Julian Hannabuss
Director, Revenue Operations at Procurify- Claim this Profile
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Topline Score
Bio
Christina Ellwood
Julian is a stellar revops professional and leader. It is a privilege to work with him. He is an excellent collaborator and communicator and a true partner in the quest to manage the funnel well. He is proactive and willing to get answers to every funnel question.
Jason Rushforth
I have worked in the Software Industry for a long time and I can tell you there are only a few people I know are really the go to people in their organizations. Julian Hannabuss is one of those people! I think it’s important to note that in order to continue growing revenue we needed someone who could stand up and deal with a highly complex sales organization and lead the operational aspect of this. Because Julian stepped up and excelled at his job, not only did he provide detailed insight into all aspects of the business, but he highlighted key trends of both strengths and weaknesses allowing us to make adjustments on the fly! This helped drive one of the most successful and efficient sales organizations I know of. Julian plays an instrumental role in this success. Julian implemented solution selling while at CDC Software and I can tell you it was a big success. Many organizations feel it is enough to take the course and that will suffice. Julian took an approach of constant training and education. He hired the right coaches and resources to support this initiative, but he also developed the right training programs and approach. If you ask any organization that uses Solution Selling, they will tell you CDC Software are the poster child for implementation of this methodology. Julian is really the brainchild behind this and his focus on this gave the entire sales force a competitive edge in a very difficult marketplace. Every sales organization needs to have clear and concise visibility into their pipelines, forecast and key metrics. Julian took a highly complex data issue, fixed it and made it religion at CDC Software to have good data. Julian ran the weekly forecast call; summarized bookings forecast but also ensured every executive had an understanding where we would end up from a Revenue Recognition perspective. This list of what Julian did in this area is far too extensive to list here, but was simply amazing and transformed the way we looked at the business. I think the area that impressed me most with Julian was his ability to implement cross-functional process. This is typically a very difficult goal to accomplish but Julian made it into an art. He was constantly standing up and supporting the needs of sales, but also driving the process within other departments to ensure the goals are met. I took the time to write this because of my conviction for how much Julian changed our organization. I strongly recommend Julian for a sales leadership role in any company!
Christina Ellwood
Julian is a stellar revops professional and leader. It is a privilege to work with him. He is an excellent collaborator and communicator and a true partner in the quest to manage the funnel well. He is proactive and willing to get answers to every funnel question.
Jason Rushforth
I have worked in the Software Industry for a long time and I can tell you there are only a few people I know are really the go to people in their organizations. Julian Hannabuss is one of those people! I think it’s important to note that in order to continue growing revenue we needed someone who could stand up and deal with a highly complex sales organization and lead the operational aspect of this. Because Julian stepped up and excelled at his job, not only did he provide detailed insight into all aspects of the business, but he highlighted key trends of both strengths and weaknesses allowing us to make adjustments on the fly! This helped drive one of the most successful and efficient sales organizations I know of. Julian plays an instrumental role in this success. Julian implemented solution selling while at CDC Software and I can tell you it was a big success. Many organizations feel it is enough to take the course and that will suffice. Julian took an approach of constant training and education. He hired the right coaches and resources to support this initiative, but he also developed the right training programs and approach. If you ask any organization that uses Solution Selling, they will tell you CDC Software are the poster child for implementation of this methodology. Julian is really the brainchild behind this and his focus on this gave the entire sales force a competitive edge in a very difficult marketplace. Every sales organization needs to have clear and concise visibility into their pipelines, forecast and key metrics. Julian took a highly complex data issue, fixed it and made it religion at CDC Software to have good data. Julian ran the weekly forecast call; summarized bookings forecast but also ensured every executive had an understanding where we would end up from a Revenue Recognition perspective. This list of what Julian did in this area is far too extensive to list here, but was simply amazing and transformed the way we looked at the business. I think the area that impressed me most with Julian was his ability to implement cross-functional process. This is typically a very difficult goal to accomplish but Julian made it into an art. He was constantly standing up and supporting the needs of sales, but also driving the process within other departments to ensure the goals are met. I took the time to write this because of my conviction for how much Julian changed our organization. I strongly recommend Julian for a sales leadership role in any company!
Christina Ellwood
Julian is a stellar revops professional and leader. It is a privilege to work with him. He is an excellent collaborator and communicator and a true partner in the quest to manage the funnel well. He is proactive and willing to get answers to every funnel question.
Jason Rushforth
I have worked in the Software Industry for a long time and I can tell you there are only a few people I know are really the go to people in their organizations. Julian Hannabuss is one of those people! I think it’s important to note that in order to continue growing revenue we needed someone who could stand up and deal with a highly complex sales organization and lead the operational aspect of this. Because Julian stepped up and excelled at his job, not only did he provide detailed insight into all aspects of the business, but he highlighted key trends of both strengths and weaknesses allowing us to make adjustments on the fly! This helped drive one of the most successful and efficient sales organizations I know of. Julian plays an instrumental role in this success. Julian implemented solution selling while at CDC Software and I can tell you it was a big success. Many organizations feel it is enough to take the course and that will suffice. Julian took an approach of constant training and education. He hired the right coaches and resources to support this initiative, but he also developed the right training programs and approach. If you ask any organization that uses Solution Selling, they will tell you CDC Software are the poster child for implementation of this methodology. Julian is really the brainchild behind this and his focus on this gave the entire sales force a competitive edge in a very difficult marketplace. Every sales organization needs to have clear and concise visibility into their pipelines, forecast and key metrics. Julian took a highly complex data issue, fixed it and made it religion at CDC Software to have good data. Julian ran the weekly forecast call; summarized bookings forecast but also ensured every executive had an understanding where we would end up from a Revenue Recognition perspective. This list of what Julian did in this area is far too extensive to list here, but was simply amazing and transformed the way we looked at the business. I think the area that impressed me most with Julian was his ability to implement cross-functional process. This is typically a very difficult goal to accomplish but Julian made it into an art. He was constantly standing up and supporting the needs of sales, but also driving the process within other departments to ensure the goals are met. I took the time to write this because of my conviction for how much Julian changed our organization. I strongly recommend Julian for a sales leadership role in any company!
Christina Ellwood
Julian is a stellar revops professional and leader. It is a privilege to work with him. He is an excellent collaborator and communicator and a true partner in the quest to manage the funnel well. He is proactive and willing to get answers to every funnel question.
Jason Rushforth
I have worked in the Software Industry for a long time and I can tell you there are only a few people I know are really the go to people in their organizations. Julian Hannabuss is one of those people! I think it’s important to note that in order to continue growing revenue we needed someone who could stand up and deal with a highly complex sales organization and lead the operational aspect of this. Because Julian stepped up and excelled at his job, not only did he provide detailed insight into all aspects of the business, but he highlighted key trends of both strengths and weaknesses allowing us to make adjustments on the fly! This helped drive one of the most successful and efficient sales organizations I know of. Julian plays an instrumental role in this success. Julian implemented solution selling while at CDC Software and I can tell you it was a big success. Many organizations feel it is enough to take the course and that will suffice. Julian took an approach of constant training and education. He hired the right coaches and resources to support this initiative, but he also developed the right training programs and approach. If you ask any organization that uses Solution Selling, they will tell you CDC Software are the poster child for implementation of this methodology. Julian is really the brainchild behind this and his focus on this gave the entire sales force a competitive edge in a very difficult marketplace. Every sales organization needs to have clear and concise visibility into their pipelines, forecast and key metrics. Julian took a highly complex data issue, fixed it and made it religion at CDC Software to have good data. Julian ran the weekly forecast call; summarized bookings forecast but also ensured every executive had an understanding where we would end up from a Revenue Recognition perspective. This list of what Julian did in this area is far too extensive to list here, but was simply amazing and transformed the way we looked at the business. I think the area that impressed me most with Julian was his ability to implement cross-functional process. This is typically a very difficult goal to accomplish but Julian made it into an art. He was constantly standing up and supporting the needs of sales, but also driving the process within other departments to ensure the goals are met. I took the time to write this because of my conviction for how much Julian changed our organization. I strongly recommend Julian for a sales leadership role in any company!
Experience
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Procurify
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Canada
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Software Development
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100 - 200 Employee
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Director, Revenue Operations
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Jun 2019 - Present
Helping the Procurify team to grow and scale in a stable and efficient manner. All singing and dancing to the same tune. Fun times ! Helping the Procurify team to grow and scale in a stable and efficient manner. All singing and dancing to the same tune. Fun times !
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Vidyard
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Canada
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Online Audio and Video Media
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200 - 300 Employee
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Senior Director, Revenue Operations
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Jun 2017 - May 2019
What did the Revenue Operations team #revops do here at Vidyard ? We worked with our go-to-market departments to provide systems, processes, analysis, guidance and resources to help them meet their goals - and work better together. Marketing, sales, customer success and partner teams working in complete harmony. Yep, that's about it. What did the Revenue Operations team #revops do here at Vidyard ? We worked with our go-to-market departments to provide systems, processes, analysis, guidance and resources to help them meet their goals - and work better together. Marketing, sales, customer success and partner teams working in complete harmony. Yep, that's about it.
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Hootsuite
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Canada
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Software Development
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700 & Above Employee
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Director, Revenue Operations
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Jan 2013 - May 2017
Working with the Chief Revenue Officer to deliver programs to increase profitable revenues across multiple streams - online and enterprise sales, partner sales, and new products; and the supporting customer success, marketing, customer support and business development programs. - - - - - Hootsuite is a social relationship platform that helps users to execute social media strategies across their organizations. Working with the Chief Revenue Officer to deliver programs to increase profitable revenues across multiple streams - online and enterprise sales, partner sales, and new products; and the supporting customer success, marketing, customer support and business development programs. - - - - - Hootsuite is a social relationship platform that helps users to execute social media strategies across their organizations.
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Aptean
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United States
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Software Development
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700 & Above Employee
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VP, Worldwide Sales Operations
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Jul 2012 - Dec 2012
Managed sales operations processes for the newly-formed Aptean, merger of CDC Software and Consona. Integrating processes across over product lines and 20 business units in the Americas, EMEA & Asia Pacific regions. Worked with the SVP Sales and CFO to • Implement common processes for sales process & methodology; sales forecasting, reporting & metrics; contract and renewals management; sales compensation; sales performance tracking; lead-to-cash processes; pricing and approval policies; new hire training; • Manage complex alterations to Sales Territories and Strategic Account Management programs • Consolidate multiple CRM instances and implement sales processes across front and back-office systems Show less
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VP, Worldwide Sales Operations
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Apr 2009 - Jul 2012
Assisted the President to consolidate the operations of 13 separate sales teams across 15 countries, including 5 acquisitions over a 12 month period. Developed standard methods of forecasting and pipeline management. Created and rolled out specialised sales and executive management compensation plans to meet regional and business unit requirements. Managed development of corporate sales best practices based on Solution Selling adapted for a variety of markets and regions. Oversaw events including sales conferences and top achiever incentive events in North America, Europe and Asia. Show less
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Global Sales Strategy Manager
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May 2002 - Mar 2009
Implemented standard sales processes for worldwide software company. Specifications and management of implementation of CRM including sales, customer service and marketing functions. Building of standard sales compensation plans and management of commissions processes. Created proposal management office including wide-ranging resources to assist sales teams and partners to develop proposals and RFP responses. Overseeing of forecasting and pipeline management processes. Event management including sales conferences. Reporting variously to SVP Sales, CFO and CEO over the duration of this position. Show less
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Business Development Manager
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Jan 2001 - Apr 2002
Signing new reseller and integration partners across Europe. Worked with business partners to develop their markets including product and technical training; preparing and performing presentations and demonstrations; and working directly on with their customers to create solution specifications and proposals. Assisted in pre-sales consultancy with new business clients in Europe including Pivotal's largest global customer.
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Customer Relationship Manager
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Apr 1999 - Dec 2000
Assisted strategic pan-European customers to implement complex Pivotal CRM solutions to manage multi-national markets, including requirements analysis, project management, issue management.
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Greystone Systems
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Manchester, United Kingdom
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CRM Consultant
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1991 - 1999
Performed a range of roles for a developer of UNIX and PC based customer management systems including systems analyis, customer project management, systems implementation, customer service & technical support, product management, and business development. Performed a range of roles for a developer of UNIX and PC based customer management systems including systems analyis, customer project management, systems implementation, customer service & technical support, product management, and business development.
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Education
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1977 - 1981
University of Bradford
Bachelor of Arts (BA), Manufacturing Systems & French -
1982 - 1983
Manchester Polytechnic
Post-Graduate Certificate in Education, Teaching English or French as a Second or Foreign Language
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