FTE
Employment Time frame: June 1999 - October 2006
Titles Held: General Manager & VP of Operations & IT; Director of Sales & Marketing

Total Training develops educational content delivered via online distribution, CPG for retail and OEM "in-the-box" media for leading software OEM's the likes of Microsoft, Apple, Adobe, Macromedia and AutoDesk.

​As the GM & VP of Operations & IT, I led the charge in driving growth and profitability through strategic implementations of core systems, including ERP, CRM, HCM, and eCommerce platforms. Beyond these technological advancements, I directly managed key operational sectors such as manufacturing, product go-to-market strategies, supply chain, and retail distribution and delivery. This comprehensive oversight ensured integrated operational excellence and significantly contributed to the company's success.

Key Accomplishments:
Start-Up to Mature Player - Scaled Hyper-Growth: Employee #6, revenue upon entry, sub $300K ARR; upon departure, $8.1MM ARR on plan. Grew employee count to 110 at its peak during tenure.

Optimized Cost Structures and Profit Margins: Streamlined purchasing processes and minimized MCOGS, reducing costs from 22% to less than 9% landed cost, effectively bolstering gross profit margins by $1.3M on $7M in revenues, demonstrating a keen eye for cost optimization and profitability enhancement.

Digital Marketing Pioneer: In 2000, I spearheaded the implementation of our first fully integrated cart eCommerce solution, transitioning our business to online transactions and immediately expanding our revenue scale and operating hours. In the first year alone, this initiative resulted in a remarkable 78% increase in revenues. Additionally, I developed pioneering online marketing strategies and campaigns to boost traffic and engagement, setting a precedent before the widespread adoption of modern search engines and social media platforms.

Fully Integrated Technology Platforms: Transformed our order-taking process from manual email and handwritten forms to a fully automated and integrated technology stack, enhancing business process automation. I led the rollout of a fully integrated cart, CRM, and ERP system, automating the entire lead-to-cash process and ongoing customer success operations. This upgrade significantly increased our daily order entry and fulfillment capacity from fewer than 50 in 1999 to being limited only by supply chain and vendor constraints by 2001.

Partner Ecosystem Expansion: Initiated and led early partner development programs and expanded our indirect sales channels, successfully adding over 20 revenue-generating partners in the first two years. This strategic move facilitated our expansion into B2B and corporate sales channels, significantly boosting our partner business growth. From 1999 to 2001, revenues from partner channels surged from $55K to over $800K, demonstrating a robust increase in our market reach and financial performance.

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ESET North America

Employment Type: FTE
Employment Time Frame: October 2006 - December 2021
Titles Held: EVP of Operations; VP of Operations; Director of Strategic Projects

ESET develops cybersecurity products and services sold in over 190 countries, protecting over 400 million end users and thousands of SMB's and Enterprises across the globe.

As the EVP of Operations, I oversaw all critical components of North American GTM operations, primarily focusing on boosting regional revenue and enhancing efficiency through direct P&L management, systems implementation, and digital transformation efforts. During my 16-year tenure, I was instrumental in every aspect of the business, leading change management initiatives, implementing advanced technology solutions, and driving regional revenue growth by eightfold. Additionally, I successfully expanded the team size from 36 to 244 at its peak, significantly strengthening our operational capabilities.

Key Accomplishments:
Maximized Financial Performance and Operational Efficiency: Engineered a sizable return on operations, achieving a remarkable 47% OPEX margin. Adept at optimizing financial structures and operational processes to drive profitability and sustainability, while ensuring lean and efficient resource allocation.

Revolutionized Online Revenue Growth and Digital: Presence: Revolutionized online revenue streams by orchestrating a comprehensive overhaul of global website infrastructure and implementing advanced SEO/PPC/SEM strategies, catapulting online ARR from $7MM to an impressive $22MM over a 5-year period.

Pioneered Scalable Technology Infrastructure: Spearheaded the implementation of cutting-edge ERP/CRM/HCM platforms, such as Salesforce, Netsuite, and Workday, empowering scalable growth through enhanced people, process, and system efficiencies, resulting in an impressive 8x scale expansion.

Led Inaugural Organizational Performance Management Transition: Spearheaded the inaugural transition of our Organizational Performance Management by modernizing our approach, moving from spreadsheets to a fully integrated Performance Management and Learning Management System (LMS) platform. This shift aligned the entire organization across Objectives and Key Results (OKR) and Key Performance Indicator (KPI) frameworks, significantly enhancing the alignment of organizational, business unit, and individual performance outcomes. Additionally, this integration provided executives with comprehensive visibility across all levels on a single platform, facilitating more informed decision-making.

Scaled Organizational & Business Unit Expansion & Growth: Took a proactive leadership role, spearheading the development of teams and business units essential for the company’s expansion. My efforts included establishing and nurturing key areas such as Learning & Development, Project Portfolio Management Office (PPMO), Business Intelligence, Financial Planning & Analysis Operations, Retail Distribution Operations, Facilities, Corporate Social Responsibility, and Community Relations. This strategic expansion facilitated our company's growth and enhanced our operational capabilities across multiple dimensions.

Architect of Data-Driven Performance Enhancement: Conceptualized and implemented transformative initiatives in finance, business intelligence, performance management, and data analytics, culminating in a notable 14.8% revenue growth, driven by actionable insights and strategic data driven decision-making.