Gus Burke Email & Phone Number

New Hampshire, United States

Partner to Dragos Sales supporting GTM execution, Forecasting, reporting and analytics.

Remote - Boston

Cisco (Duo Security Business) Sr Sales Operations ManagerSupported Duo Sales during 150 to 300M ARR Growth:• Managed weekly SaaS forecast reviews and End of Month large deal War Room, directly advising the Worldwide Sales VP and Regional VPs, averaging 95% accuracy for a $140M+ new & expansion ARR from 140 sales reps. • Initiated and managed production of a Weekly Duo Health dashboard with 16 key metrics offering weekly insights to leadership.• Annual Quota Setting: Partnered with Finance, Comp and Sales Leadership to set & deploy quotas for 140 sellers, 90 Sales Engineers, 30 Partner reps. Awarded “Driving Highest Level of Achievement”.• Inherited & successfully executed complex the Duo Primary ACV Comp Process feeding Sales Compensation for 250+ Sellers. • Annual Planning: Projected sales targeting quota, pipeline creation, capacity planning, sales productivity, and territory analysis• Built front line manager dashboards for real-time reporting with G-sheets and Salesforce data.

Us - Boston

Zscaler WW Sales Operations Manager • Directly advised CRO & VP of Sales Operations with Exec Updates, Forecast, Board Reviews during high growth years - 50-56% YOY at 190M – Successful IPO in 2018• KPI Program Manager – Productivity Tracking, Pipeline Management, VOE Survey, Scorecard Production in this fast paced high growth environment.• Designed and managed Production SaaS Forecast, which was implemented in SFDC, and drove sales process adherence and accountability across sales.• Managed Deal Desk – Interacting with Legal, Channels, Finance and all levels of Sales• Annual Planning BI LeadHistory of Excellence in: - Leadership, Salesforce, Pipeline & Forecast Program Management - Executive Communication, Enterprise Sales Cycles, GTM Annual Planning Cycles - Analytics Design, Productivity Management, Account & Territory Management - Scorecard Development, MS Office Mastery, Sales Management - Cyber Security, Cloud Security, SAAS Business Models

Greater Boston Area

Manage a Team of Sales Operations for Americas Security Software 300M business- During integration of ArcSight & Fortify – stabilized Pipeline & Forecast Practices for 80 Sellers seeing a return to 1% growth after quarters of double-digit decline.- Handle day to day Sales Operations Deal Management from Lead to Revenue- Collaborate with Finance, Contract Operations, Legal, Order Management, and Sales on Pipeline & Forecast Management

Massachusetts, United States

Provide Sales Forecasting Analysis & insights for Americas Software Sales Team.• Responsible for end to end program management of AMS Software Sales 1B Forecast. Led a virtual team through design and ongoing production builds for AMS Forecast & Pipeline Reports.• Valued partner to AMS Sales VP and his Regional VPs: summarized executive level business updates identifying trends and action required. • Managed End of Quarter Forecast War Room - Legal, Deal Desk, Credit, Finance Deal TriageAwards: • 2015 awarded Presidents Club, a rare award given to Sales Operations. In 2014 awarded the Against All Odds Sales Operations Award, Most Valuable player and multiple HP leadership Awards- Teamwork, Accountability and Execution Excellence. • Nominated and graduated from HP Braveheart Leadership Program - Jay Tyler Consulting. Skills : Access Databases, Excel Forecast Templates, Large Deal Tracking, Executive Communication, Ad-hoc Analysis, Crossfunctional Collaboration

Massachusetts, United States

HP-AMS Global Accounts Business Planning & Reporting• Responsible for AMS ad-hoc Pipeline Management Reporting for Global Accounts including CRM reporting, Monthly Sales Review preparation, HPN Pipeline tracking, Inbound Account FCS funding, Global Account targeting, Portfolio Shifting, and Sales Incentive reporting. • Implemented Omega to Siebel territory coverage files for Global accounts & Federal in FY11 to facilitate smooth transition of coverage models. • Implemented FY10 Gap to Goal Reports with ASO to Commercial, Enterprise & Corporate Businesses to identify performance issues.

Manage multiple CRM based Reporting tools including Siebel Analytics, Business Objects, & HP Enterprise Data Warehouse for the Technical Sales Group.- Gathered and delivered report requirements and designs to the Enterprise Data Warehouse team, migrating off of Business Objects, collaborating with Finance, Sales Leadership, Sales Ops, and BU product leads.- Redesigned and delivered Tactical End User KPI reports in the new EDW environment for Technical Sales including: Lead Tracking, Pipeline Heath & forecast Coverage, Wins, Portfolio mix, activity management- Designed & implemented the IM Sales territory, roster, compensation and revenue tracking model- Provided Executive leadership with Scorecards & analysis on Global Accounts Pipeline Management and Forecasting

Littleton, Massachusetts, United States

• Created & managed an end to end Reporting solution for Inside sales• Created, Managed and maintained a comprehensive Management Scorecard and supporting management framework for inside sales management and reps. Transitioned the Inside sales team off of End User Reports to Business Objects V, and managed the transition from BO V to BO XI. • Responsible for: Siebel process development, Sales Contest Measurements, Weekly management Scorecards, Lead Management, Partner Management, Activity management, Task Substitution development and socialization. Designed & Implemented a Business Objects reporting Universe for Sales Management. Worked with the SMB Commercial Sales team on the monthly forecast. Mentored an additional resource for Sales Process and Analytics.

Littleton, Massachusetts, United States

• Managed 10 a team of inside sales Reps covering the Eastern Region for HP Enterprise Hardware• Promoted 4 Sales Reps to field Sales Positions. Consistently exceeded quotas and lead the team individuals to many top achievements in monthly Sales contests. Always maintained excellent performance reviews.

Littleton, Massachusetts, United States

• Consistently Exceeded Quota and Won many Sales Contests.• Became a Siebel Users expert, Siebel Process Analyst, and End User reports expert.• Maintained superior relationships with the territory partners, the field sales teams, and HP end-user customers.• Sold the full breath of the HP Portfolio to all customers. • Attained tool mastery with all Sales Tools: EDW, Business Objects, Siebel, Harte Hanks, End User Reporting, Product Tools, New Customer Reference, MS Excel, MS PowerPoint, Visio Flow Charting, Siebel and all quoting/configuration tools. Was instrumental in all phases of Siebel upgrades & rollouts. Developed multiple sales tools that improved Inside Sales efficiency.

Education record

Associate Of Science (A.S.), Electrical And Electronics Engineering