Jun 2023 – Present · 2 yrs 10 mos

Mar 2018 – Jun 2023 · 5 yrs 3 mos

• Productiv enables world-class companies to unlock business value by focusing on application engagement--providing the first real-time insights about how employees actually use SaaS applications
• Join us! We’re backed by Accel and are actively building our GTM (AEs, Product Marketing) and Engineering (Frontend/Backend Engineers) teams.
• https://productiv.com/

Jan 2020 – Present · 6 yrs 3 mos

Jan 2014 – Mar 2018 · 4 yrs 2 mos · San Francisco Bay Area

• I serve as the COO for the Americas Sales Solutions sales organization and Chief of Staff to the Americas Head of Sales. My core responsibility is to scale revenue growth in a predictable way by ensuring that the sales team is set up to efficiently capture market opportunity and driving alignment between sales team and key sales support organizations spanning pre-sale and post-sale support, marketing, sales development, sales systems and finance. My team accomplishes these goals by:
• Leading all aspects of annual sales planning incorporating territory alignment, headcount, quota and compensation policies, and financial plan setting in partnership with key cross-functional teams
• Analyzing key performance drivers on monthly, quarterly, annual and ad hoc basis for executive level reporting and identifying cross-functional initiatives to drive performance improvements
• Driving ongoing sales process and sales tool improvements to help boost sales productivity (e.g. Forecasting process, CRM and prospecting tools etc)
• Developing and periodically evaluating key sales policies e.g. Pricing, internal Rules of Engagement etc.

Jan 2012 – Jan 2014 · 2 yrs

• Lead weekly deal reviews with executive leadership team to drive deal structure and negotiation tactics for large, complex deals
• Partner with sales team to develop competitive TCO models and improve deal "win rate"
• Define, scope and lead sales strategy and execution projects to streamline contracting and order management processes
• Develop strategies and tactics to optimize balance between price realization and available inventory

Jan 2009 – Jan 2012 · 3 yrs · San Francisco Bay Area

• I had two distinct roles on this team:
• A. Corporate Strategy:
• Led key work stream for Sales force strategy project to achieve optimal coverage quantity (feet on street) and quality (maximize Share of Wallet)
• Developed transformation strategy for Support Services business; improving services attach at point of sale
• Developed growth strategy for Cloud, Big Data, Security markets
• B. Corporate Development
• Created industry landscape assessment for Enterprise Infrastructure Business (Servers, Storage & Networking)
• Led due diligence for potential acquisition candidates in Cloud, Big Data, Enterprise Infrastructure Hardware & Software space

Jan 2007 – Jan 2009 · 2 yrs

• Emerging market strategy and execution plan (country prioritization, go-to-market plan) for large pharmaceutical company
• Sales force management strategy for Insurance company
• Operational transformation to reduce costs through optimizing organizational spans and layers, and right sourcing

Jan 2006 – Jan 2006 · 0 mo

• Value-based pricing strategy and implementation for servers division

Jan 2003 – Jan 2005 · 2 yrs

• Consulting services to enable clients to achieve operational excellence on BEA technology

Jan 2001 – Jan 2003 · 2 yrs

• “Top Sales Achiever” President's Club award (Top 5% sales employees)
• Developed custom proposals and solution prototypes to accelerate sales cycle

Jan 1998 – Jan 2001 · 3 yrs

Jan 1997 – Jan 1998 · 1 yr