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Sales Data

Burlingame, CA
November 08, 2019

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Burlingame, CA ***** • • 650-***-****

Sales Operations / Data / Analytics Leader

Senior leader with extensive data/analytics/operations experience driving innovation and high-performing teams. Inspire teams and foster a culture of customer-centricity, learning, accountability, and collaboration to achieve bold transformational goals. Maintain excellence in business planning, delivering results, building capabilities, attracting talent, and mentoring the team. A natural leader who creates actionable business insights that supports decision-making across global teams. Strategic leader with extensive experience designing company-wide, complex data management solutions improving processes, establishing operational excellence via highly effective direct and cross functional teams. SIGNATURE STRENGTHS

Building High-Performing Teams • Driving Strategic Operations • Leading Company Data Management Initiatives Developing Advanced Reporting, Analytics and Business Intelligence Systems • Improving Bottom Line via Automation Planning Roadmaps and Strategic Sales


Director, Global Sales Operations – Sales Planning, Data & Analytics, Visa/Cybersource, Foster City, CA; ‘17 – Present Scoped for next level (Senior Director) as of July 1st of this year. New scope globalizes business processes and remit, with team growing from 4 (US) to 8 (global). Managing a global data warehouse with 500+ tables in Hadoop, 100+ data connections in Tableau, and 1,100 published reports. Salesforce expertise. Selected achievements include:

Led the design, execution and launch of an automated data product with custom-logic and data visualizations that forecasts revenues using Machine Learning. The forecasting engine, which includes actual revenue from finance systems, installed base forecast from product data, pipeline forecast from Salesforce and quota data from sales compensation, improved variances from actual revenues by up to 100%, is exclusively used by Sales organization.

Design 3-year Data and Analytics Roadmap which includes infrastructure, process capabilities and people

Led the automation efforts of the manual sales commission calculation process by leveraging Tableau calculated fields capabilities, significantly reducing discrepancy Cases and saving 35 man hours per month.

Introduced Data Science capabilities by Reinventing the GTM NA Sales Territory Planning process. New process includes the advent of a propensity-to-buy score by product for each customer target and equitable quotas.

Ideated and now executing a new GTM sales strategy to verticalize Cybersource sales teams to align to parent/Visa AEs. Successful in securing Cybersource deals in Visa AE scorecards for next year. Integrating sales strategy with SPM (territory alignments, capacity planning, etc) to ensure data needs for both entities support the strategy.

Designed for the COO a suite of Sales Analytics tools enabling target quota analyses, linking Tableau reports to Salesforce, Opportunity/Pipeline/Win Ratio trend reporting, Quarterly Sales Reviews, KPI’s and much more.

Other key responsibilities include Sales Enablement framework and maintenance, liaise with key partners (Finance, IT, Sales & CSM Leadership, etc) for strategic planning, high-priority projects, reporting on health of the business, etc. Sr. Manager, Business Operations – Visa Consulting & Analytics, Visa, Foster City, CA; ‘15 – 17 Program director for Professional Services Automation on Salesforce. Scope: 200 global resources, 500 projects’ KPI’s. BI and Operations Consultant, San Francisco Bay Area; ‘10 – ‘15 Provided strategic direction and guidance for service consulting engagements pertaining to the best utilization of business analytics tools and best practices. Also served as a speaker at numerous business functions. Selected engagements include: MICROSOFT – Designed and delivered numerous workshops, achieving a Net Promoter Score (NPS) of 94%. CROWNPEAK – Provided structure as Director of Marketing Operations to Los Angeles-based SaaS company, designing marketing and operation protocols, KPIs, and data management requirements in support of demand generation initiatives. Established new configurations of Salesforce and Marketo technologies, enabled improved lead follow-up, conversion, and marketing by target market, license renewal opportunities, and potential gross profit.

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BIS CONSULTING, INC. – Provided leadership for numerous projects for this Silicon Valley Consulting firm with scope ranging from corporate valuation, QBR discipline, Customer Journey architecture, established GTM strategy to account analysis and market analysis. Represented the company as keynote speaker at the Data Management Association’s (DAMA) inaugural conference in Turkey; presented Practical Data Governance to 300 CIOs, university professors, and other IT professionals.

Senior Manager – Business Analysis; Head of Customer Loyalty, Advent Software, Inc., San Francisco, CA; ‘05 – ‘09 Provided thought leadership and guidance to subscribe newly allocated resources for the design and launch of a new Sales & Marketing BI infrastructure. Key achievements include:

Secured resources and led a cross-functional team of 20+ for the buildout of a global BI Program: customized data warehousing, metadata development, dashboards, reporting solutions, and requirements documentation.

Designed and delivered first-ever ‘IT-project ROI’ with a case study for BI, which had a 468% ROI.

Served as key liaison with Sales Operations for all of their data needs supporting GTM/Territory Planning, Sales Compensation/Quota design and execution, Sales Enablement, Quarterly/Annual Ops/strategic sales reviews

Founded the company’s “BI Center of Excellence” that provided Data Literacy training for BI program adoption.

As Head of Customer Loyalty drove operational disciplines that increased NPS scores 200%+ in four (4) years.

Architected a revolutionary study which segmented the profitability of Promoters, Passives and Detractors. Mentored companies on this strategic approach at industry conferences.

Developed Data Governance (DG) vision and successfully gained funding from C-Suite to design and execute an internal DG organization. Served as the company’s Salesforce lead implementation team member and developed the DG design model that instilled best practices for Salesforce applications.

Owned full suite of Marketing Analytics – campaign/activity analysis including statistical validations Senior Marketing Analysis Consultant, Cisco Systems, Inc., San Jose, CA; ‘04 – ‘05 Owned, authored, and presented the KPIs and reporting requirements for the company’s $300M global, integrated demand generation campaign to Executive Management. Key achievements include:

Automated the Microsite Analysis suite of reports that analyzed 1M+ web pages and reduced the report production from four (4) days to one (1) hour. Managed web analytics vendor account.

Crafted web analytics training programs that improved productivity by 90% and developed new reporting standards. Senior Manager – Marketing Analytics, AOL, Dulles, VA; ‘02 – ‘03 Managed and developed a 10-person (6 developers, 2 data analysts, 2 data scientists), internal consulting team charged with improving actionable intelligence to C-level execs by developing KPIs, custom analytics, and other Operational reports for customer care (4M base/$11B). Provided marketing campaign analysis in support of key product lines. Other Career Experience – Founder / Owner Operator, Westside Restaurant; ‘11 – ‘14 Utilized customer experience management, social media, and business fundamentals in order to successfully launch and operate a family-owned restaurant. Business was sold at a substantial profit. EDUCATION & CERTIFICATIONS

Master of Business Administration, Computer Information Systems, Marketing, Entrepreneurship Simon Business School, University of Rochester, Rochester, NY

Cum Laude, Dean’s Leadership Award, Dean’s List, Beta Gamma Sigma Scholar, Merit-Based Scholarship

MBA Internships: Lucent Technologies (Assistant Marketing Mgr.) and Nimblefish Technologies (Kauffman Intern) Bachelor of Business Administration, Cum Laude, Bernard Baruch College, City University of New York Certificate of Completion with Distinction, Process Mining: Data Science in Action, Coursera; May 2015 Certificate of Completion, EMC Educast, Data Lakes for Big Data; June 2015 Certificate of Completion, Data Analysis: Take It to the Max, (edX); June 2015 Certificate of Completion, Cloud Computing, IEEE (edX); July 2015 Certificate of Completion, Project Management Mastery; IPS-PMI; June 2007 Technology Snapshot: MS Office (expert Excel), Salesforce, Tableau Desktop, Tableau Server, JIRA, Cognos, Marketo, SalesPredict, PSA, Pathgather, MS Teams/SharePoint.

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