Experience

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  HP

  • America’s Sales Enablement & Revenue Operations Manager

    • May 2018 - May 2023

    Managed the Sales / Revenue Operations Team for the Americas region (North America and Latin America) for the industrial printing business. Responsibilities include but not limited to; quote to cash, order management for both hardware and supplies, contract management and bid-desk / legal negotiations, financing solutions and operations, supplies operations and invoicing and post sales customer claims and escalations.

  • Director, Americas Business Operations

    • Oct 2011 - Apr 2018

    Oversaw a 50+ person organization ($7M annual budget) tasked to optimize and deliver efficient, scalable and effective sales enablement support and services with respect to sales, revenue and business operations, including the Graphic Arts Experience Center (located in Alpharetta Georgia) to all businesses within the Americas Graphics / Industrial Printing sales organization across the Americas region (North America and Latin America). Drive goal-oriented employee engagement and workforce planning, results and IT system development and POR needs.Scope included (but not limited to): CRM, ERP, sales operations and current business management, revenue operations, go-to-market planning and execution, mergers, acquisitions, integration, project management, program management, people management, strategic planning and execution, contract negotiations & legal support, quote-to-cash process management and improvement, invoicing, workflow design and management, SOX regulations and audit compliancy.

  • Sales Operations & Chief of Staff

    • Mar 2005 - Sep 2011

    Provided strategic leadership and management of the sales operations team for the Graphic Arts businesses for the Americas. Enhance GTM excellence through process and system improvements in sales force automation, CRM/Siebel, bid-win execution, contract negotiation and administration, and quote-to-cash management. Other key aspects included; M&A (Merger & Acquisition) integration and leadership efforts regarding the acquisitions of companies Colorspan & NUR, as well as IT ERP integration projects with SAP, Oracle and AS/400, organizational design and selection (OD&S), territory analysis and redesign, establishing and administrating compensation models, quota establishment, spiff programs and funnel management.

  • Inside Sales Strategy & Planning Manager

    • Sep 2002 - Feb 2005

    Co-led the development and deployment of a start-up inside tele-sales team, specializing in printer sales targeting mid-market commercial / business accounts, located in Colorado Springs, consisting of 37 tele-sales reps, two solutions architects and three managers. Responsibilities included establishing business and GTM plans, management proposals and alternatives, cost envelopes, establishing and administrating compensation models, FSOs/KPIs, spiff programs, recruiting, interviewing and hiring, training, facilities setup and various other processes related to a start-up business.

  • Product Marketing and Program Management

    • Apr 1999 - Aug 2002

    Originally hired as a Product / Program Manager for 7 product lines (HP DeskJet, Scanners, etc.). Role evolved into the overall project lead and program manager for revamping, reinventing and launching HP’s product evaluation program from the legacy program to the new Try-HP program. Try-HP was the field’s primary sales tool for placing evaluation units (entire HP portfolio of products) at a customer site. Included an extensive RFP/RFQ and vendor selection process and defining program elements from the ground up as well as continuous process improvements and program enhancements, ongoing cost reduction efforts; streamline inventory turns and utilization and general program satisfaction.

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  Micron Technology

  • United States
  • Semiconductor Manufacturing
  • 700 & Above Employee

  • Sr. Product Marketing Manager

    • Apr 1996 - Mar 1999

    Micron Electronics Inc. (a subsidiary of Micron Technology). Was a member of a due diligence team that presented to the Micron Technology Board of Directors which recommended the acquisition of NetFRAME systems Inc. in the spring of 1997 – responsible for the integration of NetFRAME’s sales and marketing departments into Micron Electronics organization, including OD&S aspects and deployment. Responsible for all marketing & management aspects of Micron’s NetFRAME line of Wintel based PC Servers ($150 million business unit), including establishing strategic objectives, market sizing, forecasting, product transitions/EOL management and metrics.

  • Sales and Marketing

    • Feb 1992 - Apr 1996

    Micron Electronics, Inc. (a subsidiary of Micron Technology)One of the original 25 employees at the onset of the company when it began its operations in early 1992. Micron was one of the original PC manufacturers who pioneered the Direct Model along with primary competitors Dell and Gateway. During my tenure, the company grew from 25 employees to over 4,500 employees with over $2 billion in annual revenues. Held various and diverse positions as the company grew, primarily around Sales, Marketing, Product category & management, Analyst & Press relations, positioning & executive management.

• 

  Valcom / Inacom - Silver Creek Computers

  • Boise, Idaho, United States

  • Sales Representative & Field Technician

    • Feb 1991 - Apr 1992
    • Boise, Idaho, United States

    Field sales rep/technician covering Northern Nevada and Southern Idaho. Responsibilities included field repair, sales/consultation, installation and service of IBM and Compaq PC’s as well as HP and Lexmark Printers.