An industry-recognized leader in digital transformation, I help enterprises generate double-digit growth and achieve a competitive edge through Strategically Influencing Customer Decision Journeys and Enabling Growth by Improving Sales Effectiveness.
►DIGITAL TRANSFORMATIONS OUTCOMES: Building 360 Organizational Alignment across multiple Stakeholders/Functions/Silos in F500 Companies; Baseline Analysis to Identify Highest Business Impact Areas to Improve Cost/Revenue, Time to Market, Quality; Data and Evidence-Based Diagnosis of Root Cause and Solution Approach; B2B diverse industry focus across F500 to smaller companies.
►BUSINESS VALUE CONSULTING: Built Business Value Consulting Organization and Customer Engagement Framework; Customer’s Total Cost of Ownership (TCO) and ROI Business Case Creation; Business and Technology Assessment Workshops; Cross-industry Best-In-Class Benchmarking; Design Thinking Approach Influencing Customer’s Decision Journey; Value Creation and Realization.
►SALES ENABLEMENT & GO-TO-MARKET (GTM): Business Insight “Challenger” Playbooks for Sales and Partners; Industry Business Value Flow Maps; TCO Analysis Models for Common Scenarios; Customer Success ROI Case Studies; Launched SAM and ABM Customer Engagement Programs using Value Selling; GTM Value Offerings using Jobs To Be Done (JTBD) approach.
I have extensive leadership experience at Microsoft, National Instruments, Trilogy, and Deloitte Consulting.
CAREER HIGHLIGHTS:
► FEATURED as Best-in-Class in Harvard Business Review (HBR) article, “The New Sales Imperative,” (March-April 2017) and HBP publication, “How National Instruments Gets Access to the C-Suite“
► SHOWCASED as best-in-class by Gartner/Corporate Executive Board (CEB) and Strategic Accounts Management Association (SAMA) for impact on strategic account growth.
► KEYNOTES AND WEBCASTS include SAMA: Business Value Assessments to become Trusted Advisors to Strategic Accounts; Gartner: Building Sales Playbooks for Growth; Gartner: A Discussion of NI’s Growth Simplification Toolkit; National Instruments’ Test Leadership Forum, CXX Executive Forum.
KEY SKILLS: Business Outcomes / Value Consulting; C-Suite Selling; Challenger Selling; Insight Selling; Sales / Buyer / Customer Enablement; Sales Playbooks; TCO/ROI/Payback; Total Cost of Ownership; GTM; Go-to-Market; Digital/Business Transformations; Customer Buying Journey; Customer Decision Journey; Sales Process; Strategic/Key Account Program; SAM/KAM/GAM; Revenue Growth; Management Consulting; Benchmarking Assessments; Win/Loss Analysis; Thought Leadership
