Experience

Fulcrum

• United States
• Software Development
• 1 - 100 Employee

• Vice President Operations

  • Feb 2023 - Present

  Leading Revenue Operations, Data Operations, IT Operations and Professional Services for a SaaS based industry leader in field inspection management for safety, quality and field operations. Leading Revenue Operations, Data Operations, IT Operations and Professional Services for a SaaS based industry leader in field inspection management for safety, quality and field operations.



Outseer

• United States
• Computer and Network Security
• 100 - 200 Employee

• Head of Global Sales Operations

  • Nov 2021 - Feb 2023

  Leading GTM and Revenue Operations for Fraud Protection software company. Responsible for Business Management, Sales Enablement, Tech Stack and Communications for global team of Enterprise sales professionals. Focused on pipeline growth, customer retention and operating discipline. Leading GTM and Revenue Operations for Fraud Protection software company. Responsible for Business Management, Sales Enablement, Tech Stack and Communications for global team of Enterprise sales professionals. Focused on pipeline growth, customer retention and operating discipline.



Alpha Sales Transformation

• United States
• Business Consulting and Services

• Sales Operations Consultant & Managing Partner

  • Oct 2019 - Feb 2023

  Managing Partner for a boutique sales and go-to-market consultancy focused on helping B2B companies transform their sales motion and GTM approach. Providing coaching, education and short term engagement consulting to growing and transforming companies. Improving sales process and productivity through technology such as SFDC, LeanData, Salesloft, Gong, Sales Navigator. Analyzing performance with analytics with Salesforce, Tableau and PowerBI. Managing Partner for a boutique sales and go-to-market consultancy focused on helping B2B companies transform their sales motion and GTM approach. Providing coaching, education and short term engagement consulting to growing and transforming companies. Improving sales process and productivity through technology such as SFDC, LeanData, Salesloft, Gong, Sales Navigator. Analyzing performance with analytics with Salesforce, Tableau and PowerBI.



Lifesize

• United States
• Telecommunications
• 100 - 200 Employee

• Vice President, Global Sales Operations

  • Nov 2020 - Jun 2021

  Directed 6 team members providing business management, sales enablement, sales support and continuous improvement for Video Conference Solutions and Contact Center (CCaaS) sales teams worldwide. • Created disciplined forecasting and pipeline management process globally in SFDC. • Refined sales process with Salesloft campaigns for RAD sales motions. • Aligned cross functional leadership for sales communication, training and content management. • Implemented metrics and dashboards for analyzing and communicating KPI progress. Show less



CRH

• Ireland
• Wholesale Building Materials
• 700 & Above Employee

• Senior Director | IT Operations | End User Services & Telecommunications Program

  • Mar 2017 - Sep 2019

  Directed 90 team members delivering field services, services desk, client technology, data analytics and owned Telecommunications program implementing new collaboration, voice and data network technology solutions for 1200 locations at this leading building materials global company. • Created first integrated End User Services strategy driving customer satisfaction to 90%. • Developed Telecommunications program providing savings in excess of $3M annually. • Led business alignment for SDWAN, UCaaS and Microsoft Teams leading to adoption for 15k users. • Analyzed focus group and survey feedback enabling alignment and prioritization of the IT strategy. • Built Employee Engagement Program for IT organization averaging over 50% participation. Show less



EarthLink

• United States
• Telecommunications
• 700 & Above Employee

• Vice President | Sales Operations | Enterprise Managed Services Business

  • Jun 2015 - Mar 2017

  Led 45 business managers, pricing/proposal managers, sales support and sales enablement providing sales planning, analytics, quoting support and efficient sales process for this telecommunications solutions company. • Implemented enterprise operational model increasing sales by 21% and opportunity pipeline by 89%. • Enhanced strategic pricing and custom proposal process improving sales from large deals 136%. • Created sales process and administrative support to sales contributing to greater sales productivity 31%. • Improved quoting systems and IT prioritization process leading to 41% faster quotes with 82% less cost. • Drove QBR, Account Planning and Renewals process reducing Churn and increasing revenue in contract. Show less



EMC

• United States
• IT Services and IT Consulting
• 100 - 200 Employee

• Senior Director | Global Business Operations | COO of Custom OEM Business Unit

  • Oct 2012 - Jun 2015

  Operational management including strategic planning, financial management of $16M OPEX and P&L, project governance, sales operations and supply chain for a new $250M business of this global software company. • Developed new capabilities and GTM approach enabling growth from $120M to $250M in 2 years. • Implemented cross functional model for planning and status updates aligning functional team support. • Created new forecasting process and management reporting enabling executive visibility and control. • Analyzed P&L, sales performance, product mix and ops metrics identifying areas for improvement. • Implemented Six Sigma based process improvements enabling controlled sustainable results. Show less



Dell Technologies

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• • Jan 2012 - Sep 2012

  Led global account team of sales reps, system consultants and project managers for $50M OEM global customer. • Negotiated contract, implemented solutions and managed KPIs leading to high customer satisfaction.• Developed 3rd party logistics solution for global fulfillment enabling shipment to 220 countries.• Created global services model with single point of contact providing onsite support worldwide.• Implemented sales strategy balancing revenue, margin and product mix delivering 248% attainment. Show less

• • Jan 2009 - Dec 2011

  Owned operations strategy, globalization of the supply chain, management of $6.2M OPEX and led team of 75 PMs delivering on time product launches and delivery for 2000 customers in this $2B custom solutions business.• Developed new program of services worldwide assisting in business growth from $1.2B to $2B in years. • Aligned requirements with executives in 7 countries delivering new factory integration services.• Improved operations KPIs such as First Article Pass Rate by 40% reaching a 90% success rate.• Created “People Strategy” with assessment, training and career path improving employee satisfaction. Show less

• • May 2006 - Dec 2008

  Led 15 PMs managing consistent PC availability, configuration, pricing, and delivery for global accounts.• Developed new global program capabilities enabling revenue growth from $2.4B to $3.4B three years.• Drove Six Sigma process improvements increasing program customers 150% from 600 to over 1500.• Created three-tier portfolio of services delivering more efficient services with lower cost.• Designed and implemented a new global CRM solution providing efficient account management. Show less

• • Dec 2005 - Apr 2006

  Managed 6 PMs and Business Analysts that drove operational improvements and supported the custom support services bid desk. • Created organized structure for managing cross functional programs and projects supporting Dell's enterprise support services. • Completed a Six Sigma Green Belt project that lead to over $1M of incremental services revenue.

• • Dec 2003 - Nov 2005

  Managed team of 18 TAMs and their core metrics for engaging with customers and closing tickets. • Developed Platinum Enterprise support program structure that Platinum TAMs used to deliver service to Dell's premium server and storage customers. • Enabled the program to grow from 10 customers in the US to over 230 globally with consistent deliverables and KPIs. • Launched new Opportunity Management Program to enable TAMs to identify and track new services revenue opportunities. Show less

• • Jan 2001 - Nov 2003

  One of the very first TAMs at Dell and became the Team Lead for TAM organization while providing customer IT Management support to Dell's largest server customer. Helped grow overall capabilities for TAM services as part of Dell's new Premier Enterprise Support Service while mentoring new TAMs that came onboard.

• • May 1999 - Dec 2000

  Senior software and networking engineer that provided premier support to Dell's server and storage customers. Helped the department grow capabilities and skills to manage new technologies and provide expanded services.