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Work Background
Digital RealtySenior Global Product Manager; Space & Power Products & Data Center Infrastructure Management
May. 2016 - Mar. 2023Spring Hill, KS• Global product responsibility for Digital Realty’s wholesale & colocation data center product portfolio.
• Develop of product roadmaps complete with appropriate corporate governance, PMO support and gating processes.
• Productized all components of data center development pertaining to large platforms and customer deployments.
• Engineered all quote to cash processes, contracts and master service agreements.
• Maintain a global standardized product set across all markets including US, Europe and Asia Pacific.
• Lead product design, development and deployment of Digital's Data Center Infrastructure Management platform enabling customers to monitor data center environments via web portal and API data streams.
• Lead cross-functional “Voice of the Customer” exercises to obtain direct customer feedback on Digital products and services resulting in new products and enhancements to existing products.
• Developed large customer roadmaps through a co-design process enabling current and future requirements to be identified for customer growth and expansion across multiple Digital products.
• Built customer preferences database within Salesforce.com to capture requirements within organic sales process.
• Designed & implemented companywide ideation program to capture and evaluate product enhancements and new products.
• Implemented sales acceleration program for data center space returned to inventory.
CenturyLinkSenior Manager - Sales Effectiveness
Aug. 2014 - Apr. 2016Overland Park, KSDesigned and implemented “CenturyLink Sales University” – This new initiative has changed the way CenturyLink's sales professionals are trained by providing sales certifications in our strategic products along with supporting study groups designed to reinforce sales skills. The university methodology is structured around e-Learning modules that allow our sales teams to work at their own pace and apply new sales skills immediately after completing the certification modules. The university also guides the sales teams through a capstone presentation that allows them to demonstrate their sales skills to their management and get the appropriate sign-off as to their proficiency in presenting our strategic products to our customers. CenturyLink Sales University was established in January 2015 with minimal budget, and has reached over 1,000 sales professionals. We now have three active Sales Expert Certification curricula in Cloud, Colocation and Network. I also work directly with our sales teams on implementing programs to increase sales funnels and opportunity acceleration leading to higher close rates. These programs include account reviews, customized study group/brown bag training & action oriented sales skill enhancement thru actual account scenarios and customer role-play. - Current title change due to organizational restructure and consolidation of the Savvis brand into CenturyLink.
Savvis (Subsidiary of CenturyLink)Director - Hosting Enablement
Jan. 2013 - Apr. 2016Overland Park, KS- Accountable for overall bookings and revenue growth in Hosting Solutions for enterprise and mid-market sales channels. - Work directly with sales leadership and sales executives with CenturyLink the third largest telecom in the United States and a global leader in Managed Services/ Hosting/ Cloud series.
- Drive Hosting solution awareness across specific Sales Teams relative to Savvis’ Hosting solutions sets.
- Insure skills, knowledge and sales readiness of assigned sales organizations.
- Develop and manage educational and certification initiatives supporting hosting sales lifecycle.
- Create programs to promote successful integration of hosting sales with current sales activities.
- Leverage Product Marketing, Field Marketing and Technology Partners to develop and launch sales programs and promotions.
- Collaborate with Hosting Product Organization to develop market specific offers, products and solution bundles.
- Develop and maintain comprehensive Sales project plans. - Responsible for achieving hosting quotas as assigned to sales regions.
CenturyLink & SavvisSenior Product Manager
Jan. 2011 - Jan. 2013Overland Park, KS• Oversaw lifecycle management of colocation and hosting products across all CenturyLink markets. • Lead subject matter expert for enablement of colocation products throughout all sales channels.
• Implemented new carrier diversity model for colocation meet-me-room services, including product design, program parameters and sales training for bringing in new telecom providers into data centers to expand customer connectivity.
• Supported customer base in excess of 1,000 customers representing $16.5 million in annual revenue.
• Maintained product portfolio throughout 54 worldwide datacenters covering 1.5 million square feet of revenue-producing data center space.
• Created roll-out plan for bringing colocation products down market for small and medium size customers.
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