Salesforce

Great leaders fuel growth. They're talent multipliers, trusted partners, and shrewd operators. As an executive coach, I support our leaders on their journey to greatness. Working 1:1 and in group sessions, we identify strengths & growth areas to support onboarding, growth, and personal development.

- FY24: Supporting our Financial Services & Canadian business (130+ leaders)
- Actively coach 35+ leaders on a rolling 6-month basis
- FY23: Owned our Healthcare & Life Sciences business (100+ leaders)
- Actively coach 20+ leaders on a rolling 6-month basis

Director, Leader Development & Executive Coaching

On the Global Enablement Strategy & Innovation team, we set out to find, build, and deliver cutting edge technology & enablement programs to serve our sellers & leaders around the world. We built & curated enablement products, engaged on go-to-market strategy and empowered our distribution teams to perform at the highest level.

- Key stakeholder on technology acquisition/M&A team (LevelJump)
- Subject matter expert on roll-out of new global sales methodology

Director, Global Enablement Strategy & Innovation

Built, facilitated, and delivered our Canadian sales enablement & operations strategy to empower Canada's sales organization. Supported sellers & sales leaders from Commercial (SMB) through Enterprise.

- Business partner to 130+ person sales organization across Canada
- Built & delivered 'Executive 360' program supporting 26% pipeline growth YoY

Sr. Manager, Sales Enablement

As a sales leader, I was responsible for the hiring, onboarding & coaching of 9 quota carrying Account Executives focusing on new customer acquisition & retention.

- 117% team attainment YTD 
- Led in-person (Toronto) & remote (Atlanta) team

Manager, Commercial Sales

Rounding out my skill-set, I stepped into a direct selling role working with clients to implement our more technical, platform-oriented products: Heroku (AWS), IoT, Analytics, AI, Machine Learning, Force.com, & Encryption.

- 155% FY19 quota attainment
- 153% FY18 quota attainment

Sr. Account Executive, Platform - Mid-Market

Returning to the pre-sales world as a Solution Engineer I partnered with sales executives to develop, build, & present technical solutions to new & existing clients.

- FY15: Q3, Q4 SE of the Quarter
- FY16: Team lead for Toronto & NYC SE's

Sr. Solution Engineer

In this customer success oriented role, I managed a portfolio of enterprise clients helping improve their use of Salesforce solutions by analyzing account health, onboarding, and training.

- 115% YTD client renewal rate & #1 AMER success manager.

Customer Success Manager

Began my Salesforce journey by helping source, create & drive pipeline to fuel explosive growth. 

- Sourced over $317k; generated over $3.4 million in pipeline

Sales Development Representative

Prophix Software

Hunter role - Sourced & sold corporate performance management solutions. Covered 9 states in South Central, US. Engaged C-suite in mid-market companies to position performance management solutions & BI tools.

- 115% overall quota attainment
- Team lead & mentor

Business Development Manager

OneCore Media

Hunter role - focused on small businesses to position marketing solutions (SEO, lead-gen & call-tracking tools). Implemented marketing campaigns to increase client web traffic & conversion ratios.

- #1 Overall Account Executive: Q4 11' & Q1 12'
- 120% overall attainment (Peak Performer Club)

Account Executive

Apple

Specialist

I made my first ‘sale’ at 14 working as a magician's assistant at a summer fair.

Since then, I’ve worked in technology in roles spanning: sales development, customer success, solution engineering, leadership, enablement, innovation & strategy, and executive coaching.

It wasn’t all roses and daisies. I had a fair bunch of obstacles along the way:

- As an SDR, I almost didn’t make it
- As a customer success manager, I got chewed out by irate clients
- As a sales leader, I was on a plane every other week between cities
- As a field enabler, I realized there is no ‘one size fits all’ learning modality
- As a strategy lead, build vs. buy was a constant debate stalling progress

Along the way, I gained an insatiable curiosity and a well-rounded perspective for the SaaS industry.

I learned from and worked with, some of the best sales professionals and leaders in the game. Studying their craft and adapting my style.

This led me to:

- 8 promotions in 10 years
- A recognized top-performing Solutions Engineer in 2015 & 2016
- 155+% quota attainment as an AE for 2017 & 2018
- A four-time Dreamforce attendee & keynote speaker
- My role as an executive coach to some best & brightest

Currently, I spend my time as an Executive Coach working with new, experienced, and in-need leaders at Salesforce. I help uncover what drives, motivates, and inspires them to show up each day fulfilled and drive personal and team success.

Want to engage more? Here’s how:

- Follow me on LinkedIn for posts on leadership, communication, productivity, and personal growth
- Send a connection request with a note on how you found me or what caught your eye

I enjoy connecting with like-minded folks.

Grant Glaser

Blue Yonder

Responsibilities include training sales professionals and partners on selling, implementing, and supporting Blue Yonder products and solutions.

Sales Enablement Manager

BigID

Sales and Partner Enablement Leader for the hyper-growth SaaS leader in data security, privacy, compliance, and governance: enabling organizations to proactively discover, manage, protect, and get more value from their data in a single platform. 

•	Developed and delivered the BigID Sales Development Program:  A blended on-line and in-person Onboarding Experience for all new-hire sales professionals.  Program includes the BigID Sales Playbook, BigID Value Lifecycle Process, MEDDPICC, BigID Sales Simulation and BigID Executive participation.

•	Managed and delivered the global roll-out of the MEDDPICC Sales Qualification Methodology.  The training included events for sales managers and focused on a Sales Manager Coaching Guide used in the field.  Reinforcement modules were delivered on the Salesforce and Gong Sales Platforms.  Partnered with Force Management to build content.

•	Managed the delivery of Value Lifecycle Sales Skills Program.  This 4-week program helped BigID close 22% more Must-Win Deals by better executing on four critical value conversations: 
   1.	 Delivering an Irresistible Value Proposition that gets Customers excited 
   2.	 Constructing a Compelling Proposal making it easier for Customers to sell internally while managing risk 
   3.	 Negotiating quickly and producing a Great Deal for both parties 
   4.	 Getting credit for Past Value Delivered after the sale to drive renewals, referrals, and plentiful growth opportunities.

•	Master of Ceremony (MC) for the 2021 Sales Kickoff.  Led first “all-hands, in-person” sales meeting following the pandemic.  SKO model Included pre-work on live deals, break-out focus sessions, and interactive sales team presentations.

•	Partner with outside vendors and consulting teams to build content, implement, and improve BigID Sales Skills and the BigID Sales Tech-Stack processes.  Partners include Salesforce, Force Management, Gartner/TOPO, Highspot, Value Lifecycle, Gong, and others.

Director Revenue Enablement

Automation Anywhere

Sales and Partner Enablement Coach & Trainer for the global leader in RPA: Robotic Process Automation and Analytics.

•	Led New Hire training and Onboarding Enablement for new Sales, Pre-Sales, and Partner Sales professionals

•	Owned and delivered the “Getting to Great” 2019 Sales Skills and Messaging Program.  218 participants in 13 workshops in 10 cities across 5 countries

•	Provided Methodology Enablement on Automation Anywhere Sales and Pre-sales Opportunity Management, Account Planning/Management, and Skills-Based Training

•	Built and delivered Sales & Pre-sales Manager Coaching and Coach-the-Coach enablement

Sales Enablement Leader

Revegy, Inc.

Global SaaS Sales Platform focusing on sales optimization and performance improvement in Account Management and Opportunity Planning.

•	Delivered Coaching and Change Management Strategies to customers with Revegy Account Planning and Execution solutions.

•	Worked daily with Sales Team to secure new clients while developing appropriate executive level relationships.

•	 Identify and help articulate the strategic, organizational, and financial goals of key customer clients.
 
•	 Work with Customer Success Teams to evangelize Revegy solutions, best practices, and optimization of business processes.

Solutions & Coaching Director

Informatica

Enterprise SaaS Solutions – Informatica delivers cloud-based, enterprise data integration and data management software solutions empowering the world’s most progressive companies to realize data-driven digital transformation.  

•	Head Coach and Mentor for ALL Informatica sales and partner professionals through the Informatica Sales Development Program (SDP) for eight years (926 Sales Professionals).  Grew revenue $400MM to $1.4B over those 8 years!
 
•	Led sales team performance, quality, delivery, and long-term business health by leveraging team expertise in ILT (Instruct-Led Training) and VILT (Virtual Instructor-Led Training) and On-Demand blended training solutions.

•	Built and delivered highly effective real-world sales programs.  Workshops included live deals and/or real-world sales simulations to drive opportunity revenue and account management.

•	Delivered “Excelling as a Leader” 4-day workshop for executives, directors, and senior managers.  Topics included Leading Through Change Management, Stakeholder Management, Emotional and Social Intelligence, Inspirational Leadership, and Managing and Coaching High Performing Teams.

•	Mapped and initiated engaging training and reinforcement programs to drive revenue across a global enterprise. Interacted with Sales Leadership as well as Field Sales and Third-Party personnel to continuously fine-tune ALL sales enablement assets.

Director Sales Enablement

Upland Altify

Responsible for selling and delivering training solutions to develop client sales, partnership, and consulting excellence.  InfoMentis was sold to Target Account Selling (TAS).  TAS was sold to Upland Altify.

5-time quota achiever and lifetime member of the President’s Roundtable.  Forged and nurtured strategic relationships at managerial, senior, and executive levels of client organizations. Empowered the client business through coaching and mentoring regarding sales improvement strategies, consulting processes, and leadership capabilities.

•	Client Partner and Lead Instructor for worldwide sales training rollouts at Oracle, Salesforce, Microsoft, Siebel, LinkedIn, PeopleSoft, AT&T, HP, Informatica, NetApp, and others to deliver sales improvement strategies, and leadership skills.

•	Built and led Certification Programs such as Strategic Planning and Execution, Value-Based Selling, Manager Coaching, Sales Effectiveness, High-Value Consulting, Presentation Skills, and Partner Relationship Skills, to name a few.

•	Managed InfoMentis instructional Design Teams to build instructor-led training workshops, e-learning modules, consultation workshops, and collaborative productivity tools to enhance customer-facing skills regarding sales, marketing, services, and support roles.

Client Partner - InfoMentis

Oracle

•	Overachieved year-end sales goals at 176% and earned the annual Oracle Best Effort Award in FY2000.

•	Headed integrated sales and consulting teams, managing entire consulting sales efforts for the Southeastern region.

•	Drove sales of Oracle solutions into SMB customer base, including Customer Relationship Management, Supply Chain Management, Data Warehousing, Enterprise Resource Planning, Database, Portal, and Web Development Technologies.

Sales Director - Professional Services

•	Surpassed revenue growth of 210% YOY, Received Oracle Account Team of the Year Award for stellar 1998 results and Fiscal Year 1999 sales in addition to Professional Services revenue exceeding $24M.

•	Managed Oracle Consulting Services Practice, leader with full P&L responsibility for BellSouth Telecommunications Account spanning nine Southeastern states and nine countries.  Also assisted with other top telecommunications accounts such as Nextel, Sprint, and AT&T.

•	Oversaw 30+ consultants (direct reports) and 40+ client and partner resources across multiple projects and states tasked with deploying solutions to 8,500+ users.

Practice Manager - Professional Services

D&B Software

Led team of Vendors, SME’s, and instructional designers to develop the following internal training curriculum for consulting organization of over 3000 associates; Consulting Skills, Engagement Management, RESULTS Methodology, and Project Management.

Personally delivered above curriculum to over 1200 professionals including sales, sales support, consulting and partners.  Worldwide rollout included 12 US and 9 international cities.

Strategy Consultant - Internal Training Instructor

Personal Coach & Mentor to over 29,000 Sales & Partner Professionals WW Spanning 43 Countries & 6 Continents.

Gary has 20-years of Sales and Partner Enablement Experience and 7-years of Quota Carrying Sales Experience in the B2B, high-tech, enterprise software & services industry.  He is an engaging trainer and coach with worldwide experience in sales and partner organizations in hyper-growth, start-up, SaaS companies and Fortune 500 companies like Oracle, Microsoft, Salesforce, HP, and AT&T.

Enablement Specialties Include:
1.	Sales Methodology Programs:  design, build, and delivery of the sales process, sales skills, and sales technology-stack.
2.	Partner Enablement Programs:  Partnering Execution Framework, partner playbooks, coaching guides and scorecards
3.	GTM Onboarding Programs: 30-60-90-day onboarding by role, by region, with metrics and manager alignment

Gary has a solid record of pooling resources with Sales Leadership, Pre-Sales, Customer Success, Business Development, Marketing, Partner, and Product Development teams to ensure first-class training content and resources to optimize B2B sales of enterprise/SaaS software solutions. He is a Behavioral Change Agent with a strong record of driving growth by fortifying sales organizations through leadership, instruction, and coaching.

CORE COMPETENCIES
Enterprise SaaS Sales Enablement   |   Sales Coaching & Mentoring   |   Team Learning & Development   |   Global Sales Strategy & Execution   |   Persuasive Executive Presentations   |   Cross-Functional Leadership   |   Process Design, Build and Delivery   |   Sales Methodology Expertise   |   Relationship Building   |   Collaborative Sales Approach   |   Leadership | Field Sales Support   |   Virtual & Live Training Methods   |   Head Sales Training Programs   |   Industry Leading Software Solutions   |   Best Practices & Technologies

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Grant Glaser

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