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Summary

Supporting sales teams for 15+ years with compelling sales proposals, content, process, and training. Drives transformation with decisive and creative solutions for measurable results.

Confident Initiator. In each professional position, established new or modified existing systems to fill gaps in sales support. These initiatives increased revenue and boosted sales capabilities by creating support teams, expanding availability, and streamlining process.

Deliberate Leader. Using data-driven analysis, created processes and tools to solve entrenched and complex business needs with realistic solutions. Transforms procedures to improve efficiency without sacrificing quality.

Inspiring Team Builder. Built and managed teams of 2 to 50 with a knack for managing
ad hoc, distributed, global and offshore teams. Quickly sets expectations and conditions for success. Passionate about fostering cross-cultural relationships for worldwide business growth.

Work experience

Senior Director, Sales Operations

20162019
NTT DATA Services

Managed proposals organization, which grew from 25 to 45 members, through a major acquisition that integrated six proposal teams. After establishing central operations, increased throughput of proposals by 84%, win rate by 30%, and close rate by more than double.

  • Created standard roles, responsibilities, and processes based on best practices. Drove implementation so that operations were not interrupted, and quality was not degraded.
  • Responsible for developing and updating performance metrics, analysis, and reporting to drive productivity. Prepared monthly, quarterly, and annual reports for C-level executives.
  • Led adoption of a sales enablement tool with marketing to centralize sales, proposal, and client reference materials so sellers could spend time selling instead of hunting for content.
  • Enhanced account growth activities with the self-service proposal process and tools for smaller pursuits, which generated more revenue and better deployed support resources.
  • Improved proposal quality by creating and delivering sales training on using content effectively and writing winning executive summaries.

Program Manager, Global Knowledge Program

20132019
NTT DATA Corporation

Founded and managed global portal NTT DATA Corporation that addressed expanding global company's need for updated business information accessible by all employees. Shared more than 5, 000 assets with 8, 500 unique users who visited the site more than 54, 000 times.

  • Recruited by HQ leaders to lead the planning, development, implementation, management, performance, and improvement of content sharing site. The original and revamped sites were launched on time and within budget.
  • Established metrics and reporting tools. Conducted analysis and reported to local and headquarters leadership. Recommended successful, data-driven improvements.
  • Built the worldwide(APAC, EMEA, LATAM, NA) team that operates, contributes to, and markets the site.
  • Created effective systems for asset capture, quality control, marketing, site maintenance, reporting, and updates to and from audiences in multiple geographies from NTT DATA affiliate companies, balancing openness with GDPR and other regulatory requirements.

Senior Director, Proposal Development and Sales Enablement

20122016
NTT DATA, Inc.

Transformed an underperforming, offshore proposal team of 25 that was winning $10M per year into an industry-standard pursuit organization winning more than $1B per year without increasing labor costs.

  • Increased win/close rates by 10% by establising best practices, conducting training on Shipley and other proposal methodologies, instituting quality criteria, and driving alignment around the proposal process throughout the company.
  • More than doubled the number of proposals supported annually (85-180) by implementing standard tools, updated repository, defined roles, and improved intake.
  • Successfully led war rooms for complex and mega deals for public and private sector clients resulting in compliant, compelling, and winning proposals. Drove strategy and alignment among technical, partner, legal, marketing, sales, and proposal support staff.
  • Collaborated with marketing, sales, and technical solution business partners to develop persuasive content and winning proposals.

Developed systems that streamlined finding and disseminating materials for the sales playbook process, a new sales enablement activity that standardized the portfolio and helped sellers take it to market. Sellers reported spending less time looking for information and feeling more confident in the quality of the materials.

  • Standardized the creation and approval process, imposing order on a process that had been ad hoc and haphazard. Reviewed and approved joint marketing/sales content, created standard templates, coached technical contributors, developed content and presentations.
  • Captured synergy by integrating the sales enablement tool with the global knowledge tool using Salesforce Files Connect and SharePoint. This reduced time and costs to implement by using established tools, metadata, and taxonomy relying on the established global knowledge team for daily activity. Was invited to present solution at Dreamforce.
  • Produced training tool that accelerated sellers' navigation through the sales cycle.

Director, Public Sector Proposal Center

20082012
NTT DATA Federal Services, Inc.

Increased the efficiency of an outdated proposal organization by piloting a successful working model to support public sector proposals from India and moving from a siloed to a distributed team model. These changes reduced costs by 20% without negatively affecting success metrics.

  • Directed a team of 15 proposal professionals supporting business development and proposals for Federal, state, and local government opportunities.
  • Trained India- and US-based teams on proposal methodology and cultural expectations which enabled a smooth transition to the new model.
  • Managed large, complex Federal pursuits in DoD, DOJ, DHS, DOC and other agencies as Senior Proposal Manager.

Proposals Director

20042008
Computing Technologies, Inc

Created a successful proposal organization in a small company that was preparing to bid against larger, more established companies. Initially served as proposal manager, editor, designer, and content manager. Through success, grew the team to include more members.

  • Established best practices, templates, and content repository.
  • Trained in Shipley proposal development and proposal writing methodology.

Education

Master of Public and International Affairs

University of Pittsburgh

Focus on international economic development and planning

B.S. Journalism

Bowling Green State University