15+ years experience as a hands-on & highly motivated sales enablement leader for direct, channel, & partner programs with a proven track record of excellence in sales support activities & program management. A passion for, & understanding of, the value of communication, collaboration, transparency, & a willingness to operate in ambiguous situations.
Seeking New Opportunity
Unemployed
Salado, Texas
December, 2021 – Current
Responsibilities
Refreshing and learning new skills while seeking a new opportunity.
Consultant, Project/Program Manager
Dell Technologies
Salado, Texas
July, 2021 – December, 2021
Responsibilities
~ Drove business transformation from a customer, sales, and channel perspective. Using research to inform data-driven decision-making along the journey. ~ Liaised with customers, management, and sales team to better understand customer needs and recommend appropriate solutions. ~ Interacted with customers and partners to identify business needs and requirements. ~ Updated stakeholders on key milestones for projects. ~ Monitored progress of programs, using and applying programming documents, program directives, funding documents, and other program material.
Senior Sales Program Manager
Oracle Corporation
Austin, Texas
September, 2017 – July, 2021
Responsibilities
~ Received the "What Great Looks Like" recognition award in FY21. ~ Generated $4.3M in net new pipeline within a single quarter through spearheading implementation of a successful marketing campaign. ~ Spearheaded the Compete Pilot Team starting with 15 sales reps and successfully growing to 100+ sales reps in 1 year across all Oracle pillars. ~ Managed development of strategic market/product line business plans and marketing programs to support sales in all segments for ERP, EPM, SCM & HCM. ~ Engaged in many areas of business development which included strategy, programs, demand generation, building pipeline, increasing deal size, and account planning. ~ Analyzed market data to identify trends/opportunities and developed strategic direction from market information. ~ Planned and conducted staff meetings to brainstorm new ideas and delivered program and milestone updates. ~ Provided leadership, insight and mentoring to newly hired employees to supply knowledge of various company programs. ~ Observed program activities, collected data, created reports and presented findings to senior management. ~ Proactively identified and solved complex problems impacting operations management and business direction.
Adobe OEM Product Marketing Consultant
Dell Technologies
Round Rock, Texas
February, 2011 – September, 2017
Responsibilities
~ Collaborated with Dell & Adobe product group on product launches throughout the OLP process, working in tandem with merchandiser and online teams to ensure consistent branding, offerings, pricing and product story. ~ Developed and executed quarterly marketing plans including marcom, promotional and sales engagement activities to achieve regional operating plan commitments for Adobe OEM products sold through online sales channels. ~ Planned, executed and evaluated quarterly sales rep engagement and training programs for Austin, Texas - Nashville, Tennessee - Oklahoma City, Oklahoma. ~ Provided quarterly marketing plan and proof of execution to both internal and external partners, and presented regional results at QBR's. ~ Coordinated and attended call center sales engagement activities to drive brand awareness, product knowledge and momentum for Adobe OEM partner. ~ Collaborated with global counterparts to share and implement best practices. ~ Influenced and worked cross functionally with internal teams and external partners to exceed both MDF goals and partner expectations. ~ Worked with partner and internal online, pricing, brand and product management teams to establish merchandising and messaging strategies. ~ Worked directly with merchandising, go-to-market, online and pricing teams on project development, branding, promotional offers and placement strategy. ~ Managed all marketing development funds and programs.
Dell SMB Software & Peripheral Merchandising Manager
Liaison Resouces LP
Austin, Texas
August, 2009 – January, 2011
Responsibilities
~ Collaborated with advertising and promotion managers to promote software and peripherals. ~ Analyzed performance of all marketing programs to identify the best opportunities for optimization. ~ Partnered with internal stakeholders to define marketing program requirements. ~ Managed the Small & Medium Business software & peripheral catalog.
Dell/McAfee OEM Partner Marketing Manager
Liaison Resouces LP
Austin, Texas
June, 2008 – July, 2009
Responsibilities
~ Led various incentive programs and contests designed to support the achievement of production goals. ~ Designed sales presentations and product demos to train sales force on product benefits and offerings. ~ Developed innovative and targeted collateral to support overall product branding objectives. ~ Segmented the market and optimized all segment product mix elements, including product positioning, product bundling, and pricing.
Senior Training Analyst
Dell Technologies
Round Rock, Texas
May, 2007 – May, 2008
Responsibilities
~ Created effective training course objectives, course content and all materials. ~ Managed and facilitated 4 week Small Medium Business new hire classes for up to 30 employees. ~ Managed and facilitated 1 week Small Medium Business transition classes for Consumer Sales to Small Medium Business Sales. ~ Engaged and communicated with Human Resources, Legal and Upper Management. ~ Enforced class expectations, guidelines and procedures.
Small & Medium Business Financial Coach
Dell Financial Services
Round Rock, Texas
December, 2004 – May, 2008
Responsibilities
~ Mentored and Coached small and medium business sellers to promote Dell Financial Services products and promotions.
Senior Operations Specialist
Dell Financial Services
Round Rock, Texas
April, 2000 – December, 2004
Responsibilities
~ Managed master lease agreements for Dell Financial Services Enterprise customers.
Home and Home Office Sales Representative
Dell Technologies
Round Rock, Texas
June, 1999 – February, 2000
Responsibilities
~ Sales representative for the Dell Home and Home Office segment.
Adult Learning
Successful learning experiences arm learners with the skills they need to turn learning into action. Learn best practices to engage adult learners, ensure learning sticks, and ultimately drive business impact through sales readiness programs.
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Collaborative Relationships
Sales enablement is an inherently collaborative role, and as such it is essential that practitioners build collaborative relationships with teams across the organization. Learn how sales enablement practitioners can nurture professional relationships by identifying key stakeholders and cross-functional partners, and utilizing strategies to best engage with each.
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Enablement Charter
A successful sales enablement charter maps the foundation from which to build every sales enablement initiative. Learn how to set your sales enablement function up for success from the onset, from defining key objectives to justifying your budget.
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Project Management
Sales enablement practitioners are the ultimate project managers. Learn how sales enablement can ensure that projects start off on the right track, achieve desired results, and stay aligned with stakeholders from start to finish.
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Sales Personas
Developing a deep understanding of who sales enablement serves and what goals to strive for is essential to building successful sales enablement initiatives. Learn how practitioners can work with various sales personas to enlist support and create effective sales enablement initiatives.
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The Sales Landscape
Developing a deep understanding of how your sellers operate and factors that impact their success – both internally and externally – is critical for sales enablement to help sellers reach their goals. Learn how sales enablement can work to reduce complexities and implement resources to help salespeople succeed.
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Change Management
Businesses must constantly evolve and adapt to meet a variety of challenges—from changes in technology, to the rise of new competitors, to a shift in economic trends. Effectively navigating change is a vital part of remaining competitive, and sales enablement is well-equipped to lead these efforts. Learn how to successfully execute transformation initiatives by establishing the vision for change, reinforcing change with effective communication, generating momentum for change, and embedding change into corporate culture.
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Onboarding
A sales rep’s first days, weeks, and months as a new hire are critical to ensuring their long-term success at a company. Building an immersive, culture-driven onboarding program is a key way for sales enablement teams to smooth and shorten the transition from new hire to high-performing sales rep. Learn how to accelerate the productivity of new reps by employing a four-step framework to effectively streamline onboarding, engaging creatively, leverage virtual best practices, and measure onboarding success.
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Training
Developing engaging training material that will stick with your sales reps and being able to measure its impact is a challenge – especially in a virtual environment. Learn how to design interactive sales training programs, increase reps’ retention of the material, deliver effective virtual training, and measure the return on investment of these programs.
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Coaching
Sales enablement is responsible for providing frontline managers with a structured coaching strategy that reinforces training for reps. Learn how enablement can deliver impactful coaching by using a four-step coaching framework to drive accountability, preparing managers to maintain consistent rep behaviors, supporting virtual coaching, and measuring the impact of existing programs in order to iterate and improve.
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Sales Guidance Foundations
A common struggle in sales organizations today is consistency. Especially in this ever-changing global business environment, the need for consistency is crucial to ensure all reps understand the sales stages and are able to connect them to their unique customers for maximized performance. Learn how to set up the critical foundations for your sales guidance efforts with a sales methodology, defined sales stages, a sales process aligned to the buyer’s journey, and well-crafted sales plays.
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Building Sales Plays
Sales plays have proven to be a game-changing asset for many organizations to streamline consistent behaviors at scale. Learn how to build effective sales plays to support your revenue-facing teams through syndicating the right knowledge, defining messaging, curating supporting assets, and clarifying action items for reps.
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Deploying Sales Plays
Delivering sales plays is a team effort. With the right approach, enablement practitioners have the opportunity to build relationships, establish consistency, and deliver impactful messaging throughout the organization. Discover not only how to package sales plays and deliver them to the field, but also how to motivate teams to activate plays, and ensure sales play effectiveness through monitoring progress and results.
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Sales Enablement Professional Certification
Unlock your full potential by becoming a certified sales enablement professional.
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Sales Readiness Initiative Certification
Unlock your full potential by becoming certified in sales readiness.
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Sales Guidance Initiative Certification
Unlock your full potential by becoming certified in sales guidance.
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