VMwareDirector Sales Strategy, Operations & Enablement, VMware Data Solutions
Dec. 2019 - Mar. 2024London, England, United Kingdom• Doubled global revenue from ~$250M to ~$500M within 4 years (from 2020 to 2024) by designing and operationalizing scalable GTM frameworks, eliminating workflow inefficiencies across sales, marketing, and Customer Success, and embedding strategic revenue governance aligned with growth goals.
• Increased global ACV by 35% from 2020 to 2024 by aligning Sales, Product, and Customer Success through OKR-driven operating cadences and performance dashboards powered by Tableau; enforced standardization of regional sales processes and reporting.
• Maintained subscription renewal rates consistently above 80% from 2020 to 2024 by embedding customer success forecasting models into renewal motion, operationalizing Gainsight touchpoints, and bridging handoffs across Revenue, Product, and CS teams to improve retention forecasting.
• Led annual planning cycles and territory/quota design from 2021 to 2024, partnering with Finance and Regional Sales Leaders to implement scalable segmentation strategies and equitable coverage models, and optimizing pipeline health reporting via Salesforce and Tableau.
• Rebuilt and scaled a globally consistent onboarding and enablement program by deploying a new solution-based selling strategy and sales methodology; partnered cross-functionally to embed role-specific learning, automate tracking, and drive enablement at scale across regions.