Portugal
C-SUITE EXECUTIVE LEADER with significant track record for leading transformations, business strategy and operational execution which has resulted in sustainable market growth for large and small businesses alike. EXPERIENCE: • Managed Revenues and P/Ls from $25M to $7.5B in Technology (HW/SW/Services) Businesses • Led teams up to 600 people across the globe (Sales, Marketing, Operations) • Drove businesses in B2B Enterprise as well as consumer/SMB world wide • Developed and implemented multiple global go-to-market strategies and organization designs • Led Sales & Marketing Transformations which drove solid M&A results.
$215M Revenue. 400+ Sales and Operations team. $30M P/L. Managed all channels, alliances, direct/indirect sales and sales operations teams to support the global business for Nuance’s Imaging Division. This division is responsible for SAAS document management solutions in Enterprise and SMB. • Drove sales and marketing transformation. Brought operational discipline to a sales organization that was primarily a collection of acquisitions operating autonomously and without aligned integration. • Brought the division results back to growth Through careful TAM analysis and sales team productivity and capacity deployments, pipeline and conversion improved leading to a turn from previous declines. • Designed compensation and rewards program. Moved the sales performance windows to better match the selling cycle. Built logic into quota deployment and individual sales person performance so the right behaviors were rewarded and recognized. • Re-positioned the sales organization. Streamlined the sales focus and personnel to drive the strategic businesses within the portfolio and optimize revenue and costs.
$500M New Business and $1.5B recurring business annually. Managed all E-commerce, marketing, channel and sales operations teams to support global business performance for Rackspace, the number one cloud company. Responsibilities included systems and tools infrastructure (CRM/Marketing Automation/Commissions), business management, sales enablement, marketing processes, sales & channel processes, business intelligence, reporting, and forecast/deal management. • Drove the company sales and marketing operations transformation. Moving from disparate systems and infrastructure to a standard core architecture with consistent, repeatable and compliant processes. Standardized the sales and marketing planning processes. • Led the operational efforts to enable the company to move to a business unit model. Built the historical view of data for each business unit as well as the forward-looking sales and marketing pipeline view. This allowed the company to move from a single P/L view to a multiple P/L view. • Created the enablement and sales training strategy for the field sales and technical teams. Identified competencies by role, gaps, built content and certification programs and delivered them globally. • Improved sales compensation programs globally by moving to a standardized global system for compensation execution and reporting. Transitioned the old software platform to a newer cloud-based platform that allows for integration into SFDC and real time metrics for sales teams to know their performance real time.
$1B net new business annually. 400+ sales and marketing operations employees across the globe to support Symantec's enterprise security and information management businesses to drive over $6.5B in annual revenues. Included the operational management of the go-to-market planning processes across the separate business units, marketing, and the sales teams globally. Ensured the targets were aligned and the priorities were clear across all functions. Defined the sales enablement and training to drive the business results. • Drove the intersection between what the business teams needed and what was required to reshape the infrastructure to deliver results. Core capabilities included lead management, selling methodologies (including renewals), sales compensation & crediting policies, go to market strategy & planning, M&A, business compliance and channel strategy. • Led the operational efforts to separate the company and spin off one of our core businesses. Process and systems separation, operations splits, sales and marketing splits, compensation program and channel program division. Including people/talent split and resource allocation. • Championed the enablement and sales assessment of the field teams. Identified the core competencies by role and the fit of each person in role, by competency. Ensured our sales teams had the tools and training they needed to meet their objectives individually. This allowed for the right enablement by individual rather than blanket training programs. • Designed sales compensation programs globally that fit into the overall operating expense guidance and allowed for the sales teams to be motivated to achieve their targets. Role definition and alignment with the human resources teams, crediting rules and compensation structure/mix. Saved over $30M at Symantec in the first year.