FARANAK PARSI

San Francisco / Bay Area 408-***-****

ad0a39@r.postjobfree.com

SUMMARY & OBJECTIVES

Innovative, strategic, and result oriented sales enablement manager with over 20 years of experience working for top Fortune 500 companies. Proven track record of leading development and execution of best in class sales enablement strategies and programs that are fundamentally based on improving structure, sales process and mindset, driving incremental sales and channel revenues.

CORE COMPETENCIES

Go To Market Strategies Account planning Product Positioning On-boarding bootcamps Ramp time to Productivity Program management 30-60-90 day learn paths

Value Propositions

Training + continuous learning

Field Communications

Partner Enablement

Customer Success Stories

Sales dashboards

Product Messaging

New Product Launch

Coaching / deal reviews

Customer Presentations

Product Positioning

Prospecting

Building pipeline

Sales Methodologies

CRM; SFDC

Sales Plays

Competitive Battlecards

PROFESSIONAL EXPERIENCE

Sales Enablement Consultant- Tipalti June 2021- June 2022

Designed messaging and strategies for renewals and net new sales.

Decreased ramp time by 20% through designing a 30-60-90 day role based learn-path for new hires. Sales Enablement Consultant- Tempo Automation Jan 2019 - Feb 2022

Joined when they were in fast growth mode, with no enablement infrastructure in place; Devised a solid sales enablement plan to efficiently scale their tools.

Improved the SaaS based sales processes, and increased their renewal rates by 20%.

Tracked field feedback and performance through surveys and interviews.

Introduced and led several workshops for sales messaging and understanding the buyers. OpenText 2014 – 2018

Senior Sales Enablement Manager

Spearheaded sales enablement activities after HP acquisition, resulting in smoother transition for 300 employees

Decreased ramp time; Launched a successful 30-60-90 day on-boarding blended learning program

Revamped and refined the on-boarding experience for over 350 new hires

Increased high revenue deals closures through coaching and account planning resulting in over 2M

Optimized the selling potential of over 250 account engineers through continuous coaching

Focusing on increasing sales performance, orchestrated adoption of Level 11 sales dashboard platform, improving visibility of KPI’s set by sales management

Introduced and budgeted sales management training improving their coaching and mentoring Harmonic 2013 – 2014

Consulting Contract

Recruited by previous VP at Cisco to run multiple sales initiatives; optimized sales productivity and streamlined quote to cash process, eliminating bottlenecks and delays for revenue recognition

Launched and oversaw field surveys and interviews, identifying performance gaps in the field

Charted and introduced Targeted Account Selling (TAS) to improve deal closures and incremental revenue

Aligned business goal to sales operation KPIs, providing more coherence across the entire sales organization Faranak Parsi

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Cisco Systems 2007 – 2013

Sales Enablement Manager Senior Sales Enablement Manager

Organized and oversaw multiple sales GTM initiatives to improve sales pipelines and forecasts by $5M or more

Mediated and facilitated cross-functional communications and collaboration amongst sales, marketing and channel teams for identifying top 10 accounts per region, resulting in improved customer engagement by sales

Defined content for Sales Dashboard tool to be used by internal sales and channel partners to peruse refresh, upsell, and new opportunities, resulting increased revenue

Devised a vision for sales content library, and successfully revamped and improved content search efficiency Symantec 2003-2007

Engineering Program Manager Sales Enablement Manager

Launched cross training for sales after Veritas acquisition, resulting in smoother integration

Contributed and improved launch of first partner certification through adding assessments

Devised new tools and processes enabling offline access to sales content and product simulations and demos

Improved ramp time to productivity by developing and delivering effective, relevant onboarding programs

Initiated continuous learning; on-going field communications around new features and product updates Hewlett Packard 1998-2003

Support Planner – Technical Trainer

Lead technical trainer for support, liaising between R&D and support to identify key knowledge gaps

Introduced a new defect logging process to help R&D improve product quality prior to a major release

Increased GTM time, and reduced escalated support calls by 35% and, by devising and initiating internal beta test performed by support. Received an organizational award Digital Equipment Corp. 1990-1998

Professional Services & Lead Technical Support Engineer

Post-sales Support: Started in Professional Services, and later moved in lead technical support role EDUCATION

San Jose State University, CA

Bachelor of Science – Computer Science and Mathematics BS Stanford University, CA 2016- Present

Continuing Studies – Completed several courses for career development ADDITIONAL CREDENTIALS

TECHNICAL SKILLS Project Management Certificate from PMI Institute Sales Performance Coaching accreditation from Gazing Performance Systems INTERESTS & VOLUNTEER WORK Member of San Francisco, Bay Area Sales Enablement Society since 2016. Math tutor Volunteer for K-12; Special after school program for low income families. Other interests includes; Neuroscience, creative writing, yoga and the outdoors

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