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Work Background
Pure StorageSenior Strategic Pursuit Lead
Mar. 2024Greater BostonLeader in driving solid Pre Sales success, team development, and Mentorship/Enablement ROLE:
-As a Sr Lead Engagement Manager at Pure Storage, I play a pivotal role in driving our company's growth and success by developing and implementing strategic solutions for Global accounts, focused on 8-figure+ opportunities
-I work closely with cross-functional teams to understand customer needs, identify opportunities for growth, and deliver tailored solutions
-Further, working with the Sales/Solution Engineering teams, I enhance client satisfaction, drive discovery, and contribute to the achievement of business objectives and outcomes
Broadcom - Carbon BlackGlobal Sr Partner Business Manager - Global System Integrators
Sep. 2023 - Apr. 2024Greater Boston
NutanixRegional Director - Enterprise Sales, New England
Feb. 2022 - May. 2023Greater Boston AreaACCOMPLISHMENTS:
Hiring and Recruiting: Successfully recruited 5 senior sales executives in first 5 months of 2022. Average hire time from application to offer <35 days.
Revenue Expansion: Leads team/region in Product Attach Rate and Pilot Conversion Rate.
Revenue Retention/Customer Success: Leads team/region in Renewal Attainment of 175% of Target, 100% Team Participation. ROLE:
Sales Leader leading team covering 100+ Enterprise accounts in New England, NJ and NY. -Leads 8 member team, supporting $32M TCV Target. -Responsible for accounts in Fortune 5-500 across multiple verticals: Finserv, Insurance/Mutuals, Healthcare, Manufacturing, Fed/Gov Servicers, Tech/Security, and others. -Specialization in new-logo pursuit, SaaS infrastructure, GTM programming and Solution/Transformation Strategy. -Strong contextual experience in foundational networking, data center infrastructure, SaaS and multi/hybrid cloud strategy. People-Process-Capabilities-Competencies-Culture.
VMwareSr Manager Cloud Solution Architecture - US Commercial
Sep. 2021 - Feb. 2022United StatesACCOMPLISHMENTS: Along with National Sales Lead, helped grow Commercial VMC on AWS Revenue +400%
Recruited and hired 5 National Solution Architects in first 4 months of role, exceeding application-to-offer SLAs
Aided in reducing Churn and maintained 95% retention rate YoY
Increased (internal and external) customer NPS scores by 10% via QA, Coaching, Customer Enablement programs ROLE:
-Lead a National team of Pre-Sales Solution Architects for Commercial accounts at VMware - focused on VMware Cloud on AWS. -Drove revenue for the business by mentoring and managing the Solution Architects. -Worked directly with the regional sales directors to develop pipeline and ensure opportunities are technically validated and driven toward clients' Business Outcomes. -Created and drove initiatives to further foster opportunities for business growth within VMware. -Designed, developed and deployed Practices and Programs including the full Go-To-Market (GTM) process.
VMwareSr Manager - Solution Engineering
Apr. 2020 - Sep. 2021Greater BostonACCOMPLISHMENTS: In concert with Sales and Customer Success, led region to exceed revenue targets and portfolio attach rates (162% ACV, 82% Attach rate against Target)
Led team to 27% YoY improvement in Solution utilization - reducing shelfware status
Led team to +14 basis points YoY NPS, aiding Customer Success and Sales to improve retention and increase YoY revenue
Led Region in SE production of Future State Architectures, providing focus on pipeline generation and artifact retention ROLE:
-Lead a team of Pre-Sales Solution Engineers for strategic and enterprise accounts at VMware. -Drove revenue for the business by mentoring and managing the Solution Engineers. -Worked directly with the regional sales directors, leadership and product specialists to develop pipeline and ensure opportunities are technically validated and driven toward clients' Business Outcomes. -Created and drove Solution Selling enablement initiatives to further foster opportunities for business growth within VMware. -Leveraged previous experiences and relationships as a former Solution Architect, Business Strategist and Advisory Consultant to assist the team and promote their success. -Designed, develops and deployed Practices and Programs including the full Go-To-Market (GTM) process.
National Society of Sales EngineersMember - National Sales Engineering Conference Steering Committee
Feb. 2020ACCOMPLISHMENTS: Coached college NSEC Team to Competition win 1st Place October 2020
Coached college NSEC Team to Competition Top 10 win October 2021
Nominated as Judge at NSEC college competition February 2023 ROLE:
As an NSEC Steering Committee Member my role is to be committed to the organizational strategy, objectives, and goals of the National Society of Sales Engineers, and advocate for the National Sales Engineering Conference goals and objectives.
VMwareBusiness Strategist - Strategic Pursuit Practice
Nov. 2018 - Apr. 2020Greater Boston AreaWorking with key clients in the Northeast US I use discovery, business/industry acumen and a consultative approach to understand their key business challenges, capabilities and IT priorities. Using this data I engage in an effort to design customized solutions that meet clients' needs, modernizing their IT landscape toward their journey to digital transformation to meet the needs of the business. In addition I consult clients and peers on high level organizational and process strategy.
VMwareAdvisory Strategist
Sep. 2017 - Nov. 2018New England Region Companies and products that don’t transform quickly enough will not be around very long. I love my job at VMWare because I consult with clients who know they need to help their company make more money, get more customers and make really cool products – all of which means they have to Transform their technology. At VMWare we work with our clients to create their custom path to Transformation, provide the products and services required to meet their business goals as well as Professional Services to assist them in deploying those solutions – while empowering their technical staff to learn and take over the reins. Where are you in your Transformation journey?
AT&TPrincipal Architect
Dec. 2016 - Sep. 2017New England RegionAs Principial Architect at AT&T, led 10 member Team in supporting Sales via Pre and Post Sale
Customer Success Measures:
-Led Renewal activities for Enterprise Sales Region - revenue retention, expansion - consistently exceeding ARR Quota >125% YoY.
-Created and executed GTM Programs, resulting in 30% improvement in Time-to-Bill as well as ARR capture and expansion.
-Executed iterative QA measures in solution discovery, design and deployment, resulting in 20% improvement in revenue forecasting and generation.
-Worked cross-team (Sales, Engineering, Specialists) to improve sale Time-to-Close, resulting in 15% increase in external customer satisfaction - delivering solutions on time.
AT&TManaging Director of Sales - Wireline/Strategic Solutions
Dec. 2014 - Dec. 2016Boston, MA2015 2T Top Performer. Regional Director leading team in MA, NH, ME and RI. Supports sales activity in Cloud (Salesforce, Azure, AWS, Akamai, Netbond etc), Wireline and Mobility Services, Professional Services, Consulting, Security, WAN connectivity, Business Continuity and Managed services. Responsible for hiring, coaching, recognition, sales programs, revenue generation/retention and liaison between Executive client contacts and AT&T. Responsible for regional and national Vendor/partner relationships required to meet clients’ total solutions needs. Leads 9 member team supporting $120M base.
AT&TManaging Director of Sales - Mobility
Feb. 2012 - Dec. 2016New England/Upstate New York/MichiganRegional Director leading team in New England, UNY and Michigan. Supports sales activity in traditional Mobility Services, Professional services, Mobility Security services, business continuity services and managed services. Responsible for hiring, coaching, sales programs, revenue generation/retention and liaison between Executive client contacts and AT&T. Responsible for regional and national Vendor/partner relationships required to meet clients’ total solutions needs. Serves as Wireline and cloud technology Subject Matter Expert to sales team and Region. Leads 8 member team supporting $70M base.
AT&TTechnical Sales Director
Jan. 2008 - Feb. 2012New England Region"Heather is an exceptional sales executive"...2011, 2010 Top Performer. Leads team as Overlay Complex Technical Sales resource. Supports sales activity in professional Network Integration services, Security Services, Business Continuity services, managed services, core WAN technologies, IP transport, Mobility and equipment. Responsible for internal knowledge transfer and training to Sales Team as well as Regional Sales Center. Responsible for Vendor/partner relationships required to meet clients’ total solutions needs. Primarily responsible for the development and maintenance of C-Level customer relationships in order to grow existing revenue and discover new revenue opportunities. Serves as Mobility technology Subject Matter Expert to sales team and Region.
Cingular Wireless/AT&T MobilityDirector of Sales
Jan. 2005 - Dec. 2008Boca Raton, FL"Heather has been a true leader in this role as a Director "..Lead the integration of multiple sales teams from the Mobility sales model with sales teams from the AT&T sales model – including Channel Solutions Providers - across business segments to create a unique competitive edge in the marketplace by maximizing relationships on both sides. Transfer knowledge by coaching, training, and strategizing with wireline sales teams to identify wireless opportunities and deliver signature communication solutions. Measure sales revenue results and review attainment against forecast with company executives. Provide a bridge between the wireline and wireless sales forces to expedite joint-selling efforts in order to build trust, cultivate new accounts and exceed sales objectives.
AT&T WirelessGlobal Account Manager
Oct. 2003 - Jan. 2005Boca Raton, FL“Heather Sadler was and continues to be a strong leader." Served as wireless Subject Matter Expert for Enterprise sales team within approximately 10 South FL GMG accounts. Drove voice, wireless data sales, vertical applications and customized data solutions for Fortune 500 customers. Responsible for creating and managing relationships with Vertical Industry partners. Lead team in results and served as wireline solutions expert to Mobility team resulting in the creation of a holistic approach regional Sales Program.
AT&TClient Business Manager
Oct. 1997 - Oct. 2003Boca Raton, FL"Her strong commitment to customers and winning attitude made it no surprise she was consistently one of the top performers amongst her peers.” Led team accountable for generating services revenue by developing new and existing customers and winning back competitive revenue for Global Markets (Fortune 500 accounts). Responsible for attaining assigned revenue quota by planning, negotiating and executing complex sales and contractual transactions. Demonstrated knowledge of wireless technology and protocols and related equipment. Prepared and delivered presentations to Executives on solutions offerings and the technology employed. Solved clients’ business challenges through networking solutions; consulted customers on emerging services. Served as an internal and external technical resource and subject matter expert on data communications; educated sales teams on business applications and trends. Demonstrated knowledge of LAN and WAN technology and protocols, digital leased services, circuit and packet switched and emerging high speed services (Frame Relay, ATM, MPLS, Managed Services), IP services (high speed dedicated, DSL access) and related customer premise equipment.
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