Divya Arora Email & Phone Number

Glencoe, Il, Us

San Francisco, California, Us

Head Global GTM Operations for Salesforce $4B Marketing Cloud (MC) Platform and products including, Gen & Predictive AI, Personalization, Engagement and Data Cloud ProductsDrive end-to-end GTM, Growth Operations & Sales Acceleration incl., cohesive portfolio strategy, market-specific pricing & packaging, sales playbooks, enablement, global performance objectivesLead cross-functional governance committee incl., Sales, Deal Desk, Finance, Sales Ops, Legal, Sourcing and Product, to maximize deal revenue and profitable growth Recognized as trusted advisor to senior executives (EVP+) with the ability to clearly outline strategic vision, gain alignment & get buy-in on GTM strategies

San Francisco, California, Us

Head Global Commercial Strategy, Growth Operations & Sales Acceleration for $1B MC Engagement PlatformLed Business transformation, achieving a 225% turnaround in gross margin and $315M expense savingsManage global team; responsible for GTM support for ~3000+ MC sales team members

San Francisco, California, Us

Led Deal Structuring, Investment Justification & Value Realization motions to Maximize Salesforce Revenue Growth in Retail & Consumer Goods practicesAdvised C-Level customer executive teams, helping build their business growth strategy (via Digital, Data, Analytics, AI) & articulate the strategic & financial impact of Salesforce to their organizationsBuilt marketing & sales programs and best practice playbooks, spanning a diverse set of Salesforce solutions including Sales Cloud, Service Cloud, Marketing Cloud, Commerce Cloud etc. Developed, evangelized and executed BVS organizational programming to streamline hiring, onboarding, development, and retention of 100+ (and fast growing) cohort of BVS’ers Managed teams of BVS’ers; responsible for BVS support of ~500+ NA Retail & Consumer Goods sales team members Awarded Salesforce Peak Performer FY'19

San Francisco, California, Us

New York, Ny, Us

Chief, a private network designed for the most powerful women executives to strengthen their leadership, magnify their influence, and pave the way to bring others with them.

Rosemont, Il, Us

Built & led Value Added Services program, providing 200K+ customer base with key marketing and operational solutions that address their business needs while improving US Foods market share & retention Identified, prioritized and developed customer solutions based on dimensions of ROI, TCO, feasibility, competitive benchmarks Developed GTM plan including marketing (i.e., branding, activation, communication incl. multi-media campaign, trade shows), and sales strategy (i.e. sales model, playbook, incentives, selling kit) to drive customer engagement & adoptionInnovated differentiated Consultative program. Developed all aspects of the program from hiring, org wiring, and “gold-standard” metrics to selling playbooks, tools & training, learning councilsOwned relationships with 45+ 3rd party vendors, managing portfolio segmentation, compliance with SLAs; quarterly business reviewsManaged large regional teams as 2nd line manager

Purchase, New York, Us

Led product marketing & commercialization for $1.5B Tropicana product portfolio (Tropicana, Dole & Ocean Spray); Concept to launch incl. P&L management, brand development, packaging design & media planningLed all aspects of Long Range Planning (LRP) and Innovation Growth Plans (IGP) for Tropicana leadership– Regularly presented business unit results and strategy to Pepsico CEO & ELTDeveloped 5-year global beverages portfolio strategy based leveraging consumer insights & shopper analytics to identify white space opportunities, recommended deals/acquisition opportunities to strengthen offerings and expand footprint

Boston, Massachusetts, Us

Led small teams to help private & public institutions solve ambiguous, strategic & organizational challenges Developed 3yr brand strategy for luxury and lifestyle division of large hotel chain through comprehensive portfolio review, consumer insight and competitor research. Led multi-category front-store profitability improvement at a major U.S. home improvement retailer. Focused on broad range of COGS reduction levers, from merchandising optimization to vendor/supplier negotiations. Led operations strategy and strategic sourcing process for a multi-billion dollar media retailer. Results included improved demand management, product portfolio rationalization and indirect cost and process optimization

Mba, Analytical Consulting, Marketing, Management & Strategy

Executive Education Certification, Program On Negotiations, Harvard Law School

B.S., Computer Science