Sales Manager

Sarah Ashburn 925-***-**** ( ************@*****.***

( www.linkedin.com/in/sarahashburn

Sarah will "bring strong execution excellence, infinite levels of

passion/energy, rich network in the west coast and a

strong sense of mission for success she will create tremendous

amount of value with her leadership and business acumen.

I whole heartedly recommend her for your leadership team." Former Colleague

at Symantec

Sales Leadership Summary

Proven success in leading best-in-class sales organizations that drive

revenue and align sales strategies with business objectives. Inspiring,

involved and innovative business sales leader with a track record of

driving record breaking sales teams. Expansive background in enterprise

software, appliance, and SaaS leadership. Recognized by company's

executives as an influential leader beyond sales leadership. Tapped

numerous times to take on additional sales leadership roles to accelerate

growth and transform teams. These unique experiences provide vital skills

to build thriving businesses and elevate sales teams to new levels.

Account Strategy Territory & Business Planning Customer Centricity

Coaching & Developing Teams Operational Excellence

Go-to-market Optimization Team Culture Change Management Cloud,

Infrastructure & Security Technologies

Career Highlights

- Recognized as a consistent top performer and sales leader; achieved sales

goals and quotas 18 out of 20 years and led sales divisions that

generated close to $1B in total revenue throughout entire career.

- Influential leader and change agent with expertise in establishing,

transforming and directing sales teams with $125M in revenue.

- Recruited to build and grow Corporate Management Solutions Western US

sales division covering 17 states from the ground up.

- Generated YOY growth from 40% to 300%+ as a District Manager at Symantec

and increased sales transactions by 20% YOY, average deal size by 12% YOY

and large transactions by 100% YOY and as the Director of Sales for

Symantec's Western Region.

- Chosen to lead the turnaround of an underperforming sales team/division

in the East Bay Area Region as VP of Sales at ADP; transformed the team

and drove record results to achieve the #1 Area Sales Ranking in the

country.

- Demonstrated track record of developing and driving new, innovative sales

methodologies; built a sales methodology and forecasting model for

VMWare's "big deal" business, which is the current basis for the WW Sales

methodology VMwareSELLING.

- Proven success in building, training and leading inside, field and remote

sales teams of 40+ by instilling and fostering a high-performing,

collaborative, sales-driven environment that promotes

employee/professional development and recognition.

- Transformed VMware's sales organization from product to platform sales

and implemented a strategic selling infrastructure.

Professional Experience

VMWARE INC., Palo Alto, CA 2013-Present

Senior Director, Americas Sales Leadership and Field Transformation (2014-

Present)

Asked to lead VMware's Americas sales enablement organization, influence

organizational change and achieve customers' business outcomes. Manage a

$4M annual budget and design, instruct and lead a new sales methodology and

forecasting standard.

. Deliver an inventive executive conversations class that increased

executive calls by 20%.

. Influence underperforming sales organization; devise and deliver sales

and leadership programs to develop high performing teams and

build/enhance C-level executive skill sets.

. Drive the transformation of how business units deliver content and

sales training which was trademarked across VMware; create and

implement an innovative and new quality standard for all content

training on a global scale.

. Transform the Americas Readiness model framework: Aligned priorities,

planned execution and measured outcomes/behaviors.

. Connect metrics to learning- NPS, average transaction size, close

ratios, employee retention, pipeline, and productivity.

Senior Director, Enterprise Select Sales Strategy and Transformation (2013-

2014)

Partnered with the Americas Enterprise Select VP to lead GTM, strategy,

programs and activities across 400 employees to drive the segment sales

transformation from single product to platform sales. Created the overall

vision, secured buy-in, built and executed the plan, delivered the

necessary training and measured the results. Tied strategy to activities

and Salesforce.com dashboard metrics for critical priorities.

. Devised and executed a balanced scorecard to align and clarify sales

results, operational excellence, customer/people expectations.

. Instituted a sales advisory leadership team to create buy-in and drive

change and spearheaded and developed a recognition program to focus on

key behavior changes.

LITHIUM TECHNOLOGIES, Emeryville, CA 2012-2013

Vice President, Worldwide Corporate Sales and Global Sales Operations

Built and managed an inside sales and customer success team and led all

worldwide corporate sales functions. Managed all sales budgeting,

forecasting processes, sales compensation and quota planning and roll out.

Vice President, Worldwide Corporate Sales and Global Sales Operations

(Continued)

. Implemented and led the GTM strategy, which resulted in 50% YOY new

business growth and record customer retention.

. Established an inside selling function to increase transaction velocity

and reduce the cost of sales.

. Invented and executed the new customer journey model; led this team to

achieve record high NPS and customer retention.

. Helped create and drive the pipeline generation process via events,

sales nurturing programs, and cold calling strategies.

SYMANTEC CORPORATION (SYM) (formerly VERITAS), Mountain View, CA 2001-

2012

Vice President, Chief of Staff to the CEO (2009-2012)

Served as a trusted advisor to the CEO Enrique Salem; focused on ensuring

internal/external effectiveness and driving key strategic initiatives.

Managed critical company projects and led the strategic planning for all

CEO executive staff meetings and operational reviews.

. Partnered with Symantec's sales organization for selling campaigns into

selected accounts.

. Liaison for the CEO office on all external/internal communications,

earnings announcements, and employee communications; reviewed and

approved all internal communications and served as the CEO voice to

customers, partners, and employees.

Senior Director, M&A Due Diligence and Integration (2008-2009)

Appointed to the role by former Symantec CEO, John W. Thompson (currently

Chairman of the Board at Microsoft). Led Symantec's integration office and

all acquisition integrations. Liaised with acquired company executives;

created monthly advisory board meeting content.

. Managed acquisitions totaling $750M including a new business model

purchase (MessageLabs SaaS) and a technology tuck in.

. Saved $3M in non-forecasted integration expenses by applying new

business thinking to acquisition and integration strategy.

. Aligned and executed cross-functionally to achieve acquisition business

and strategic goals.

Director of Sales, Western Area Mid - Market (2007-2008)

Asked to take on all West Area Sales operations covering 17 states with

$125M in revenue. Improved product mix to balanced portfolio and

participated in marketing budget allocations, product pricing, and

incentive plans. Created all financial dashboards and metrics to conduct

trend analysis and success measurements. Fostered cross-functional

alignment and mentored and promoted sales leaders.

. Pioneered the new Symantec sales segment which achieved 20% year-over-

year (YOY) growth.

. Drove 100% of revenue through leveraged model with strategic partners

such as CDW, Dell, Enterprise partners, and SMB.

. Increased transactions by 20% YOY, large transactions by 100% YOY and

average deal size by 12% YOY.

District Manager, Strategic and Development Accounts (2001-2007)

Recruited to oversee $40M in license, support, and services revenue and

devise and lead an account penetration strategy into National and Global

accounts. Created go-to-market strategies to expand software sales to new

hardware platforms and to increase the average size and total number of

transactions. Established sales reporting processes and was as a member of

the CRM selection committee.

. Developed strategic relationships with resellers, global partners, and

vendors and secured new customers; expanded the VERITAS footprint via

relationship, partnership, competitive, technical and value strategies.

. Retained 90% of the sales organization by creating an engaged, loyal,

development-focused and high-achieving culture.

. Awarded District of Year three years in a row for West Area

Professional Services Sales.

Previous Sales Leadership Experience

National Account Manager ( ECREDIT.COM, Dedham, MA

Implemented strategic selling methodologies and managed key accounts with

Apple, Microsoft, Sun Microsystems and Cardinal Health.

GM and Director of Sales, Western US ( CORPORATE MANAGEMENT SOLUTIONS,

Shelton, CT

Recruited to build and manage a Western US sales team, operations and

office from the ground up covering 17 states. Achieved all assigned Board

targets and played a key role in creating compensation plans and

performance incentives for the sales team.

Vice President of Sales, East Bay Area Region ( AUTOMATIC DATA PROCESSING

(ADP), Northern, CA

Chosen to lead the turnaround effort in the East Bay Region with full P/L

responsibility. Drove record results to achieve the #1 Area Sales Ranking

in the country by transforming the sales culture and turning around an

underperforming leadership team.

Regional District Sales Manager ( AUTOMATIC DATA PROCESSING (ADP), Santa

Clara, CA

Ranked the #1 Sales Team in the US; nominated to the Board of Directors.

Achieved President's Club three years. Selected member of the National

Sales Manager Advisory Group that provided feedback and insight into new

corporate sales initiatives and strategies.

Territory Sales Representative/Sales Training Manager ( AUTOMATIC DATA

PROCESSING (ADP), Santa Clara, CA

Achieved President's Club three consecutive years and was nominated to

Board of Directors for Rookie of the Year.

Education

Bachelor of Science, Managerial Economics ( UNIVERSITY OF CALIFORNIA AT

DAVIS, Davis, CA

~Addendum of Professional Development, Awards and Community Involvement

Attached~

Professional Development

Executive Development

Advanced Leadership Program - Nominated for this exclusive program - 40

Senior Directors in the company (2009-2010) Women Unlimited (2006-2007)

Rotational Executive Positions that include Chief of Staff and M&A Due

Diligence and Integration Director

Leadership Development

Manager as Quality Leader, Leading Sales Excellence, Leading Value

Selling, Crucial Conversations,

Problem Solving Workshops, Interviewing Workshops

Sales Development

Value Selling, Executive Focused Selling Negotiations, Strategic Selling,

Selling to VITO, Siebel TAS, Siebel PNP

Awards

YWCA of Silicon Valley Twin Award - Honoring Silicon Valley Executive Women

Achieved 13 of 16 President's Clubs

#1 West Area Sales Director

#1 West Area District Manager (2 years)

#1 National Sales District Manager out of 300

#1 Territory Sales Representative out of 500

Community Involvement

Mentor, WOMEN Unlimited Inc. (The Women's Organization for Mentoring,

Education and Networking)

Served as Mentor of the Women's Executive Development Program focused on

high potential women leaders

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