LARRY FAIRCHILD

**** ******** ***** * **********, CA 94566 _ adue8z@r.postjobfree.com _ mobile 1+925-***-****

Summary

Sales Operations professional with hands-on experience creating, streamlining and implementing best practice processes as well as aligning organizational initiatives to drive revenue growth, operating targets and profitability. Valued advisor and contributor delivering senior leadership with data analysis, intelligence, and insights to optimize business performance and maximize strategic sales effectiveness.

An independent and entrepreneurial thinker who can make compelling data-based arguments. Possessing excellent interpersonal skills with the ability to think and communicate creatively, thoughtfully, and adeptly with diverse groups, spanning all organizational levels. Strongly focused on revenue enhancement opportunities by maximizing sales effectiveness and support systems. Recognized for empowering cross-functional collaboration and motivating associates at all levels.

Core Competencies

GTM Strategic Planning

Business Process Optimization

Pipeline generation, progression & coverage optimization

Sales process & cross-functional work-flow integration

Custom KPI dashboards & reporting

SFDC CRM Enablement & Support

Summary of Responsibilities & Achievements

Pipeline Optimization: Spearheaded a new program & process that enables better cross team collaboration for generating new pipeline opportunities as well as progressing existing opportunities. Implemented bi-weekly pipeline reviews calls with cross business team leads from Sales, Marketing, Channels and Pre-Sales teams which created much tighter alignments on common goals and targets. Created & tracked pipeline contribution targets for each cross functional team. This simple yet highly effective program yielded vast improvements with cross team collaboration, which in turn contributed to improvements with new pipeline generation.

Forecasting: Responsible for hosting and managing weekly regional forecast call cadence and ensuring forecast optics are current and accurate and provide a clear deal path to budget. Responsible for driving and managing opportunity hygiene & timely updates on all in-qtr. opportunities.

GTM Planning: Sales operations lead responsible for partnering with Sales, Finance & Marketing teams to define strategic GTM approach, target accounts and territories, key vertical markets, aligning and deploying quotas, comp-plans, rules of engagement and bonus programs.

Sales Automation CRM Integration: Business requirements lead responsible for defining, collecting, managing and ensuring accurate integration of requirements across sales platforms and new process methodologies. Projects included SFDC integration with Anaplan, Callidus, Oracle, Tableau and Cloud9.

KPIs & Dashboards BI Reporting: Responsible for building & managing standard KPI dashboards & reports used across sales, services, support, marketing & product teams. These KPIs provide consumable and actionable insights of the business real-time.

Systems & Tools Experience:

SFDC – Tableau – Anaplan – Callidus – LinkedIn Navigator - SharePoint - OneDrive - Salesloft

Professional Experience

Micro Focus: Sales Operations Mgr. Vertica Big Data Division Nov 2018 - Aug 2022

HPE Software Division: Sales Operations Mgr. US West ITOM Division June 2014 - Nov 2018

EMC Software Division: Sales Operations Manager WW SFDC Lead May 2005 - Apr 2014

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