Sales Operations Director at Xperi Corporation
An accomplished executive with 20+ years of global experience in SaaS, software, service and product companies with demonstrated success in sales, deployments, operations and delivery in various senior management and consulting roles. A proven leader driving and balancing increased revenues, reduced costs and materially improved productivity. Continuous improvement programs and metrics are a passion.
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Nov 2020 - Present
Sales Operations Director
Reporting to the Chief Revenue Officer, work cross-functionally with multiple departments including Sales, Strategy, Marketing, Operations, Finance, Product, and IT supporting the rollout and continued optimization of various Sales Operation functions.
Jul 2018 - Feb 2020
Director, Revenue Operations
Drove Sales Operations, the Deal Desk, Field Compensation and Business Analytics on a worldwide basis. Relaunched SFDC in Lightning for Opportunity to Cash, deploying CPQ, Sales Territory Management and rearchitected the Account Master. Also implemented Xactly for Field Compensation automation.
Jun 2017 - Jul 2018
Director, WW BOSS Program - Sales
Lead Sales for the Business Operations Systems & Standards (BOSS) corporate initiative to architect and launch a new integrated ERP and CRM ecosystem (Oracle and SFDC) in 15 months, with stated objectives of a 360° customer and prospect view and simplifying and operationalizing scalable Lead-to-Cash, Forecast to Fulfillment and Issue-to-Resolution processes. Key Achievements included: • Reduced 6 systems of record to 1 • Designed a new account master database and structure enabling dynamic attribute-based reporting • Defined the legacy data migration effort pushing 15+ years of data forward to BI or the new Oracle and SFDC ecosystem • Implemented a 3rd party Sales Rep productivity SFDC plug-in for forecasting and automated activity-based scoring metrics • Restructured SFDC Partner engagement from Deal Reg to total opportunity lifecycle management with real-time performance reporting Highlighted accomplishments: • From project kick-off to a global “flip the switch” launch was completed in 12 months • Complete product structure, SKU structure and pricing architecture based on a “customer view” consumption model • Enabled mobile platform utilization from adding prospects through opportunity creation, quote generation and PO receipt • Streamlined CPQ processes with Docusign for automated distribution, tracking and signed quote receipt for accelerated bookings
Apr 2015 - May 2017
Director, Worldwide Sales Operations
Reporting to the VP, Sales Strategy & Operations, lead Sales Ops teams responsible for the SFDC ecosystem, Field Sales productivity and direct Field day-to-day transactional support. With 100% key personnel turnover just prior to joining IB, the team was rebuilt and stabilized with 0% attrition, getting all applications current, implementing forecasting, driving Oracle-SFDC synchronization (getting to 100% parity) and building the operational foundation enabling IB to scale from $350M+ in bookings to $1B+ over the next five years. Key Achievements to date include: - Improved operational predictability by instituting planning & project discipline, increasing the on time and budget rate from 35% to 100% - Implemented sales territory management in SFDC, eliminating 3 FTEs spent manually managing Sales territory management - Implemented a forecasting system with a 55% increase in forecast visibility, accuracy and predictability - Created and maintain a forecasting tracking methodology used by the CEO and all Geo VPs weekly for forecast integrity and veracity (the model and methodology has been shared with a 3rd party vendor for inclusion in their SFDC plug-in portfolio as well) - Implemented an ERP-CRM integration, driving information synchronization from 75% to 100% in the first quarter of operation
Oct 2013 - Apr 2015
Director, Sales Operations CRM Systems
Reporting to the VP of Global Sales and Operations and as the company was preparing to go public, lead the SFDC ecosystem transformation implementing business process controls appropriate for a publicly traded company and sales process productivity improvements to materially drive down Sales G&A. Working with IT, a formal change management and control methodology was implemented in tandem with implementing an EDI solution from scratch. The change control methodology streamlined how work was vetted, prioritized and managed resulting in the critical enhancements getting addressed in a much faster timeframe (multi-quarters to months). EDI resulted in significantly reduced cost of business processing with “no/low” touch capability at volume. Additionally, and to aid in business visibility and predictability, drove a proof of concept for a formal sales forecasting implementation, resulting in a vendor selection and implementation (I left Sophos just prior to the go live date, so I cannot speak to the results). Key Achievements included: - Launched EDI from scratch to 50% of the year 1 total transaction volume across EMEA, APJ and AMS - Completed the proof of concept, vendor selection, vendor negotiation and launch prep for a formal Sales forecasting process via SFDC - Working with IT, implemented a joint IT and SFDC change management control methodology resulting in; - A 50% reduction in the enhancement backlog - A 75% reduction in enhancement request aging - A 95% reduction in duplicates (fixed structurally why duplicates were being created in the first place) - A 40% reduction in SFDC Admin overhead costs