SUMMARY​

• I am an enterprise innovation, and business transformation, sales leader, who has surpassed quota objectives for over 20 years for many of the innovators who transformed enterprise IT.

• A solution crafter who is well versed in the positioning, and cost justification, of disruptive technologies.

• An expert at formulating a strategic vision, and value proposition, with senior executives.

• My success is the result of working as a trusted advisor, collaboratively developing a high-value vision and execution strategy with senior executives.

• Able to challenges clients to consider new perspectives and alternatives.

• Deliver growth by becoming a client’s solution-state vision and execution mechanism.

• An innovative problem solver with urgency applied to every task undertaken.

• 15+ years selling into DISA, DHA, Homeland Security, Air Force, Veterans Affairs; focused solely on 7 and 8 figure deals.

• Current, significant, relationships with FSIs: Paragon, Northrup Grumman, Leidos, LMCO. ManTech, GDIT, etc.

• Fun Fact: The late Steve Jobs, former chairman of Apple Computer, moved Steve Thomas from Virginia to St. Augustine Beach, Florida, to help build NeXT Software ((MacOS) Steve Jobs and Apple).

 

  EXPERIENCE

  Oracle

  Strategic Client Executive | DISA| 11/2017- 8/2021

• Exceeded multi-year $33M quota by 107%. Oracle began auditing client’s license deployment in 2020 which led to cessation memorandum and expulsion of DISA from Oracle’s Strategic Client Group.

• Hunts, wins, and closes enterprise sales with C-level executives and serves as a trusted advisor to client leadership.

• Creates new-market segments and customer opportunities including Service Virtualization.

• Worked extensively with DISA Senior staff to provide justification to OSD and Congress to add Modeling and Simulation to DOD IT Acquisition reform (PL 111-84) to deliver IT capabilities faster, with higher quality, to U.S. warfighters.

• Has extensive experience selling Oracle cloud against AWS. A clear understanding of technical positioning.

• Acts as Oracle's highest-ranking executive responsible for the strategic leadership of 40+ sellers across all Oracle business units within the strategic account.

• Aligns Oracle as a partner for critical customer initiatives and digital transformation.

• Develops and oversees business strategy and execution for all Oracle product groups.

• Chosen by DISA to be SCE at Oracle.

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  Independent sales contractor | 6/2014 – 7/2017

• Closed $28m+ in new contracts for SI partner clients to implement iTKO/CA software.

• Served as a Subject Matter Expert (SME) and assisted healthcare contractors, including; Harris Corp, Northrup Grumman, ManTech and Accenture to win and execute the implementation of iTKO’s transformational solutions.

  

  CA Technologies

  Sr. Solution Sales Strategist, DevOps Healthcare | 8/2011- 2/2014

• Led cross-technology DevSecOps teams for implementing Healthcare.gov and Cerner implementation.

• Exceeded annual quota $3.7M by Q2 every year.

• Generated $15M+ in incremental new revenue. Wins included VA EMF FDR, VA T3, DHA iEHR, DHA SOA/ESB, DHA DTE, HHS ACA, DISA ETS, USAF AOC/WS, and FAA SWIM, FAA NAS., and SWIM.

• Responsible for Strategic Sales, customer service, and retention across CA’s entire product portfolio.

• Integrated iTKO solution sales process into CA’s Playbook sales model.

• Coached individual Account Executives through complex deals

 

  iTKO (Acquired by CA Technologies)

  VP, Sales | 10/2006 – 8/2011

• Top quota-bearing producer for the team and grew iTKO from < $1M in 2006 to $330M buyout in 2011.

• Personally closed 28 of 32 enterprise transactions leading to acquisition.

• Responsible for Commercial mid-Atlantic and Federal vertical.

• Generated $8m over five (5) years, growing average Transaction Per Sale (TPS) from $35K to $225K.

• Wins included DISA ETS, DISA Forge.mil, DISA C2 Lab (GCCS-J), DISA/JITC, SPAWAR ATL, Army CIO G6 SOA Suite, ONI, NGA, USAF SAF/XC, IPO iEHR, Army PM AcqBus.

•  

• Carried a personal quota and team quota as player/coach.

• Recruited, trained, and managed, a team of top performers who consistently led sales.

• Provided justification thru DISA Leadership to OSD and Congress to add Modeling and Simulation to DOD IT Acquisition reform (PL 111-84) in order to deliver IT capabilities faster, with higher quality, to our warfighters.

 

  SOA Software

  Senior Account Executive | 8/2005 – 10/2006

• Started the federal sales team, exceeded the annual quota.

 

  AmberPoint (Oracle)

  Senior Account Executive | 6/2004 – 8/2005

• Exceeded annual quota in new vertical.

 

  Telelogic (IBM)

  Director Mil-Aero sales | 1/2003 – 6/2004

• Exceeded 175% of the annual quota.

 

  IESC/Visible Systems | 10/1999 – 1/2003

  VP Sales

• Achieved over 300% of compound annual quota with sales of more than $7M.

• Sold data, process, requirements definition and management, meta-data modeling services to: American Express, The Hartford, Aetna, Bank of America, Time Warner Cable, and more.

• Won multi-million-dollar contract for requirements definition for DHIMSM Health Information management system.

• Helped develop, refine, and execute, Visible Systems enterprise go-to-market strategy.

• Integrated the sales models of three merged organizations to create a strategy for an enterprise offering.

• Used an account-based land and expand sales territory management approach reliant on customer success.

 

  SELECT Software | 7/1997 – 10/1999

  RVP of Sales

• Recruited trained, and managed, a high-achiever sales team of 16 professionals

• Exceeded 200% of team quota, and 170% of personal quota, from enterprise sales.

 

  NeXT Software (MacOS Apple) | 3/1994 – 7/1997

  Sales Director

• Achieved 160% of the annual quota.

 

  EDUCATION

• Oxford University, Executive Leadership Program 2020. Final grade 97%

• Bryant University, BBA, Marketing, Computer Science minor

• Solution Selling

• Strategic Selling

• Complex Sales,

• Sandler Sales,

• Playbook Sales,

• Karrass Negotiation Skills