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Work Background
ODP Business SolutionsSenior Sales Manager
Sep. 2023United States · Hybrid
OverhaulDirector of Sales - TruckShield
Jul. 2021 - Oct. 2022Austin, Texas, United States · RemoteEntrusted to construct go-to-market (GTM) strategy for strategic partnerships and affinity programs, including terms and conditions. Exercised critical influence in agency partnerships for Insurtech program, including relationship management with key stakeholders. LEADERSHIP CONTRIBUTIONS :
➢ Developed sales growth strategy for newly launched SaaS platform at fast-paced Series B startup.
➢ Applied strategic planning for launching annual sales plan, forecasting practice, and authoring sales playbook.
➢ Drafted reporting and measurement framework for key performance indicators (KPIs), pipeline, and activity tracking. RESULTS:
- Facilitated contract execution for first platform customers, resulting in $750k ARR.
- Scaled pipeline from 2 opportunities to 30+ and $3.2M ARR within 6 months.
Dell TechnologiesSenior Inside Sales Manager – 3rd-Party Cloud (Microsoft CSP/Azure)
Mar. 2019 - Jun. 2021Austin, Texas Area · HybridPlayed critical role in scaling team to 25 inside technical sales representatives and 18 business development representatives. LEADERSHIP CONTRIBUTIONS:
➢ Outlined key performance metrics and target logic to launch business development program in Q1 FY2021.
➢ Led initiatives for optimization of pipeline sufficiency from 23K units to 112K units within first quarter of formation through the creation of standardized plays and ad hoc target lists. RESULTS: − Spearheaded implementation and adoption of predictive dialing tool for BDRs that resulted in a 13% increase in contact rate and a 12% increase in opportunity conversation rate after first quarter. − Combined and infused group effort to exceed sales plan in FY2020 with revenue attainment of 104% ($18.5MM annual quota), maintaining KPIs for activity levels, pipeline management, and forecasting. − Penned key performance metric program to manage high growth expectation, which was a major contributor to 156% quarter-over-quarter revenue growth in Q1 FY2020 and 70% QoQ revenue growth in Q2 FY2020. − Received Outstanding Cloud Leadership Award FY2020 and highest Tell Dell Manager scoring for FY2020.
Dell TechnologiesInside Sales Manager II- Dell/VMware
Apr. 2018 - Mar. 2019Austin, Texas Area · HybridManaged a team of 15 inside technical sales representatives in the sale of Dell/VMware licensing portfolio with responsibility for the central US region and an annual quota responsibility of $151MM in FY2019. LEADERSHIP CONTRIBUTIONS:
➢ Propelled initiative in support of Dell’s Medium Business segment that consisted of scaling a team of 10 technical sales representatives and driving growth in net new spending customers. RESULTS: − Delivered robust sales in FY2019 with 140% revenue attainment through use of collaborative business strategy and application of high-growth mentality. − Captured a 36% year-over-year revenue growth for the segment in FY2019. − Designed an activity tracking metric program for entire inside sales team, improving 12% in account touches in FY20.
Dell TechnologiesImaging Inside Technical Sales Manager II – Dell Imaging
Apr. 2017 - Apr. 2018Round Rock, Texas · HybridOversaw 10-member team of inside technical sales representatives in the sale of Dell’s Imaging solutions portfolio, accountable for the central US region with an annual quota responsibility of $9.5M in FY2018. LEADERSHIP CONTRIBUTIONS:
➢ Introduced an engagement model for technical sales representatives to work with cross-functional organizations, leading to 100% manager engagement in coordination program. RESULTS: − Created sales scorecard that led teams to rank key sales activities against peers, causing a 7% YoY growth for central region. − Team effort exceeded sales plan in FY2018 with an annual average of 135% revenue attainment.
OSI Collection ServicesTeam Leader
Jul. 2004 - Feb. 2007Description
As a team leader I was responsible for obtaining my monthly budget and ensuring that the associates in my division did so as well. I was responsible for ongoing training and support for my team and the company. In this position I was regularly required to fulfill the daily business functions and maintain business focus in coordination with higher management.
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