Increasing Sales & Business Effectiveness. Responsible for developing internal operations with new business processes across all areas: sales & resource forecasting (sfdc.com), revenue reporting, market-based & operational metrics, bid management/proposals, sales enablement, & overall employee compensation (including sales). Provide decisive leadership on all operational & business issues as well as transformational strategies & tactical activities pre & post acquisition. * Global Sales Process. Initiate & lead the solution-focused discipline sales process across entire global sales team, using consistent processes, consolidation of CRM tools, training/sales enablement & metrics to deliver increased productivity, controlled costs & improved team morale. Recommend and implement actions to ensure sales success & growth. * Inside Sales. Responsible for Global Maintenance Renewal Revenues & Lead Management (~$60m) * Decision-making Tools. Develop dashboards & trend analysis to improve executive visibility & decision-making to measure sales success such as financial & pipeline growth per segment/territory, attainments, win/loss, close ratios & discounting levels. * Strategic Business Partner. Support senior executive leadership team on sales initiatives & recommend actions for growth opportunities to improve overall business operations & effectiveness. Establish Sales & Business Process. Had responsibility for developing internal processes & operations in all areas of sales-from CRM selection (sfdc.com) to developing operational metrics through to sale compensation. Acted as the Chief Of Staff to the CEO & leadership team on operational & business issues. * Customer Initiative. Determined how to improve the customer's experience across all organizations. Reviewed & developed roles & responsibilities, process maps & metrics. * Sales Tools. Established dashboards & sales reports to give visibility on sales pipelines & successes. Transform the sales organization to enable growth & operational excellence on a global scale. Designed & managed systems & processes to deliver consistent, scalable & compliant with SOX & other regulations. Continually provided global leadership & decision making on all operational & business issues, workforce planning & transformational challenges, sales enablement, compensation initiatives, & when required, addressed these items as they related to the integration of acquired companies. * Organizational Leadership. Built entire global sales operation infrastructure, including policies & procedures, metrics measurement, recruitment of top talent & establishment of career paths to inspire continued motivation. Managed teams within the Center of Excellence & field operations. * Process Improvements & Tool Development. Strengthened internal operations with new business processes across all areas of sales & product forecasting. Key interface with Marketing to ensure program effectiveness, lead generation qualifications & financial impact. Built & managed the Center of Excellence Groups for the key functional areas including the integration of acquired companies. * Sales Enablement & Team Development. Sharpened sales, marketing & leadership skills & product knowledge by leading the development of internal & external training certification programs. This included metrics & follow up sessions to ensure continuous knowledge transfer. * Customer Focus. Delivered customized experiences to enterprise customers by leading the building of the Executive Briefing Center & processes for hosting C-level executives. Built & managed the Inside Sales Team for the Americas, lead management, qualification & closing sales (~$15m). * Compensation Initiatives. Overhauled sales compensation plans & processes, as well as transferred ownership from Finance to Sales Operations to ensure accuracy & payment timeliness. Advance operational performance through development of disciplined, scalable processes to achieve revenue & margin goals. Was the liaison between executive leadership team, sales, finance, HR, marketing & manufacturing to continuously improve delivery of products & services to customers. Provided quarterly revenue forecast to Finance for generating guidance for Wall Street analysts. * Sales Infrastructure. Established a Deal Desk to provide advice to sales representatives during negotiations, ensuring strong profitability & accelerated sales cycles.. Build world class compensation plans. Spearheaded strategic initiatives to streamline processes & improve workforce productivity including determining the most effective CRM tools. Was also responsible for advising the executive team on HR organizational issues & policies as well as managed the HR Business Partner/ Consultant teams. * Workforce Development. Partnered with executive team to consolidate, create & execute new compensation structure & programs for leadership development & succession planning, enabling company to attract & retain high-performing employees. * Labor Relations. Successfully negotiated new sales compensation plan with union leadership.

Highlights:

• Business Operations
• Sales
• Video
• Voice
• Compensation
• Management
• Telecommunications
• Account Management
• AT&T
• AVAYA