Experience

Equal Opportunity Schools

• United States
• Education Administration Programs
• 1 - 100 Employee

• Senior Director, Sales Operations and Data Analytics

  • Sep 2023 - Present



MacroFab

• United States
• Appliances, Electrical, and Electronics Manufacturing
• 100 - 200 Employee

• Director, Revenue Operations

  • Nov 2022 - Apr 2023

  (Reason for Leaving: Reduction in Workforce) - Optimize revenue gains via cross-functional partnerships with Sales Enablement, Marketing, Sales, and Finance via GTM growth and retention mechanisms - Own full Sales Technology Stack and serve as POC for all technical issues (Tableau, Salesforce.com Lightning, Gong, HubSpot, SalesLoft, ZoomInfo, LinkedIn Sales Nav, Grow, Knowi, JIRA, and Confluence) - Saved Sales organization 22% of annual license fees by replacing expensive apps with Tableau for forecast analytics and commission deliverables to sales team of 28 - Created mechanism for submitting Salesforce.com tickets to the RevOps team for resolution and business insights for COEs (correction of errors) - Implemented MEDDICC sales methodology in Salesforce.com - Delivered a completely automated Weekly and Monthly Business Review (WBR, MBR) deliverable, used by our CEO and SVP of Sales, which summarizes sales velocity, bookings, headcount metrics and other critical sales-driven KPIs - Advanced Salesforce.com expertise delivering results in Continuous Improvement Program Deployments; Decreased RFQ processing time by 74% (Guided Proposal System) - OKR Goal setting, success criteria, and execution tracking against goal in cross-functional teams globally - Quota Setting and Commissions Process Ownership for team of 28 sales reps, 10 business development reps, and 4 sales engineers - Territory Planning and Optimization - Capacity Planning and Headcount Allocation modeling - Manage external team of 1 VP, 2 Salesforce Developers, and 1 Salesforce Admin - Mentorship and Coaching Show less



Prologis

• United States
• Real Estate
• 700 & Above Employee

• Director, Sales Operations and Business Intelligence

  • Feb 2022 - Oct 2022

  (Reason for Leaving: Moved back to Texas) - Deliver actionable data-driven insights related to Pipeline Generation, Deal Velocity, Sales Process, Forecasting, Demand Generation (Sales Funnel Optimization) and Territory Planning - Trusted advisor to two VP’s of Sales and the Managing Director - Own Continuous Improvement and Automation mechanisms to realize large ticket efficiency gains and drive revenue growth - Program manage Salesforce.com development and enhancement projects - Utilize Tableau to deliver data-driven insights for tactical and strategic application - Remove drag and friction from sales processes to close more deals faster, at a higher average deal size - Managed 2 Account Reps and an analyst - Onboarded new hires, mentorship and coaching Show less



Amazon

• United States
• Software Development
• 700 & Above Employee

• Program Manager, WW Business Intelligence and Engineering Analytics, Operational Excellence

  • Jan 2019 - Dec 2021

  - Own team delivery of various large ticket business intelligence programs for the below business areas: Global IT Operations, Service Delivery, IT Infrastructure, WW Site Launches, Circuits, IP Availability and Exhaustion, Network Infrastructure Engineering, Robotics, IT Incident Analytics, Lockers, Client Device Health- Deployed mechanism by which ~11,000+ internal customers can submit requests to the ODI team- Support VP and Sr Manager of Operations Technology with infrastructure operations efficiency metrics for all sites WW- Own the entire suite of Site Launch data sources and dashboards in Tableau (Redshift tables and views as well as Tableau content)- Drive data-driven mechanisms by which countermeasures for operational efficiency are managed and delivered by Service Delivery teams globally- Provide strategic business insights and recommendations to various IT teams based on vetted and accurate data, not anecdotes- Wrote numerous PR FAQs and white papers summarizing my recommendations for mechanisms that drive automation and efficiency using data, with associated business justification (ROI impact), resource allocation need, timeline, and narrative- Support 11k+ resources in the Operations organization with data-driven business intelligence programs ($5M+ annualized efficiency in time spent)- AWS Redshift, ETL, Tableau, Quicksight- Manage team of BAs and BIEs- Interview Panelist, Coach, and Mentor Show less

• Senior Business Analyst, WW Operational Excellence

  • Feb 2017 - Jan 2019

  - Delivered a mechanism to measure and track normalized support ticket volume reduction across all fulfillment sites globally, for 6,000+ resources - Managed cross-functional team to track normalized ticket reduction against annualized goal for Lockers, Client Devices, and Network Engineering (all severities)- Achieved -11.4% ($22M) and -12.5% ($26M) in efficiency globally in 2017 and 2018, respectively- Mentored and coached new hires to our standard for analytics, program management framework, and system utilization (Tableau, SIM, CAPPM, New Hire Training) Show less



Alert Logic

• United States
• Computer and Network Security
• 200 - 300 Employee

• Senior Financial Analyst, FP&A

  • Jun 2016 - Feb 2017

  SaaS Global Cloud Security Software company with nearly 44% CAGR- Monthly Recurring Revenue (MRR) Forecast and Growth modeling- Lead Conversion Forecast to MRR modeling (Top to Bottom Funnel forecasting)- Deal Velocity analytics

• Senior Sales Operations Analyst

  • Apr 2015 - Jun 2016

  - Support Chief Executive Officer and Senior Vice President of WW Sales with analytics related to Sales Performance, Predictive Pipeline Analytics, Customer Acquisition Cost, Budget Preparation and Forecasting, Sales Cycle Analysis, Deal Velocity Analysis, Lead Conversion by Channel, and Operational Efficiency Metrics- Provide key strategic business insights and advise senior leadership in relation to complex business challenges for Partners and Channels- Salesforce.com – Power User; Dashboards, Pipeline Reporting, Operational Cadence Reporting- Winner of 2 Outstanding Achievement awards within 6 months of hire, Luminary Award and Spark Award winner- Own and deliver a weekly Executive Level Reporting Package to CEO and Senior Management to drive strategic decision making related to sales performance, win loss trends, sales velocity, andheadcount metrics- System Implementation Lead for a Pipeline Analytics and Forecasting platform (Clari, Insight Squared) to enable more accurate forecasting of future performance based on our business drivers- Quarterly Business Review (QBR) delivery – Win Loss Analysis, Product Penetration by Segment, LeadLife Cycle analytics, Forecast wellness- Manage Forecast submittal process and perform variance analysis Forecast to Actual to Plan- Clari, Salesforce (Classic and Lightning), Insight Squared, Marketo Show less



Aspen Technology

• United States
• Software Development
• 700 & Above Employee

• Senior Sales Operations Analyst

  • Sep 2013 - Apr 2015

  - Supported Senior Vice President of Sales, Reported to Vice President of Sales Operations for North America and Global Account sales team - Salesforce.com – Power User (Dashboards, Pipeline Reporting, Operational Cadence Reporting) - Created and delivered a Weekly Executive Level Reporting Package, providing essential optics into our business; Reporting package included Segmentation metrics by Channel, Pipeline Velocity metrics, Product metrics by Product Family, Attainment Metrics by VP and ASD, and Operational Cadence metrics by SAM to drive growth within our customer base - Created and delivered Corporate Sales Plan (Corporate Budget Plan) for FY14, FY15, and FY16; Bottoms Up against Top Down approach to Renewal, New License, Services, and Perpetual to Term conversion forecasting - Implemented Operational Cadence reporting to influence account manager behavior (sales process) and optimize efficient CRM leverage among the North American and Global sales teams - Developed Segmentation criteria to categorize customer base and graphically depict areas to “Fill in the Gap” with other product lines; Summarized Account Manager and Business Consultant engagement to optimize resource allocation in the Top 350 Accounts - Created and delivered high level presentations for Quarterly Business Review meetings - Managed compensation validation on a quarterly basis for North America and Global Accounts - Owned and implemented Worldwide Dongle Request Process, creating a much more efficient internal process for delivering our software to prospective customers Show less



Universal American

• Insurance
• 300 - 400 Employee

• Financial Business Analyst

  • Sep 2012 - Sep 2013

  Analytics and removing drag and friction from processes Analytics and removing drag and friction from processes



BMC Software

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

• Staff Sales Ops Analyst (Mainframe Service Management)

  • Jun 2010 - Jun 2012

  Analytics and data-driven decision making for enterprise B2B sales processes Analytics and data-driven decision making for enterprise B2B sales processes



MERRILL LYNCH COMMODITIES (EUROPE) LIMITED

• Australia
• Investment Banking
• 1 - 100 Employee

• Business Manager (Consultant via Triad Resources)

  • Dec 2009 - Jun 2010

  Analytics and data-driven decision making for large scale commodities technology applications Analytics and data-driven decision making for large scale commodities technology applications