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Work Background
Ft. Bragg, CARetired
Jan. 2021
Postmates Inc.Enablement Lead
Sep. 2019 - Sep. 2023San Francisco Bay AreaPostmates is transforming the way goods move around cities by enabling anyone to have anything delivered on-demand. Our revolutionary Urban Logistics platform connects customers with local couriers who can deliver anything from any store or restaurant in minutes. We empower communities to shop local with no waiting and empower businesses through our API to offer delivery.
Good TechnologyDirector, Sales Business Operations
Feb. 2014 - Feb. 2015Sunnyvale, CAResponsible for sales enablement and bookings for North America Key Accomplishments:
Designed and implemented of the company’s New Hire Sales Training program,
Implemented weekly WebEx communications con calls to provide insight on product roadmap, competition and operations related information for the field,
Oversaw key projects focused on improving sales efficiencies and effectiveness in support of driving revenue and increase deal volume and size. Designed, built and implemented dashboards and other periodic reports to drive performance,
Managed the RFP response center centrally for all sales rep RFPs and RFIs, implemented new solution to optimize the function,
Creation and implementation of new hire on-boarding sales training and certification programs.
Laid off due to Good’s acquisition by BlackBerry.
Katmai ConsultingSales Enablement and Operations
Jan. 2012 - Sep. 2023US wideSeeing a need in the market place to assist SMB companies with their Sales Enablement and Operations requirements, I established Katmai Consulting with the express purpose of helping SaaS companies with their sales transformation programs. I have worked with companies like: MOMENTFEED, Santa Monica, CA - 2017 - Current
Helping companies with dozens of brick & mortar stores increase revenue by influencing consumer decisions on mobile. EVERWISE, San Francisco, CA - 2017
Making professional development scalable via mentoring and learning experiences. SIMPLILEARN, San Francisco, CA - 2016-2017
Leading company focused on certification training helping working professionals achieve their career goals. MOBILEIRON, Mt. View, CA - 2015 -2016
A mobile security platform provider that secures data-at-rest on mobile devices, in applications, and in cloud storage. ACCOLO, Larkspur, CA - 2012 - 2014
A national leader in Recruitment Process Outsourcing Key Accomplishments:
Developed and implemented all sales training and sales boot camps, focusing on ensuring that company messaging was understood and internalized,
Wrote the company’s sales toolkit, focusing on Marketing messaging, tool user guides, differentiation, competition and solutions,
Rewrote the company sales processes, defined stages and created “gates” which helped guide the sales reps through the stages,
Designed and implemented a 12-week on boarding program for new AEs and SDRs as well as certification programs that were focused on the application of the learning, Rolled out a new sales methodology programs (Value Selling, Target Account Selling, Social Selling, and Sandler) to the sales teams,
Implementation of company RFP Response , Sales Support and Proposal Response Centers
AxwayVice President - Sales Operations
Jul. 2009 - Nov. 2011San Francisco Bay Area and Paris, FranceResponsible for all aspects of sales operations, enablement, productivity, training, sales methodology, competitive analysis, and opportunity tracking in the CRM system on a worldwide basis. Key Accomplishments: Successfully managed a team of 25 based in North America and Europe responsible for presales activities, all customer interactions at a product level, responsible for demos and application of solutions to customer business problems,
Managed and guided team of 4 responsible for responding to RFPs centrally. Drove an increase of 70% timely responses and accurate responses to our customers,
Created and implemented a Corporate Visit Center for sales reps to bring customers for presentations and updates on the company and its products, solutions and direction,
Implemented a mentorship program to reduce ramp up time to first order by 2 to 5 months per new hire,
Rolled out a weekly “Foundation Training” program for the worldwide sales organization which was very successful and ranked 4.5 or better out of 5 per weekly episode,
Responsible for all new hire and on boarding training. Trained over 130 new hires to be productive, revenue generating sales reps one quarter sooner than the previous self-training method, 86% of the new AEs achieved their first year’s quota
Managed all communications to the field organizations with the goal of standardizing and tracking.
AccruentSr. Director of Sales Operations
Jan. 2006 - Dec. 2008Santa Monica, CAHeld accountable for overseeing sale reporting, and training of the sales organization while establishing performance measures of teams and reporting to management and company executives. Key Accomplishments: Developed strong partnerships with other departments (Marketing, Development, Product Strategy, etc.) to establish programs that increased sales by 35% over previous years,
Helped to increase the performance level of each Account Executive to gain a competitive advantage in their respective territories by evaluating needs and rolling out effective training to the sales force,
Managed Salesforce.com system and infrastructure to support the field’s needs to track all opportunities,
Designed and implemented three worldwide sales and PSO conferences for the organization, Evaluated the needs and rolled out training (product and skills) to the sales force which escalated the performance level of each AE to gain a competitive advantage in their respective territories.
SPLWorldGroup (Acquired by Oracle)VP, Sales Operations and Training
Jan. 2003 - Dec. 2006San Francisco, CAOversaw the productivity of the sales force by providing training, tools, and processes which allowed the account executives to focus more time on selling. Traveled extensively throughout APAC, EMEA and the Americas to ensure that the “corporate experience” was had by all account executives. Key Accomplishments: Transitioned Salesforce.com to accommodate multiple products from a single to multiple offerings due to 2 company acquisitions that were made during the years,
Initiated the Corporate Visit Center at SPL Headquarters, facilitating/hosting hundreds of visits for large, qualified prospects or existing customers looking for roadmap guidance,
Successfully implemented 3 worldwide sales conferences and two 100% Clubs while focusing on making them informative, memorable and fun for all attendees,
Organized and implemented field training on products. This program was recognized in creating an increase in additional revenue by 25% and 3 months sooner than previously obtained;
Ensured that all training was implemented equally throughout all regions around the globe while maintaining sensitivity to local cultures and practices.
BEA Systems (Acquired by Oracle)Director of Field Readiness
Jan. 1999 - Dec. 2003San Jose, CAManaged a cross-functional team focused on providing the worldwide sales force with productivity tools, sales training (methodology and product), sales support, field communications and customer visit center services to ensure successful and timely sales. Key Accomplishments: Managed a multi-million dollar budget and 17 employees credited with increasing sales productivity through the implementation of innovative tools such as a pricing and configuration tool,
Developed and implemented a Sales Support Center, which provided support for any field questions relative to product features, positioning or selling of products,
Initiated the Customer Visit Center which influenced over $38M in new sales, hosting daily visits from qualified customers with a high degree of customer and sales rep satisfaction,
Developed and implemented the BEA e-learning system, a web-based delivery system that provided training, registration, tracking and the accreditation process related to all BEA training programs for the internal sales force and for the Channels’ sales force organizations,
Analyzed, selected and implemented a sales methodology program on a global basis using Siebel’s Target Account Selling along with other well recognized industry classes which have been credited with adding in excess of $35M in revenue to the bottom line in FY’02,
Managed the team responsible for the role out of the Siebel Sales Force Automation system, resulting in quality product forecasts (80% better than previously obtained), and retention of company information on our customers worldwide.
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