The AA-ISP is committed to cultivating and maintaining relationships that aid in the advancement of our profession. AA-ISP Advisory Board Members play a key role in that goal, sharing a common commitment to our mission of raising the level of professionalism and performance within Inside Sales.
Edward Auriemma is SVP & COO of Field Operations at Infor. Since joining Infor in 2007, he has helped to create, architect and drive its sales strategy and go-to-market approach to pivot Infor to become the world’s first industry ERP cloud company. Leading a global staff of over 400 team members, Ed is responsible for Inside Sales, sales innovation and business development, all aspects of global Field Operations including go-to-market sales strategy, sales effectiveness, field enablement and business planning that deliver on a growth-oriented, progressive and modern selling strategy. Ed has nearly 20 years of experience in field operations, field finance and modern selling. Ed’s proven leadership and operational excellence is an invaluable component of how Infor is scaling out to reach more customers with its innovation.
Prior to joining Infor, Ed held management roles at JDA Software and Manugistics Group. He holds a bachelor's degree from George Mason University and is a member of the Atlanta CEO council.
Bringing over 20 years of experience in Inside Sales (Centralized Sales as he likes to call it) Rob has been in multiple roles within both small and large organizations. He has been with Thomson Reuters the last 13 years. Currently he is the Head of Customer Growth and Retention in the Thomson Reuters Tax Professionals Medium/Small firm space where he serves as leader for team of over 250 people in pursuit of their sales and retention targets. A thought leader in the industry he has spoken at several conferences and on podcasts. He was honored as the 2018 AA-ISP Executive of the Year.
Bill Crawford brings 17 years of B2B sales experience to the AA-ISP board spanning markets from SMB through Multi-National Corporations (MNC). His current responsibility is leading ADP's distribution engine into the next generation anchored by its Inside Sales strategy that is currently deployed by 1800 sales associates with global reach. Prior to leading Inside Sales, Bill led the World Wide Sales Operations organization comprised of: Sales Enablement, Sales Learning, Sales Automation, Sales Insights and Analytics, Leadership Development, Recognition, Events and Multi-Media. Here Bill built the "ADP Sales Stack" that supports and drives productivity for 8000 sales associates globally.
"At the core of it, the equation is fairly simple. Best in class technology and partnerships across the enablement and automation engine combined with the execution of a world class sales force...growth will be the result." Whether it be operational excellence or distribution expertise in any B2B market, Bill brings a wealth of expertise to the board.
Virginia Davis is a proven intrapreneur and transformation leader, leveraging her technical and sales background to develop new ways to solve old and new problems which hinder commercial growth. Virginia is currently focused on defining global strategy and tactics for Digital Sales and Marketing within Schneider Electric. She has led the Inside Sales transformation at Schneider for the last four years, growing from 225ME to 750ME of sales coverage, achieving double-digit organic growth. She has brought the Inside Sales Account Owner model and Social Selling tactics to over 30 countries within Schneider, and has these resources succeeding in developmental roles, where they cover Electricians and Retailers, all the way up to Channel and Tier 2 OEMs, where these resources are seen as a "destination" role.
Since February of 1994 Tom has held various roles at IBM starting as a brand manager for a consumer business leading to Director of Merchandising and Marketing for their direct business. He then became VP of the global small and medium business Inside Sales team and currently is responsible for Inside Sales Online Commerce, Marketing, and Lead Demand Generation. Previous to IBM he worked in retail with a consumer electronics business. He is married with two children and serves on the Board of Directors for Triangle Futbol Club.
Kathleen Glass brings over two decades of B2B sales and marketing experience in emerging technology, SaaS, and managed services industries. As a passionate advocate of sales and marketing alignment, Kathleen advises companies across the US in best practices for inbound and outbound demand generation processes and technology adoption.
In addition, Kathleen is a supporter of the vibrant San Diego technology startup scene, volunteering as a CONNECT Springboard Marketing Entrepreneur in Residence (EIR) and a sales and marketing mentor for the CyberTECH accelerator program.
Kathleen currently serves as President of the San Diego AA-ISP Chapter and was voted 2017 AA-ISP Supporter of the Year.
Chuck leads the Sales, Marketing and Customer Success practice for Arrowroot Capital Management, a global growth equity firm based in Santa Monica, CA focused on minority, majority, and buyout investments in B2B software companies.
Chuck has 20+ years of experience in Sales, Marketing and Customer Success and has had the opportunity to architect, scale and lead teams in B2B, B2C, start up, mid-stage and large organizations both public and private. Prior to joining Arrowroot, Chuck was the VP of Sales at VelocityEHS, a cloud-based enterprise Software-as-a-Service (SaaS) platform company, which he joined in 2007 and subsequently led the sales function through two exits, Actua Corporation, March 2012 and CVC Growth Capital, December 2017.
Chuck is a past AA-ISP Top 25 Most Influential Sales Leader recipient. He graduated from Columbia College of Missouri with a degree in Business Administration and holds an MBA from the Kellogg School of Management at Northwestern University.
Vernon Irvin is president, government, education, medium and small business and a member of the executive leadership team at CenturyLink reporting to CEO Jeff Storey.
In this role, Irvin is responsible for leading a $3.5 billion business operation with more than 2,000 national employees in 50 markets who are charged with growing profitable revenue through a deep portfolio of communication solutions, security, hosting, cloud computing, managed services and IT services.
Over the course of his career, Irvin has gained a keen understanding of how digital transformation for small to medium sized businesses, as well as state and local government and education institutions can utilize technology to work more efficiently and achieve their business objectives.
Irvin is also personally committed to promoting diversity and women in technology, and serves as a member of CenturyLink’s diversity steering committee.
Before CenturyLink, Irvin led the sales and marketing teams at Charter. Prior to Charter, he oversaw SiriusXM Satellite Radio’s marketing efforts and overall strategic direction as executive vice president and chief marketing officer.
Irvin also served as executive vice president and general manager for VeriSign’s communications services group, as well as worked abroad for British Telecommunications where he led the company’s applications infrastructure management business as president, content hosting and media services.
Ken is an acknowledged industry expert on Inside Sales processes, data management, marketing automation and CRM systems, and has been a speaker at numerous industry conferences. The past 15 years Ken has consulted with hundreds of executives to understand the issues constraining their business, and crafted demand generation and revenue generating solutions to drive growth.
Previously, Ken was Chief Solutions Architect for ConnectAndSell. In this capacity, Ken created and led the professional services team and was directly responsible for product deployment and customer success. Ken created and ran the Inside Sales team at CaseCentral (acquired by Guidance Software) where he also led direct marketing and lead generation activities. He created the Brocade Communications’ inside sales function, scaling it to a global operation. Ken was also responsible for establishing the inside sales functions of Kazeon Systems (acquired by EMC), RingCube Technologies (acquired by Citrix). and PacketMotion (acquired by VMWare).
Ken currently serves as the President of the Silicon Valley AA-ISP Chapter, and is a 4x winner of the AA-ISP Top 25 most influential award.
Laurie is never shy to point out tactics masquerading as strategy. Her straight-forward approach and laser focus make her the go-to resource for both her clients and colleagues.
An expert at developing strategic initiatives and tactical implementation plans, Laurie ensures the delivery of high quality, results-driven solutions to each of The Bridge Group’s clients. As Managing Partner, she leverages her colleagues’ experience in sales process methodology, measurement and metric development, project management, and recruiting to build high performing teams for clients.
A trusted advisor, coach, and mentor, Laurie uses her two decades of strategic sales management experience to build the capacity of The Bridge Group and each of its inside sales consultants. Those same skills are used to help her B2B technology clients build, expand, and optimize their inside sales teams.
Today, Laurie works with clients to conduct sales assessments, improve the effectiveness of sales teams, and assist sales managers in developing the skills required to manage and coach their teams.
Anneke was the twelfth employee at Oracle and the designer of Oracle Direct, the company's revolutionary inside sales operation. She is currently the CEO and founder of Phone Works, a sales strategy and implementation consultancy that helps large and small businesses build and restructure sales teams to achieve predictable, measurable, and sustainable sales growth, using Sales 2.0 principles.
Anneke is a highly sought after speaker and has presented at numerous shows and events. She was recently named as one of InsideView's Top 20 Social Media Users.
Cory’s entire career has been with major technology companies in a sales or leadership capacity, nearly all within Inside Sales. Currently, he runs the Microsoft Inside Sales Customer Success Team globally across 5 locations worldwide. Prior to joining Microsoft, Cory helped build and lead an Inside Sales organization for Oracle at both their Minneapolis site and at HQ in Redwood City. His performance as a 4x Club winner at Oracle and Epicor Software, we he began his career, gave him the experience and exposure required to start is journey of building out multiple inside sales teams over the years across multiple geographies worldwide. Cory has always had passion for the Inside/Digital Sales model based on how technology has allowed us to connect with customers in new ways, and due to the evolution of customers’ buying habits changing over time.
Cory is married and expecting their first child in August 2019! In his spare time he enjoys running, DIY home projects, and exploring their beautiful hometown of Minneapolis.
Paula White, Director of Inside Sales for Boundtree Medical, has over a decade of experience scaling Inside Sales departments into multi-million stand-alone sales channels. She leverages her talent to bring new perspectives and a forward thinking approach; while driving results and leading from a foundation of values. Her passion for Inside Sales has gained her experience in a variety of industries: travel and tourism, investments and healthcare distribution.
Paula was honored in 2016, 2017 and 2018 by AA-ISP as a Top 25 Most Influential Sales Leader recipient and was the award winner of Excellence in Execution in 2017. She is listed in Ambitions, “Top 100 Coaches to Watch” for two consecutive years, 2017-2018. Paula served as President of the AA-ISP Columbus Ohio Chapter from 2015 - 2018 and is currently a mentor for #GirlsClub.
Paula lives in Columbus, Ohio, along with her husband, Mark and is fortunate enough to see her children, Brad and Becca, begin to flourish in their careers and hop off the payroll. When not working, she enjoys traveling and, with her love of music, she is an avid concert goer.