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Global Vice President Sales And Marketing Resume

CaliforniA

SUMMARY

  • Global executive with experience building teams and service organizations to succeed and adapt in an ever - changing technology landscape.
  • Proven ability to grow sales revenue in the B2B space from under $7 million to almost $40 million in three years.
  • Consistently developed processes for organizations to manage hyper growth.

TECHNICAL SKILLS

  • M&A · Budgeting
  • Consulting P&L
  • Project Management
  • Strategic Planning
  • Team Leadership / Motivation
  • Process Improvement
  • Project Management
  • Deployment / Migrations
  • Business Development
  • Account / Territory Management
  • Client Relations
  • Sales Cycle Management
  • Negotiations
  • Needs Assessment
  • Presentations
  • Sales Forecasting
  • Event Planning
  • Customer Service
  • Internet Marketing

PROFESSIONAL EXPERIENCE

Confidential, California

Global Vice President Sales and Marketing

Responsibilities:

  • Revenue had decreased in 2012 due to slow bookings and coverage gaps. Developed plan to increase sales and add coverage to key markets. Increased sales from $19 million in 2012 to $60 million in bookings and grew team from two people to eleven people to provide additional revenue opportunities.
  • Post initial implementation customer contact was limited resulting in reduced repeat engagement rate. Developed an outbound marketing campaign and closed loop process with delivery to continue contact with existing customers and develop relationships with new customers. Increased add on business from $10 million in prior two years to $38 million from 2013 to present.

Confidential, California

Western Regional Sales Director

Responsibilities:

  • Needed to increase sales from $7 million in bookings and reestablish presence in the West. Aggressively pursued clients, and relationships within workday to reestablish contact, leveraged existing relationships to drive revenue. Drove over $6 million in bookings in 15 months attaining 300% of quota.
  • No operational infrastructure to support sales methodology and consistency across deals. Needed process to ensure future scalability. Worked with leadership to develop baseline processes for sales, estimation and presentation templates. Developed process to hire new sales reps and reduced presentation development time from one to two weeks down to 72 hours or less.

Confidential, Denver, Colorado

SaaS software provider

Responsibilities:

  • Cost of delivering implementations was high relative to the cost of the software licensing due to operational inefficiencies and product gaps. Developed standard methodology for reusing key project artifacts, created a checklist process to increase consistency in delivery. Decreased implementation cost from 34% to 24% of annual recurring revenue.
  • Sales revenue was struggling due to lack of partnership with delivery in sales cycle. Personally worked with sales team to define key areas of participation and reorganized staff to provide higher technical and functional support in the sales cycle. Assisted in closing over $5 million in new bookings within 12 months or almost 20% of total revenue.

Confidential, California

Director Business Development West

Responsibilities:

  • There was no sales coverage in area and needed to drive additional coverage in region. Developed a plan to work with key reps to tan expand business to other areas based on internal referrals. Met $2 million annual quota within six months and finished year at 150% of quota.

Confidential, California

Client Partner Northwest

Responsibilities:

  • Northwest sales team had little knowledge of business objects products and solution capabilities. Worked to educate the existing sales force on new functionality and supported Client sessions to position key benefits of the product.
  • Created a pipeline of $1.5 million in first month and supported closing of a $5 million software license for Business Objects, third largest deal in the country dat year.

Confidential, California

Senior Consulting Manager

Responsibilities:

  • Several accounts had projects dat were at risk and needed oversight and intervention to prevent loss of approximately $3 million in revenue. Reviewed projects, scope and resources and developed template delivery and communication plan to align customers. Three disparate teams were able to successfully deliver projects for all three accounts, which resulted in additional $500 million in business.
  • Pipeline needed to be increased to meet quarterly targets and rep turnover reduced potential targets. Developed sales campaign and call process to be leveraged across Western sales and delivery team to drive additional revenue from existing accounts. Qualified $500,000 in additional revenue closed within four weeks from existing accounts.

Confidential, Livermore, California

Corporate Director of PMO and Outsourcing

Responsibilities:

  • Product delivery was typically late and lacked consistent process for accountability, testing and rollout to end users and clients. Created custom methodology to collect, prioritize and scope requirements along with accountability process to ensure all key tasks were completed on time and met corporate objectives. Reduced product rollout time from over 12 months to under nine months across 32 different product offerings.
  • Cost for call center operations and targeted business processes were consistently increasing in cost faster TEMPthan revenue and scale would allow. Managed two separate RFP processes for call center outsourcing and business process outsourcing. Drove RFP process for selection in less TEMPthan two months with a projected savings of $5 million annually for five-year contract span.

Confidential, San Francisco, California

Managing Director Operations

Responsibilities:

  • Internal partner satisfaction was under 75% and delivery of critical data was only 95% on time and needed to be over 99% to be considered TEMPeffective. Formalized a production support process to drive better communication to internal consumers and producers of data to drive more trusted data to end users. Increased satisfaction rate to 95% and on time data delivery to 99.6% and reduced escalation response time from 48 hours to less TEMPthan one hour.
  • Monthly chargebacks were confusing and ended up delaying budgeting and forecasting processes for all groups dat leveraged data warehouse data. Designed database system and tracking procedures to TEMPeffectively allocate effort hours to be aligned to estimates. Reduced monthly budgeting process from two weeks to one week or less depending on projects being executed.

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