Experience

KM Kearney Consulting

• United States
• Business Consulting and Services
• 1 - 100 Employee

• Founder

  • Jun 2023 - Present

  KM Kearney Consulting is a dynamic sales revenue consulting firm, delivering data-driven strategies for remarkable growth and revenue maximization. ► Implement data-driven segmentation and territory optimization strategies to maximize revenue potential. ► Streamline roles within sales teams and align them with financial targets to enhance productivity and drive exceptional performance. ► Collaborate closely with clients, proposing innovative solutions to overcome challenges and achieve remarkable growth. Show less



Equinix

• United States
• Internet Publishing
• 700 & Above Employee

• Senior Director, Sales Strategy & Operations | Chief of Staff (AMER)

  • Jun 2020 - May 2023

  Reported to VP, Sales Operations. Managed a team responsible for all sales strategy, business planning, reporting, forecasting, and compensation planning for AMER. Provided 250-member sales organization with go-to-market strategies, systems, and tools. Managed full project lifecycle from idea to launch, including post-go-live support. ► Managed 2 direct and 18 indirect reports; grew revenues, delivering $2B/ARR and $80MM/MRR bookings. ► Directed strategy and project management for named accounts global sales, delivering 40% growth ($40MM MRR and $1B ARR, 2022). ► Re-engineered acquisition model, targeting larger new logo/existing customers, adding $96MM in new ARR. ► Leveraged Power BI for segmentation, role clarity, and total account management, driving $20MM MRR (200% of previous year) against a $12MM target. ► Provided analytical insights, influencing stakeholders and assisting leadership in making informed decisions. ► Designed and evolved go-to-market strategy, leveraging segmentation, role clarity, and total account management, increasing efficiency by 20% and achieving $72MM in MRR against a $60MM goal. ► Expanded the successful AMER model globally, partnering with EMEA and APAC, driving similar results. ► Implemented propensity and AI data-driven analysis to optimize territory design, growing ARR revenue by 11% (against 6% target), far surpassing the previous year’s growth of 4%. ► Redesigned sales compensation structures, aligning with revenue goals and driving Salesforce focus KPIs, improving net bookings by 200% and achieving $220MM in ARR revenue growth. ► Key driver in developing QBR packages based on Salesforce and tableau-driven data, covering sales analytics, performance management, pipeline management, and employee engagement. ► Multiple Magical Mentions from VP leadership. Show less



Support Services Group

• United States
• Outsourcing and Offshoring Consulting
• 500 - 600 Employee

• Chief Revenue Officer | Head of Sales | Sales Leadership

  • Dec 2019 - Jun 2020

  Joined as a trusted advisor to the CEO, offering strategic guidance and overseeing broker partnerships to fuel revenue growth from new logos. Took the lead in developing and implementing a robust sales roadmap, elevating prospecting strategies, improving forecasting accuracy, and driving exceptional global sales performance on a growth path to over $100 million annually. Joined as a trusted advisor to the CEO, offering strategic guidance and overseeing broker partnerships to fuel revenue growth from new logos. Took the lead in developing and implementing a robust sales roadmap, elevating prospecting strategies, improving forecasting accuracy, and driving exceptional global sales performance on a growth path to over $100 million annually.



AT&T

• United States
• Telecommunications
• 700 & Above Employee

• AVP - Account Management Organization | Sales Leadership

  • Jan 2018 - Dec 2019

  Reported to VP, Inside Sales & Service, National Business. Managed client services teams supporting 180K customers with a $2B annual TBR quota. Led account planning, driving additional revenue from existing and new accounts. Standardized operational excellence, best practices reporting, and performance management.► $40MM P&L, managing 13 direct reports and 300 total FTEs.► In a declining market, grew revenue by 100.3% on revenue plan of $2B, exceeding KPIs by 120%; also improved C-Sat, reducing customer churn by 15%.► Collaborated with internal teams/solution providers, increasing new YOY revenue by $50MM TCV (30%). ► Drove collaboration between sales enablement and IT teams, elevating software development, business intelligence, and cloud-based CRM capabilities. ► Designed/implemented employee retention programs, raising employee satisfaction by 10% YOY. Show less

• AVP - TeleSolutions | Alternate Channels | Head of Sales | Sales Leadership

  • Jan 2009 - Dec 2017

  Reported to VP, Sales, Alternate Channels/National Business. Managed AT&T’s outsourced process, strategic plans, and third-party partnerships for a global sales and customer experience organization with $70MM P&L, $150MM (TCV) revenue responsibility, and 2MM customer interactions. ► Managed a leadership team of 9 direct-report directors and oversaw 1,200 indirect reports.► Partnered with marketing, launching and managing marketing campaigns, driving demand generation across product lines that continually outperformed expectations and exceeded business plans.► Leveraged RFPs to manage expenses under budget every year, empowering the organization to achieve the same or better objectives and key results with improved cost structure.► Reduced expenses by $10MM by leveraging proprietary revenue and CRM software; drove network security, SaaS, VPNs, cloud-based VoIP, and data center solutions sales ($10MM+ TCV). ► Recognized as a Top Performer by the EVP (Officer of National Business) and consistently received top ratings and financial awards for exceptional performance. Show less

• Executive Director - Sales Operations & Alternate Channels | Chief of Staff

  • Sep 2003 - Dec 2008

  Reported to President, Business Communication Services West (Officer). Served as Chief of Staff for the organization, serving 750K customers and generating $4B ARR. Led 9 direct reports responsible for managing third-party sales channels, sales operations, business planning, reporting/analytics, communication, events, marketing briefing centers, and competitive intelligence team. Key driver on the SBC/AT&T merger team (2005).► Served as Six Sigma champion, driving process improvement and enhancing operational efficiency for overall organization of 100+ direct employees, 50+ solution provider companies, and 800 vendor agents. ► Exceeded business goals, delivering new ACV sales revenue of $30MM and total billed revenue of $200MM. ► Oversaw business sales operations, complex business planning, Excel reporting and analytics, PowerPoint presentations, conflict resolution, target setting, and automation. ► Managed partner funnel and forecasting, product and system training, and operational support. Show less

• RVP - Signature Accounts

  • Feb 1999 - Aug 2003

• Various Sales Management, Chief of Staff & Performer Roles

  • Jun 1991 - Jan 1999