Christopher Eldridge Email & Phone Number

Pensacola, Fl, Us

South San Francisco, California, Us

Responsible for comprehensive overhaul of global Go-to-Market Planning encompassing policy, segmentation, territory design, quotas, compensation, and coverage strategy resulting in a 25%+ YoY Growth in Revenue.• Successful implementation of territory management tools (Anaplan and Salesforce) to optimize design and management processes leading to increased efficiency and accurate reporting. • A seamless transition from a selective coverage model to a globally aligned success model, significantly improving market reach and customer satisfaction. • Streamlined planning cycles with regular adjustments to accounts, quotas, and performance targets, ensuring agility and responsiveness. Led high-performing cross-functional teams contributing to central planning and operations for ~1,100 GTM Organization.• Target Setting: Managed a dedicated team of two responsible for setting revenue targets and developing incentive metrics for compensation plans. • GTM Planning Systems: Led a team of four focused on territory design, coverage analysis, ROI and sales productivity. This team leveraged Anaplan to create optimized territories and quotas for enhanced operational effectiveness.• Data Excellence: Built a team of nine dedicated to data quality and efficiency. This team ensured competitive analysis, account data accuracy, clear metric definitions, and data cleansing resulting in process improvement, policy implementation and enhancing the effectiveness of sellers, driving sales productivity.• Accomplishments: Streamlined Reporting and Increased Efficiency.o Enhanced Performance Measurement: Designed Anaplan models for Territories, Quotas, Headcount, and Productivity improving reporting clarity and standardizing performance measures across the GTM organization. • Recognized Achievements: o 2023 Catalyst Winner: Recognized for significant contributions and impact.o Recipient of Two GTM Impact Awards: Honored for driving successful GTM initiatives.

San Jose, Ca, Us

Merged Sales Operations and Business Intelligence Teams | Standardized Weekly Forecast Reviews• Built a high-performing, cross-functional team of 18 direct reports streamlining data analysis, presentation, and business operations management.• Redesigned forecast decks to facilitate a consistent approach to weekly reviews, a single (Tableau) dashboard for sales leaders to review headcount, plan attainment, top deals, and product revenues resulting in focused discussions and actionable steps.

Seattle, Wa, Us

Built and Scaled a high-performing worldwide team of 14 Direct Reports across U.S., Canada, and U.K. with ownership of pipeline fidelity and performance metrics, global prospecting programs, goal development and management, countersignatures, building the worldwide business intelligence and insights architecture, and driving coverage strategy results metrics.• Designed and built automated reporting for global prospecting activities enabling key stakeholders and executives with visibility to identify areas of improvement and repeatable sales motions, generating $4B in pipeline annually. • Implemented worldwide goal management mechanism and coordinated monthly business review decks providing key insights. • Designed and built an automated worldwide key performance intelligence platform monitoring sales inputs and outputs across worldwide geographic regions: AMER, APAC, Japan, EMEA and Verticals.• Established a 38-person team in Manila, Philippines to support global AWS Revenue and Sales Operations team.• Expanded Americas coverage to include EMEA driving down turnaround time reductions by 67% and lowering operational costs by 33%, implementing pipeline fidelity and scaling enablement programs, driving revenue growth from $17B to $48B.

Seattle, Wa, Us

Launched & Scaled Sales Operations for Specialized Sales Operations | Established eight teams • Partnered with global VP of Specialized Sales to delivery key initiatives for weekly forecasts and annual planning, headcount management, territory design, quota setting and strategic development of key result goals (KGRs).• Empowered sales leaders with actionable data: Collaborated, designed and implemented pipeline reporting tools (Tableau, Excel and Redshift), providing deeper insights into top deals.• Championed collaborative revenue generation, partnering with product teams to identify and remove obstacles impacting deal progression, developing an MBO (management by objectives) mechanism and streamlining sales performance management.

Memphis, Tn, Us

Supercharged Sales Growth by Leading GTM Strategy and Revenue Operations• Built and scaled the Sales Strategy and Operations team from four to 17 overseeing critical functions: compensation design, CRM implementation, performance management and revenue generation strategies.• Led a team of 67 Account Executives to 1200+ sales professionals, generating revenue growth from $600M to $3.4B. • Streamlined “Run the Business” processes, implementing a powerful CRM framework using SQL Server, Oracle, SFDC and Power BI, streamlining customer data integration in Salesforce.com.• Optimized efficiency by pioneering an in-house commission pay-out process reducing payout time by over 40%.• Empowered Data-driven decision making by designing a sales performance management system reducing cycle time by 15%.• Designed and implemented a sales performance management system (SPMS) data mart integrating SQL Server, Oracle, SFDC, and Power BI, improving sales manager visibility to seller activity improving cycle time by ~15%, and forecasting accuracy to ~3% MAPE from ~10%. • Curated dashboards, reports, and scorecards for seller through Executive which drive weekly deal reviews, forecasting, monthly metrics reviews, and capacity planning.• Built in-house compensation payout process, Improving compensation payout time from +60 days to 35 days and reduced audit flags to 0 for over 2 years. • Designed and maintained the customer to sales territory alignment system and ETL (customer definition, segmentation, alignment, and assignment) allowing for daily updates of customer revenues, location, TAM, and alignment to rep into salesforce.com.• Led implementation of new CRM and managed a team 3 SFDC administrators, driving $50M in additional opportunity creation to closed won (+10%). • Drafted and kicked-off the salesforce.com (sales and service cloud) governance process to maintain standards and ensure highest priority features implemented correctly and promptly.

Memphis, Tn, Us

As a Senior Marketing Specialist I collaborated with Global Account Managers to oversee the strategic development of pricing agreements for large global customers, and drove increased volume and revenue share. I also partnered with multiple global owners of the Enterprise Pricing Request System, a multifaceted automated workflow system that manages sales submission for pricing agreements, credit approvals, margin analysis, approval documentation, agreement management, and rate loading.My achievements included:- Developed toolkit(s) and models for data gathering and measurement, and communicated results to Analysts and decision makers- Designed pricing models, agreement generation system, the pricing and revenue management platform that enabled a analysts to focus on the customer experience and revenue optimization- Used productivity software to automate the analysis process, in order to ensure a quick turnaround and the accurate interpretation of results- Advised Sales professionals and Leaders on key negotiating tactics and market trends- Received numerous awards for delivering business intelligence that enables customers and internal users to make data-driven decisions quickly

Memphis, Tn, Us

As a Senior Marketing Specialist I collaborated with Global Account Managers to oversee the strategic development of pricing agreements for large global customers of a non-asset operating company and drove increased volume and revenue share. I also partnered with multiple global owners of the Enterprise Pricing Request System, a multifaceted automated workflow system that manages sales submission for pricing agreements, credit approvals, margin analysis, approval documentation, agreement management, and rate loading.My achievements included:- Developed toolkit(s) and models for data gathering and measurement, and communicated results to Analysts and decision makers- Designed pricing models, agreement generation system, the pricing and revenue management platform that enabled a analysts to focus on the customer experience and revenue optimization- Used productivity software to automate the analysis process, in order to ensure a quick turnaround and the accurate interpretation of results- Advised Sales professionals and Leaders on key negotiating tactics and market trends- Received numerous awards for delivering business intelligence that enables customers and internal users to make data-driven decisions quickly

Irving, Texas, Us

In this position I advised on the cost reduction strategy, and contributed to vendor sourcing negotiations pertaining to mechanical components for engines ranging from 200 kW to 16,000 kW.My achievements included:- Established a Global Collaboration Team to promote cross-divisional and cross-regional stakeholder engagement, and to prioritize strategic sourcing objectives across Centers of Excellence, and developed business plans for the relevant business partners to launch cost reduction strategies- Drove the achievement of substantial savings in component spend, through project prioritization, transparency, collaboration, and the alignment of targets across multiple divisions and disciplines- Implemented technologies to integrate data from DB2 and Oracle data systems, and created reporting that enhanced the understanding and visibility of component costs- Analyzed internal and external supplier data, identified and eliminated supply chain risks, and worked closely with suppliers to decrease costs over the component life cycle- Engaged with Global Purchasing, Manufacturing, and Engineering, to consult on contract negotiations- Generated reports and presentations on the component budget, financial performance, progress to plan, and potential risks for delivery to Executives for the large Power Systems Division

As a Business Manager I oversaw day-to-day operations, including sales and financials for a $5M service organization, I coordinated internal and external resources in the delivery of customer solutions, monitored variable compensation, and ensured vendor compliance with agreements.In addition I led the implementation of a customer-focused growth strategy, which led to a 500% growth in sales over 4 years.

Master Of Business Administration (M.B.A.), Business Administration, Management And Operations

Bachelor Of Science (B.S.), Business Administration - Finance

Master Of Business Administration - Mba, Business Administration, Management And Operations