Summary

Sales Operations ExecutiveAn expert at applying technology to business critical needs via 20+ years of international and domestic experience plus a rare blend of leadership, operations, sales, technology, and finance skills. Significant experience in leading, selling and delivering high value business and technology solutions in high pressure, extreme quality, and high growth multinational situations. Highly skilled at building, managing, developing and motivating technical and non-technical teams in global environments. Extremely adept at developing new programs and implementing operational plans, processes and systems.

Work History

Work History
Aug 2007 - Present

Director - WW Sales Operations and Program Managment Office (PMO)

Hewlett Packard - HP Software
- Developed, implemented and rolled out a standardized sales forecasting process and tool to all regions. By standardizing the process, definitions and tool across regions, the forecast accuracy increased from mid-70% to above 90%. - Managed the post-merger integration of acquired company's Sales and Sales Operations people, processes, policies, systems and information into HPSW. Acquired companies include Opsware, SPI Dynamics, Tower Software, and EDS. - Created and managed the HPSW Global PMO, which is the portfolio of business process improvement programs. FY08 Quickwins programs totaling $5 million cost, $25 million benefit. FY09 programs totaling $13 million cost and $129 million benefit. - Created and managed the HPSW Lean Sigma program, training over 100 people on Lean Sigma principles, methodologies and tools. - Managed a team of 8 Global Program Managers (total staff of 26) covering Acquisition Integration, Siebel CRM, Quote, Configuration and Order Management, Supply Chain, Customer Information Management and Reporting, PMO, IT Plan of Record and Sales Commercial Readiness. - Managed IT Transformation and asset retirement programs totaling over 150 systems and applications.
May 2003 - Jun 2006

Director, Global Business Systems

Sun Microsystems, Inc.

Sun Microsystems Global Financial Services- Built, implemented and managed a global Lease Management System deployed across multiple countries. The system manages a pipeline of 500+ in-process contracts with total potential value of over $100 Million. - Implemented and managed a global Asset Management System for both internal management of assets and external customer management of leasing contracts and underlying assets. The system holds 3.5 years of contract information, representing a portfolio of over $1 Billion. This contributed to $25+ million in new sales.- Created and brought to production a global automated lease quoting system, which included a monthly payment price quote for all configuration quotes available in 50+ countries with associated languages and currencies.- Chose, implemented and managed outsourced partnerships for development, integration, and process management. - Successfully completed the Sun Leadership Development Program.

Jul 2001 - Oct 2002

Director of Customer Program Management

Commerce One Corporation
Commerce One Corporation, Pleasanton, CA Director of Customer Program Management Recruited to institute quality, rigorous, customer-oriented processes to take the company to a higher maturity level. - Spearheaded the company�s first customer beta-testing program for all product lines. This improved rollout efficiency by 33% and reduced critical software bugs to nearly zero before general release. - Built customer alliances for evaluation, testing and feedback for all products. All top customers were involved. - Increased product momentum and maximized product quality before release, including the readiness of all departments. - Achieved vastly improved customer confidence in our products producing faster upgrade rate and increased revenue.
Jun 2000 - Jun 2001

Director, Intl Operations

Zoho Corporation
Zoho Corporation, Sunnyvale, CA (eMarketplace for Hotel Industry) Director of Global Operations Recruited by the CEO (former FedEx EVP) to start the company�s operations in Europe. - Organized, registered and setup the company in London and Brussels, including the development of the business plan the revenue model, expense model, capital structure, cash flow requirements, organizational design and hiring plan. - Led US-based product development team which internationalized the software system. - Built alliances with vendors and suppliers of goods, as well as multi-level strategic partnerships with customers.
Dec 1998 - Jun 2000

Managing Director, Sales Technology

1998 � 2000 FedEx Headquarters, Memphis, TN Managing Director, Sales Technology Accountable for all Sales systems worldwide for FedEx. - Built one of the largest corporate, web-based Sales Force Automation (CRM) systems. - Managed both technical and business planning staffs, totaling 80 employees. - Managed hardware and software partnerships with vendors, suppliers and professional services firms. - Directed all systems for Sales Planning, Sales Performance Reporting, and Sales Compensation. - Merged the Sales Forces of FedEx and RPS to work as one large seamless team. - Served as the Sales Chairperson for enterprise-wide CRM committee. - Successfully completed the FedEx Leadership Development Program.
Apr 1996 - Dec 1998

Managing Director, Customer Technology EMEA

FedEx Europe

1996 � 1998FedEx Corporation, Brussels, BelgiumManaging Director, Customer Technology Europe, Middle East and AfricaAccountable for all aspects of FedEx�s customer-facing technology for over 110 countries.- Program Director for the full line of FedEx World Shipping Software� products.- Led systems integration team for high-level integrations for supply chain logistics operations of all major accounts.- Developed and managed Software Engineering, Product Marketing, Project Management, Technical Support and Professional Service staffs, which totaled 78 employees in 13 countries.- Launched FedEx interNetShip� in over 10 countries including local language interfaces.- Grew the base of connected customers from 1,800 to over 5,000 by expanding coverage and adding new products.- Increased automated package volume from 8% to over 42%, representing $200 million annual revenue.

Nov 1993 - Apr 1996

Intl Customer Automation Manager, EMEA

FedEx Europe
1993 � 1996 FedEx Corporation, Brussels, Belgium International Customer Automation Manager Took over a nearly non-existent program after an extensive financial reorganization. - Built high-level, professional services staff for customers needing integration services. - Initiated European Internet Committee, developed fedex.com start pages for over 100 countries. - Grew the connected customer base from 230 to over 1,800 by organizing and expanding coverage and improving existing products. - Grew automated volume percentage from 8% to over 30% of total package volume.
Apr 1990 - Nov 1993

Regional Manager, Customer Automation

1990 � 1993 Federal Express Corporation, Chicago, IL Regional Manager, Customer Automation One of four original Regional Customer Automation Managers. - Managed a professional services staff of nineteen people covering Pennsylvania to the Dakotas. - Increased the Powership® PC-based shipping and tracking system from 1,000 to 3,500 installations.
Feb 1987 - Apr 1990

Financial Analyst/Sr Financial Analyst

1987 � 1990 Federal Express Corporation, Buffalo Grove, IL Financial Analyst and Senior Financial Analyst, Sales Regional level analyst responsible for all financial related activities of the Sales Director and Sales staff. - Managed pricing and profitability of all Midwest major accounts and other finance duties.

Education

Education
1985 - 1987

MBA

The University of Texas at Austin - The Red McCombs School of Business
1980 - 1984

BS-ChE