approach
the work.
Three things have defined how I sell. The first is curiosity. I'm more interested in the customer's business than the deal itself. This curiosity helps me solve the real problem beneath the surface, which competitors often overlook. That takes time and genuine interest, and it's usually where the real opportunity is.
The second is a dual focus on creative deal-making and pattern-recognition. I specialise in putting together unique, non-standard deals, but complex deals always leave behind a repeatable signal, so they're never one-offs. By applying pattern-recognition to these wins, I've been able to scale motions across diverse industries. This allows me to turn a unique win into a scalable framework.
The third is persistence. At Fortinet, I inherited a stagnant Western Canada territory in a market others had given up on, built the pipeline from scratch, then doubled the revenue year after year. I never missed a quarter even when starting from scratch - a consistent theme in my career is that I always find a way.
Big-company background with startup hustle: the roles I've been in didn't come with much infrastructure. Greenfield territories, no inherited pipeline, no pre-built playbook. Closing came down to figuring it out and staying in the work. That's the environment I'm most comfortable in.