Austin, Texas, United States
Experienced in sales enablement and product marketing, I’ve made my career working for companies with <200 employees preparing for acquisition or sale. I currently manage a small but mighty team to ensure our sales organization is on track to acquire new logos, reduce time to convert and maintain profit margin targets. I tend naturally toward diplomacy which makes me a natural fit to lead cross-functional efforts between sales and the other departments, and I’m in communication with business operations, platform delivery, finance, product and marketing on a daily basis. I always ask “what problem are we solving” and relate it back to the big picture of the result we are driving toward before digging into the details.
The solution consulting and sales enablement team wears many hats and flips between detail and big picture depending on the audience. We provide internal network and external talk track to enable our sales team to reach targets. The areas I manage include: Training: Developed sales training program and onboarded over 30 new hires within a 2 year period Sales Process: Identified existing gaps and rolled out new process Qualification: Identified qualification criteria and implement account qualification criteria to capture in Salesforce Deal Desk: Manage and prep all deal desk requests for special pricing and contract terms Contract Management: partnered with Chief Counsel to roll out Linksquares, manage contract templates and review solution and price on every going out for signature Pricing: create pricing proposal and process to ensure approved pricing is going out to customers Value Proposition: influence updates to selling tools and value drivers to enable better conversations with customers and increase conversion rates Deal Submission: Identified time delay in booking process and developed checklist to streamline booking with business operations
Secured first revenue, achieving an 8x return on ad spend within first week for client Responsibilities included: • Run ads to book leads for prospective clients, screen prospects and close using a 2-call closing process • Fulfill client contracts with messaging workshops, running ads and send weekly metrics reports
Launched newly acquired Time & Attendance software resulting in first sales Managed 2 major product releases Responsibilities included: • Develop product vision, target market, user personas and present back to leadership for alignment • Develop and deliver sales training, proposal template, product guide, operational guides, and contract template • Conduct voice of customer interviews with current and prospective clients to elicit feedback on MVP • Run requirements gathering workshops from internal stakeholders to elicit detailed requirements • Write Epics, User Stories, maintain backlog in Jira and collaborate with analysts to write detailed solutions in Confluence and wireframes in Balsamiq • Develop and maintain roadmap and release schedule based on prioritized system gaps and customer feedback based
Using speech analytics and statistical sampling methods to provide data insights to internal lines of business: • Providing scalable process to enable fulfillment of data requests to internal lines of business • Utilize story-telling to provide actionable insights • Providing improved discovery to understand customer pain points
Authentix, a leading global authentication and information services company, assists customers in combating illicit trade and managing the integrity of their global supply chains. Authentix has marked over 1.5 trillion liters of fuel for both major oil marketing companies (OMCs) and state-owned oil companies and recovered billions in lost excise tax revenue for governments around the world. These brand protection programs are trusted by seven of the top 25 global pharmaceutical companies and our banknote security solutions protect currencies in North America, Europe, Africa and Asia. SENIOR PROGRAM MANAGER (April 2017-Present) • Conducted industry related interviews to determine market focus for product development and business growth • Secured key stakeholders to support a LEAN focus improvement area to ensure contract compliance and customer satisfaction by using data analytics tools to make key discoveries • Improve program efficiencies by utilizing data analytics tools to reduce manual work • Provide ongoing data management, presentations and consulting services to customers PROGRAM MANAGER (May 2013-March 2017) Provide product quality management for Fortune Global 10 account Key Contributions: • Managed Product Development for Data Mgmt tool to improve data insights for portfolio customers, allowing better contract mgmt. and improved customer ROI • Provide Actions & Insights based on customer sample data, 3rd Party data and customer data including predicting fraudulent behavior to providing improved program strategy for better ROI • Streamlined data analysis by reducing turnaround time for data reporting to client by 60% and reduce client workload by 10% • Managed two successful product launches – from product formulation to field sampling ASSISTANT PROGRAM MANAGER (June 2012 - April 2013) Supported Product Quality objectives through on site client audits and research fuel procurement.