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Work Background
Chainalysis Inc.Director Americas & Public Sector Revenue Operations
Jan. 2022 - Dec. 2023United States · RemoteAt Chainalysis, in my role as Director of Americas Revenue Operations, I led strategic forecasting and insight generation efforts, supporting the General Manager across both the private and public sectors. My initiatives significantly improved decision-making capabilities and operational efficiencies. Here's a glimpse of my contributions and achievements:
● I managed the global adoption of Clari, optimizing tools to provide enhanced sales insights, which directly supported our sales strategies and operational efficiencies.
● I designed and executed operational cadences on a weekly and monthly basis, ensuring a robust pipeline health and facilitating seamless quarterly business reviews.
Key accomplishments include:
● I streamlined the compensation planning process, introducing innovative assignment, enablement, and escalation support mechanisms. This significantly improved our sales team's effectiveness.
● By rejuvenating underutilized tools and leading comprehensive training sessions for sales and go-to-market teams, I transformed our forecast accuracy and operational efficiency. This initiative was pivotal in effectively predicting business trends and tracking deal progress.
● I proactively tackled sales process pain points, analyzed business health, and developed, tested, and monitored new processes. These efforts were aimed at optimizing paths to revenue growth.
● Additionally, I developed and identified key performance indicators (KPIs) and dashboards, providing insightful analytics for business reviews, which were crucial in making informed decisions and strategizing future moves.
Riverbed TechnologyDirector, Americas Field Sales Operations
Jan. 2020 - Dec. 2022Boston, Massachusetts, United States · RemoteDuring my tenure at Riverbed as Director of Americas Field Operations, I focused on strategic growth initiatives supporting the SVP of Sales for the Americas. My leadership spanned across forecasting, quota management, territory assignments, analytics, enablement, and marketing initiatives. Here’s a detailed look at my responsibilities and accomplishments:
● I played a pivotal role in managing the annual planning process, including account and quota assignments for the company’s largest business segment.
● I enabled strategic growth by leading critical operations that supported sales and marketing initiatives, thereby driving the company’s objectives forward.
Key achievements include:
● I mentored team members in various domains including analytics, communication, process innovation, and project management. This initiative was aimed at empowering team development and enhancing skill sets.
● I led the successful rollout of Clari, an analytics tool. My leadership in driving its adoption significantly boosted decision-making capabilities across the team.
● Through orchestrating compensation planning processes, which included innovative assignment strategies, enablement tools, and escalation support mechanisms, I consistently secured a quarterly growth of 10-15%. This not only enhanced the sales team's effectiveness but also contributed to the overall success of the business operations.
Channel Operations ConsultingFounder
Jan. 2019 - Dec. 2022Greater Boston AreaAs the Founder of Channel Operations Consulting, I dedicated myself to supporting businesses that were short on internal resources, ensuring their operational continuity and optimizing performance. My role encompassed overseeing client program development, resolving efficiency issues, and enhancing processes to boost return on investment (ROI) for various channels. Here are the key aspects of my consultancy:
● I played a crucial role in securing and successfully executing multiple consulting contracts. My focus areas included dashboard development and business process support, where I leveraged my strong personal network to identify and address the unique needs of each client.
● My efforts were directed towards providing tailored support that helped businesses maintain seamless operations, enhance their performance, and ultimately, achieve a higher ROI through strategic process improvements and the effective use of technology.
Cucina LaRosa'sConsultant
Jan. 2018As a Consultant for Cucina LaRosa's, I led the strategic transformation of a seven-year-old Italian take-out into a premier full-service dining establishment. This transformation was grounded in a holistic business development strategy that focused on product quality and an elevated dining experience, cultivating a devoted customer base through innovative engagement techniques and exemplary service. Here are the significant milestones and outcomes of my consultancy:
● I drove the business to achieve a 235% year-over-year growth and increased revenue by 38% through the inauguration of the new establishment. This success was fueled by the creation of a go-to-market strategy, identifying growth opportunities, and tapping into the gluten-free market.
● I expanded the operational staff from a modest team of one full-time and six part-time employees to a robust ensemble of six full-time and 14 part-time professionals, enhancing the service capability and operational efficiency of the restaurant.
● I was pivotal in implementing cutting-edge technology, including a Point of Sale (POS) system and a CRM system, by selecting and partnering with a local Managed Service Provider. This strategic move streamlined operations and introduced online ordering capabilities within 30 days, significantly improving customer service and operational efficiency.
● Additionally, I played an instrumental role in the launch and ongoing management of the restaurant's website, in collaboration with a SaaS provider. This effort was aimed at enhancing customer accessibility and engagement, offering services ranging from reservations to catering, thus broadening the restaurant's reach and appeal.
MimecastSenior Manager, Global Channel Marketing
Jan. 2017 - Dec. 2019Lexington, Massachusetts · HybridAt Mimecast, serving as the Senior Manager of Global Channel Marketing, I was entrusted with architecting brand messaging strategies that ensured our channel partners seamlessly wove our narrative into their marketing efforts. I also took charge of managing the partner portal and co-branding assets, emphasizing the importance of maintaining brand integrity and uniformity across all platforms. Here are the highlights of my contributions and accomplishments:● Strategically crafted and conveyed brand messaging to channel partners, enabling seamless integration into their narratives.
● I spearheaded the introduction of innovative tools and methodologies designed to enhance reseller expertise and drive sales of Mimecast solutions.
● I was instrumental in executing demand generation initiatives within the global channel. My strategy involved close collaboration with partners to empower them with the ability to market and sell Mimecast solutions more effectively. This was achieved by providing them with comprehensive content and toolkits.
● Throughout my tenure, I gained an in-depth understanding of marketing technology stack tools and their integration with sales platforms, knowledge that proved crucial in bridging the gap between marketing strategies and sales outcomes.
HPE SimpliVityChannel Programs & Operations Manager
Jan. 2014 - Dec. 2017Westborough, Massachusetts · On-siteDuring my tenure at HPE Company (formerly SimpliVity Corporation) as the Global Channel Programs and Operations Manager, I had the privilege of pioneering the creation and management of multimillion-dollar programs in collaboration with the Global Channel Organization. My role was centered around innovatively designing and implementing comprehensive partner incentive programs that not only refined business processes and toolsets but also fostered an environment of partner success and loyalty. Here are some of the key initiatives and outcomes from my role:
● I built and managed an operations team focused on deepening the understanding of channel operations, strategies, and the adept use of technology stacks and tools. This effort was crucial in enhancing overall program efficiency and partner engagement.
● Led the development of inclusive partner programs, encompassing Solution and Service Provider leveling, rebates, incentives, onboarding, and deal registration.
● By negotiating and securing budget approvals for essential program enhancements, I effectively presented compelling business cases to the leadership team and C-suite. This initiative led to the adoption of new processes, programs, and tools that significantly benefited our channel strategy.
● Facilitated coordination with marketing partners, finance, services, manufacturing, and program management to support go-to-market strategies, ensuring overall success and growth.
● I strategically managed an initial budget of $65k aimed at driving lead generation, which, through the orchestration of a cross-organizational program involving channel communications and resellers, expanded into a $1 million initiative over 8 quarters. This growth underscored the effectiveness of the strategic investments and the value of fostering strong partnerships.
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