Principal

• Jan 2018 - Present

I help global sales teams assess performance gaps and build selling capabilities by improving:• Process: Define the selling roadmap, including selling stages, activities, tools and resources• Methodology: Assess methodology needs and select, tailor and implement for impact• New hire on-boarding: Design and deliver induction programs that reduce time to revenue• Sales management training: Define and install programs for front line managers• Training: Build competency-based curricula to train teams on products, markets and skills

Direct Sales Enablement Head

• Oct 2015 - Jan 2018

- Designed a new global sales process combining selling stages aligned to the buyer journey and customer verifiers to ensure pipeline accuracy that was launched as part of a new CRM initiative- Rolled out a sales enablement initiative combining an innovative sales enablement portal, a new and fully integrated CRM application and new sales mobility platform for the global sales force- Certified Challenger Champion facilitating Challenger workshops and driving Challenger Selling behaviors and Challenger content creation across the sales and marketing organizations- Launched a redesigned strategic account management workshop and tools- Managed a comprehensive sales training curriculum including call planning, negotiation, business acumen, social styles and others

Director of Sales Enablement

• Apr 2011 - Feb 2015

As Director of Sales Enablement:- Established the sales enablement function and a team of 6 sales enablement professionals- Launched a new sales methodology across a global sales force - Developed and launched a sales process mapping sales activities and tools to sales stages, all built into Salesforce.com- Revamped and redesigned the sales on boarding program, including synchronous and asyncronous e-learning prework, a case study-based in-person workshop, final exam and post-workshop development activities- Rolled out a vertical sales training curriculum- Global launch of a sales management program based on Cracking the Sales Management Code - Developed and delivered solution selling workshops and sales skills certification

Senior Director, Global Inside Sales & Marketing Enablement

• Oct 2007 - Apr 2011

Director Global Partner Education & Sales Tools

• Sep 2005 - Sep 2007

Managed a global team providing sales, presales and consulting curricula, certification programs, and sales tools and process for SME partners worldwide, including:• Defined the PartnerEdge education program whose “capability-building activities” were a significant factor in PartnerEdge’s 5-star rating by VAR Business and Gartner’s recognition that "SAP's PartnerEdge sets a new standard for innovation in channel development”• Built and delivered a comprehensive, multi-level, role-based blended learning curriculum• Manage the team and program that has trained hundreds of SME partners and qualified over 6,000 SAP sales professionals in 2 years

Sales Training & Systems Director

• 2002 - 2005

Designed and delivered comprehensive sales education curriculum, including e-learning, third-party sales methodology and new hire sales training.Led team that evaluated and selected a CRM solution for Kronos' sales, presales and services organizations.Managed a team that included sales education, pipeline management, CRM, and proposal and RFP management.

Sales Training Manager

• Apr 2002 - Oct 2002

In a few months, developed and launched a comprehensive enterprise sales program, including:• Defined and successfully implemented a selling methodology that included defined sales stages, management metrics and complete integration into the CRM and forecast process• Determined sales skills training requirements, selected sales training vendor and managed customization, rollout and delivery of a highly successful sales enablement program

Director, Channel Sales

• Jan 2000 - Apr 2002

• Launched THINQ’s East Coast consulting practice, sold learning management SW, and sold over $1 million of consulting & training programs to a single Fortune 500 high tech company• Built channel program for recruiting, training and managing reseller partners.

Director, Sales Training, Europe, Middle East, and Africa

• Jun 1997 - Jan 2000

Regional Director, Compaq Southern Europe

• Jan 1995 - Jun 1997

Business Manager, Apple Europe

• Apr 1992 - Dec 1994

Business Manager, Apple Europe, Middle East and Africa• Increased sales and market share in all territories, gaining #1 position in the Middle East.• Drove all sales activity through distributors, software partners and major accounts