WARREN GREENBERG

CHIEF REVENUE OFFICER PEOPLE LEADERSHIP

646-***-**** Livingston, NJ ad4er8@r.postjobfree.com linkedin.com/in/warren-greenberg

SUMMARY

Strategic and impactful growth and revenue executive recognized for aligning sales strategy and enablement of process optimization to drive and deliver results. Lead performance management, client experience, and strategic account management, and forge partner alliances. Navigate private equity (PE) frameworks and manage multiple acquisition integrations effectively. People leader with ability to attract and retain top talent, foster professional development through mentorship, and implement transparent, goal- oriented management practices.

AREAS OF EXPERTISE

• Sales Strategy & Enablement

• Change Management

• Executive Alignment

• Client Experience

• Revenue Growth

• Strategic Alliances

• Leadership, Coaching, & Mentoring

• Account Management

• PE & Integrations

PROFESSIONAL EXPERIENCE

ATSG INC., New York, NY 2022–2023

Chief Client Officer

Led team of 7 direct reports and extended team of 100 across various domains, including direct and channel sales, strategic alliance partnerships, solution architecture, sales operations, field marketing, and client experience for management services provider, cloud solutions, and cybersecurity with $250M portfolio and 750-employee workforce. Directed P&L accountability and high-level collaboration with C-Suite, board, and private equity firm to ensure alignment of client service delivery with strategic objectives of organization. Fostered interdepartmental cooperation by partnering with CFO on financial planning, with COO on streamlining automation and client service delivery, and with chief people officer on cultivating organizational culture and refining performance management processes. Navigated integration challenges post-acquisition of 11 entities over 10 years, intensifying efforts for 5 over last 2 years by instituting robust communication frameworks and fostering culture of transparency and collaboration, effectively dismantling operational silos and unifying diverse corporate structures. Sales Leadership & Client Experience

● Led 40-member sales team in managing direct and channel sales, strategically enhancing cross-selling and upselling initiatives within diverse structures stemming from multiple company acquisitions.

● Revamped go-to-market strategies and refined messaging to communicate value proposition and unique differentiators to marketplace, streamlining product portfolio from 200 to 5 offerings by discontinuing low-margin products, focusing on high-value solutions to optimize market positioning and profitability.

● Onboarded offshore team, integrating with business development and demand-generation teams, emphasizing comprehensive training and accountability measures.

● Developed and executed strategic plan to diversify sales pipeline and shift portfolio balance toward higher-margin managed and professional services, away from lower-profit product sales, achieving transformation in product mix, reducing product sales from 70% to 25%, while increasing managed services to 55% and professional services to 20%.

● Employed 3-tier client segmentation strategy, prioritizing “signature” group of top 50 clients (75% of revenue) and

“premier” group of top 200 clients (15% of revenue) while deploying offshore team to support curated selection of 1,000 clients, focusing efforts on areas contributing to 90% of total revenue.

● Initiated executive sponsorship program, which assigned 20 top-tier “signature” accounts to company executives, delivering high-touch service that directly resulted in 20% increase in revenue.

● Nominated and recognized for 2023 Channel Chief by CRN. Sales Enablement & Demand Generation

● Overhauled reporting mechanisms for comprehensive analytics and unified customer relationship management (CRM) by consolidating multiple CRM tools into singular, efficient system. WARREN GREENBERG

646-***-**** ad4er8@r.postjobfree.com

● Standardized revenue budgeting and forecasting methodologies, addressing challenges of inconsistent quoting processes, services, and delivery systems previously varied and disjointed across different products.

● Spearheaded pipeline management by setting metrics to hold sellers and sales leaders accountable, ensuring adherence to established sales tracking and forecasting practices.

● Revolutionized revenue reporting by implementing Microsoft’s Power BI tool, delivering detailed and accurate financial data segregated by managed services, professional services, and product (software and hardware) to board and private equity stakeholders.

● Overhauled legacy compensation structures by implementing new sales incentive plan focused on performance, realigning rewards to drive behaviors conducive to exceeding revenue goals. People & Culture

● Championed "One ATSG" initiative, standardizing processes for interviewing, hiring, performance management, and compensation.

● Increased visibility and communication, fostering transparency by keeping team informed on company standings.

● Instituted recognition system to acknowledge individual contributions and performance, cultivating culture where employees felt sense of ownership and value.

INAP, Secaucus, NJ 2021–2022

Senior Vice President, Sales and Marketing

Held pivotal role at $200M IT infrastructure company specializing in data center, network, and cloud solutions, which had recently emerged from bankruptcy. Spearheaded global sales and marketing efforts to empower clients with robust hybrid cloud solutions. Strategically overhauled company's messaging and value proposition, focusing on enterprise-level clients, and led team of 7 direct and 50 regional and global marketing and sales operations leaders. Oversaw full P&L, including 25% increase in sales growth from previous year.

● Launched channel program, hiring channel leader and developing key processes, leading to improve partner experience alignment and team clarity, and boosted cross-selling and upselling opportunities.

● Crafted client segmentation model and strategic account plans for top 50 clients, ensuring roles were well defined for comprehensive coverage, and pioneered proactive renewal strategy to enhance client engagement.

● Addressed absence of lead generation in marketing by hiring specialist firm to revolutionize strategy with focus on digital channels, fostering new era of market engagement and lead acquisition. LUMEN TECHNOLOGIES (FKA GLOBAL CROSSING/LEVEL 3/CENTURYLINK), New York, NY 2010–2020 Vice President General Manager

Hired initially as sales director and advanced 4 times within 10 years to role of VP / General Manager, demonstrating exceptional ability to unify teams amid multiple integrations, earning promotions through tangible results. Oversaw diverse portfolio including field service, marketing, sales, and engineering, directing team of 4 with 6 subordinate teams totaling 70 members.

● Supported and drove business of $350M in consistent YoY sales and revenue growth.

● Developed segmentation strategy to enhance mid-market client experience and delivery, forming regional and large enterprise teams led by 10 sales leaders, 2 of whom advanced to spearhead these groups, with successful strategy later expanding globally.

● Orchestrated transformative shift in corporate behavior and messaging to reposition company from traditional telecom to strategic service provider across cloud, managed services, and professional services. o Aligned with industry leaders like Amazon Web Services (AWS) and Google Cloud to offer localized management, and implemented comprehensive cross-training, strategic account mapping, and co-branding initiatives. Additional experience includes: Group Sales Manager, Verizon Business; Director of Sales, Cablevision-Lightpath; Account Director, Universal Access; Sales Manager, MFS Worldcom/MCI Worldcom. EDUCATION

Fairleigh Dickinson University; Madison, NJ – Bachelor of Science / Finance

Contact this candidate