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Sales Manager

Solana Beach, California, United States
80/hr 130k
April 12, 2018

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Kelly Adena Bernie

*** ********* ****, ****** *****, CA c. 617-***-****

*/** - ******* (lay off as of 4/1) Workday San Diego (Home Office) Customer Enablement Consultant - Workday Performance Management and Talent Certified Workday HCM and Talent Consultant

• Engage with existing Workday customers to consult and optimize their Performance Management and Talent Management processes with Workday Performance and Talent.

• Lead design sessions with process owners translating business requirements and best practices into a workable in-tenant prototype.

• Provide guidance on change management and adoption. 9/16 - 9/17 Amazon Seattle, WA

Sr. Program Manager – Global Talent Systems

Responsible for driving global standards for best in class talent management solutions within the largest growth organization in the world.

• Responsible for the successful delivery of multiple, simultaneous large projects including big data initiatives and complex requirement sets optimizing data architecture.

• Implemented North American Campus ATS

• Directed a program and pilot to measure effectiveness of a Machine Learning sourcing solution.

• Initiated a vendor evaluation process for a global CRM Solution 6/14 – 9/16 HireVue (Video Interview Platform) Cardiff-by-the-Sea (Home Office) Sr. Product Manager

Responsible for alliance strategy and ownership over the development process of ATS partner integrations.

• Responsible for driving the strategy for strategic alliances and corresponding product integrations with premier industry leading software providers in the SaaS space.

• Achieved “Partner of the Year” delivering the first certified Workday recruiting integration and implementing the solution with fortune 100 clients.

• Manage the development cycle for all API based partner integrations and roadmap with a team of 10 engineers working in a remote collaborative environment.

• Manage implementation projects for integration solutions for over 100 Enterprise accounts.

• Examine and diagnose support issues prioritizing bugs and resolution for key accounts working directly with customers, support, client services and engineering.

• ATS Providers include iCIMS, Taleo EE, TBE, Lumesse, Workday, Smashfly and Avature 6/12 - June 2014 Oracle (Acquired Taleo) San Diego, CA (Home Office) World Wide Alliances and Channels, Sr. Partner Enablement Manager – HCM Applications Architect the global partner enablement strategy for the Oracle Taleo Cloud Service introducing the solution to an indirect go-to-market model with the acquisition by Oracle.

• Developed a resell and corresponding accreditation program. This program qualified partners to sell and implement Taleo including a high-stakes certification exam.

• Lead a global, cross-functional steering community in support of net new partner enablement initiatives focused on Taleo including sales and implementation training, demo environment provisioning, sales and implementation support infrastructure.

• Built the program from the ground up; over 600 individuals from the Oracle partner community have been trained and certified to sell and implement Taleo overachieving targets in FY13.

4/11-6/12 Taleo San Diego, CA (remote)

5+ Years of tenure at Taleo with success demonstrated across 3 distinctly unique job roles, each with business development orientation. Demonstrated consistent success overachieving on all objectives and quotas.

Sr. Alliances Programs Manager – Taleo Global Alliances

• Managed all operational aspects of a solution partner ecosystem of 100+ solution partners. Drive towards improvement and increased efficiency around all operational processes including partner joint revenue forecasting, reseller processing, field communications and lead support and direction of the Taleo Solution Exchange, a customer partner directory.

• Led contract negotiations over with new and early stage partners and manage the onboarding processes for new partners and solutions.

• Opened new categories of partnerships for to drive joint value and retention to Taleo customers.

• Configured integrations for in Taleo environments. Work with partners directly on functional demo readiness, webcasts, partner marketing and field enablement.

• Overachieved on all quotas and revenue objectives in FY11 and Q1FY12. 10/09-4/11 Taleo San Diego, CA (Home Office)

Talent Management Solution Architect

• Architect and configure best in class product demonstrations and prototypes of Taleo Enterprise Solutions to support the efforts of the global SC team at Taleo.

• Liaise with Product Management and Product Marketing leaders and Taleo Partners on product direction and positioning.

• Lead enablement activities for a team of pre-sales Solution Consultants on positioning and functionality of the Taleo Enterprise Suite of Talent Management solutions.

• Exemplify best practices in Talent Management through implementation and configuration of hiring solutions in demonstrable environments. Build complex data sets and repeatable processes to support customer UAT utilizing technical integration tools.

• Represent Sales as a member of a cross functional committee overseeing Solution Release activities in planning for product releases

8/06-10/09 Taleo San Diego, CA (Home Office)

Solutions Consultant - Talent Management Solutions 7/04-8/06 Kenexa La Jolla, CA (Home Office)

Solutions Consultant - Talent Management

The goal was to position Webhire, Inc., an early SaaS vendor, for acquisition. In one year, doubled the product close ratio, maintained 98% retention in a highly saturated market and grew revenues from 11 to 15 million resulting in the acquisition of Webhire, Inc. by Kenexa in January of 2006.

• Awarded Rookie of the Year Award FY, 05.

• Position and present Kenexa Talent Management solutions through in depth needs analysis and discovery work. Advise Human Resource leaders within Fortune 1000 companies on business process automation, compliance and change management best practices. 6/02-6/04 Microsoft Corporation Waltham, MA

FY04 Solution Sales Professional - Infrastructure Solutions, Strategic Accounts

• Promoted to strategic accounts. Team with Corporate Account field reps and their US HQ counterparts, Microsoft Consulting Services and partners to accelerate sales cycles, define Infrastructure solutions and close active pipeline. Responsible for security, integration and server based infrastructure solution.

• Manage a pipeline of opportunities in Strategic account space comprised of Fortune 1000 accounts. Coordinate all aspects of the sales cycle including customer briefings, product demonstrations, pilots, POC's, ROI studies and deployment plans. FY03 Solution Sales Professional - .Net Solutions, Medium Enterprise Accounts

• Pioneered industry focused CIO briefings around healthcare and manufacturing solutions at the Microsoft Technology Showcase Center.


Solution Selling - 8/02 Envision Technical Training - 2/04 Presentation Skills - The Henderson Group - 2/01 Spin Selling - Advantage Performance - 4/00 Cyber Demo - The Henderson Group - 9/00 AIRS Recruitment workshop - 9/99


University of Massachusetts at Amherst, Interdisciplinary BA - New Media Technology

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