Enterprise SaaS Closer · Technical Sales Operator
A seasoned enterprise seller who navigates multi-layered institutional governance, regulated procurement cycles, and technical friction — and converts them into durable, referenceable revenue.
$2.0M TCV
Structured a creative pricing framework around severe institutional budget constraints — trading aggressive annual pricing for a 10-year remote invigilation commitment. The result: a $2.0M TCV agreement and durable competitive lockout.
$1.5M TCV
Unseated a deeply entrenched homegrown learning platform and defeated a regionally aligned incumbent vendor. Held executive and technical alignment through a formal evaluation to close at $500K ACV, $1.5M TCV.
System‑Wide
Won a structured system-level evaluation that placed the platform on an approved procurement path — removing duplicative legal, security, pricing, and compliance friction for every downstream campus buyer.
12+ Years
Led the original outbound pursuit, evaluation, and pilot strategy for a major private university that remained an active, referenceable account for more than twelve years.
Case Studies
Winning in enterprise environments is not accidental. It takes disciplined stakeholder management, technical credibility, procurement fluency, and the ability to convert institutional resistance into executive alignment.
Pillar A
High-Stakes Homegrown Modernization
Displace a highly customized proprietary platform built over many years, against structural inertia, strong incumbent pressure, budget sensitivity, and intense financial stewardship scrutiny.
Ran a multi-stakeholder cycle spanning academic leadership, technical teams, executive sponsors, and a formal RFP committee. Coordinated senior executives and technical resources to build confidence at every level while keeping the conversation anchored to risk reduction, student outcomes, and fiscal responsibility.
Operational pivot: Shifted the evaluation from feature comparison to institutional stewardship — positioning analytics, early intervention, and platform standardization as tools to protect retention and strengthen long-term operational control.
Impact: Closed a 3-year, $1.5M TCV agreement at $500K ACV, displaced the legacy system, and generated referral momentum into affiliated institutions.
Global Training Architecture Modernization
Support a highly centralized global learning environment with demanding requirements for availability, localization, scalability, and training continuity across a large international footprint.
Leveraged prior institutional trust to reach central decision makers, then coordinated technical validation with architecture stakeholders around resilience, scale, and localization.
Strategic angle: Framed the solution as a global training infrastructure layer, not a standard learning platform.
Impact: Expanded the enterprise footprint into a high-stakes global training environment with exacting reliability and scale expectations.
Compliance-Driven Platform Turnaround
Replace a fragmented homegrown learning system at an institution facing serious accreditation and reporting pressure — an environment lacking the visibility and consistency required for academic governance and compliance reporting.
Repositioned the LMS from classroom utility to compliance, reporting, and risk-mitigation platform, working with academic leadership to map data visibility and workflow consistency directly to accreditation requirements.
Compliance pivot: Shifted the evaluation away from features entirely and anchored the business case on regulatory data compliance and reporting transparency.
Impact: Accelerated the legacy displacement, modernized delivery infrastructure, and reduced institutional risk during a critical review period.
Pillar B
System-Wide Procurement Access
Unlock a large public university system where individual campus cycles stalled in duplicative security, legal, compliance, and pricing reviews.
Built a system-level motion targeting central procurement and leadership. Framed the business case around administrative efficiency, pre-vetted terms, repeatable purchasing, and easier campus adoption.
Channel pivot: Sold administrative efficiency itself — a single system-cleared vehicle that eliminates redundant legal and pricing negotiations for every downstream buyer.
Impact: Secured placement on a master procurement path, letting individual campuses buy without restarting the full legal, security, compliance, and pricing process each time.
For-Profit Scale & Risk Mitigation
Displace a homegrown platform amid executive concerns over faculty adoption, course migration complexity, delivery continuity, and secure handling of sensitive student data.
Worked with technical and academic leadership over several months on security, privacy, architecture, migration, and adoption — keeping the process focused on continuity, standardization, and long-term operating leverage.
Risk-mitigation angle: Defused migration anxiety by demonstrating how course import, content mapping, and structured implementation planning preserve academic continuity while improving governance.
Impact: Closed a $1.0M TCV agreement and helped migrate the academic portfolio without disrupting course delivery or student progress.
Bridging Engineering & Revenue
Enterprise cycles stall in technical validation when the account executive can't engage engineering, security, compliance, and architecture stakeholders on their terms.
Hands-on fluency in infrastructure, virtualization, networking, security frameworks, and local AI workflows allows me to enter technical conversations earlier, qualify constraints faster, and shrink the dependency gap between sales, solution engineering, and buyer technical teams. The result: cleaner evaluations, faster risk resolution, and stronger executive confidence through complex procurement.
Resolves deeper security, architecture, integration, and deployment questions earlier in the sales cycle — before they become late-stage risk.
Comfortable navigating SOC 2, ISO 27001, HIPAA, FERPA, GDPR, FedRAMP-style requirements, and complex institutional procurement standards.
Works hands-on with virtualization, containerization, cloud platforms, and local AI workflows — enough to translate fluently between engineering and revenue stakeholders.
Secure Contact
Navigating complex institutional procurement, unseating an entrenched legacy competitor, or structuring a high-value multi-year enterprise agreement? Let's discuss the playbook.