ROBERT H. SIDROW

Englewood, CO Sales Operations Consultant Multi-functional roles within Sales Operations aimed at improving sales effectiveness and reducing sales cycle friction. Major responsibility for corporate Win-Loss Program, Account Planning, and Competitive Strategy. Implemented a formal“ customer reference database”, as a direct result of customer feedback on our strengths/weaknesses.

• Saved~ 1000 hours of effort on reference requests per year. Affected positive changes among sales teams, based on client perceptions.
• Consulted with leaders from Sales, Marketing, and Product Management on competitive tactics, to best position NTT DATA with clients, industry analysts, and market influencers.
• Facilitated account planning for top clients, increasing pipeline by> $200M each of the last two years.

Englewood, CO Competitive and Market Intelligence Manager Supported executive, sales, and marketing colleagues with competitive and market information related to SAP's software-as-a-service products. Completed strategic projects on SAP market position and recommended actions.

• Served internal stakeholders and channel partners through a document portal repository. Colleagues and partners performed over 300, 000 downloads per year.
• Provided tactics and positioning strategy to Sales and Marketing teams for competitive sales campaigns against major rivals, resulting in $500M of incremental qualified pipeline.
• Spearheaded win-loss program around cloud ERP product(SAP Business ByDesign) in collaboration with key win-loss vendor(Primary Intelligence).

Englewood, CO Business Intelligence Manager Developed a corporate-wide intelligence program highlighting(aviation) market trends, competitive landscape, and sales support tools. Participated in strategic planning sessions with senior leadership. Promoted in job within 10 months.

• Painstakingly ascertained Jeppesen market share in the B2B aviation segment-by region and product line. This enabled senior management to generate long-range business plans.
• Completed detailed competitive profile of Jeppesen's top rival. The comprehensive document garnered strong positive feedback from Executives as the “first competitive analysis they could truly act upon”.

Englewood, CO Manager, Market Strategy and Analyst Relations Served as“ voice of the customer and market” in helping to set market strategies, plan product development, and improve sales enablement. Received Key Contributor award, 2007. Developed & maintained center of competitive and market intelligence. Sales became more effective in qualifying opportunities, lowering cost of sales and increasing win rates.

• Sole-proprietor of corporate win-loss program. Gathered and analyzed over 250 sales engagements. Strategic recommendations made to Senior Executives, affecting Sales, Marketing, Product Management, and Services-improving win rate by 600 basis points(i.e., +6%).
• Lone analyst relations contact QAD. Fostered QAD branding by increasing amount of favorable press and independent report mentions by 3x since 2007. Hosted key analysts at 2008 global user conference.

Denver, CO Senior Manager, Competitive Strategy Provided timely and relevant expertise around competitive and market activities to field sales, product teams, and managers-including top executives.

• Spearheaded formal win-loss program for the division, which increased sales effectiveness, honed marketing messages, and improved channel partner satisfaction. Received Sales Intelligence award.
• Advised senior management on key market trends, resulting in a new product introduction and stronger distribution model. Participated in monthly Senior Executive meetings.
• Increased partner recruiting and retention, while better serving customers through more knowledgeable & confident field staff.

formerly J.D. EDWARDS & COMPANY)-Denver, CO Market Intelligence Manager Strengthened global sales force(tactically), and staff management(strategically) with positioning of company's value, relative to competitors' solutions and market requirements.

• Championed quarterly win-loss analysis. Improved sales effectiveness and marketing strategies.
• Influential in sales training modifications, and company saw +3% win rate over a 12-month period. Educated 1, 200 subscribers(25% of all employees) with bi-weekly newsletter around industry events.
• Averaged 20 monthly requests for assistance from field and executives. Accompanied sales teams on customer visits. Received“ Sales Execution Productivity Award”, 2000.