Lisa Joseph
Boston,MA
Summary
Versatile business leader with over 20 years of experience as an accomplished Sales Executive. Strategic problem-solver, change manager, and visionary executive successfully implementing plans to meet current and future needs. Expertise in Direct and Channel sales organizations, delivering growth and profitability across multiple industries, products, and services.
Overview
28
28
years of professional experience
Work History
President of North America
Unblu, Corp
02.2021 - 02.2024
- Spearheaded establishment and expansion of Unblu Corp's North American division for a Swiss based Startup, building the Sales team and market strategy from ground up
- Tasked with the comprehensive development of the North American business, marketing, demand generation, and selling SaaS-based digital conversation solution targeted at the Highly regulated Financial Service Industry.
- Innovated a Joint Channel and direct sales model, optimizing cost-effectiveness and achieving impactful results, that included signing over 20 new accounts: BNY, Santander and Manulife along with over 10 strategic and global and NA partners that included SFDC, Google, IBM, Q2, and banking and Wealth Management platforms.
- Led recruitment and development of strategic alliances to maximize utilization of existing talent and capabilities.
- Hired and managed employees to maximize productivity while training staff on best practices and protocols, using SFDC, LinkedIn, Zoominfo, and Salesloft to measure business accountable to KPI and results.
- Developed innovative sales and marketing strategies to facilitate business expansion, which included the introduction of SMS and AI as part of the Unblu conversational platform.
- Drove revenue growth by focused sales approach to be the market leader in Canadian Credit Unions and Wealth Management in a crowded competitive market.
- Lead North America teams growth from one client to over 20 clients, and increased Unblu's market share, in 2023, North America contributed to 10% of new revenue, with 99% renewal rate.
EVP of Corporate Strategy
The Copley Consulting Group
09.2019 - 02.2021
- Managed and led Copley's strategic direction, positioning the company as a leader in the Infor Ecosystem for medical device manufacturing and state and local government.
- Drove the productization of the Infor/Copley Medical Device solution, encompassing product development, packaging, sales, and messaging.
- Managed all Sales and Marketing for Copley ERP sales and Marketing team for new license and service contracts to the SMB manufacturing market, growing the company to over $13M in sales.
- Developed and led Analytic sales and service team in developing real time reporting solutions for State and Local Government sectors, targeting HHS agencies leading in six figure license and service contracts. Government contacts included Covid dashboards at the start of the Pandamic.
- Significantly improved bottom-line margins, contributing to top-line growth and facilitating the successful sale of the business in 2021 to Judge consulting.
VP, NA Channel Sales
Infor, Inc
01.2014 - 09.2019
- Managed Infor's North America Channel business, overseeing ERP, CRM, and HCM products, with annual license revenue exceeding $50M
- Successfully achieved 100% of revenue targets from FY2015 to FY2018
- Led the retooling of the business for cloud integration, targeting a 30%-40% transition by FY18
- Oversaw growth and expansion of the NA channel business amidst new compensation and market changes, enhancing Infor's profit margins
- Realigned the channel team to boost growth, coverage, and partner satisfaction, opening new vertical markets for enhanced penetration and double-digit growth
- Guided team in new business planning, forecasting, and implementing innovative marketing practices
- Continuously mentored the management team, fostering entrepreneurial skills in channel sales managers.
- Oversaw business-wide changes to modernize procedures and organization.
- Hired and managed employees to maximize productivity while training staff on best practices and protocols.
- Championed change management initiatives within the organization to ensure smooth transitions during periods of growth or restructuring.
- Achieved Presidents club each year.
Senior Director of OEM and Alliances
OpenText
01.2006 - 01.2014
- Orchestrated management of OpenText's Worldwide OEM and North American ISV business segments, including re-engineering of OpenText's Global Alliance team, creating new sales channels for Enterprise Content Management solutions
- Expanded revenue and ISV partnerships with 30+ global entities, including Adobe, Deloitte, IBM, Infor, KPMG, and Thomson Financial.
- Successfully managed annual license sales through ISV channel and as well as Direct OEM revenue, achieving $10M in annual revenue year over year.
- Expertly renegotiated contracts to optimize partnership benefits and solutions
- Initiated strategic partnerships with leading cloud companies and navigated potential acquisitions to bolster business growth.
- Cultivated positive rapport with fellow employees to boost company morale and promote employee retention.
- Demonstrated strong organizational leadership across all business lines and geographies.
Vice President of Business Development
Zoom Information
01.2004 - 01.2006
- Recruited to build new business development and new partner strategy for Eliyon, an NLP search engine startup, renamed and now known as Zoominfo
- Achieved $1.5 million in new content licensing distribution contracts in the first year
- Cultivated and managed key relationships to maximize brand awareness and new sales as well as recruiting subscriptions and content distribution that drove more traffic to zoominfo.com; relationships included ask.com A9(Amazon) and Yahoo
- Established distribution of search and premium search products through major online publishers and large directories, including WSJ and MS Bing
- Managed job board partnerships and large search directories to help drive content improvement.
Vice President of Sales and Marketing
Hurwitz & Associates
09.2000 - 09.2003
- ·Recruited by VC Company to build a competitor and alternative to Forrester Research.
- Sold research and consulting services to High Tech software companies from VC funded to Public Companies
- · Built successful new content subscriptions and delivery services, increasing gross margins from 40% - 60%.
- · Led the decision with the CEO to close the company after several years of a downturn after 9/11.
Director of OEM Business for North America
Adobe Systems
01.1996 - 07.2000
- Managed an $85M annual revenue for North American print and publishing business
- Managed a team of 10 OEM managers licensing Adobe's PostScript and PDF technology to 80% of the printer manufacturers.
- Migrated Adobe's Print business into PDF workflow to turn around decreasing royalties to an increase in value and revenue. Drove PDF adoption.
- Consistent over achievement of the plan.
Education
Bachelor of Arts -
University of Vermont
Skills
- Executive Sales Management and Leadership
- Revenue Generation and Growth
- Go-to-Market Strategy
- Results Orientation
- Team Recruitment, Mentor and Coach
- Financial Services
- Manufacturing, Distribution, Government
- Publishing
- SaaS Sales
- ERP, Analytics, Artificial Intelligence
Timeline
President of North America
Unblu, Corp
02.2021 - 02.2024
EVP of Corporate Strategy
The Copley Consulting Group
09.2019 - 02.2021
VP, NA Channel Sales
Infor, Inc
01.2014 - 09.2019
Senior Director of OEM and Alliances
OpenText
01.2006 - 01.2014
Vice President of Business Development
Zoom Information
01.2004 - 01.2006
Vice President of Sales and Marketing
Hurwitz & Associates
09.2000 - 09.2003
Director of OEM Business for North America
Adobe Systems
01.1996 - 07.2000
Bachelor of Arts -
University of Vermont