David James
SVP OF GLOBAL REVENUE OPERATIONS & ANALYTICS CHIEF at Pax8- Claim this Profile
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Bio
Jason Harms
I had the privilege to work for David James at QTS Data Centers where he was the VP of Sales Operations. David provided strong leadership for the organization and for his team. Willing to take on new challenges, he committed himself and team to continuous improvement while leveraging best practices. He built a network of trusted contacts across the business and was a true partner to the Marketing and Channel teams in helping them realize their goals. He has the ability to analyze complex results and provide clear actionable recommendations. I would welcome the opportunity to work for David again in the future.
Ryan Kasper
David is an executive talent with an unmatched passion for delivering results to his customers. David and I first crossed paths when he was heading up our Sales Operations team at Cbeyond. David was one of the first managers I had who was as driven as I was to improve upon the inefficiencies we both saw in the status quo processes. With his leadership and guidance we transformed a simple project of tracking mobile sales into the standard of sales tracking at Cbeyond for the next 5 years. His best advice to me was to not let the current thinking prevent us from making changes. As we grew into different roles in the company we have continued to circle back to bounce ideas off of each other. David’s opinion is one that I greatly respect and he would be an excellent member of any team.
Jason Harms
I had the privilege to work for David James at QTS Data Centers where he was the VP of Sales Operations. David provided strong leadership for the organization and for his team. Willing to take on new challenges, he committed himself and team to continuous improvement while leveraging best practices. He built a network of trusted contacts across the business and was a true partner to the Marketing and Channel teams in helping them realize their goals. He has the ability to analyze complex results and provide clear actionable recommendations. I would welcome the opportunity to work for David again in the future.
Ryan Kasper
David is an executive talent with an unmatched passion for delivering results to his customers. David and I first crossed paths when he was heading up our Sales Operations team at Cbeyond. David was one of the first managers I had who was as driven as I was to improve upon the inefficiencies we both saw in the status quo processes. With his leadership and guidance we transformed a simple project of tracking mobile sales into the standard of sales tracking at Cbeyond for the next 5 years. His best advice to me was to not let the current thinking prevent us from making changes. As we grew into different roles in the company we have continued to circle back to bounce ideas off of each other. David’s opinion is one that I greatly respect and he would be an excellent member of any team.
Jason Harms
I had the privilege to work for David James at QTS Data Centers where he was the VP of Sales Operations. David provided strong leadership for the organization and for his team. Willing to take on new challenges, he committed himself and team to continuous improvement while leveraging best practices. He built a network of trusted contacts across the business and was a true partner to the Marketing and Channel teams in helping them realize their goals. He has the ability to analyze complex results and provide clear actionable recommendations. I would welcome the opportunity to work for David again in the future.
Ryan Kasper
David is an executive talent with an unmatched passion for delivering results to his customers. David and I first crossed paths when he was heading up our Sales Operations team at Cbeyond. David was one of the first managers I had who was as driven as I was to improve upon the inefficiencies we both saw in the status quo processes. With his leadership and guidance we transformed a simple project of tracking mobile sales into the standard of sales tracking at Cbeyond for the next 5 years. His best advice to me was to not let the current thinking prevent us from making changes. As we grew into different roles in the company we have continued to circle back to bounce ideas off of each other. David’s opinion is one that I greatly respect and he would be an excellent member of any team.
Jason Harms
I had the privilege to work for David James at QTS Data Centers where he was the VP of Sales Operations. David provided strong leadership for the organization and for his team. Willing to take on new challenges, he committed himself and team to continuous improvement while leveraging best practices. He built a network of trusted contacts across the business and was a true partner to the Marketing and Channel teams in helping them realize their goals. He has the ability to analyze complex results and provide clear actionable recommendations. I would welcome the opportunity to work for David again in the future.
Ryan Kasper
David is an executive talent with an unmatched passion for delivering results to his customers. David and I first crossed paths when he was heading up our Sales Operations team at Cbeyond. David was one of the first managers I had who was as driven as I was to improve upon the inefficiencies we both saw in the status quo processes. With his leadership and guidance we transformed a simple project of tracking mobile sales into the standard of sales tracking at Cbeyond for the next 5 years. His best advice to me was to not let the current thinking prevent us from making changes. As we grew into different roles in the company we have continued to circle back to bounce ideas off of each other. David’s opinion is one that I greatly respect and he would be an excellent member of any team.
Credentials
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Lean Six Sigma Green Belt (ICGB)
GE CapitalMar, 1998- Nov, 2024
Experience
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Pax8
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United States
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IT Services and IT Consulting
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700 & Above Employee
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SVP OF GLOBAL REVENUE OPERATIONS & ANALYTICS CHIEF
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May 2020 - Present
REVENUE PLANNING | ANALYTICS │ PROCESS OPTIMIZATION │ PRODUCTIVITY │ SALES TECH STACK Joined as a $200M B2B SaaS marketplace company focused on serving the Partner MSP market, with my mission of building teams and a modern revenue infrastructure, positioning it for a future equity event. I continually apply modern best practices centered on data and analytic insights with AI enabled decision-making to amplify strategic revenue operations capability unlocking high growth that… Show more REVENUE PLANNING | ANALYTICS │ PROCESS OPTIMIZATION │ PRODUCTIVITY │ SALES TECH STACK Joined as a $200M B2B SaaS marketplace company focused on serving the Partner MSP market, with my mission of building teams and a modern revenue infrastructure, positioning it for a future equity event. I continually apply modern best practices centered on data and analytic insights with AI enabled decision-making to amplify strategic revenue operations capability unlocking high growth that scales. RESPONSIBILITIES: ➤ Established a new RevOps organization from the ground up; continually maturing and evolving into a COE global function. ➤ Lead strategic GTM planning, capacity planning, sales operations, BI analytics, sales technology and enablement. ➤ Manage a team of 38 employees and 5 direct reports supporting 400+ sales employees globally. ➤ Drive new sales model adoption, sales pipeline management, forecasting, productivity, operational efficiencies and scale. ➤ Lead all sales financial management including sales compensation, sales forecasting, planning & variance analysis. ➤ Own, manage, optimize the end-to-end GTM Technology Stack, data flows, as well as PowerBI, Tableau & Alteryx reporting tools. ➤ Established and now elevating GTM efficiencies by operationalizing AI / ML capabilities. ➤ Responsible for all Pax8 operating metrics for executive business reviews, board packages, scorecards, and OKR inputs. Show less REVENUE PLANNING | ANALYTICS │ PROCESS OPTIMIZATION │ PRODUCTIVITY │ SALES TECH STACK Joined as a $200M B2B SaaS marketplace company focused on serving the Partner MSP market, with my mission of building teams and a modern revenue infrastructure, positioning it for a future equity event. I continually apply modern best practices centered on data and analytic insights with AI enabled decision-making to amplify strategic revenue operations capability unlocking high growth that… Show more REVENUE PLANNING | ANALYTICS │ PROCESS OPTIMIZATION │ PRODUCTIVITY │ SALES TECH STACK Joined as a $200M B2B SaaS marketplace company focused on serving the Partner MSP market, with my mission of building teams and a modern revenue infrastructure, positioning it for a future equity event. I continually apply modern best practices centered on data and analytic insights with AI enabled decision-making to amplify strategic revenue operations capability unlocking high growth that scales. RESPONSIBILITIES: ➤ Established a new RevOps organization from the ground up; continually maturing and evolving into a COE global function. ➤ Lead strategic GTM planning, capacity planning, sales operations, BI analytics, sales technology and enablement. ➤ Manage a team of 38 employees and 5 direct reports supporting 400+ sales employees globally. ➤ Drive new sales model adoption, sales pipeline management, forecasting, productivity, operational efficiencies and scale. ➤ Lead all sales financial management including sales compensation, sales forecasting, planning & variance analysis. ➤ Own, manage, optimize the end-to-end GTM Technology Stack, data flows, as well as PowerBI, Tableau & Alteryx reporting tools. ➤ Established and now elevating GTM efficiencies by operationalizing AI / ML capabilities. ➤ Responsible for all Pax8 operating metrics for executive business reviews, board packages, scorecards, and OKR inputs. Show less
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Keap
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United States
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Software Development
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200 - 300 Employee
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VP, SALES & BUSINESS OPERATIONS │ ANALYTICS │ TECHNOLOGY
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Oct 2018 - Sep 2019
ANALYTICS │ PROCESS OPTIMIZATION │ SALES EFFECTIVENESS │ PRODUCTIVITY Keap (formerly Infusionsoft) pioneered the CRM, marketing automation & client management category for small & medium business and today serves more than 200,000 users globally with the Infusionsoft product. Joined this private equity $100M B2B SaaS company, with the mission to double productivity and efficiency, and elevate the beginning-to-end buyer and customer experience by renovating teams, processes, data… Show more ANALYTICS │ PROCESS OPTIMIZATION │ SALES EFFECTIVENESS │ PRODUCTIVITY Keap (formerly Infusionsoft) pioneered the CRM, marketing automation & client management category for small & medium business and today serves more than 200,000 users globally with the Infusionsoft product. Joined this private equity $100M B2B SaaS company, with the mission to double productivity and efficiency, and elevate the beginning-to-end buyer and customer experience by renovating teams, processes, data management and technologies to scale. RESPONSIBILITIES: ➤ Led all sales operations functions, business operations, sales effectiveness, analytics, enablement and technology teams. ➤ Managed a team of 48 employees and 7 direct reports. ➤ Directed all sales training and enablement; designed all multi-channel sales effectiveness programs ➤ Focused on improving sales funnel growth & conversion rates, productivity, operational efficiencies and scale. ➤ Owned all financial management responsibility, planning. and forecasting. ➤ Developed continuous improvement model; directed the sales technology planning, procurement & implementation including AI-enabled DRIFT chatbot and CALLMINER Speech analytics. Show less ANALYTICS │ PROCESS OPTIMIZATION │ SALES EFFECTIVENESS │ PRODUCTIVITY Keap (formerly Infusionsoft) pioneered the CRM, marketing automation & client management category for small & medium business and today serves more than 200,000 users globally with the Infusionsoft product. Joined this private equity $100M B2B SaaS company, with the mission to double productivity and efficiency, and elevate the beginning-to-end buyer and customer experience by renovating teams, processes, data… Show more ANALYTICS │ PROCESS OPTIMIZATION │ SALES EFFECTIVENESS │ PRODUCTIVITY Keap (formerly Infusionsoft) pioneered the CRM, marketing automation & client management category for small & medium business and today serves more than 200,000 users globally with the Infusionsoft product. Joined this private equity $100M B2B SaaS company, with the mission to double productivity and efficiency, and elevate the beginning-to-end buyer and customer experience by renovating teams, processes, data management and technologies to scale. RESPONSIBILITIES: ➤ Led all sales operations functions, business operations, sales effectiveness, analytics, enablement and technology teams. ➤ Managed a team of 48 employees and 7 direct reports. ➤ Directed all sales training and enablement; designed all multi-channel sales effectiveness programs ➤ Focused on improving sales funnel growth & conversion rates, productivity, operational efficiencies and scale. ➤ Owned all financial management responsibility, planning. and forecasting. ➤ Developed continuous improvement model; directed the sales technology planning, procurement & implementation including AI-enabled DRIFT chatbot and CALLMINER Speech analytics. Show less
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QTS Data Centers
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United States
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IT Services and IT Consulting
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700 & Above Employee
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VP, SALES & BUSINESS OPERATIONS │ ANALYTICS │ STRATEGIC PLANNING
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Dec 2014 - Jun 2018
PROCESS OPTIMIZATION | DIGITAL TRANSFORMATION | PRODUCTIVITY │ SALES COMPENSATION QTS, a $500M public data center company, provides an innovative software-defined technology platform enabling secure, compliant infrastructure solutions, robust connectivity and premium customer service to leading hyperscale technology companies, enterprises, and government entities. Hired by the Chief Revenue Officer to expand sales and support capability to achieve competitive selling advantage… Show more PROCESS OPTIMIZATION | DIGITAL TRANSFORMATION | PRODUCTIVITY │ SALES COMPENSATION QTS, a $500M public data center company, provides an innovative software-defined technology platform enabling secure, compliant infrastructure solutions, robust connectivity and premium customer service to leading hyperscale technology companies, enterprises, and government entities. Hired by the Chief Revenue Officer to expand sales and support capability to achieve competitive selling advantage, optimize productivity, and accelerated revenue. I focused on developing sales infrastructure, analytics, and a culture of continuous improvement to accelerate sales productivity and revenue growth for Enterprise, Commercial, Federal, Account Management and Partner Channels teams, delivering industry leading results on key performance metrics. RESPONSIBILITIES: ➤ Developed and led all sales operations functions, sales effectiveness, strategy, planning, analytics, compensation and technologies. ➤ Directed all resource, territory and quota planning, and sales forecasting. Designed all sales compensation plans. Optimized revenue contribution from all sales channels. ➤ Developed and managed a team of 12 employees with 4 direct reports, including compensation & Salesforce CRM administrators. ➤ Procured, implemented and managed a new analytics BI (InsightSquared) platform, and all sales automation technologies such as Salesforce, CPQ, plug-ins and SalesLoft. ➤ Directed all sales training curriculum and enablement; designed all multi-channel effectiveness programs. ➤ Managed $20M budget, recurring revenue recognition compliance, forecasting & compensation expense. Show less PROCESS OPTIMIZATION | DIGITAL TRANSFORMATION | PRODUCTIVITY │ SALES COMPENSATION QTS, a $500M public data center company, provides an innovative software-defined technology platform enabling secure, compliant infrastructure solutions, robust connectivity and premium customer service to leading hyperscale technology companies, enterprises, and government entities. Hired by the Chief Revenue Officer to expand sales and support capability to achieve competitive selling advantage… Show more PROCESS OPTIMIZATION | DIGITAL TRANSFORMATION | PRODUCTIVITY │ SALES COMPENSATION QTS, a $500M public data center company, provides an innovative software-defined technology platform enabling secure, compliant infrastructure solutions, robust connectivity and premium customer service to leading hyperscale technology companies, enterprises, and government entities. Hired by the Chief Revenue Officer to expand sales and support capability to achieve competitive selling advantage, optimize productivity, and accelerated revenue. I focused on developing sales infrastructure, analytics, and a culture of continuous improvement to accelerate sales productivity and revenue growth for Enterprise, Commercial, Federal, Account Management and Partner Channels teams, delivering industry leading results on key performance metrics. RESPONSIBILITIES: ➤ Developed and led all sales operations functions, sales effectiveness, strategy, planning, analytics, compensation and technologies. ➤ Directed all resource, territory and quota planning, and sales forecasting. Designed all sales compensation plans. Optimized revenue contribution from all sales channels. ➤ Developed and managed a team of 12 employees with 4 direct reports, including compensation & Salesforce CRM administrators. ➤ Procured, implemented and managed a new analytics BI (InsightSquared) platform, and all sales automation technologies such as Salesforce, CPQ, plug-ins and SalesLoft. ➤ Directed all sales training curriculum and enablement; designed all multi-channel effectiveness programs. ➤ Managed $20M budget, recurring revenue recognition compliance, forecasting & compensation expense. Show less
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Cbeyond - now a Birch Company
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United States
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IT Services and IT Consulting
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300 - 400 Employee
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SENIOR DIRECTOR, SALES OPERATIONS │ SALES EFFECTIVENESS │ ENABLEMENT
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Nov 2005 - Oct 2014
ANALYTICS │ PROCESS OPTIMIZATION │ PRODUCTIVITY │ SCALE │ SALES COMPENSATION A business cloud services, applications and telecommunications services provider, with ~$700M in contracted recurring annual revenues. Hired by the CMO to build scalable sales infrastructure and support teams in the company’s early (pre-IPO) growth stage. Assembled, owned and managed all sales operations and support functions. RESPONSIBILITIES: ➤ Managed a team of 9 employees ➤ Sales… Show more ANALYTICS │ PROCESS OPTIMIZATION │ PRODUCTIVITY │ SCALE │ SALES COMPENSATION A business cloud services, applications and telecommunications services provider, with ~$700M in contracted recurring annual revenues. Hired by the CMO to build scalable sales infrastructure and support teams in the company’s early (pre-IPO) growth stage. Assembled, owned and managed all sales operations and support functions. RESPONSIBILITIES: ➤ Managed a team of 9 employees ➤ Sales Compensation Design & Execution ➤ Deal Desk, Special Pricing & Contract Support ➤ Margin Analysis support ➤ Sales Intelligence Analysis & Reporting ➤ Sales Enablement ➤ Sales Process Improvement & Automation ➤ Channel Partner Support ➤ Sales Revenue Planning & Forecasting SELECTED ACCOMPLISHMENTS: Maximized Pipeline Value: Developed and implemented all sales and marketing program pipeline plans and enablement. Enabled Sales Production Growth: Efficiently scaled sales operations & enablement to achieve organic revenue growth from $90M to $700M. Created Deal Desk & Contract Support: Led deal desk team to improve transaction value and velocity. Added value accelerating sellers learning curve partnering with product team on new product introductions. Optimized Compensation: Designed, executed and managed all sales compensation plans. Earned top industry recognition from Ventana Research for leading cross-functional teams’ re-engineering a seamless, fully digitized & automated end-to-end compensation process reducing payment errors to under 0.01%. Improved Sales Planning: Reorganized, simplified, managed all planning processes. Improved collaboration with finance developing sales revenue & quota targets. Reported all performance results and prepared content for quarterly BoD meetings. Show less ANALYTICS │ PROCESS OPTIMIZATION │ PRODUCTIVITY │ SCALE │ SALES COMPENSATION A business cloud services, applications and telecommunications services provider, with ~$700M in contracted recurring annual revenues. Hired by the CMO to build scalable sales infrastructure and support teams in the company’s early (pre-IPO) growth stage. Assembled, owned and managed all sales operations and support functions. RESPONSIBILITIES: ➤ Managed a team of 9 employees ➤ Sales… Show more ANALYTICS │ PROCESS OPTIMIZATION │ PRODUCTIVITY │ SCALE │ SALES COMPENSATION A business cloud services, applications and telecommunications services provider, with ~$700M in contracted recurring annual revenues. Hired by the CMO to build scalable sales infrastructure and support teams in the company’s early (pre-IPO) growth stage. Assembled, owned and managed all sales operations and support functions. RESPONSIBILITIES: ➤ Managed a team of 9 employees ➤ Sales Compensation Design & Execution ➤ Deal Desk, Special Pricing & Contract Support ➤ Margin Analysis support ➤ Sales Intelligence Analysis & Reporting ➤ Sales Enablement ➤ Sales Process Improvement & Automation ➤ Channel Partner Support ➤ Sales Revenue Planning & Forecasting SELECTED ACCOMPLISHMENTS: Maximized Pipeline Value: Developed and implemented all sales and marketing program pipeline plans and enablement. Enabled Sales Production Growth: Efficiently scaled sales operations & enablement to achieve organic revenue growth from $90M to $700M. Created Deal Desk & Contract Support: Led deal desk team to improve transaction value and velocity. Added value accelerating sellers learning curve partnering with product team on new product introductions. Optimized Compensation: Designed, executed and managed all sales compensation plans. Earned top industry recognition from Ventana Research for leading cross-functional teams’ re-engineering a seamless, fully digitized & automated end-to-end compensation process reducing payment errors to under 0.01%. Improved Sales Planning: Reorganized, simplified, managed all planning processes. Improved collaboration with finance developing sales revenue & quota targets. Reported all performance results and prepared content for quarterly BoD meetings. Show less
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Access Integrated Networks, Inc.
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Telecommunications
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VICE PRESIDENT OF PRODUCT AND MARKETING
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Mar 2004 - Oct 2005
STRATEGY │ ANALYTICS │ FINANCIAL MANAGEMENT │ PRODUCTIVITY │ CHANNEL PARTNERS Joined this private equity owned B2B telecom company during the expansion-stage to expand revenue growth by redefining and executing a more effective go-to-market approach and product solutions. RESPONSIBILITIES: ➤ Directed planning and execution for product, marketing, GTM, sales pipeline development and program management. ➤ Owned and managed sales P&L including all product, pricing and… Show more STRATEGY │ ANALYTICS │ FINANCIAL MANAGEMENT │ PRODUCTIVITY │ CHANNEL PARTNERS Joined this private equity owned B2B telecom company during the expansion-stage to expand revenue growth by redefining and executing a more effective go-to-market approach and product solutions. RESPONSIBILITIES: ➤ Directed planning and execution for product, marketing, GTM, sales pipeline development and program management. ➤ Owned and managed sales P&L including all product, pricing and margin targets. Managed a team of 8 employees. SELECTED ACCOMPLISHMENTS: ➤ Pipeline Optimization: Increased pipeline value 33% and increased by 22% new logo sales in six months by successfully expanding into new vertical market segments. ➤ Sales Productivity: Enabled the growth of the agent channels by 20%+ by designing new programs, incentives and tools that increased partner recruitment 32% and productivity per partner 18%. ➤ Product Leadership: Developed new products, branding and messaging strategies to uniquely position for stronger growth. Achieved INC500 fast growth ranking, and JD Power recognition. Show less STRATEGY │ ANALYTICS │ FINANCIAL MANAGEMENT │ PRODUCTIVITY │ CHANNEL PARTNERS Joined this private equity owned B2B telecom company during the expansion-stage to expand revenue growth by redefining and executing a more effective go-to-market approach and product solutions. RESPONSIBILITIES: ➤ Directed planning and execution for product, marketing, GTM, sales pipeline development and program management. ➤ Owned and managed sales P&L including all product, pricing and… Show more STRATEGY │ ANALYTICS │ FINANCIAL MANAGEMENT │ PRODUCTIVITY │ CHANNEL PARTNERS Joined this private equity owned B2B telecom company during the expansion-stage to expand revenue growth by redefining and executing a more effective go-to-market approach and product solutions. RESPONSIBILITIES: ➤ Directed planning and execution for product, marketing, GTM, sales pipeline development and program management. ➤ Owned and managed sales P&L including all product, pricing and margin targets. Managed a team of 8 employees. SELECTED ACCOMPLISHMENTS: ➤ Pipeline Optimization: Increased pipeline value 33% and increased by 22% new logo sales in six months by successfully expanding into new vertical market segments. ➤ Sales Productivity: Enabled the growth of the agent channels by 20%+ by designing new programs, incentives and tools that increased partner recruitment 32% and productivity per partner 18%. ➤ Product Leadership: Developed new products, branding and messaging strategies to uniquely position for stronger growth. Achieved INC500 fast growth ranking, and JD Power recognition. Show less
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Deltacom
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Telecommunications
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200 - 300 Employee
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SENIOR DIRECTOR OF PRODUCT MANAGEMENT
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Apr 1998 - Mar 2004
STRATEGY │ PRODUCT MANAGEMENT │ ENABLEMENT │ PRODUCTIVITY Joined this private equity B2B telecom and data center technology company in the early expansion stage to build a product management team, services, processes, enablement and qualifed leads from the ground up. RESPONSIBILITIES: ➤ Owned and managed entire life-cycle of all B2B telecom, equipment and data center product portfolios. ➤ Responsible for building and running all product management and enablement… Show more STRATEGY │ PRODUCT MANAGEMENT │ ENABLEMENT │ PRODUCTIVITY Joined this private equity B2B telecom and data center technology company in the early expansion stage to build a product management team, services, processes, enablement and qualifed leads from the ground up. RESPONSIBILITIES: ➤ Owned and managed entire life-cycle of all B2B telecom, equipment and data center product portfolios. ➤ Responsible for building and running all product management and enablement functions. Built new product team, created new product portfolios, go-to-market strategies, analytics, sales enablement and competitive analysis. ➤ Developed and grew product sales pipeline volume. ➤ Directed all product strategy, enablement, training and execution. Rationalized plans and presented risk/benefit and ROI analysis to the executive team. Hired and managed a team of 18 product and support experts. Owned $10M budget. SELECTED ACCOMPLISHMENTS: ➤ Revenue Growth: Enabled organic growth from $95M to $650M in under six years launching innovative products. ➤ Product Leadership: Achieved significant market share by through designing and releasing over 50 products and bundles of integrated voice, data, IP, managed services & data center services. ➤ Developed and consistently expanded product sales pipeline volume 10%+ QoQ for five years. ➤ Pipeline Optimization: Innovative product releases and sales enablement achieved YoY average growth of commercial sales pipeline of 43% for five consecutive years. Show less STRATEGY │ PRODUCT MANAGEMENT │ ENABLEMENT │ PRODUCTIVITY Joined this private equity B2B telecom and data center technology company in the early expansion stage to build a product management team, services, processes, enablement and qualifed leads from the ground up. RESPONSIBILITIES: ➤ Owned and managed entire life-cycle of all B2B telecom, equipment and data center product portfolios. ➤ Responsible for building and running all product management and enablement… Show more STRATEGY │ PRODUCT MANAGEMENT │ ENABLEMENT │ PRODUCTIVITY Joined this private equity B2B telecom and data center technology company in the early expansion stage to build a product management team, services, processes, enablement and qualifed leads from the ground up. RESPONSIBILITIES: ➤ Owned and managed entire life-cycle of all B2B telecom, equipment and data center product portfolios. ➤ Responsible for building and running all product management and enablement functions. Built new product team, created new product portfolios, go-to-market strategies, analytics, sales enablement and competitive analysis. ➤ Developed and grew product sales pipeline volume. ➤ Directed all product strategy, enablement, training and execution. Rationalized plans and presented risk/benefit and ROI analysis to the executive team. Hired and managed a team of 18 product and support experts. Owned $10M budget. SELECTED ACCOMPLISHMENTS: ➤ Revenue Growth: Enabled organic growth from $95M to $650M in under six years launching innovative products. ➤ Product Leadership: Achieved significant market share by through designing and releasing over 50 products and bundles of integrated voice, data, IP, managed services & data center services. ➤ Developed and consistently expanded product sales pipeline volume 10%+ QoQ for five years. ➤ Pipeline Optimization: Innovative product releases and sales enablement achieved YoY average growth of commercial sales pipeline of 43% for five consecutive years. Show less
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GE Capital
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United States
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Financial Services
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700 & Above Employee
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SR. MANAGER, PRODUCT MANAGEMENT
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Feb 1996 - Mar 1998
PRODUCT MANAGEMENT │ PROCESS IMPROVEMENT │ FINANCIAL MANAGEMENT RESPONSIBILITIES: ➤ Owned and managed entire product portfolio life-cycle. ➤ Designed, positioned and launched innovative GE telecommunications services, campaigns and promotions to the SMB and enterprise segments. ➤ Developed all product marketing enablement, and delivered all sales training. ➤ Owned product P&L, forecasting and all budget planning. SELECTED ACCOMPLISHMENTS: ➤ Product… Show more PRODUCT MANAGEMENT │ PROCESS IMPROVEMENT │ FINANCIAL MANAGEMENT RESPONSIBILITIES: ➤ Owned and managed entire product portfolio life-cycle. ➤ Designed, positioned and launched innovative GE telecommunications services, campaigns and promotions to the SMB and enterprise segments. ➤ Developed all product marketing enablement, and delivered all sales training. ➤ Owned product P&L, forecasting and all budget planning. SELECTED ACCOMPLISHMENTS: ➤ Product Innovation: Pioneered and launched the industry’s first B2B full-service competitive bundled telecom package of local, LD, Internet and travel card on one invoice, crushing the competition. ➤ Analytics: Developed BI tools and applied deep analytical rigor in all decisions and initiatives. ➤ Product Growth: Over-achieved all annual growth goals. Received promotions, leadership training, progressive growth and responsibilities. ➤ Process Improvement: Earned Six Sigma Green Belt certification by successfully completing three PMO sponsored improvement projects. ➤ Product Innovation: Drove continuous product & process improvements, created voice of customer-based success metrics for continuous innovation. ➤ Financial Management: Co-led inputs and modeling into S1 and S2 financial planning cycles; Consistently achieved budgeted goals. Show less PRODUCT MANAGEMENT │ PROCESS IMPROVEMENT │ FINANCIAL MANAGEMENT RESPONSIBILITIES: ➤ Owned and managed entire product portfolio life-cycle. ➤ Designed, positioned and launched innovative GE telecommunications services, campaigns and promotions to the SMB and enterprise segments. ➤ Developed all product marketing enablement, and delivered all sales training. ➤ Owned product P&L, forecasting and all budget planning. SELECTED ACCOMPLISHMENTS: ➤ Product… Show more PRODUCT MANAGEMENT │ PROCESS IMPROVEMENT │ FINANCIAL MANAGEMENT RESPONSIBILITIES: ➤ Owned and managed entire product portfolio life-cycle. ➤ Designed, positioned and launched innovative GE telecommunications services, campaigns and promotions to the SMB and enterprise segments. ➤ Developed all product marketing enablement, and delivered all sales training. ➤ Owned product P&L, forecasting and all budget planning. SELECTED ACCOMPLISHMENTS: ➤ Product Innovation: Pioneered and launched the industry’s first B2B full-service competitive bundled telecom package of local, LD, Internet and travel card on one invoice, crushing the competition. ➤ Analytics: Developed BI tools and applied deep analytical rigor in all decisions and initiatives. ➤ Product Growth: Over-achieved all annual growth goals. Received promotions, leadership training, progressive growth and responsibilities. ➤ Process Improvement: Earned Six Sigma Green Belt certification by successfully completing three PMO sponsored improvement projects. ➤ Product Innovation: Drove continuous product & process improvements, created voice of customer-based success metrics for continuous innovation. ➤ Financial Management: Co-led inputs and modeling into S1 and S2 financial planning cycles; Consistently achieved budgeted goals. Show less
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MCI │ BellSouth
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Greater Atlanta Area
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Career Notes
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1990 - 1996
Progressive Product Management Roles at: BellSouth 4/1995 – 2/1996 MCI 2/1990 – 3/1995 Progressive Product Management Roles at: BellSouth 4/1995 – 2/1996 MCI 2/1990 – 3/1995
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Education
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2002 - 2004
Vanderbilt University - Owen Graduate School of Management
Executive Master of Business Administration (EMBA), Finance & Entrepreneurship -
University of Georgia - Terry College of Business
Bachelor of Business Administration (BBA), Marketing
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