CB Insights

•  Designed competency scorecards for the GTM team to determine performance baselines, identify coaching opportunities, and measure ongoing progress against competencies; built strategic learning paths to address skill gaps
•  Deployed a learning curriculum via Mindtickle and live training to verticalize CBI’s 230+ GTM team and build industry knowledge, resulting in CTE to closed won rates improving from 16% to 27%
•  Created curricula focused on skill development, product knowledge, and sales methodologies; trained and coached field during team meetings, sales kickoffs, and one-on-ones; built supplementary materials to reinforce concepts 
•  Produced a monthly sales enablement newsletter within Seismic containing critical GTM initiative updates with readership steadily increasing an average of 10% month-over-month

Sales Enablement Manager

Caveo Learning

•  Engaged with chief learning officers of the Fortune 1000 to uncover partnership opportunities and consult on Caveo’s ADDIE and Agile learning methodologies; consistently exceeded business development quotas
•  Formed a team business development process including prospecting, lead qualification, pre-call preparation, objection handling, and nurturing, resulting in a shortened sales cycle
•  Wrote a business development playbook detailing best practices; onboarded new hires and trained team on sales motion 
•  Redesigned company website, resulting in increased site visits, leads, forms submitted, and SEO rankings  
•  Managed marketing vendor relationships including exploration, selection, contracting, and renewal

Director, New Business Development

CEB, now Gartner

•  Guided the client engagement strategy by creating content to streamline and scale projects; redesigned GTM SharePoint site leading to improved team productivity and efficiency
•  Supported the exploration and launch of a virtual product; created training materials, job aids, and client resources; joined Challenger sales executives on client calls to position the product according to business objectives
•  Launched and managed a product offering in 12 new languages, resulting in $4M in revenue
•  Designed virtual curricula in Articulate Rise 360 and Absorb LMS to reinforce key Challenger™ sales skills
•  Managed product feedback loops and deployed surveys to measure project ROI; shared results and recommendations with Challenger and client leadership

Product Manager, Sales & Marketing Practice

•  Managed a client portfolio of 10+ global organizations in the manufacturing, financial services, technology, pharmaceuticals, healthcare, and professional services industries to increase sales and marketing effectiveness
•  Advised clients on GTM talent development improvements, configured projects for optimal resonance through preparatory interviews and focus groups, and supported managers with change management and best-in-class coaching
•  Co-directed a $1.5M project for a pharmaceutical client, upskilled 50 managers and 450 sales representatives on the Challenger™ sales methodology, and created 10 Challenger™ message insights for 3 brand teams in 4 months
•  Tracked program effectiveness, analyzed data, and presented findings and recommendations to client leadership
•  Served as SME and product captain for a technology offering; trained project teams and built custom client programs

Senior Business Analyst, Sales & Marketing Practice

•  Managed 30+ account management associates across North America to sell CEB’s sales, marketing, communication, and technology research and advisory offerings
•  Educated and coached teams on selling strategies leading to partnership acquisitions and expansions; facilitated company-wide sales training, earning top presentation feedback scores
•  Governed the employee life cycle including candidate hiring, onboarding, career development, and termination
•  Analyzed business trends and performance to create campaigns aimed at maximizing client engagement and sales
•  Integrated 2 account management teams of 30+ associates based in Washington, D.C. and Chicago, IL; led change management efforts following the merger of 2 internal business units

Commercial Support Manager, Sales & Marketing Practice

Huron

•  Conducted market research, identified capability gaps, and created new product business cases for Huron’s Higher Education and Life Sciences divisions; shared recommendations with CEO and CFO
•  Designed 3 and 5-year strategic plans to uncover growth opportunities across the business
•  Sourced acquisition target firms that aligned with Huron’s business needs, resulting in 2 profitable acquisitions
•  Launched benchmarking survey for leading higher education and research institutions to assess performance and make recommendations to improve profitability, student enrollment, and retention
•  Redesigned company SharePoint site, resulting in increased utilization and project collaboration

Senior Associate, Strategy & New Business Development

•  Engaged with senior sales, marketing, sales operations, and HR leaders of the Fortune 500 to establish relationships and generate new business 
•  Partnered with CEB practice leaders and product partners to develop client presentations and proposals
•  Populated responses to requests for proposals and requests for information from prospects and clients
•  Assisted in generating over $9M in revenue with a year-over-year growth rate of 30%
•  Recognized for consistently exceeding sales quotas; secured first place in numerous team campaigns and competitions

Business Development Associate, Sales & Marketing Practice

Intellectually curious and results-oriented sales enablement expert with strong project management skills; strategic thinker who can take an idea and successfully execute; effective cross-functional communicator, able to engage all levels of executives and employees

Areas of expertise: sales enablement and readiness • sales methodology and process • project management • sales management • talent management • new business development • strategic planning • learning and development

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