THOMAS F. MORRILL Boston, MA

m: 978-***-****

adxwae@r.postjobfree.com

LinkedIn

SALES ENABLEMENT SALES TRAINING SALES READINESS Results-driven global change agent with career-long record of sales leadership, team development, and consulting success for leading organizations.

Proven talent for aligning metrics-driven sales enablement strategy and programs with commercial objectives. Growth-focused thought leader with a strong background in designing and delivering sales training programs, improving sales productivity, and optimizing key processes. CORE COMPETENCIES

• Sales Enablement

• Management Development

• Sales Onboarding/Training

• Account Planning Programs

• Sales Playbook Development

• Certification Programs

• Sales Tool Adoption

• Performance Improvement

• Solution Selling / MEDDIC

• Sales Best Practices

• Coaching

• Strategic Planning

PROFESSIONAL EXPERIENCE

FORTINET, SUNNYVALE, CA, JUNE 2021 TO PRESENT

SENIOR GLOBAL PROGRAM MANAGER - SALES ENABLEMENT

• Coordinate and empower global sales enablement programs across distributed groups and solutions in alignment with specific sales segment needs.

• Create and evolve programs that reduce the ramp up time to productivity and drive continuous improvement in sales talent development and sales productivity.

• Spearhead global initiatives which consists of devising, implementing, and monitoring programs, such as the global account planning and MEDDIC programs.

• Determine and track training and content adoption metrics and help identify key sales enablement best practices.

• Promote the adoption of sales and LMS tools, including Highspot, Mindtickle, Salesforce.com, Tableau, Clari, and Sales Navigator.

PATSNAP, NORTH ANDOVER, MA, DECEMBER 2020 TO JUNE 2021 HEAD OF GLOBAL LEARNING DEVELOPMENT & SALES ENABLEMENT

• Originated, executed, and monitored global sales enablement and sales training strategy as well as global learning and development programs.

• Achieved measurable success in developing and providing onboarding, continuous learning, and management development opportunities to sales teams.

• Implemented career pathing strategy and programs to maximize success of the next tier of sales leaders promoted into role from the field.

• Administered all aspects of the development, management, and utilization of sales platforms, such as Litmos, Highspot, and Gong.

• Developed and implemented sales enablement strategies and programs across all internal sales and support channels.

THOMAS MORRILL Page 2

THE SALES GROWTH ZONE (HTTPS://WWW.SALESGROWTHZONE.COM/), NORTH ANDOVER, MA, OCTOBER 2019 TO DECEMBER 2020

FOUNDER

• Employed control over all aspects of developing and implementing the Sales Growth Zone business strategy and day-to-day operational management.

• Designed and delivered solutions that included sales consulting, sales enablement, coaching, expertise on-demand and QBR programs.

• Developed, managed and leveraged a resource pool of subject matter experts and sales enablement technology vendors.

• Created programs to drive go-to-market growth from sales strategy development to tactical level initiatives such as customer centric selling.

INSIGHTSQUARD, BOSTON, MA, AUGUST 2018 TO OCTOBER 2019 HEAD OF SALES ENABLEMENT & SALES TRAINING

• Presided over the development and integration of effective onboarding, sales training, and sales playbook programs.

• Coordinated and performed account, territory, and deal reviews which included defining and assessing the overall framework.

• Ascertained requirements in order to properly evaluate and select the most appropriate sales enablement platform.

• Implemented a two-year sales career path program focused on taking recent college graduates from entry level BDR to Account Manager.

SALES GROWTH RESOURCES, NORTH ANDOVER, MA, APRIL 2011 TO AUGUST 2018 MANAGING PARTNER (Selected Programs Below)

• Launched innovative territory growth programs, created optimized sales process, and headed the BDR program for an enterprise medical records management platform.

• Improved selling time and shortened new hire ramp-up time for a 2,000 member sales team within a global employer services company.

• Facilitated sales training, team selling, management development, and DISC behavioral training for a global financial services firm.

• Defined and instituted a sales model, sales process, structure, tools, training, and metrics for a 75- office audit, tax, and consulting services firm.

PREVIOUS EXPERIENCE

TIMELINX SOFTWARE, ANDOVER, MA, 2009 TO 2011 VP OF SALES, PARTNER ENABLEMENT AND TRAINING ACTEGY SALES CONSULTING, NORTH ANDOVER, MA, 2006 TO 2009 FOUNDER, MANAGING PARTNER BANK OF AMERICA, BOSTON, MA, 2005 TO 2006 VP OF SALES OPERATIONS PRTM CONSULTING, WALTHAM, MA, 2002 TO 2005 PRACTICE LEAD, SALES PERFORMANCE EXCELLENCE EDUCATION AND CREDENTIALS

BACHELOR OF SCIENCE (B.SC.) IN SUPPLY CHAIN AND OPERATIONS MANAGEMENT, 1984 Belmont Abbey College, Belmont, NC

SIZING AND STRUCTURING SALES FORCES FOR STRATEGIC ADVANTAGE, 2006 Kellogg School of Management, Northwestern University, Evanston, IL

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