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Jeffery Borker

Technical Sales Effectiveness & Enablement Professional

Summary

Proven sales effectiveness leader with over 15 years of experience and a successful track record of enabling sales teams by increasing sales participation & funnel, opportunity acceleration, close ratio and reduced sales professional churn. Forward thinking leader with expertise in managing sales teams to exceed revenue goals. Outstanding ability in creation of sales programs around complex technical solutions in cloud, colocation, hosting and hybrid IT that exceed revenue targets. Effectively able to identify strategic business goals with appropriate sales initiatives. Skilled at working with customers of all sizes, verticals and markets.

Areas of Expertise

Sales Enablement – Sales Effectiveness – Critical Thinking Skills – Strategic Business Planning – Business Acumen - Eliminating Obstacles – Technical Sales – Training – Presenting to Large Groups – Sales Management – Account Planning Relationship Management – Business Development – Post Sales Support – Client Satisfaction – IT Outsourcing – Product Management – Operations Management – Large Scale Project Management

Work History

Aug 2014Present

Senior Manager of Sales Effectiveness                           Sales Enablement; Global, Enterprise, Commercial Markets

CenturyLink

Designed and implemented “CenturyLink Sales University” – This new initiative transformed the way CenturyLink's sales professionals are trained by providing sales certifications in our strategic products along with supporting study groups designed to reinforce sales skills. Emphasis on solution selling, sales opportunity management, system enhancements and product sales strategies.

  • Over 2,000 Sales Professionals enrolled in 5,200 courses with over 500 training certifications awarded the 1st year of implementation for strategic products including cloud, colocation & network
  • Programs addressed account reviews, customized study group/brown bag training, action-oriented sales skill enhancement through realistic simulations and customer role-plays
  • Establish various business metrics influenced by sales university implementation with the following results
    • 23% increase in overall sales funnel growth
    • 12% increase in close rates
    • 21% reduction in sales professional churn
  • Delivered $2.5 million in expense savings and accelerated time to market for critical sales enablement on strategic cloud, colocation, hosting and hybrid IT solutions
Jan 2013Aug 2014

Director of Hosting Enablement; Enterprise, Mid-Market & Partner Channels

CenturyLink

Accountable for overall bookings and revenue growth in Hosting Solutions for enterprise and mid-market sales channels.

Work directly with sales leadership and sales executives to drive adoption of hosting products across all regions through creation of programs designed to increase hunting effectiveness, funnel opportunities and close ratios.

  • Exceeded annual quota of $4.2 million for hosting products through comprehensive territory and account plans
  • Developed transformational sales program entitled “Train, Plan, Act, Self-Enable” combining product/sales training, account planning, opportunity identification and prospecting into a single-day session
    • 75% increase in overall hunting effectiveness for hosting products
    • 38% increase in hosting funnel adds across channels
    • 19% average increase in close rates
  • Leverage Product Marketing, Field Marketing and Technology Partners to develop and launch sales programs
  • Collaborate with Hosting Product Organization to develop market specific offers, products and solution bundles.
Mar 2011Jan 2013

Senior Product Manager; Colocation & Hosting Products

CenturyLink

Responsible for lifecycle management of colocation and hosting products across all CenturyLink markets

  • Lead subject matter expert for enablement of colocation products throughout all sales channels within CenturyLink organization
  • Implemented new carrier diversity model for colocation meet-me-room services including product design, program parameters and sales training for bringing in new telecom providers into data centers to expand customer connectivity
  • Support customer base in excess of 1,000 customers representing $16.5 million in annual revenue
  • Maintain product portfolio throughout 54 worldwide datacenters covering 1.5 million square feet of revenue producing data center space
  • Support 3 & 5-year data center expansion plans across all markets, domestic and international
  • Created roll-out plan for bringing colocation products down market for small & medium size customers
Jan 2006Mar 2011

Product Operations Manager; Business Markets

CenturyLink

Product management and P&L responsibilities for Managed Network Services, Managed Security Services and Data Center Solutions to CenturyLink’s enterprise business customer segments. Portfolio accounts for over $5 million in annual gross revenue.

  • Designed and implemented new Managed Network Services product set that increased product capabilities and expanded customer base by over 50% in first year while reducing costs and increasing margin
  • Architected new localized colocation service to convert vacant CenturyLink real estate space into revenue producing data center space. Closed $1.2 million in contract value during first year of offering
Jun 2004Jan 2006

Marketing Manager; Consumer Wireless Products

Sprint Nextel


  • Liaison between Marketing, Product Development and I.T. for new operational launch initiatives
  • Lead the product marketing efforts by defining unique product features, creating messaging and market positioning in the industry which led to new collateral production.
  • Responsible for all base customer communications
  • Designed and implemented early life loyalty programs targeted at insuring initial customer satisfaction


May 2000Jun 2004

Strategic Relationship Manager; Electronic Financial Product Sales

NewRiver
  • Responsible for expanding a multi-million-dollar service revenue book through new business development as well as additional penetration of services to existing client base
  • Administered to all RFP and contract and pricing activities for prospective clients as well as providing additional services to existing client base through cross-selling strategies
  • Manage client service relationships with NewRiver customers and alliance partners at executive level
  • Led enablement of field sales specific to new products and services
  • Consult with clients on product needs leading to implementation of NewRiver products/services
  • Manage large scale product and service implementation projects with clients and alliance partners

Education

1992

Master of Science; Business Administration & Management

Baker University

Accelerated Executive MBA program.  Graduated with honors, GPA 4.0 

1984

Bachelor of Science; Business Administraiton

Roosevelt University