Connor Mckenna Email & Phone Number

Austin, Texas, United States

1) Led the restructuring of the Mid-Market Americas sales organization (+300 FTEs and +$12B revenue), optimizing for total employees, management spans, industry experience and productivity requirements.2) Created an international headcount strategy and forecasting model that enhanced accuracy of annual attrition 152% and reduced employee surplus backlog 71%.3) Created Contactability Reporting, a new reporting standard adopted by Global Mid-Market Sales (+460 Employees & +$490M Revenue)… Show more 1) Led the restructuring of the Mid-Market Americas sales organization (+300 FTEs and +$12B revenue), optimizing for total employees, management spans, industry experience and productivity requirements.2) Created an international headcount strategy and forecasting model that enhanced accuracy of annual attrition 152% and reduced employee surplus backlog 71%.3) Created Contactability Reporting, a new reporting standard adopted by Global Mid-Market Sales (+460 Employees & +$490M Revenue) to evaluate the impact of sales efforts on newly adopted accounts.4) Set quota for North America Mid-Market sales by forecasting goals based on historical run rates, working with multiple XFNs to implement into systems, and providing a post execution assessment to sales leaders.5) Operationalized the new standard for evaluating, recruiting, and transferring AMs/TLs across business units by sorting candidates with a customized weighted model and stack ranking based on performance.6) Executed the 1st Manager Skill Assessment evaluating 37 TLs and 7 HOVs to identify the top 3 high-priority skills for their business against quantitative sales performance; helping sales leaders reshape their org structures and strategies.7) Built headcount and coupon tracking dashboards querying databases in real-time to ensure data integrity across cross-functional teams.8) Launched the Coupon Calculator tool decreasing coupon rejections 29% (QoQ).9) Created a new account selection process that analyzed +2 years of data and +2K accounts to identify the characteristics of top performing customers.10) Applied CX survey results to correlate job level and CX engagement into bottom line revenue. Show less

Dallas, Texas, United States

1) Defined product strategy and planning for broadband transformation initiatives working across cross functional teams.2) Utilized data analytics and key cross functional partner input to define optimal approaches and prioritization of initiatives to target.3) Provided executive level presentations regarding products and plans as assigned.4) Conducted multi-year product planning to determine product transformation decisions and additional product needs to support transformation… Show more 1) Defined product strategy and planning for broadband transformation initiatives working across cross functional teams.2) Utilized data analytics and key cross functional partner input to define optimal approaches and prioritization of initiatives to target.3) Provided executive level presentations regarding products and plans as assigned.4) Conducted multi-year product planning to determine product transformation decisions and additional product needs to support transformation, ensure consistency with overall marketing and corporate strategy, and achieve product performance, revenue, market share/penetration, and profitability objectives.5) Identified, monitored and analyzed internal (i.e. financials, movement, revenue, cost, sales) and external (i.e. technology, market share, competitive) performance parameters. Show less

Dallas/Fort Worth Area

1) Analyzed +$30 billion of revenue for +20 portfolios providing cost saving, margin optimization and product retirement recommendations2) Saved +150 hours annually creating Robot Process Automation (RPA) applications and tools in Microsoft's Power Automate: metadata tagging, sentiment analysis, natural language processing (NLP), employee productivity optimization, project tracking with automated reminders and advanced filtering3) Lead projects, procured software and wrote technical… Show more 1) Analyzed +$30 billion of revenue for +20 portfolios providing cost saving, margin optimization and product retirement recommendations2) Saved +150 hours annually creating Robot Process Automation (RPA) applications and tools in Microsoft's Power Automate: metadata tagging, sentiment analysis, natural language processing (NLP), employee productivity optimization, project tracking with automated reminders and advanced filtering3) Lead projects, procured software and wrote technical white-papers for advanced technological solutions in 5G, Wi-Fi 6, Fiber, Quantum Computing, Blockchain, Cryptocurrency and Non-Fungible Tokens (NFTs) for CxO4) Provided consumer and industry guidance on the effects of COVID-19 within the telecommunications industry and its potential impact to top line financial results5) Created statistical models to determine optimal fiber build strategies based on financial, competitor and geographic variables6) Established procedures for each recruitment stage by interviewing candidates, creating onboarding actions, and opening communication feedback channels for new AT&T consultants7) Developed a project within premium professional gaming entertainment8) Reported directly to the VP of AT&T Corporate Strategy9) Guest speaker for InspirAsian AT&T mentorship group - blockchain and evolving technologies Show less

Greater Seattle Area

1) Lead the Amazon Go pricing process and pricing strategy group which was responsible for launching, maintaining and updating product pricing for all Amazon Go stores across North America.2) Directed international pricing training and new program launches for Amazon employees in India and Costa Rica.3) Conducted database exploration through SQL to statistically analyze customer experience and store performance in visual analytics platforms (Tableau, Power BI, Excel).4) Established… Show more 1) Lead the Amazon Go pricing process and pricing strategy group which was responsible for launching, maintaining and updating product pricing for all Amazon Go stores across North America.2) Directed international pricing training and new program launches for Amazon employees in India and Costa Rica.3) Conducted database exploration through SQL to statistically analyze customer experience and store performance in visual analytics platforms (Tableau, Power BI, Excel).4) Established procedures for each recruitment stage by interviewing candidates, creating onboarding actions, and opening communication feedback channels for new Amazon Go associates.5) Developed economic pricing experiments to determine customer elasticity and product promotions. Show less

Dallas/Fort Worth Area

1) Lead analyst for AT&T’s blockchain and cryptocurrency initiatives.2) Advised CEO, Board of Directors, and senior management on strategic business objectives and made recommendations for future investment opportunities based on data-driven research and financial modeling.3) Conducted competitive and industry analysis for the evaluation of potential opportunities and threats.4) Responsible for developing and launching AT&T's cryptocurrency payment's system, helping the corporation… Show more 1) Lead analyst for AT&T’s blockchain and cryptocurrency initiatives.2) Advised CEO, Board of Directors, and senior management on strategic business objectives and made recommendations for future investment opportunities based on data-driven research and financial modeling.3) Conducted competitive and industry analysis for the evaluation of potential opportunities and threats.4) Responsible for developing and launching AT&T's cryptocurrency payment's system, helping the corporation to become the first mobile carrier to accept payment in cryptocurrency.5) Guest speaker for the Women of AT&T mentorship group - blockchain and evolving technologies. Show less

Dallas/Fort Worth Area

1) Lead Field Sales Rep for IBM’s Talent and Collaboration portfolio managing nine accounts: Acxiom Corp., Adobe, ATOS, Cerner Corp., DST Systems, Exelon Corp., Stone Point Capital, Symantec Corp. and Walt Disney.2) Controlled the cross functional collaboration between multiple geographically dispersed business units to ensure the successful delivery of IBM’s brand specific business strategies to my account’s executive clientele.3) Analyzed market, industry, and economic data to… Show more 1) Lead Field Sales Rep for IBM’s Talent and Collaboration portfolio managing nine accounts: Acxiom Corp., Adobe, ATOS, Cerner Corp., DST Systems, Exelon Corp., Stone Point Capital, Symantec Corp. and Walt Disney.2) Controlled the cross functional collaboration between multiple geographically dispersed business units to ensure the successful delivery of IBM’s brand specific business strategies to my account’s executive clientele.3) Analyzed market, industry, and economic data to forecast potential sales revenue for strategic territory and account planning.4) Managed the entirety of a complex sales cycle through new business development and expanding existing business contracts. Show less

Dallas/Fort Worth Area

1) 1 of 10 advisors selected within IBM’s North American Inside Sales Division by IBM's Chief Digital Officer to pioneer and establish the business model for the IBM Digital Business Group.2) Determined strategically beneficial business partnerships as the WTA Team Liaison.3) Responsible for delegating customer data and territory assignments to the entire WTA team.4) Curated content for IBM’s global marketing resource, THINKMarketing through social media.5) Consulted with… Show more 1) 1 of 10 advisors selected within IBM’s North American Inside Sales Division by IBM's Chief Digital Officer to pioneer and establish the business model for the IBM Digital Business Group.2) Determined strategically beneficial business partnerships as the WTA Team Liaison.3) Responsible for delegating customer data and territory assignments to the entire WTA team.4) Curated content for IBM’s global marketing resource, THINKMarketing through social media.5) Consulted with executive level clientele to provide guidance regarding industrial, situational and thought leadership to drive digital transformation within their organizations.6) Enabled clientele to build their own iconic brand experiences by utilizing industry-leading cognitive content capabilities to reduce organizational dependence on IT resources.7) Managed the entire sales cycle from prospecting, qualifying, presenting and closing deals.Awards / Recognition1) Selected by IBM to be the face and lead of the Digital Advisor Group - 2017 North America2) 100% Club 2016 (+100% quota) Show less

Dallas/Fort Worth Area

1) 2016 = 237% of quota, +$7M client leads, +$600K closed accounts, +115 new opportunities2) 2015 = 278% of quota, +$16M client leads, +$400K closed accounts, +80 new opportunities3) Completed the "Field Representative to Business Development Representative" sales pilot; generating new positive relationships between divisions by earning +10 meetings and +$100,000 in white space accounts.4) Collaborated and managed 10 field reps for Team Bradberry cultivating new relationships for… Show more 1) 2016 = 237% of quota, +$7M client leads, +$600K closed accounts, +115 new opportunities2) 2015 = 278% of quota, +$16M client leads, +$400K closed accounts, +80 new opportunities3) Completed the "Field Representative to Business Development Representative" sales pilot; generating new positive relationships between divisions by earning +10 meetings and +$100,000 in white space accounts.4) Collaborated and managed 10 field reps for Team Bradberry cultivating new relationships for all sellers on the team.5) On-boarded and mentored 10 Business Development Representatives for the Talent & Collaboration Division.6) Coached 15 IBM Sales Representatives in achieving their Certificate of Professional Digital Selling.7) Constructed unique prospecting and analytic processes utilized by IBM Sales North America.8) Co-Created the IBM LDR Millennial group.Awards / Recognition1) PBC Rating = 1 (Highest Rating Attainable)2) BUE Award 2015 (+340% quota) - 1H153) Best of IBM 2015 (+130% quota)4) 100% Club 2015 (+100% quota)5) LDR Rookie of the Quarter – 2Q15 North America6) Champion Learner – 3rd IBMer to Achieve Certification 3Q15 North America7) IBM Manager’s Choice Award – 1Q158) Best Team Player Award – 2H159) Guest speaker at the IBM 2015 NWOM Summit, "Day in the Life of an LDR"10) Video interviewed for company initiative "Role of the Digital Seller Story" (Dallas and Dublin) Show less

Tuscaloosa, Alabama Area

1) Developed a comprehensive business plan by analyzing customer and market data to engage new clientele.2) Managed a team of four software and network engineers in creation of Covered’s minimum viable product to demonstrate our capabilities to potential clients and investors.3) Cultivated relationships with client, investors and venture capitalist in order to grow capital.4) Placed 3rd in the University of Alabama’s Tech Start-Up Weekend, Sponsored by Google.

Tuscaloosa, Alabama Area

1) Represented the University of Alabama for Head Start’s national advertising campaign2) Elected manager for my advertising team of five to oversee the entirety of the project3) Developed an advertising campaign book and iOS smartphone application Head Start4) Conducted and analyzed customer and market data to generate innovative operational efficiencies

Santa Monica, Ca

1) Summer Internship; ACURA Metric and Ride & Drive national campaigns2) 30 of 600 applicants chosen3) Worked with ACURA clients and 5 executives to correct and communicate information received by both parties to satisfy client expectations4) Constructed presentations and social events for my superiors by utilizing current data and market trends within the target audience to acquire new clientele for RPA

Master Of Business Administration - Mba, Business Analytics

Bachelor Of Arts (B.A.), Public Relations, Advertising, And Applied Communication, 3.5/4.0

Activities and Societies: Sigma Alpha Epsilon

High School Diploma