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Accomplished and inspirational Sales Enablement leader with a diverse history of progressive responsibility in sales, operations, learning & development. Demonstrated success in increasing profits by driving sales, improving operational efficiencies and developing learning organizational effectiveness. Ability to lead in a fast paced changing environment that rewards leadership, people development, decision making and bottom line results. - Executive leadership in Sales, Operations, and Learning & Development- Sales (B2B, Retail, Partner) and Customer Support channels- Software as a Service (SaaS) - Sales automation and enablement platforms- Employee engagement and talent development programs- “World Class” employee satisfaction scores- Conference speaker- Master's Degree (MBA) - University of Portland
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Head Of Sales Readiness And Enablement - Amazon PayAmazon Feb 2020 - Jan 2024Seattle, Wa, UsIdentified top knowledge, process and skill gaps and led the sales enablement training, information management, and tools strategy for sales. Influenced DSR QoQ opportunity creation (25%), annual close rate (+30%) and annual deal velocity (12%).▪ Developed strategic value selling focus and launched US/UK Value Based Selling (VBS) sales methodology. Questioning (+19%), Listening (+16%), Positioning (+27%), and Resolving (+23%) core skills all improved.▪ Launched Ultimate Sales Messaging system to help sales reps articulate clear, concise, and compelling sales messages. Excellent or Very Good (100%), rated very likely to implement today (83%), and NPS (83%). ▪ Partnered with Marketing for just-in-time event-driven sales materials and AP “differentiators” proof points.▪ Partnered with Sales & Marketing Ops to implement Salesforce High Velocity Sales (HVS), Zoom Info prospecting information tool, and MindTickle learning management system.▪ Created a culture “ever-boarding” with enablement activities like quarterly overcoming objection video missions, monthly “stuck deals” reps/managers working sessions, and monthly SPARK reinforcement modules for managers/reps. ▪ Developed sales competency evaluation models, manager call coaching review sheets, video mission assessments. -
Sr. Director Sales EnablementAvalara Feb 2018 - Jan 2020Durham, Nc, UsProvide the sales organization with the knowledge, skills, and tools to help engage buyers throughout the buying process during a 30% (avg) growth period. - Created blended learning (formal, informal, social) onboarding experience for sales and support teams, improving ramp to full productivity by 3 months. - Established metrics and measurements to assess new hire progress and manager engagement, improving employee satisfaction and new hire ramp productivity. - Led annual Sales Kick Off, mid year and regional sales meetings. Implemented the Command of the Message value selling methodology by Force Management. - Partnered with Product Development, Product Marketing, Sales and Customer Success to develop new field enablement processes to improve field readiness for product launches and updates. - Developed "2 clicks or 10 seconds" audience-focused content management strategy for sales and support assets. - Created a best in class field enablement team with limited resources and budget. - Identified new sales enablement and automation tools for improved efficiency and effectiveness. -
Ceo & Co-FounderSaltbox Services Mar 2011 - Mar 2018As the leader of Saltbox I brought together a strong leadership team to ideate, create, and launch the first commercial grade Learning Record Store (LRS) data analytics platform based on the new Department of Defense Experience API (xAPI) learning technology standard. Some of the successes I’m most proud of include:- Bootstrapped the company.- Helped companies connect learning to performance while showing what learning development can and should be. - Acquisition of customers like Lowes, Walmart, U Ottowa, Republic Services, Medtronic, PwC, and more!- Launched learningmodelcanvas.com and Learning Leaders Playbook organization development framework.
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Director Learning & DevelopmentT-Mobile 2010 - 2011Bellevue, Wa, UsDeveloped and delivered blended learning programs for product knowledge, sales skills, management and professional development in the indirect, wholesale and B2B distribution channels. Revamped existing training programs improving accessibility to on-demand resources and collateral while minimizing traditional WBT dependencies saving $750K annualized. Provided ideation, evaluation and implementation of Web 2.0 technologies to increase employee “speed to knowledge” of new products and services. Created Virtual and Mobile learning team to enable immersive learning hyper practice for critical soft skills. Implemented formalized succession planning process to increase overall organizational development. Partnered with key Executive and frontline employee stakeholders across channel disciplines to evaluate talent development needs and implement targeted solutions. -
Director Retention StrategyT-Mobile Aug 2009 - Jul 2010Bellevue, Wa, UsRecruited for one year assignment to help develop the company customer retention strategy to evolve company from a growth by acquisition business model to a growth by retention plus acquisition business model. Partnered with Bain & Co to identifying financial, operational, strategic and organizational opportunities to deliver short term business results and three year company plan. Collaborated with Executive leadership across channels to identify and implement customer loyalty initiatives. Identified the need to change Customer Acquisition financial model to a distributed Value Based model. Piloted and implemented initial value based customer segmentation programs in Customer Care save queue. Achieved 110% of customer retention objective.
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Divisional Director - Retail SalesT-Mobile Jul 2008 - Aug 2009Bellevue, Wa, UsManaged the PNW region of 70+ company branded retail stores and 600+ front line sales and management personnel. Led the region from 20th to 7th in overall sales. Improved add on insurance sales from 18% to 44%. Decreased budget by 3% through implementing fiscal responsibility measures. Created and delivered Retail Reach Out and Affinity Associations programs across the Retail channel.
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Director - Business Sales Operations (+ Learning & Development)T-Mobile Sep 2005 - Jul 2008Bellevue, Wa, UsLed team of 100+ people responsible for Business Sales operations including project management, quality assurance, methods & procedures, government and legal compliance, contract management, inventory management, promotional pricing, RFP response, order processing, vendor management, channel communications, leadership meetings, and overall Best Place to Work culture. Promoted to Divisional Director Retail. Led diverse team of resources to develop long term Business Sales strategy and Retail integration (B2R). Developed Business Sales employee satisfaction plan increasing overall scores from 80% to 87%. Increased average order processing quality scores from 87.7% to 98.6% and productivity scores 6%. Reduced channel fraud average from 1.13% to .61% by implementing proactive audit program. Identified electronic software delivery options eliminating $1M in monthly inventory. Launched MagentaNation.com online social networking/collaboration tool to address sales effectiveness.
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Regional Director - Field Account ManagementT-Mobile Oct 2003 - Aug 2005Bellevue, Wa, UsManaged group of 30 Field Account Management and Business Saves personnel responsible for the retention and growth of the most profitable Enterprise customers. Promoted to Director Business Sales Support. Reorganized team and increased subscriber coverage by 100%. Prioritized sales/marketing focus assisting in a 146% increase in team sales through BD/EX. Averaged $8.5 million incremental revenue through sales, saves, collections and upgrades. Reduced churn by .16% by implementing activity management discipline, ROI tools, and saves team.
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Nw Regional Sales ManagerComcast Network Solutions 2001 - 2003Developed the NW region by hiring and managing sales executives, sales engineers, network technicians, and operations staff focused on selling high capacity data transport services utilizing Ethernet, DWDM and ATM technologies to commercial, education and government customers.• Developed sales plans increasing revenues by average of 17%.• Improved purchasing, installation, repair and outside plant planning efficiencies by reorganizing work flow, standardizing processes and organizing interdepartmental teams. • Networked and negotiated with key regulatory agencies and executive level officers on fulfillment of franchise obligations allowing the Transfer of Franchise Agreement.
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Training ConsultantBaygroup International 1997 - 2000Trained Fortune 500 sales and purchasing personnel in negotiation skills internationally. Customers included AT&T, Motorola, Hewlett - Packard, Applied Materials, and NCR.• Averaged a 22% immediate improvement of negotiation skills per feedback surveys.• Consulted with executives and managers to sustain change behavior after training.
John Delano Skills
John Delano Education Details
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University Of WashingtonEconomics -
University Of PortlandBusiness
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University Of PortlandGeneral
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University Of PortlandGeneral
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University Of Portland
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University Of WashingtonEconomics
Frequently Asked Questions about John Delano
What is John Delano's role at the current company?
John Delano's current role is Head of Sales Readiness and Enablement at Amazon Payments, Inc..
What is John Delano's email address?
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What is John Delano's direct phone number?
John Delano's direct phone number is +191442*****
What schools did John Delano attend?
John Delano attended University Of Washington, University Of Portland, University Of Portland, University Of Portland, University Of Portland, University Of Washington.
What are some of John Delano's interests?
John Delano has interest in Saas, Mobile, Education, Enterprise Software, Small And Medium Businesses.
What skills is John Delano known for?
John Delano has skills like Leadership, Strategy, Program Management, Management, Sales, Sales Operations, Training, Enterprise Software, Cross Functional Team Leadership, Management Consulting, Sales Management, Account Management.
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