Greater Chicago Area
A seasoned management consultant with expertise in revenue strategies, sales operations, and GTM transformations, I bring experience from 40+ clients over 70+ engagements across the globe, primarily in TMT industries with B2B organizations. My focus is on strategies and operational improvements primarily for front-office functions (Sales Ops, Rev Ops, Marketing, Customer Success, Pricing). I have been helping B2B companies grow by attracting new customers and ensuring the continuous satisfaction of existing ones in order to retain them for the long-term. This requires an understanding of different customer needs across segments, and how those needs evolve over time. Having this understanding, I’m able to guide companies on ways to drive revenue across channels and in different sales motions. My deep knowledge to enable this growth is in GTM transformations. I bring knowledge of the integration of front-office technologies, AI enablers, and cross-functional business processes that drive the end-to-end customer journey, from initial discovery to post-sale satisfaction and adoption. GTM expertise encompasses several competency areas: For Sales Operations, knowledge of critical capabilities including forecasting, deals desk, CPQ, contract management, sales coverage models, and customer segmentation. I possess particular depth in designing and implementing knowledge management capabilities that complement AI / Gen AI capabilities. I also possess depth in channel partner knowledge, having developed a ‘playbook’ on how to build and run the overall channel program within an organization. For Revenue Operations, a deep understanding of the revenue drivers across the end-to-end L2C cycle, especially the processes, technology, and potential AI use cases from lead-to-contract. For Customer Success (CS), I was engaged in this topic with TSIA (Technology Services Industry Association) since 2012. Since then, I have led CS teams to transform their operating model, drive growth, and enable cross-functional coordination of sales motions (customer acquisition, expansion, adoption, and retention). For Product Management and Pricing, I possess expertise in guiding companies through new product introductions, portfolio optimization, product commercialization and supporting price models. This knowledge comes from several years in product engineering development (prior to consulting), and managing a JBR with a leading pricing vendor (Zilliant).
Member of the 100+ Partners that led the Customer Transformation practice, focused on helping clients grow through transformative customer experiences at the intersection of marketing, sales, service, and pricing. Individually generated annual revenue of $3-5M on a $10M pipeline to support the practice. Focused on B2B TMT clients with projects ranging from strategy through execution. Co-led joint business relationships with Zilliant (pricing) and Icertis (AI-powered contract management), delivering client engagements that would integrate these technologies with a client’s ecosystem (e.g., Adobe, SAP, Salesforce). Led internal Operational Excellence, injecting knowledge management practices for more effective sales and delivery. Internally managed six consulting staff on their staffing, development, and career trajectory.
Performed RF design and development for network infrastructure equipment and broadband wireless devices. Specific expertise in receiver design. Drove cost-downs across multiple platforms through bill-of-material analysis.
Analyzed RF Engineering characteristics of Advanced Photon Source (APS) particle accelerator