Sales Enablement Business Intelligence

MARK ONDASH CFP®, CPTD®

*** ****** ** ****** *******, FL 346888 C: 727-***-****

********@*****.***

www.linkedin.com/in/mark-ondash-cfp®-cptd®

Areas of Expertise:

Orchestrating Sales • Sales Enablement • Business Intelligence • Performance Improvement • Sales Methodologies • KPIs Analytics

Data Visualization • Change Management • Global Acct Planning• Coaching Project and Program Management • Business Analytics • C-Level Interface PROFESSIONAL EXPERIENCE

Opentext Aug 2021-present

Sr Sales Enablement Manager

• Hired to bring deeply experienced sales enablement background to relatively new Global Sales Enablement team.

• Co- Designed and delivered first-ever Opentext Sales University Onboarding session for 14 Digital Experience Account Executives

• Delivered successful prospecting program for 54 Digital Experience AEs, still in progress, and beginning quantitative measurements of impact, anecdotal impact has been positive.

• Coaching Global Account Directors through a 6-part Account Planning Session for opentext top-100 Accounts. E.g.

(Apple, Dell, GM, Ford, Citi)

• Designed Enterprise Information Management Pitch Building template for all client-facing employees. Seacoast Bank 2020-2021

Sales Force Effectiveness Manager

• Hired to turn-a-round inefficient, siloed sales organization and develop a structured, cohesive sales process, and tools to set them up for future growth.

• Identified pipeline management disparities through analysis, which resulted in a more reliable, accurate, and consistent pipeline reporting method across regions, improving Quarterly forecasting.

• Created a scalable data-driven execution matrix with recommended capabilities, to move sales organization from

“current state to ideal state” across sales elements, within 3-year timeline

• Identified negative trend in opening/closing account gap which resulted in a high-priority focus item for 2021 sales planning for the retail sector

• Developed unique campaign call guide that drove improved levels of engagement between sales and certain key prospects, resulting in improved conversion rates, and stronger engagement metrics

• Designed and promoted easy to follow sales activity guide for sales reps in years (1-3), forecasted to reduce wasted activities, create targeted success early-on, and reduce costly attrition across the sales department, forecasted implementation Q1 2021

• Created unique sales tool related pre-call planning sheet, that simplified new sales CRM utilization, with added benefit of increasing tool adoption.

• Mined data from 10 different internal platforms to create SAS visualization report which provided forecasted trends for pipeline size and expected closings over next 2 quarters, improving forecasting accuracy.

• Created, and promoted Sales Methodology that synched with CRM technology, resulting in simple roadmap to guide engagement with prospects at each stage of the buying cycle, began adoption in Q4 2020

• Leveraged communication skills to build trusting relationships with disparate sales leaders across regions, opening reception to recommendations of Sales Force Effectiveness Manager. Franklin Templeton Investments 2012-2019

Global Training Manager

• Promoted to equip global sales teams with the specific knowledge, relevant skills, and ongoing development opportunities which positions them as true advisors to their clients.

• Led the re-engineering of sales onboarding programs, implementing targeted changes in structure, and technology that was wildly received by sales leaders, and reduced ramp up time to competency by one week, added benefit of reducing trainer cost by 50%

• Guided Sales leaders and Analytics team thru Portfolio Construction Tool project roll out, leading to the delivery of new game changing capabilities for the entire sales organization.

• Chosen to advocate the New Challenger sales methodology across 6 initial regions resulting in sales ability to promote targeted solutions, and improved, targeted marketing content.

• Championed, and led the roll out, training of new communication technology that drove creation of 500 views in 6 - months for sales teams, with additional benefit of becoming preferred communication tool for product manager updates, 13,000 total views in 6 months across enterprise.

• Developed and coached 8 sales trainers located in 5 countries that have all gone on to lead and drive local initiatives without significant guidance.

• Designed trainer competency grid that included recommended actions, certifications, and development suggestions; became the standard development path for all new trainers.

• Developed Internal Portfolio Certification Program consisting of 31 courses and an assessment which saved an estimated $285K in CE credits costs for CIMA designated employees Franklin Templeton Investments 2005-2012

Senior Sales Trainer

• Delivered Risk Mitigation training for Assistant Secretariat General and her staff at the United Nations in New York, resulted in driving discussions with our PMs and UN on how they might include alternative investments in their DB portfolio to improve risk-adjusted returns.

• Created and delivered “Advisor to the Advisor training” for 178 U.S. wholesalers, resulting in the Module Title

“Elevated Questions” becoming vernacular within the sales organization, eventually rolled out to the U.K and EMEA.

• First US-based trainer to deliver “Presentation Training Workshops” for portfolio Managers in South America, improving their ability to take complex investment topics, and deliver them in a simple and confident manor to local retail audiences. Eventually delivered in: San Mateo, N.Y. Toronto, London, and Sidney

• Achieved FTI Academy Award 2011 for my work in driving the training, and adoption of a new internal content repository across 20 countries.

EDUCATION

Youngstown State University, Ohio

B.S. Marketing

M.A. Economics

CERTIFICATIONS OR BOARD POSITIONS OR PUBLISHING OR PATENTS Advisory Board member for Orchestratesales.com

Certificate SAS Visual Analytics for SAS Viya Basic and Advance~ SAS Analytics Certificate SAS Programming Essentials~ SAS Analytics Certified Professional in Talent Development (CPTD)~ Association for Talent Development (ATD) Certificate in Change Management~ Association for Talent Development (ATD) Certified Challenger Sales Trainer, Challenger, Inc.~ Conference Executive Board-Now Gartner Certified in Designing Virtual Learning ~Association for Talent Development (ATD) Certified in Consultative Selling~ Richardson

Certified Integrity Solutions Coaching Facilitator~ Integrity Solutions, Certified Integrity Selling Solutions Facilitator ~Integrity Selling Solutions, Certified Financial Planner TM (CFP) ~Financial Planning Standards Board,

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