Greater Chicago Area
Global executive management professional with rich, diverse and leadership experience, combining technology and applications to help drive efficiency, productivity, successful results and streamline operations. Proven experience in matrix management and leadership to achieve strategic, operational and financial objectives. Areas of expertise in sales, professional services/consulting, finance and operations. Industry knowledge in High Tech, Telco, Market Research and in Public Sector. Driving sales, channel and marketing operations in alignment with Go-To-Market priorities. Working directly with sales teams, customers and partners in support of software, product, and service-based sales (SaaS). Orchestrate business process and information for sales and channel teams with a focus on sales productivity, revenue growth, customer success, and portfolio expansion. Successful rapport building generating credibility and buy-in across multiple functions including sales, finance and marketing teams. Leading organizational innovation to develop capabilities & tools that drive productivity in support of customers and partners. CORE AREAS OF SKILL Sales Strategy and Planning - Coverage Models; Sales Role Definition; Go-To-Market Strategy Development; Perpetual and SaaS Licensing Models, Rules of Engagement; Sales Training, Onboarding, and Readiness; Business Intelligence; Systems Implementation (Salesforce.com, Netsuite, Marketo, Tableau, Clari, Outreach, Gong, ZoomInfo, LeanData, Financialforce); Sales Territory Optimization & Alignment; Sales Commission Management & Compensation Plan Design; Channel Operations – Program Design, Development Funds, Incentives, Rebates; M&A, & Divestitures - Integration of Systems, Process, and People from Lead to Cash; Project Management
Responsible for the leadership and management of Global Sales Strategy, Operations and Enablement function. Goals are to maximize revenue growth through the development, implementation, and ongoing maintenance of GTM programs, systems, and initiatives. Critical management functions include systems management, forecasting, planning, reporting, sales enablement, sales development, business development and sales process optimization.
• Build, Develop and scale sales operations and enablement • Partner with CRO and e-staff on creating and leading GTM strategies • Manage and lead global account and territory planning and analysis. • Create sales incentive plans to align with fiscal annual planning • Establish operational cadence focused on forecast, pipeline and lead metrics • Build out global reporting and dashboard for measurement of KPIs and core metrics • Manage the sales tech stack • Develop new hire sales onboarding and sales readiness programs for enablement of customer facing roles/functions • Manage and develop all sales processes (from top of funnel to rev. rec.) • Partner and collaborate with finance, marketing, and product cross functional teams on key GTM initiatives
• Developed a Global Sales Operations function in partnership with CRO • Led numerous transformation initiatives that resulted in optimization of efficiencies and effectiveness for quote to cash • Developed and optimized sales processes and programs as it relates to Quote-to- Close, Deal Desk, and forecasting • Developed an operational cadence for global sales • Managed, and oversaw the sales technology stack (CRM, CPQ, Pipeline/Forecasting optimization tools, and sales engagement-prospecting applications) • Developed key performance metrics, dashboards and reports that help the sales organization focus on performance drivers and results • Collaborated with Marketing to ensure proper lead management processes • Partnered and implemented knowledge management strategies to continuously increase product knowledge across all GTM teams • Lead Sales Enablement and sales productivity function and initiatives
• Managed a team of Program Managers and Training Coordinators responsible for the day to day execution of AWS Training business • Collaborated on the design, development, maintenance, and delivery of forecasting models, metrics, reports, analyses, and dashboards to drive key business decisions • Worked with Americas and WW management to determine business goals and develop methodologies to measure goals • Oversaw the development, implementation and monitoring of efficient and effective processes, including ensuring the team follows quality processes • Managed all vendor agreements leveraged by the Americas Training & Certification team, including but not limited to negotiations, and contract executions