Former Global Head Presales & Digital Strategy at SAP Concur
Turn Presales Into a Revenue Multiplier
I help CROs and executive teams increase win rates, scale digital selling, and operationalize AI inside real revenue workflows.
Four Core Offerings
Outcome-focused engagements that deliver measurable business impact
Fractional Leadership & Advisory
Embedded executive leadership for GTM transformation
Drove profitable pipeline impact by aligning Presales to a $0M+ pipeline at a 0% contribution margin
Built a trust-first, retention-ready org by increasing leadership trust to 0% while holding attrition at 0%
Presales Maturity & Optimization
Optimize Presales to increase Win Rates
Increased win-rate performance by attaching direct Presales and improving predictable win rates with 0% lift on units and 0% lift on ARR.
Operationalized executive visibility with a Power BI Presales KPI dashboard used by C-suite leaders for productivity, engagement, and capacity decisions
Buyer Enablement & Digital Transformation
Accelerate buyer decision-making with structured frameworks
Delivered digital scale through buyer enablement tools by enabling 0 users and driving $0M CW ARR with 0% incremental lift and 0 hours of scale
Improved conversion outcomes with replayable digital demos by proving a 0% incremental lift on ARR CW win rates using a multi-modal strategy
Go-to-Market AI Strategies & Workflow
Move AI from pilots to production with adoption frameworks
0% productivity gain across 0 global sellers
0 AI prompts operationalized across revenue roles
0 sellers up-skilled on AI-first selling workflows
Measurable Outcomes
Real results from scaling SaaS organizations
Presales team turnover decreased from industry average to best-in-class
Demo automation and process optimization across 85-person Presales org
Optimized direct and digital Presales motions to boost productivity
Global Executive Leadership Experience
- •$500M+ pipeline alignment | $206M ARR influenced
- •85-person global Presales org across 3 regions
- •35% Unit Win Rate uplift | 40% ARR Win Rate uplift
- •65% productivity gain via enterprise GenAI rollout
- •350 AI prompts operationalized | 800 sellers trained
- •Leverages 2Win! Global's complete IP portfolio (AI2Win, Demo2Win, Discovery2Win, SalesTeam2Win, Storytelling2Win, Success2Win, Consensus2Win, Winning with Executives), ADKAR, Buyer Enablement, and PMBOK to operationalize GTM transformation
Real Results From Real Engagements
Every engagement follows the same structure: Challenge → Solution → Result. Measurable outcomes over theoretical frameworks.
Presales Organization Turnaround at SAP Concur
fractional-leadershipProblem
85-person global Presales organization experienced 40%+ turnover in six months, eroding trust, productivity, and Sales confidence.
Approach
Rebuilt leadership structure and stabilized the 85-person global Presales organization through clear accountability and C-suite KPIs tied to win rates, ARR influence, and productivity. Realigned Presales with Sales and embedded digital scale and capacity planning to restore revenue predictability.
Result
Attrition stabilized at 14 percent and leadership trust rose to 93 percent during peak tech churn. Presales attachment drove a 35 percent win rate lift, 40 percent ARR uplift, and $206M in influenced revenue.
Key Metrics
improved Leadersip Trust
100%
team Size
85 technical consultants
impact Duration
Multi-Year Sustained Performance
Buyer Enablement Framework Implementation (Demo Automation)
buyer-enablementProblem
Manual demo preparation and delivery creating significant time waste and inefficiency across Presales teams. Need for scalable, repeatable demo frameworks.
Approach
Built the Progressive Selling Motion from the ground up, integrating digital demos, curated buyer assets, and automation workflows into seller execution. Standardized reusable demo components and embedded digital engagement across SDR, AE, SC, and CSM roles to drive scalable buyer enablement.
Result
Scaled 150,000 digital demo engagements and curated 350 digital assets across 10 languages supporting global revenue teams. Delivered a 60% digital incremental lift on 17K units, and produced 23,000 hours of buyer self-service scale.
Key Metrics
digital Engagement
150,000 Digital Demos
efficiency
Higher win rates on digitally engaged deals
productivity Scale
23,000 Hours
Use Case Engineered Prompts for Productivity
ai-strategiesProblem
AI pilots stalled due to low adoption, unclear workflows, and lack of measurable impact. Sellers lacked practical guidance to integrate AI into daily revenue-generating activities.
Approach
Deployed a Use Case Engineered Prompts model embedding 350 production-grade prompts into SDR, AE, SC, and CSM workflows. Combined role-based training for 800 global sellers with structured success metrics tied directly to productivity and pipeline outcomes.
Result
Increased seller productivity by 65 percent and transitioned AI from pilot experimentation to enterprise production deployment. Established repeatable AI workflows driving measurable behavior change across global revenue teams.
Key Metrics
productivity Increase
65%
enterprise Deployment
Pilot to Global Production
adoption Scale
800 Sellers Trained