Global Sales & Operations Executive

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Position
Global Sales & Operations Executive
Location Confidential
No
Location
No preference
Willing to Relocate
Yes
Industry
Computers-Services&Consulting
Function
SALES-MANAGEMENT-and-SALES
Compensation
$250,000 to $500,000

Resume Summary
Global Sales & Operations Executive with responsibility for large scale P&L, global operational / BPO management, and inside / outside sales executive leadership. Passionate about building great teams, resolving operational and go-to-market challenges, implementing solutions, and driving growth.

Resume Body      GLOBAL SALES & OPERATIONS EXECUTIVE

GLOBAL SALES & OPERATIONS EXECUTIVE
Recurring Revenue Growth
Inside / Outside Sales & Operational Leadership

Global Sales & Operations Executive with responsibility for large scale P&L, global operational / BPO management, and inside / outside sales executive leadership.

Passionate about building great teams, resolving operational and go-to-market challenges, implementing solutions, and driving growth.

Grew ServiceSource from $62M to $272M in annual revenues, and from 350 employees to 3,000+ and expansion into new geographies including APJ and EMEA. Drove sales rapidly, leading to an IPO that raised $200M in capital and resulted in market valuation of $1.1B.

Authored High Performance Sales and High Performance Operations methodologies that allowed ServiceSource to scale and consistently drive results for customers.


PROFESSIONAL EXPERIENCE

SERVICESOURCE INTERNATIONAL INC. (NASDAQ:SREV)
2007 - Present

ServiceSource provides outsourced inside sales, service contract renewals, and operation expertise coupled with cloud software that helps B2B companies retain and grow revenues through customer adoption, expansion and renewal.

COO / EVP, Global Sales and Operations - Denver, CO (2013 - Present)

Responsible for $262M P&L. Direct a 13-member sales & operations team and 2,600 employees in 7 global offices (Nashville, Denver, Dublin, Liverpool, Kuala Lumpur, Singapore, and Tokyo). Manage $7B in annual recurring revenue (contract value) for 80+ global customers consisting of over 1,000,000 annual transactions.

* Key Customers: VMware, NetApp, Google, Adobe, Microsoft, EMC, RedHat, SAP, Cisco, Dell.

* FY13 $252M revenue (100% achievement); FY14 $252M revenue (93% achievement). Consistently drove 15+ points of improvement to customers' renewal rate (reduced churn rates).

* Delivered 80+ quarter closes per quarter, one per customer -achieved through highly disciplined methodology for sales (High Performance Selling) and operations (High Performance Operations) and behavioral outcomes ($40M of annual incentive compensation across 2,600 team members).

* Streamlined operations to reduce cycle times for quoting and booking orders; introduced 5 consistent SLAs (DIA, quote error rate, re-quote rate, bookings error rate, TAT) to achieve high customer satisfaction.

* Introduced Lean Six Sigma principles into the pre-sales solution design process to identify bottlenecks, automation opportunities, and overall inefficiencies.

* Led the re-organization and rebuild of the Operations Services team (1,100+ FTEs globally) through implementations of QMS and LSS teams, production planning, quality metrics/reporting, and tighter alignment to customer needs and expectations.

* Led turn-around initiatives that drove $30M of margin improvements with emphasis on workforce management, lower cost location strategies, and restructuring of existing customer contracts.


SVP / General Manager, Americas Sales Centers - Nashville, TN (2010 - 2013)

Promoted to assume P&L responsibility for $160M in sales and 1,200+ team members in Americas Sales Centers in San Francisco, Denver, and Nashville. Ensured retention of all existing customer accounts.

* FY11 $143M revenue (105% achievement); FY12 $160M revenue (102% achievement).

* Managed growth from 900 to 1,200+ team members; expanded core processes, institutionalized the selling and operations discipline, and led consistent metrics-based management.

* Contributed to rapid sales growth, leading to an IPO that raised $200M in capital and resulted in market valuation of $1.1B.


VP / General Manager, Nashville Sales Center - Nashville, TN (2008 - 2010)

Led site selection, design and build-out of a new office in Nashville. Responsible for $90M P&L and 410 employees ensuring retention of all existing customer accounts. Grew location from 12 founding team members to 400+ FTEs.

* FY09 $21M revenue (105% achievement); FY10 $45M revenue (103% achievement).

* FY09 18 customers, 180 employees; FY10 26 customers, 410 employees.

* Designed and implemented core processes such as our High Performance Selling (HPS) Methodology, rigorous discipline, exciting culture, and metrics-based management.


VP Outside Sales, Americas - San Francisco, CA (2007 - 2008)

Responsible for generating new business from companies within the software industry.

* Rebuilt outside sales team from 3 FTEs to 21 FTEs.

* Grew revenues from new clients from $9M in 2006 to $25M in 2008.


BEA SYSTEMS INC. (NASDAQ:BEAS) - San Jose, CA
2001 - 2007

BEA Systems, Inc., acquired by Oracle in 2007, was a leading provider of enterprise application infrastructure solutions.

VP / General Manager, Customer Support, Americas - San Jose, CA (2004 - 2007)

P&L and delivery responsibility for BEA's Americas Support organization.

* FY08 $354M revenue (101% achievement); FY07 $319M revenue (100% achievement).

* FY08 87% margin (100% achievement); FY07 86% margin (100% achievement).

* Recognized as high potential leader in BEA Top Talent program designed for top 1% of employees.


Practice Director, Western Region Professional Services - San Francisco, CA (2003 - 2004)

Responsible for P&L of regional consulting organization. Consistently exceeded revenue, bookings and margin.

* Achieved 300% growth in YOY same quarter revenue; 400% growth in quarterly bookings, and 36-point margin improvement (from -6% to 30%).

* Recognized as high potential leader in BEA Top Talent program designed for top 1% of employees.


Practice Manager, Western Region Professional Services - San Francisco, CA (2001 - 2003)

Held direct revenue responsibility with specific sales quota.

* Recognized "leader in selling solutions vs. services."

* 102% quota 2001; 115% quota 2002; top producer nationally.


INSWEB CORPORATION
1997 - 2000

SVP, Professional Services - Redwood City, CA

P&L responsibility for a consulting business unit and 75+ consultants. Contributed to growth from 40 employees to 375+, from zero annual revenue to $23M+, and from no brand awareness to leading brand in online insurance.


ANDERSEN CONSULTING (now Accenture)
1988 - 1996

Senior Manager - Chicago, IL and Los Angeles CA

P&L responsibility for several multi-million dollar projects for Fortune 500 companies. Managed staff of 100+ consultants across engagements generating $20M+ in annual revenue.


EDUCATION

Executive Leadership & Finance, Haas School of Business, University of California, Berkeley, 2006

B.S., Mechanical Engineering, The Ohio State University, 1988


BOARD AFFILIATION

Board of Directors, Education Services Group (ESG), Cincinnati, OH, 2015 - Present

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