Sales Management
Resume:
CARMEN
O’ROURKE
Way,
Fremont,
CA
94536
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•
*************@*****.***
Accomplished Business Development/Sales Operations leader with 17+ years in the Telecommunications/Networking
industry, who excels at capturing opportunities, drives positive change, builds consensus through competence, innovation,
and delivers beyond expectations. My key accomplishments include delivering programs that fuel sales growth, reducing
operational costs, and leading cross-functional alignment to drive sales strategies in all geographies. I am seeking an
executive level position where I can leverage my extensive background in the following broad-based competencies:
• Sales Effectiveness/Proactive Sales Strategies
• Chief of Staff Sales Operations/Business Development
• Global Sales Portfolios/Sales Playbooks
• Global Sales Enablement (Field Readiness/Training)
• Unified Roadmap alignment and prioritization
• Go To Market Launch Campaigns / New Product
(Cross Architecture, Market, Theatre, Function)
Introduction (NPI)/ Strategic Competitive Initiatives
• Project Management, Business Process Development
• Sales Tools/Web 2.0 Development: Social Networking
• Transformation/Change Management Office
Tools, Web Communities, Websites, User-Experience
• Bid Management/Unsolicited Proposals
• SaaS: Content Management (CM), Customer Relationship
• Commercial Guidance (New Business Models)
Management (CRM) (SFDC), Collaboration
• Business Intelligence/Lead Generation
• Global Integrated Communications
• Sales Acquisition Integration (M&A)
• Global Translations and Localization
• Ecosystem Partnerships/Professional Services
• Business/Performance Reporting
LEADERSHIP STRENGTHS AND QUALIFICATIONS
Proven innovative strategist to execution Transforming strategic ideas into workable solutions while benchmarking for
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performance against key objectives, driving for constant improvement and iteration.
Diversely experienced Led teams in a fast-paced environment, providing guidance and direction while serving as a cross-
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functional/theatre liaison. Worked with product engineering, sales, business development, marketing, finance, legal, services, and
operational teams to drive important strategic priorities.
Global and Executive experience Experience in successfully expanding sales operations programs globally through Executive
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Vice President/ Sr. Vice President and staff levels.
Strong business acumen Extensive business skill set to build creative solutions and solve long-standing problems.
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Dynamic leader Passionate about promoting synergistic teams, improving productivity, while providing mentorship, guidance,
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and career development to team members.
LEADERSHIP CAREER HISTORY
Director, Service Provider (SP) Sales Development Operations, Cisco, San Jose, CA (2010 – Present)
Led Global SP Sales (GSP) programs that focus primarily on Thought Leadership Sales Strategy and Planning, Organizational
Agility, Speed of Decision Making and Theatre Empowerment.
This includes a focused centralized hub for the field that encompassed:
Operational Excellence through executive global alignment and development of GSP Architecture Sales Portfolios with “how
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and what to sell” sales strategies (Frame Customer Requirements, Business/Technical/Services and Support Solutions), sales
training, case studies, aggressive pre-approved Commercial Guidance and led integration initiatives into various sales tools
such as SFDC (CRM), Content Management (CM) and Web-based communities/Social Networking/Multimedia sites through
overall company-wide global communications campaign.
Focus areas, which include Global SP Sales enablement to sell in a consistent competitive approach and provide a framework
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for sales/marketing/product/services and deployment strategies with customer’s desired business outcome. Led GSP
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prioritized roadmap development and alignment with sales executive sponsorship (councils, boards, etc.) with a primary focus
to accelerate business.
Service Provider (SP) architecture “sales solution portfolios” series that orchestrate an end-to-end competitive architectural
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approach to critical market transitions that SP customers experience today. Targeted areas include Service Provider Mobility,
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IP Next Generation Networks (1 launch targeted $30B market area), Cable, Digital Media/Video and Managed Services/Cloud.
Director, Worldwide Sales Enablement, (Planning and Operations)
Cisco Systems, San Jose, CA (2008 – 2010)
Led a global organization consisting of over 60 people while providing operational expertise and directed a high performing sales
collaboration team that provided key integration points for global, company-wide resources, alignment and development/launch of
holistic cross market segment sales solutions. Chief of Staff Role included budgetary allocation, communications, monthly program
new product launches and performance tracking measurement reporting.
Launch Collaboration Office (LCO) Management:
Directed the Launch Collaboration Office designed to enable field preparedness and communications day one of launch, improve field
productivity and accelerate revenue generation through comprehensive, global, consistent sales packages that leverage business
intelligence (lead generation) tied into Sales CRM (SFDC) and cross-company resources.
Field Readiness Track: Directed an action-driven track to align sales strategy with cross-company support services for new
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product/solution, sales acquisition integration/onboarding enablement, program launches, develop sales engagement
modeling, cross-functional engagements focused on increasing sales enablement/readiness/training and growth. This
includes driving key business initiatives across all theatres, segments, geographies related to Cisco’s Architectural Plays and
Breakaway Strategies (Collaboration, Borderless Network, Data Center-Virtualization, Service Provider, Small Business,
Consumer, Green, Verticals, Partners, Services, New Business Models, Managed Services, and Competitive take out efforts.
Sales Acceleration Office (SAC): Established SAC, a global sales “rapid response” team of services and newly created
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sales tool that engaged sales teams, addressed key business challenges and facilitated field execution across all
geographies.
Innovated Sales Portfolios / Sales Playbooks: Outlined in Salesforce.com (SFDC) Sales Process Modeling, Launch
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Readiness, Competitive Closeout, and Solutions-driven sales offers, working in partnership with cross company stakeholders
(Marketing, Communications, Business Units, Services and Support, Global and Theater Ops, Sales Enablement, legal, and
training).
New Business Models (NBM): Facilitated global cross company discussions around sales engagements for complex deals.
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Developed a holistic approach that transforms the field’s understanding of New Business Models from alignment on
taxonomies and internal processes to effectively engage the customer. Provided deal-structuring guidance to help close
complex sales opportunities through the automated NBM Engagement guide. Enabled the field to get faster sales support for
complex, high value deals through Salesforce.com (SFDC) Engagement tool.
Sales, Reporting, and Community/Social Media Tools:
Community/Social Medial Management: Strategized and successfully led a large community management cross company,
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geo, market segments (SP, Commercial, and Enterprise) and architecture (Data Center, Borderless Networks and
Collaboration) for the delivery of Cisco’s first instance of sales social network and community-based platform. (Project virtual
team 400+). This required User Experience (UX), Social Media tools as well as overall content management strategy to align
all social networking communications and centralize the latest sales news, online activities/performance and information.
Business Reporting and Intelligence Network: Integration of disparate field enablement databases through business rules
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and standards to create a common data framework, which served as the foundation for the Sales Enablement Metrics
Dashboard (field/customer satisfaction measurements) required for reporting automation and overall programs performance
Carmen
O’Rourke
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*************@*****.***
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measurement. Directed integration efforts into Lead-generation sales tools focused on propensity-to-buy modeling and other
intelligence to proactively capture potential customer leads and customer future spend opportunities.
Customer Best Practices Reporting Initiative: Established Best Practices and Lessons Learned based measuring field and
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customer launch impact.
Acquisition Tools & Sales Engagement Service Modeling: Built acquisition sales engagement tools (for Scientific
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Atlanta/Arroyo, Navini/WiMax, Tandberg, and Starent acquisitions) to enable alignment of disparate sales teams to focus on
opportunities with new company sales processes.
Sr. Manager, Sales Operations, Content, Communications and Proposals, Cisco (2002–2007)
Worked collaboratively with field sales to lead a global organization consisting of over 30 people while fueling global growth through
Sales Programs including Bid/Content Management (proactive sales leave behinds, translations/localizations, multimedia video),
Communications (Launches/Web-site development), Sales Tools, Ecosystem Partners and Sales Acquisition Integration efforts. Cross-
market segment focus included: Enterprise (verticals: Education, Retail, Federal, Health Care, etc.), Service Provider, and Commercial.
Fueled global growth by expanding sales content, web infrastructures and bid management support to all segments,
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geographies, regions, and recent acquisitions such as Linksys, Scientific Atlanta, Navini, Ironport, and WebEx; in 2007
extended global bid support to Asia, Australia, Canada, China, India, Japan, Latin America, Saudi Arabia, Russia, Dubai, and
Poland. Grew organization from 3 focused on US sales/customer support to 30+ globally.
Globalization Translations/Localization Services/Green Team: Developed, launched, and managed globalization
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translations and localization services for sales content management that is leveraged across Cisco. Localization services
encompassed, enabling successful launch efforts within country. This included Green sales positioning and stats reporting.
Multimedia Center: Created rich, multimedia service that focuses on video executive summaries / video data sheets,
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leveraging video technology to uplift our sales solutions communications to our customers.
Launched proactive sales package initiatives (Competitive Take-Out) leveraging business intelligence modeling tools.
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Customer Best Practices Win/Loss Initiative: Established Best Practices, Lessons Learned and Customer Reference
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Case Studies based on wins/losses of bids or proactive unsolicited bid responses.
Global Sales Offer / Partner Process Manager, Cisco, San Jose, CA (1999-2002)
Drove solutions negotiations with various partners up through executive levels & developed sales modeling training for partners
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and internal sales organizations. Extended partner enablement reach throughout cross-company partner organizations such as
Ecosystems, Services and Support (Professional Services), Channels, and Strategic Alliances.
Network Management Solutions Project Lead, Cisco, San Jose, CA (1998-1999)
Led Network Management solutions working together with eco-system partners (HP, IBM, Accenture, KPMG and ISV’s)
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Sales Engineer Project Lead – Professional Services: Objective Systems Integrators, Sacramento, CA (1996-1998)
Led Services and Support Business Development Network Management projects for SBC, Excite @Home, etc. Managed
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customer relationship/adoption and partners support. Developed Sales Tools to manage opportunity leads.
Consulting Services, Silicon Valley CA (1993-1997) (Sprint – Voice Recognition/Nextel Network Management/Engineering
EDUCATION & RECOGNITION
Bachelor of Science Telecommunications and CIS, Hayward University, 1994
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Recognition awards include: WW Sales Support Excellence, ASTD Excellent Practice Award for Field Enablement, X-Treme
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Results Award, Alexander Group #1 Industry Content/Bid Management. Received several other corporate level recognition
awards throughout my career.
References available upon request
Carmen
O’Rourke
–
*************@*****.***
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