Greater Boston
As a seasoned Manager in GTM Revenue Operations, my focus is on enhancing sales productivity, growth, and profitability. With over 10 years of experience in sales strategy and operations within the tech industry, my expertise lies in developing analytics and tools that drive data-driven decision-making. The core of my mission is to provide actionable insights that shape Partner go-to-market strategy and programs. My role encompasses defining sales incentive designs, process improvements, territory optimization, and ensuring our sales teams are empowered to achieve optimal performance.
Revenue operations manager for Americas sales organization (Enterprise and Partner sales); Define sales analytics and tools to optimize sales productivity, growth, and profitability ; Develop data driven decisions on forecasting, growth/churn strategy, sales incentive design, process improvement, territory optimization; Provide recommendations on the Americas go to market strategy and programs; Act as Channel Partner Program and Strategy manager
Support Channel Renewal Business Development Managers by developing reports and dashboards to track partner KPIs, revenue attainment and strategic initiatives; developed Channel ROE and Incumbency policy; build quarterly business review presentations; provide training sessions on strategic channel programs, incentives and offerings; Administer annual sales incentive plans; deploy sales quotas; calculate monthly commissions; Cross functional collaboration to improve business processes and programs
Strategic resource and point of contact for Dell channel focus partners and sales leadership; Perform forecast calls, pipeline and opportunity reviews on a regular basis with focus partners; Conduct quarterly business reviews with partner sales leaders to discuss quarterly performance, KPIs and strategic goals ; Train & drive adoption of partner programs, new product offerings, policies and initiatives; Assist with complex deals and pricing negotiations
Ensure sales enablement & readiness by driving go to market sales initiatives and programs ; Act as a subject matter expert for Dell EMC Partner Program, Deal Registration, account planning, and internal & external promotions/incentives; Assist with administration of new training programs and documentation of business processes specific to Channel; Develop reports to meet business requirements such as weekly performance analysis, quarterly and monthly business reviews, and ad-hoc requests ; Perform weekly forecast and pipeline reviews with sales leadership