Newsela

Partnership Director

Senior Change & Adoption Manager

Senior Program Manager, GTM

I operationalized broader GTM initiatives for the SMB segment, and developed SMB segment specific programs. A portion of my time was also spent supporting the SDR organization and the School Sales team. 

More specifically, this involved activities such as shaping GTM strategy, facilitating GTM planning sessions (for ENT, MM, & SMB segments), defining sales process and developing enablement assets. All anchored to achieving our sales targets. 

I obsess over making strategy actionable. And I feel extremely fortunate to be in a position where selling more, translates to more meaningful classroom learning for students all across America.

Sales Program Manager

Accenture

While at Accenture I served clients as a Customer, Sales & Service Executive. I spent my time primarily within client’s Sales organizations. Helping F500 companies sell more, faster and better. I supported Sales transformations end-to-end — strategy, policy, process, technology, enablement — across 4 industries and 9 clients. I also like to say that in 2016, I met my professional soulmate — Design Thinking. I took a 3-day training, and nothing has been the same since. I went on to teach courses for the firm. Lastly, I tinkered with AI by helping establish the Virtual Agent practice. 

I was promoted 3 times. Going from Analyst > Sr. Analyst > Consultant > Manager. It was a challenging & fun ride! Keep on reading for the corporate version.

Co-Design Lead for initiative focused on identifying innovative concepts & capabilities for a subscription renewal platform at a high tech-client
 • Identified new Partner service—AI-based virtual quote support agent— through weekly ideation sessions informed by research that included co-design, participatory design & concept validation

Collaborated with SVP to shape channel strategy & capability roadmap to accelerate a high-growth SaaS business to $10B in revenue, by designing narrative and facilitating workshops/interviews 

Accelerated account sales >$10.5M by developing proposals to align a SaaS company's GTM strategy & sales systems (CRM + CPQ)

Supported delivery of transformational program at a high-tech client, geared towards improving the software lifecycle experience
 • Served as track lead (PM) for software initiative within program, an initiative which the client’s CEO referenced multiple times during earnings calls
 • Delivered 70+ personalized training sessions, audience members included client Partner & Customer executives (CTO & SVP)

Developed Artificial Intelligence (AI) Roadmap for leading P&C insurer
 • Gathered operational data & costs to perform Cost-Benefit Analysis 
 • Created 3-year implementation roadmap

Technology Consulting Manager

WeElevate

Education services company serving public schools and nonprofits. Notable accomplishments included growing a nonprofit's book of business by 119% and serving 136 students across 5 schools.

Founder & CEO

I brought Design Thinking and Service Design methodologies to SMBs to improve employee and customer experience. A lot of times this involved workshop design and facilitation. I love seeing people's reactions to working in a more fun, joyful and effective way. 

It's not just fun and games though. This stuff worked for them. My work with clients drove triple digit revenue growth through re-design of existing systems and implementation of new ones. 

I believe all businesses, regardless of size or industry (including Nonprofit) should be empowered with the same tools as the world's leading enterprises.

Experience Designer

DPR Construction

• $10.5M John C. Lincoln Sonoran Health & Emergency Center - 41,700 SF Medical Office Building Core & Shell build-out consisting of tilt-up concrete panels and steel framing.  First floor Tenant Improvement (13,900 SF) build-out of outpatient imaging and treatment center.
• Put approximately $1.2M of construction in place by managing multiple subcontractors scope of work

Intern Project Engineer

• $150M Confidential Bioscience Client - Los Angeles Master Plan (LAMP) Project. Construction of a Biopharmaceutical Manufacturing Facility.

SUNIVO Supply Chain Management

• Benchmarked 3 major companies importing departments in order to promote/initiate international importing
• Contacted local chemical vendors regarding quotes or sales
• Assisted in implementation of eBusiness platform for company website

Global Fellows - Distribution Division Intern

Seven years ago, I was a burnt-out and unfulfilled consultant trying to “find my passion.” To get unstuck, I tried and failed at lots of things – being an artist manager, founding a construction business, and founding a K12 nonprofit.

While I didn’t succeed, I *did* build valuable non-traditional experience. 

Years later, I spotted my dream job – a role that balanced purpose & career growth. I used my non-traditional experience and an unconventional job search approach – what I write about here on LinkedIn – to land it. 

Today, I support school districts across California in inspiring students love of learning, and building their skills & knowledge. A dream come true!

On my spare time, I share content on LinkedIn to teach people how to change careers without traditional experience. 

Sending you good vibes. Let’s go get it!

Frankie Iturbe

VP Customer (Sales & Success) Sales Development, Customer Operations, & Support

VP of Sales, SMB, & SDR

VP (General Manager), SMB

Loop

Strategic Advisor

Army National Guard

Military Intelligence Officer

Lead Director - XaaS Business Model, Sales, GTM Operations, & Private Equity Value Creation

-	Lead sales operations transformation / organization effectiveness engagements and client value realization for Fortune 100 clients
-	Consulting Account Lead and Midwest Region Practice Lead (CPQ)
-	Proven sales and revenue management with a focus on eCommerce digitization, customer / client success, CPQ, go to market strategy, and transformation consulting services
-	Directed a multi million dollar consulting portfolio, with oversight over dozens of client and firm resources driving sales operations transformation, customer success, and process digitization for a Fortune 100 high tech client
-	Leading high tech industry expert for recurring / deferred revenue model strategy, eCommerce / CPQ, customer / partner success, Quote to Cash, and sales organization design
-	Led two end to end CPQ implementations for SaaS based platforms including SalesForce.com integration for industry leading high tech companies
-	Led service sales transformation program driving optimization and automation of high volume – low dollar channel sales transactions, resulting in over nine figure revenue growth over two quarters
-	Sales enablement lead driving the development, identification, execution, and adoption of predictive analytics to transform the renewal and customer engagement strategy for a leading networking company
-	Led organization re – design and workforce optimization for an industry leading high tech company resulting in a 32% operations workforce reduction and seven figure OPEX savings

Management Consulting - Sales / Customer Transformation, CPQ Lead, Business Operations Strategy

Independent

- Guest speaker at: Harvard University, MIT, University of Chicago, University of Pennsylvania, Princeton, UVA, Georgetown, John Jay College, Stanford, GWU, Ga. Tech, CMU, Temple, Drexel, U of Houston, UPitt, etc.
- Guest speaker at 2013 LinkedIn All Hands Meeting in Monterey, CA
- Engagements include business growth, strategic profitability improvement, supply chain optimization, strategy / succession planning, behavioral modification, and organizational development consultation for small businesses, start ups, government agencies, public sector contractors, and nonprofits
- Led projects re - engineering business processes, developing regulatory policy, assessing behavioral needs / transformation, enhancing scalability / profitability, and re - designing organizational structure
- Facilitated large scale business transformation and behavioral change
- Coached C - Level executives and government leaders on management and leadership methodology
- Designed comprehensive strategic plan for an international PR Firm
- Coached current students, recent graduates, and experienced professionals on career development / management

Public Speaker, Strategic Advisor, and Leadership / Career Coach

361Humanity, Inc.

- Co-founder of international nonprofit with operations on three continents
- Authored and established operational bylaws
- Directed the strategic vision and created standard operational processes
- Authored and implemented continuity of operations protocols for multi-national organization
- Directed the management and coordination of all domestic business operations including marketing, contract development, strategic planning, and operational logistics
- Spearheaded management of corporate relationships with all external vendors, business partners, donors, etc.
- Orchestrated the end to end human capital life cycle including recruitment, onboarding, talent development, and termination all domestic support staff
- Facilitated negotiations with external law enforcement, regulatory, and international entities

Executive Trustee, Director of Domestic Operations

Pacific Gas and Electric Company via The Mosaic Company

- Employed as a project employee via The Mosaic Company
- Spearheaded the strategic change management and implementation of 46 new training programs for gas operations with a stakeholder impact of over 5,000 personnel
- Conducted and oversaw comprehensive stakeholder identification/ management, impact analysis, 
and organizational change readiness assessment
- Authored and implemented the overall strategic communications and organizational change management plans

Strategic Change Management / Organizational Development Consultant - Lead

Brooks International

- Site lead; responsible for the strategy, oversight, implementation, safety, and milestone achievement of a multi - million dollar transformation
- Championed strategic transformation and business process re - engineering
- Directed major personnel and human capital reorganization (org. design)
- Orchestrated total organizational, cultural, and behavioral transformation to achieve increased productivity, cost reduction (ZBB), and deliver financial value to the client
- Implemented a comprehensive management model for improved strategic operations and process management resulting in organizational cost savings and enhanced profitability
- Spearheaded a risk and security analysis and implemented a comprehensive mitigation plan in partnership with local law enforcement and security contractors following a mass layoff
- Masterminded the identification and implementation of business process improvement efforts resulting in an eight figure OI (EBIT) improvement
- Coached senior leadership including company President, Vice President, and Site Manager on improved leadership methodologies
- Analyzed employee performance and efficiency for cost / benefit and compensation purposes
- Designed and implemented employee performance management, bonus, and special act program
- Evaluated safety of a multi-million dollar aerospace and defense manufacturing facility; identified 27 Cal-OSHA violations, and implemented a comprehensive mitigation plan

Management Consultant (Profitability Enhancement / Cost Reduction) - Site Lead

US Federal Government - Misc. Agencies

Various

Leadership. Integrity. Accountability.

Ryan is a Vice President at Newsela with holistic responsibility for the strategy, operations, and execution of the Customer (Go-to-Market / sales) function.  He has experience in global SaaS sales, digital transformation, Anything-as-a-Service (XaaS), GTM strategy, sales operations (including CRM / CPQ), customer success, pricing, & channel optimization. He has extensive experience advising clients in diverse industries, including: Software, High Tech, Utilities, Health, Defense and Aerospace, Financial Services, Non Profit, and the Public Sector.

Ryan dedicates himself to guiding companies through hypergrowth and transformational efforts, including: sales strategy, business model transformation, organization design, profitability enhancement, cost reduction, recurring revenue models, and leadership development.  He has engaged with clients ranging from SaaS startups and private equity portfolio companies to Fortune 100 global enterprises.

Ryan has previously worked for PwC, Accenture, the Federal government, niche consulting firms, and co - founded two nonprofit organizations. He is an avid supporter of community giving, serves on the Board of Directors for two nonprofit organizations, engages in pro bono consulting, and provides career coaching.

Ryan possesses a Bachelors degree from The American University, and a Masters' degree from George Washington University.  Ryan is also a veteran and former Military Intelligence Officer in the US Army.

Active US Government Security Clearances.

Specialties: Go-to-Market strategy and operations, SaaS Sales, channel / partner strategy, sales operations, stakeholder analysis, cost reduction, change programs, organization readiness, sales force effectiveness, change readiness, stakeholder management, senior leader coaching, digital transformation, cyber security, predictive analytics, human capital strategy, eCommerce capabilities, CPQ, CRM, project management, policy, resistance management, HUMINT, strategic planning, TS/SCI, and safety / security risk analysis and prevention.

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The Battle

Frankie Iturbe

Ryan Kim

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