Sales Enablement Senior

Robert (Rob) Gullett

*** ********* *****

Roseville, CA 95747

925-***-**** (mobile)

**********@*****.*** (e-mail)

PROFESSIONAL CAREER SYNOPSIS:

• Accomplished Sales Enablement Leader, and experienced Sales Leader • Senior Strategic and tactical sales enablement and process training facilitator and presenter with extensive technology application and software sales experience combined with direct and database marketing development and optimization aligning to corporate KPIs. With prior sales experience selling SaaS Business Intelligence (BI) and analytic technology tools and applications to gain actionable insight into competitive environments, market analysis and customer profiling, segmentation and analytic modeling which increased client’s share-of-wallet and customer loyalty program into multiple verticals.

• Extensive hands-on experience in sales enablement & training and facilitation via instructor-led, virtual and blended training, sales cycle/buyer journey management with building and maintaining healthy sales pipeline, consultative client engagements, needs analysis, solution development, proposal and presentation through closing deals and deployment and monitoring success metrics of technology applications and solutions in global B2B markets.

• Extensive sales content creation experience and integration within SFDC, Hubspot, LMS platforms and portals. Adapt at the use of sales enablement tools

(i.e. OutReach, Sales Navigator, Seismic, Tableau) and coaching sales teams on best practices uses. Well versed using authoring tools (Adobe's Captivate and Articulate's Storyline).

• I am a certified instructor in leading sales process methodologies such as Solution Selling, Spin, Challenger, CustomerCentric Selling and others) as well as MBTI certified Training and Development Instructor.

• Strengths in developing and executing strategic sales and marketing alignment, performing against aggressive initiatives and goals in fast-paced environments. Abilities in leveraging internal and external partners to drive value and performance metrics across matrix reporting functions.

PERSONAL STRENGTHS:

• Experienced in both sales enablement, best practices in sales processes, training and managing Enterprise, Field and Inside Sales teams.

• Expert with CRM, (SFDC and Hubspot) MS Office and sales enablement Apps (OutReach, Siesmic, Gong Tableau).

• Experienced in building sales training playbooks and use of training development tools

(Captivate, Articate tools) and LMS platforms

• Team player with cross-functional team collaboration, consultative goal-oriented solutions mentality,

• Development and Implementation of “quick-to-market” product and account management programs,

• Skilled at team and account relationship building and proficient in people skills, • Leading Sales Process methodologies trained and qualified master facilitator. • Persuasive communicator, speaker, negotiator and presenter,

• Business acumen, entrepreneurial drive, unparalleled professional commitment. • Personal integrity, maturity, diligence, exceptional work ethic. versatility, adaptability and vision. CAREER RESULTS AND EMPLOYMENT HISTORY:

Sales Enablement Consultant - 5/2023 - Current

I’ve worked with many technology companies such as TIBCO, Qlik, PluralSight, Path, Certain and others to establish their sales process methodologies, develop content aligned with strategic initiatives and goals collaborating with sales, product, marketing, customer success and professional services teams to up-skill all customer-facing roles with sales best practices. To accomplish this I have provided blended sales training leveraging the client’s CRM and LMS platforms to effectively manage KPIs on both individuals and teams to identify skills gaps and provide extensive coaching and training to improve performance. NewtonX - New York, New York 9/2020 - 5/2023

Director of Sales Enablement

Developed best practices in sales enablement and training programs for the Global sales and all customer-facing teams. Established on-boarding and continued sales training for all Global field sales, inside sales, sales managers. Measured selling rep performance against established KPIs and metrics associated with their goals. Identified “gaps” in rep performance and provided up-skilling necessary to attain/exceed goals.

Managed all Global inside SDR sales reps (9 SDR reps reported directly to me). Responsible for building the SDR program, hire, on-board and provide continue training for all SDR reps. Myers-Briggs Company - Sunnyvale, CA 1/2018 – 9/2020 Global Sales Enablement Manager

Sales Enablement process trainer for the global selling teams: Enterprise Sales, Field Sales and Inside Sales for corporate, education and government markets and Global sales Enablement Trainer for senior sales leaders, regional sales managers, enterprise account executives and all inside sales reps Worldwide. The sales enablement role initiatives were directly attributed to Increased sales developed by inside sales reps by 136% and qualified leads by 162% with remote inside sales rep team of 16 ISRs reporting to me.

Initiated and developed all sales training, inside sales playbooks, performance metric scorecards for sales rep evaluations. Hiring, managing and performance review responsibilities.

CustomerCentric/Solution Selling – San Francisco, CA 10/2004 to 1/2018 Sales Enablement Leader

Sales enablement training facilitator, Instructor and coach to World renowned companies (SAP/Business Objects, TIBCO, Rockwell Automation, ACL, Macrovision, CA/Wily Technology, iRise, Arena Solutions, and many others). Developed and presented customized training material to client’s enterprise sales, sales management, professional service, sales engineers, implementation and marketing teams Worldwide. Over 200 client-training engagements delivered with over 1500 employee and channel partner personnel training provided. Prior to working in my current capacity, I was instrumental in bringing numerous successful sales process training programs and participated as a training instructor and coach into 3 of my employer organizations. I am very familiar with and have integrated sales training programs in CRM systems such as SalesForce (SFDC), Netsuite, Oracle, Microsoft and others.

Experian Marketing Solutions Group – Costa Mesa, CA 11/2001 to 10/2004 Successfully initiated and supported strategic marketing and sales initiatives for this F1000 NYSE company leading Global marketers and agencies utilizing marketing, BI, CRM and analytic tools to penetrate new markets, launch new services, retain and grow clients, build brands and drive campaign ROI and sales revenue. Aligned marketing and sales initiatives to support corporate revenue goals and KPIs. Built value solutions around global services and training as a crucial component of implementations. Business-traveled extensively throughout North America, European Union (EU) countries, Asia/Pacific (APAC), working with multi-national corporations in optimizing marketing initiatives.

SourceLink/L.A. – Los Angeles, CA

Spear-headed this Experian “spin-off” division where I developed and implemented the product and account management/marketing and sales platform for this new agency model. Successfully implemented analytic/modeling solutions for F1000 businesses. Integrated tightly-aligned sales process into marketing with alliance and channel partners providing greater visibility around key metrics and drivers supporting channel sales.

eWork Exchange – San Francisco, CA 9/1999 – 11/2001 Sales Director/Online Marketing Successfully deployed the strategic marketing platform for hosted and ASP-delivered ERP/HCM/CRM enterprise software service and product solutions to Fortune 1000 companies. Provided integration services, cost-reduction analysis, implementation strategy, pre/post marketing program performance metric analysis. Participated in contract negotiation and sales .

Exceeded sales goal attainment within professional services team environment. Initiated cross-team selling to secure incremental revenue opportunities exceeded goals. Customer-centric and Solution Selling Sales Professional with Proven sales results. Education

Washington University – St. Louis, MO B.S.B.A./Marketing

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