Wolters Kluwer Health

Director of Operations

NetApp

Head of Hybrid  Cloud Sales Operations

Decided to take a sabbatical and catch up on life.  Then Covid happened....

Sabbatical

InsideSales.com

Director, Sales Operations

Netsertive

Led Sales Operations, Sales Training, Analytics, IT, and Corporate Marketing.

- Conceived and led business transformation effort with a 215 seat implementation of Salesforce.com & CPQ (Steelbrick) with key integrations with Netsuite, Qlik, Dell Boomi, and client payment system. Project came in on time and on budget with complete automation from lead to cash.
- Led annual territory planning exercise, established quotas, and worked with sales leaders on go-to-market strategy.
- Developed Qlik analytics dashboards for sales, finance, client success, and marketing to provide key insights into the business.
- Led successful release of company's first Learning Management System platform (Learncore) with 90 available courses for 300 users.
- Drove first sales process automation project with the addition of a subscription Netsuite contract module, on-line order processing, and a rework of the lead to sales order process, resulting in a 50% reduction in clicks from lead to order while automating billing.

Director, Business Operations

Philharmonic Association, Inc.

Marketing Chair, Board of Directors

Red Hat

Drove the creation and execution of strategic business plans, sales forecasts, and quarterly business reviews, as well as provide guidance for $1.5 billion sales region.  Work closely with the GM and executive leaders across the sales organization to understand issues, perform analysis, and recommend solutions. 

- Business Planning: Drove the annual business planning process for Red Hat's largest region,  which included setting regional quotas, managing critical sales initiatives, and providing analysis to support expansion into new verticals and multi-tiered sales channels to drive faster growth.  

- Forecasting: Oversaw consolidation and provided analysis and guidance on the weekly forecast to executive sales leaders.

- Reporting & Analytics: Prepared Quarterly Business Reviews with key executives, including validation and interpretation of prior quarter results as well as forward-looking guidance.

Sales Operations Analytics Manager

- Built Red Hat's first Global Business Analytics team.

Manager, Global Business Analytics

- Built and led first global sales operations team that provided 24/7 administrative support on a 1000 seat Salesforce.com instance.

- Business owner for Salesforce.com.  Set-up and maintain users, accounts, territories, workflows, and reports and dashboards for the global sales teams.  

-  Researched, on-boarded, and managed vendors in support of sales productivity applications: Salesforce.com, Hoovers, Harte Hanks, Efax, and Jigsaw (data.com).

Manager, Sales Operations

Hired, Trained, and Managed Sales Development Reps to prepare them for roles in Inside Sales.   Created call and lead metrics for monthly objectives and worked tightly with marketing on lead follow up and reporting.

Worked closely with sales leadership and HR to establish a sales force training plan focused on developing and reinforcing sales competencies. Prioritize training objectives for selling, sales management, and sales support roles. Oversee the on-board training of field and HQ personnel.

Manager, Sales Development

Avid Technology

P/L Business Manager for Video Education Services.  Added professional consulting services capability for large scale broadcasters transitioning to digital, e-learning for the entry level videographer, and books with interactive content for the experienced editor and f/x customers to the training portfolio.  Restored the group to profitability in under a year by doubling the number of authorized training centers, adding retail and web to the sales channel mix, and developing successful relationships with vendors that helped reduce costs.

Senior Manager, Worldwide Education Services

Advised Sales, Channel Partners, Sales Operations, Technical Support Managers, and Order Management on video system and storage configurations, renewal paths,  software licensing, process improvements,  and resolving critical customer incidents.

Streamlined the customer service call center by consolidating three different organizations, which increased customer satisfaction metrics from 75% to 96% very satisfied in its first 6 months of operation.

Senior Manager, Customer Support Operations

Managed ISO9000 program over a 4 year period through 3 external surveillance audits and one recertification.  During this period, drove sales order accuracy program from 60%  to 99.6% accurate, resulting in a 40% reduction in customer complaints. CFO cited a 3 day reduction in DSOs  due to this effort.

Senior Manager, Customer Satisfaction

- Built Avid's original storage manufacturing operations and broadcast manufacturing operations groups, which included recruiting, hiring, and training the original teams, laying out plant operations, and designing and implementing test processes.  These teams built the very first Digital News Gathering systems that were installed at Headline News and other broadcasters.

Manufacturing Manager

Sales Operations executive with significant global experience in building high performing sales support organizations for fast paced SaaS companies.  Passionate about leveraging data, technology, and training to accelerate the revenue potential of sales teams across the organization. Strong focus on hiring amazing people, relentlessly focusing on employee development, and building repeatable processes.  

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