Deal Portfolio

Greenfield Western US territory following a $70M private equity investment. No installed base, no brand recognition in the region, and a buyer profile concentrated in regulated public sector organizations with multi-stage procurement requirements.

Built outbound motion anchored to threat events and sector-specific news cycles. Constructed pipeline through strategic industry events. Opened new public sector verticals and onboarded reseller channel partners to extend reach into state and local government accounts.

$1.2M+ qualified pipeline in first two quarters. Multiple active opportunities progressing through government RFP and state procurement cycles. Established channel relationships and public sector entry points with no prior territory presence.

$10M+ territory spanning 50+ regulated accounts across higher education and professional certification. Buying committees with no single decision-maker, long procurement timelines, and institutional risk aversion driven by accreditation and audit liability concerns.

Built multi-threaded relationship maps within each account, identifying champions at the departmental level and economic buyers at the institutional level. Conducted consultative discovery designed to surface latent institutional pain around accreditation risk and audit exposure. Ran parallel net new and expansion motions across the territory.

$300K+ per year in net new contracts across multiple institutions. Maintained and expanded an existing installed base with high renewal risk. Developed a repeatable multi-stakeholder motion applicable across all 50+ accounts in the territory.

Displace Blackboard and Moodle incumbents entrenched for 5 to 15 years at large universities and global non-profits. Buyers had sunk costs, political inertia, and institutional loyalty to existing vendors. Decision cycles ranged from 6 to 18 months and required sign-off from CIOs, Provosts, and in several cases, board-level approval.

Reframed every conversation from feature comparison to operational ROI and total cost of ownership. Identified and coached internal champions to build business cases to CIOs and Provosts. Navigated formal RFP processes, security reviews, and multi-institution evaluation committees. Built long-cycle pipeline with disciplined MEDDICC qualification at every stage.

$300K+ per year contracts closed against entrenched incumbents. Exceeded quota in consecutive years. Presidents Club recognition. Multi-year contracts with expansion potential across institutional divisions, including global non-profit organizations.