Donna Armstrong Email & Phone Number

Redwood City, Ca

Greater Los Angeles Area

Product Sales Executive and key architect designing North American multi-year strategy for direct sales, channel sales, partner capacity and growth in ERP and CRM for Sage ERP X3. Established and led team of 60 to exceed expectations. Responsible for direct sales, pre-sales, ISV, resellers, consultants, implementers, developers, referral partners, OEM, customer loyalty and retention, and cross sale across mid-market customers. Sole responsibility for EBITA and budgeting.• Exceeded budget and growth targets consistently.• Created and optimized sales team to align compensation to drive business initiatives increasing market penetration 105%.• Drove 50% of new license revenue through partner and 50% direct.• Developed and led mid-market customer Account Management team increasing ARPAC and customer penetration, while attaining retention 97%.• Reorganized Professional Services Group (PSG) improving on-time, on-budget implementation rates resulting in higher customer satisfaction and profitability.• Created and led partner recruitment and enablement team increasing channel partners 100% and certifications 60% YOY.• Decreased attrition rates for service organization teams.• Created new channel programs to grow capacity across sales, pre-sales, and services.• Recognized as CRN Women of the Channel Power 100, 2014 and 2015.• Attained President’s Inner Circle for 2013 and 2014 and Global X3 Best Execution Team award 2013.• Top global growth contributor 2013, 2014.

Remote

Led a direct sales team of 35 focused on new customer acquisition, increasing ARPAC with existing customers and driving renewals and add on sales across multiple produce lines. Simultaneously requested to restructure CRM sales unit and set objectives and processes in place to exceed targets.• Exceeded budget for all products in all categories through sales team optimization and collaboration across business units.• Increased renewal rates 11% through renewed sales team focus and compensation alignment. • Identified go-to market strategy to drive additional Fixed Assets revenue to exceed plan 12%.

Created strategy and execution plan optimizing customer and employee experiences while balancing business needs for improved consumption of services, customer satisfaction and revenue. • Developed and implemented methodology and processes and established effective KPI’s to manage the business and increase consulting utilization.• Implemented cross-team training for all consultants to expand capacity and service offerings improving consultant opportunities and customer value • Achieved 102% utilization through process and sales collaboration.• Consolidated contracts and teams to increase consistency. • Designed and implemented migration services team to collaborate with sales organization for improved revenue stream.

Drove strategic direction, sales, marketing, planning, forecasting and business expansion. Identified vertical and product focus, created business plan, and expanded products into additional markets. • Increased CRM penetration 150% moving into SRM.• Negotiated closed and contracts for largest customer win in history of organization.• Developed strategy and comprehensive business plan to enter into two new vertical markets providing optimized marketing to the customer.• Created strategic partnerships to increase vertical penetration.

Full P&L responsibilities for Southern California small and mid-market business. Responsibilities included developing and executing strategy, maximizing budget, development of talent, maximizing customer and partner experience, ensuring market share maximization and organizational health indices, execution of the marketing, sales and support activities to the end-user and value added reseller customer base. Managed 45 direct / indirect reports. Reported to VP, West Region.• Re-engineered field sales and marketing model adopted across the United States.• Recognized double-digit revenues consistently and exceeded established objectives.• Supported and managed employee mentorship program and served as a mentor in alignment with corporate objectives resulting in improved retention.• Developed competitive strategy increasing win ratios against identified competitors for improved market share. • Achieved Work Health Index 85+ for exemplary employee satisfaction.• Awarded top collaborator working across business units to exceed goals.• Achieved top U.S. customer and partner satisfaction ratings based industry surveys and national benchmarks.• Designed U.S. partner playbook for launch of new products for accelerated ROI.• Served as West Region Diversity Lead and received West Region Diversity and Inclusion Award.• Recognized by Los Angeles Business Journal as one of Los Angeles ’Most Influential Women.

Managed the development and execution of sales, marketing, and support activities to the Value Added Reseller customer base for the southwest (4 states). Managed team of 15 Solution Specialists, Senior Sales Engagement Managers, and Partner Account Managers to increase customer adds and revenue while growing partner channel and partner satisfaction. Managed full sales and marketing P&L.• Achieved business growth between 15% and 25% each year exceeding quota.• Nominated by Partners and Employees and received Annual Corporate Riding Shotgun Award for helping partners achieve business success.• Developed best practices used as model for other districts categorizing partners in segments best suited and designated in-house and outside resources maximizing ROI. • Created pipeline review process later adopted by Microsoft.• Received multiple awards and corporate honors.

Created partner channel selling in the upper mid-market. Identified, developed and coached partners to increase sales. Developed a highly productive virtual team of partners working together to increase revenues over 50% within two years.• Assisted in the development and implementation of business plans for Value-Added Partners.• Achieved double digit revenue growth each year. • Achieved overall Sales Excellence Award for highest revenue achievement. • Recognized as Channel Sales Manager of the Year award in 2000.• Received Teamwork Award in recognition of high collaboration with other teams and partners achieving business goals.• Achieved President’s club all 5 years for exceeding yearly revenue expectations.

Progressively responsible positions including National Sales Manager, Senior Account Executive / VAR Manager and Director of Sales / Assistant Vice President, Sales