Redwood City, California, United States
Sales & Revenue Operations Leader with 20+ years of professional experience who creates and operates global teams supporting the C-suite; solves technology industry problems with solutions supported by data analysis; tirelessly focuses on excellent execution; improves process reliability and speed via automation; coaches teams with warmth and compassion.
Reporting to the CRO, first Revenue Operations employee: Sales Forecast, Sales Pipeline, Sales Planning, Sales Territories, Sales Methodology, Sales Policy, Deal Desk, Sales Compensation Plans.
- Sales Planning: optimized the FY23 Sales productivity by 20%+ by fine tuning the Sales Plan. Prepared the Regional Sales VP’s presentations to the C-suite and Checkmarx’s investor. - Sales Pipeline: identified the Sales Pipeline weaknesses by designing the “pipeline creation” and “pipeline coverage” KPIs. - Sales Methodology: recommended actions to improve sales opportunity win rate by analyzing the conversion rates between the sales stages. - Automation: saved hundreds of hour by coaching Revenue Operations analysts on how to build and automate the weekly and quarterly dashboards.
Reporting to the North America Sales Operations VP: - Sales Planning of a $600M quota organization (license, SAAS, renewals, services): alignment of the sales organization (account segmentation, sales teams, sales territories, and quotas) with the sales strategy (costs, revenue targets, and other guidelines). The sales letters (250+) were delivered ahead of the previous fiscal years by a month. - Center of excellence: coached 6 subject matter experts focused on sales forecast & pipeline, sales methodology & tools, sales quotas & territories, sales compensation.
Reporting to the North America Sales Operations VP: Lead revenue forecast, pipeline creation, sales reporting (dashboard and quarterly business review), territory management, master data management and other activities in support of the Strategic accounts sales ($100M+ of annual revenue).
Reporting to the VP of Commercial Strategy: - Delivered fast and efficient support operations to the License Verification organization. - Saved $2M per year and multiplied by 4 the production of services
Reporting to the License Verification VP: - Created and operated the Global Service Delivery, which is a global team in charge of establishing the technical findings of the license compliance audits. - Obtained a 70% cost reduction and the takeover of the audit methodology by in-sourcing 80% of the audits.
Reporting to the EMEA License Verification Director: Orchestrated the software license compliance activities in France (around 50 engagements per year).