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Work Background
AnaplanDirector of GTM Operations
Oct. 2021Denver, Colorado, United StatesIn my current position, I oversee all sales operations for a global software industry leader. My responsibilities involve directing various tasks such as QBR Reporting AoA, Weekly Forecast AoA, Territory Planning, and managing end-to-end process workflows.
Notable Key Contributions: Formulated and implemented robust sales strategies, leading to significant business growth.
* Successfully executed 2 AI projects for GTM organization.
* Spearheaded the development of an efficient Agile intake process.
* Achieved a remarkable 70% YoY increase in sales tools adoption.
* Played a pivotal role in application rationalization, yielding $1M in savings.
RingCentralSenior Manager Operations Customer Success
May. 2018 - May. 2018Greater Denver AreaI directed a portfolio exceeding $30M in Net Monthly Recurring Revenue (NMRR). I orchestrated various technical programs to drive growth and adoption while also expediting the release of custom training materials. Additionally, I conducted thorough evaluations of system tools to strengthen the Customer Success organization. One of the main aspects of my role was designing workflows to optimize user experience systems, processes, and tools.
Notable Key Contributions: * Pioneered a Customer360 model to enhance visibility into risk elements and track adoption at both individual customer and portfolio levels.
* Devised predictive account health models and a GTM renewal program to mitigate risk and safeguard recurring revenue. * Led the transition of applications and multiple programs and initiatives through effective change management.
* Implemented early warning signs (EWS) analytics for MRR, enhancing risk mitigation strategies.
* Formulated and delivered an MBO program, reducing churn from 2% to under 1%.
RingCentralInformation Technology Portfolio Manager
Apr. 2018 - Oct. 2021Denver, Colorado, United StatesI led the Global Services organization, demonstrating strong leadership skills in managing business systems projects. My responsibilities involved overseeing the implementation and integration of systems and processes, which led to enhanced operational efficiency. I took full ownership of the Global Services organization, fostering increased accountability and performance. Additionally, I planned and executed formalized projects for business systems, resulting in improved process standardization and consistency.
Notable Key Contributions: * Successfully managed the transition to Lightning within a tight timeframe of 4 months for the services organization, ensuring minimal disruption to ongoing operations. * Achieved $3M in savings through successful application rationalization.
* Oversaw the implementation of 4 PRM projects with effective management.
ServiceSourceProgram Manager - Strategic Accounts
Jan. 2014 - Apr. 2018Greater Denver AreaI headed a portfolio of client engagements valued at $2.3B and led a Demand Generation team responsible for annual bookings of $182M. I spearheaded various technical programs covering diverse practices, services, and initiatives. Additionally, I managed and influenced the continuous improvement of service development lifecycle processes and practices. One of the main aspects of my role was overseeing the full project management lifecycle for all major projects and programs across multiple service organizations.
Notable Key Contributions: Instituted standard delivery frameworks for programs, projects, and initiatives, creating the processes and deliverables necessary to support new business strategies.
Determined the necessary resources and skill set requirements for project team staffing and roles, allocating staff and budget resources as needed to achieve the desired objectives. Led the team to create robust project plans, including schedules, risks and response strategies, action plans, and business cases to maximize return on investment while minimizing time to completion.
Deployed revenue management system for program yielding $1B in recurring revenue.
PolycomGlobal Sales Operations Manager
Jun. 2012 - Jan. 2014WestminsterI developed and implemented a Lead-to-Partner program that enhanced the performance of the Global Inside Sales organization. At the same time, I launched a profitable cross-sell/upsell initiative. I provided business-critical insights to business partners through thorough data analysis, quickly identifying issues and suggesting effective actions. Additionally, I ensured accuracy in weekly, monthly, and quarterly forecasting processes, as well as consolidation and analysis. I also conducted opportunity pipeline analysis to identify potential gaps.
Notable Key Contributions: * Successfully led data quality, process, and automation activities that resulted in process efficiency improvements. * Managed the quarter-end close process, enabling the sales team to meet booking targets. * Recognized as a Subject Matter Expert (SME) for corporate cross-functional projects and initiatives and served as a catalyst for change by implementing sales process improvements.
PolycomGlobal Sales Operations Manager for Inside Sales
May. 2011 - Jun. 2012PolycomResponsible for accurate forecasting, tracking and analysis of real-time sales performance metrics.
Commissions plan structuring
Develop sales metrics for sales enablement
SharePoint development & administration
Responsible for accurate forecasting, tracking and analysis of real-time sales performance metrics.
Commissions plan structuring
Develop sales metrics for sales enablement
SharePoint development & administration
Advanced experience in MS Office Suite, Business Objects, Oracle Data Suites (Siebel, Analytics’ & OBIEE)
Program development & delivery based on market research analysis
Advanced Data.com dashboard development.
Management of waterfall metrics
Process development and/or redesign and implementation
Project managing organizational projects utilizing cross horizontal resources.
Data Governance
ServiceSourceGlobal Program Manager - Customer Success Manager
Apr. 2006 - Oct. 2014Greater Denver AreaI headed a portfolio of client engagements valued at $2.3B and led a Demand Generation team responsible for annual bookings of $182M. I spearheaded various technical programs covering diverse practices, services, and initiatives. Additionally, I managed and influenced the continuous improvement of service development lifecycle processes and practices. One of the main aspects of my role was overseeing the full project management lifecycle for all major projects and programs across multiple service organizations.
Notable Key Contributions: * Instituted standard delivery frameworks for programs, projects, and initiatives, creating the processes and deliverables necessary to support new business strategies.
* Determined the necessary resources and skill set requirements for project team staffing and roles, allocating staff and budget resources as needed to achieve the desired objectives. * Led the team to create robust project plans, including schedules, risks and response strategies, action plans, and business cases to maximize return on investment while minimizing time to completion.
* Deployed revenue management system for program yielding $1B in recurring revenue.
PolycomGlobal Sales Operations Manager for Service Sales
Jan. 2006 - May. 2011PolycomResponsible for accurate forecasting, tracking and analysis of Service Sales of WW Bookings & Revenue which exceeds 40 million dollars quarterly
Identify and help developing new and renewal sales opportunities for WW Service Sales staff.
Compile accurate reporting for commissioned sales staff
Build operational reports for the following organizations on an on-going basis;
Professional Services – resulting in ability to accurately assess where additional resources would be most beneficial to the organization.
Elite Services – Tracking current customer activity on a World Wide basis Product Management – Providing historical revenue and booking data in key driving objectives (high-touch services and multi-year services)
Channel Service Sales – Supply report to support Channel programs measuring Channel performance against key objectives.
Creating horizontal relationships which are key to effective execution of key responsibilities.
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