Salesloft

After an exciting sojourn into the world of enablement, program management, and adult education, I'm thrilled to be back in the Sales Engineering space. I am responsible for leading and developing our Commercial and Enterprise Sales Engineering teams and motion in EMEA.

Director, Sales Engineering EMEA

Adult education, training and coaching have always called out to me. So when an opportunity arose to again be the first Enablement professional at Salesloft outside of the US, I leapt at the chance. 

As a career shift for me, this has been a truly eye opening experience.

Some of the major projects I've worked on have been:
- Defining, designing and rolling out our global end-to-end Revenue Methodology, based on feedback from our Customer Journey Mapping team.

- Working with my amazing counterparts in the US to redesign a scalable role-specific onboarding program (with course codes and everything!)

- Establishing many ground-up enablement forums for AEs and BDRs, including a weekly "Enbagelment" session (because Bagels, get it?).

- For BDRs, developing a core skill program called BDR U and a career bridging program for Sr. BDRs called BDR MBA.

Sr. Revenue Enablement Manager, EMEA & APAC

I was given the unique privilege of building a team of talented and hardworking Sales Engineers to take over Europe. At the time, this was one of three Sales Engineering teams at Salesloft, and the only one not in the US.

Hired out a team of 5 to support both our Enterprise and Commercial sales teams. I'm proud to have led such a smart and genuinely supportive team over this time.

Manager, Sales Engineering, EMEA

I joined Salesloft in July 2019 as part of the first cohort of hires in EMEA. We were hired to seed and develop the EMEA market and as such my responsibilities at the time were varied and beyond the typical scope of a Sales Engineer:

- Pre-sales technical scoping
- Trial administration and management
- Sales Enablement liaison and asset development
- Assisting in aspects of onboarding and ongoing customer success.

2019 President's Club Winner
2020 President's Club Winner

Sales Engineer, EMEA

Vidyard

- Leading efforts with the new Technical Services team. Managing a team of client services developers and delivery consultants.
- Responsible for scoping, project managing, and delivering on custom solutions surrounding the Vidyard experience
- Help build out the practice of Professional Services, including establishing offerings, processes and methodologies.
- Work closely with the Product Management team to assess and build on customer requirements.

Manager, Technical Services

- Vidyard product expert and strategy consultant
- Support the sales team in providing guidance and recommendations
- Perform targeted and customized demonstrations and answer technical questions throughout the sales process.
- Complete detailed security and technical reviews
- Create sales assets like microdemos

Solutions Consultant

Ceridian

• Assisted U.S. Mid Market Sales and Account Executive teams in analyzing business opportunities, ensuring that all products and services are thoroughly presented and appropriately positioned

• Maintained professional skills to ensure proficiency in current product offerings and awareness of industry developments and trends

• Developed a trusted advisor relationship when facilitating sessions with prospects to uncover their process requirements. Identify process strengths and deficiencies and utilize this knowledge to help Sales Reps & Account Execs position solutions which create differentiation and a return on investment

• Assist the Dayforce HCM Solutions Consulting teams in analyzing business requirements in specific new business and customer add on opportunities 

• Provide coaching, guidance, and ongoing instruction to general Solutions Consultants to develop their knowledge in Dayforce HCM

• Assist in complex configuration requirements for product demonstrations

• Responsible for supporting the sales organization in preparing materials to support the sales process as they relate to the specific needs of each prospective client, as well as support the sales team by assisting with RFI/RFPs (Request for Information/Request for Proposal)

• Work closely with Product Management and Development to relay practical customer feedback and work on a solution.

Application Consultant

Support resource involved in the initial stages of the sales process. This includes providing expert knowledge on a high-technology product, procuring RFPs and demo workbooks, as well as demonstrating the Dayforce HCM application to potential clients at trade shows. I am in constant contact with sellers and account executives as we move through the bidding process.

Product Consultant

Dave's Store

Dave's Store is a campus store at McGill University that generates ~$200,000 in annual revenue. There, I managed a team of 9 employees as we helped serve Management students by selling a range of products from coursepacks, event tickets, snacks, and customizable business cards. Additionally, I expanded the product line to include organic and fair trade alternatives to serve the growing health-conscious student population, and conducted research on how to expand the store's reach and brand recognition across campus.

General Manager

👷‍♂️ I’m a Builder. Well, not in the literal sense - I don’t build houses or anything. But I like to build up teams. And people. And ideas. And solve problems. 

📚After 9 years of solving hard problems for customers, I moved into enablement to help solve them for our business. On the way, I’ve picked up some things around learning theory, skill development and constructing processes. I'm now back in the business of solving problems for our customers and helping to build a world-class sales engineering on the way.

But, I am large, I contain multitudes. Some other things you might find if you hang around here are:

🇨🇦🇬🇧 Perspectives of a Canadian expat living in the UK
🪕🎼 perspectives of a music nerd
🏃‍♂️💨 perspectives of a runner
🥯👑 and naturally, the perspective of a certified Bagel King™

Reach out if you have any questions or any speaking engagements.

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