Operations Manager Sales
Resume:
Kristina Vega-Satchell
*************@*****.*** • 408-***-****
LinkedIn • Morgan Hill, CA, 95037
Global Sales Operations Manager
Technically sophisticated and resourceful operations management professional with 20+ years’ experience driving operational efficiency through understanding of underlying system architecture and system flows. Repeated success in identifying system operational deficiencies in new offerings and set operational requirements for new projects. Adept at fostering in-depth and productive relationships with internal customers with technical/non-technical as well as virtual teams. Innate ability in defining company’s strategic vision by partnering effectively with customers and stakeholders. Skilled in creating customer engagement mechanisms, while adhering to SLAs for seamless operations. Articulate communicator possessing excellent problem-solving, decision-making, and analytical skills with keen attention to process details. Areas of Expertise
• Business Operations Management
• Sales Growth & Optimization
• Regulatory Compliance
• Data Analytics & Interpretation
• Team Building & Leadership
• Staff Training & Development
• Process Development
• Performance Improvement
• Program / Project Management
Professional Experience
Palo Alto Networks, Santa Clara, CA 06/2022 – 10/2023 Sales Operations Segment Leader, Americas
Lead and execute initiatives to expand public sector business and empower sales teams. Maintain diverse operational cadences, forecast, and business review processes. Collect and examine metrics to create dashboards and tools for product management teams. Initiate annual and quarterly sales planning, incorporating quota planning and capacity modeling. Oversee regional bookings forecast through internal processes and automation/forecasting tools. Address potential process and technical limitations to ensure optimal outcomes. Monitor sales activities to ensure alignment with predefined success criteria. Serve as primary liaison for aligning territory quotas and managing compensation escalations. Monitor quarterly metrics on overall business performance, average discounts, non-standard exceptions. Collaborate with technical departments to propel process improvements and conduct user acceptance testing.
• Championed adoption of forecasting tools and dashboards, driving consistent visibility and successful delivery of business plans.
• Streamlined sales operations, encompassing sales compensation, territory design, and pipeline management.
• Supported Regional Vice President of SASE and Sales Operations Leader in efficiently managing business operations.
• Revamped multiple process improvements for SASE quoting, significantly increase in efficiency throughout workflow. Cisco Systems, San Jose, CA 12/2018 – 10/2020
Sales Operations Manager
Utilized extensive knowledge of incentive plan structures such as quotas, accelerators, pay mix for managing annual compensation plan process for IOT’s global sales organization. Facilitated development of corporate and manual compensation plans, SPIFFs, Plan Advances, and incentive programs by assisting executives and global sales leaders. Transitioned acquisition strategies from manual plans to pre-existing corporate plans. Aligned with Finance, IT, and HR departments to implement procedural consistencies. Streamlined sales with commission questions/disputes, while supporting new recruits in obtaining tool access, assigning SFCOM territories, and creating, staging, and submitting goal sheets.
• Orchestrated entire global management of quota setting process, including creation of TMS Nodes, PIDs, Plan Element Weight List, approved IOT GTM updates and mapping; in close coordination with finance teams and New Year Readiness
(NYR) Architecture teams.
• Advised sales department through effective recommendations on compensation and performance related issues.
• Improved operational performance by proposing incentive compensation plan for favorable business outcomes.
• Effectively managed SPIFFs/Bonus Incentives for IOT sales team in collaboration with AP for payments. P a g e 2 3
• Completed NYR Annual Planning by updating comp codes, pay mixes, hurdles, strategy, and planning lead.
• Simplified transitioning 3 acquisitions into the IOT space. Jasper, Fluidmesh, and Sentryo, while expanding IOT sales team from 84 to 186 within a year.
Cisco Systems, San Jose, CA 05/2014 – 12/2018
Solutions Specialist II Service Sales / Business Development Manager Devised service pricing solutions for major service provider accounts, while steering sales operations by identifying pricing inconsistencies and applying corrective action plans. Cultivated and maintained long-term relationships with customers, partners, prospects, and internal organizations for ensuring seamless procedures. Formalized budget proposals and statement of work (SOW) and conducted margin analysis. Counseled high-risk engagements by resolving business escalations on behalf of sales executives. Collaborated with cross-functional teams to secure deals.
• Increased monthly revenues $11K and effectively managed $1M+ in monthly billed revenues.
• Delivered customer and partner presentations to introduce new Business Critical Services such as Bundled & Custom service options.
• Created innovative solutions for Advanced Service opportunities, including sales promotions and non-standard deals.
• Drove process improvements and assisted with UAT on new tools to ensure quoting accuracies. Cisco Systems, San Jose, CA 11/2012 – 05/2014
Business Operations Manager (Advanced Services)
Rationalized theater consistencies and applied standard processes for ABC, booking forecasts, metrics, reporting and tool usage and adoption. Conducted training sessions for new theater leads on AS process, tools, and policies. Served as the Canada Operations Lead for business partnerships, executive presentations, project management, reporting, and analysis. Acted as the single point of contact (SPOC) for Canada’s/LATAM’s pending and new HC requests in cooperation with managers to represent business’s financial requests for approval. Supported internal/external audits (logistics, communication, field education), educated on quality, audit readiness, policy and process requirements (ISO Audit Preparation), while updating cases in TIARA tool and attending bi-weekly Quality Champions meetings.
• Launched operative initiatives such as AS-T Quoter, RNT, SPOC Mapping, ROI Investment Opportunities, and One Portal.
• Enhanced AS process/tools by regularly attending and participating in weekly delivery optimization calls for business needs and improvements.
• Led team in US and Canada, expanding staff members from 6 to 16 for facilitating current and expanded roles and tasks within the operations.
• Created Accurate Booking Call template which identified booking questions such as: pricing, scope of work, revenue dates, Approved Deal ID, sales, and delivery support as well financial details of P&L. The call mandated sales, delivery, and sales operations to review and approve all aspects of these engagements prior to booking. Cisco Systems, San Jose, CA 06/2008 – 10/2012
Business Analyst III Cross Functional / Business Analyst II Cross Functional Developed new process models for acquisitions, while assisting the sales, delivery, and finance teams for all of US SP. Attended and supported bi-weekly pipeline calls with sales and delivery. Managed, tracked, and submitted invoice release requests, as well as conformed with all revenue transfer booking requests to the RAO team for processing.
• Completed 2 extensive training sessions with 200+ participants from sales, project management, and finance departments in North Carolina and San Jose to enhance team process, requirements, and SLAs.
• Managed and coached the GSP Team in India and dispatched weekly pipeline and summary reports to all US SP teams.
• Completed new hire quarterly training to sales/project managers, entering Service Provider organization.
• Liaised with Deal Support Team for all escalations/issues and completed bi-weekly calls with DST management to identify and resolve any issues.
• Acted as OP Subject Matter Expert (SME) and synchronized with multiple cross-functional departments for identifying process/tool discrepancies and suggesting process improvements or tool enhancements. P a g e 3 3
Additional Experience
Business Operations Manager (Consultant), Cisco Systems Business Analyst (Consultant), Cisco Systems
Marketing Specialist/Project Coordinator, Genentech Inc. Senior Sales Support Specialist, UPEK Inc.
Sales Account Executive, Creative Labs
Account Manager Specialist, Brocade Communications Senior Ops Specialist II / Auditor, Cisco Systems
Education
Bachelor of Business Administration - BS Business Management University of Phoenix, Santa Clara, CA
Associates - Business Management
De Anza College, Cupertino, CA
Certifications
Cisco Certified Internal Auditor: ISO 9001 - Certified since 2013.
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