Jake Callahan Email & Phone Number

Seattle, Washington, Us

Integrating role between sales, marketing, customer success, finance and business systems with responsibility for driving sales results through sales enablement programs, sales tools implementation/integration and sales process improvements. Built a high-functioning, data-driven sales machine focusing on increasing revenue, sales productivity, and operational efficiency. Implemented change management for MCG from Excel-based pricing to fully integrated price management automation. Implemented sales supporting deal desk simplifying internal sales administration.

Saint Louis, Mo, Us

Managed sales operations team transitioning sales support, sales tools, sales process, and executive reporting during the divestiture of the digital wireless business team from CDK Global to an independent privately-owned new company, Sincro.• Managed Sales Operations team of 5 responsible for Sales Tools, Sales Process, Sales Compensation, Executive and Organizational Reporting during divestiture transition.• Developed and realigned North American sales territory target markets, regional sales territories, and sales teams. Aligned and implemented customer and prospect accounts to new targeted territories for Sincro Sales organization• Built quarterly compensation plans based on business requirements aligned to annual sales targets. Managed compensation tracking, reporting, and payout for all North America Sales teams monthly.• Built out and implemented business development/lead generation management functionality to support sales pipeline growth where no functionality previously existed.

Seattle, Wa, Us

Managed technology tools and team supporting McKinstry’s long-term sales strategy, sales process and business platforms. Led McKinstry’s Sales Operations team with end-to-end responsibilities over their Microsoft Dynamics 365 environment for 35 Business Units across the Architecture, Engineering and Construction verticals.• Developed 2019 technology roadmap for development of sales management training programs, annual sales planning process, target setting, cross-functional data governance, and improvement projects.• Developed, managed, and executed four programs (implementation, rollout, execution, and training) to 35 sales teams increasing daily utilization by providing flexible and easy-to-understand sales processes.• Managed continuous data accuracy improvement processes and data governance for sales and forecasting tools and monthly sales analysis and reporting through the integration of Microsoft Dynamics 365 for Sales, Microsoft Power BI, Microsoft SharePoint, Vista Viewpoint, Adaptive Insights and custom-developed data repositories.• Developed and managed training program execution and cadence for the Sales Enablement training team.

Kista, Stockholm, Se

Led, developed, delivered and managed 10 successful new process implementation of Ericsson’s Sales Processes across the North America division representing $1.5B in annual sales (25%) and servicing 400 direct sales staff plus 2,500 sales support/sales management application users across 10 unique customer sales teams.► Identified, formulated, pitched and executed sales process improvements to simplify and automate workflows in the North America division resulting in $1M annual costs savings and adaptation into Global standard process workflow.► For 8 significant acquisitions, drove the integration and transition of the sales teams and their sales opportunity pipelines into Ericsson’s sales process and sales funnel.► Improved financial reporting usability and distribution by building and maintaining self-service dashboards serving up personalized reporting, metrics and business intelligence for finance, marketing, accounting, sales management and human resources based on user access profiles.► Managed end-to-end activities for 10+ sales tools directly supporting price management, proposal management, business case development, contract management, sales forecasting, financial forecasting, risk analysis, strategic planning activities for CRM, BOM/BOQs, scoping, contracts, orders booking, net sales tracking and reporting in Hardware, Software and Service (SAAS) environments.► Managed multiple cross-functional global and regional teams to design, implement, train, onboard teams and support MS Dynamics CRM, pricing, contract, business case, scoping and reporting tools.► Led, developed, planned and implemented sales training programs for the sales process and sales tools.► Developed, implemented and managed all aspects of the sales process including customer financial forecasting, sales forecasting, opportunity tracking, sales funnel / sales pipeline management, KPI analytics management, performance measurement and account maintenance in Microsoft Dynamics CRM.

Kista, Stockholm, Se

Represented North America division developing and writing business requirements for sales processes and sales applications launches, modifications and upgrades. Provided executive level financial reporting on sales pipeline / sales forecasts based on pipeline and funnel analysis. ► Managed North American MS Dynamics CRM initial implementation project replacing a homegrown sales opportunity tracking system built on an SAP platform. Project rolled out to an initial user base of 5000+ sales management, sales and sales support staff.► Led, developed, delivered and managed two implementations of two different contract management application, transitioning from paper to digital contract management application and implementation of CRM Contract management for the North America division. ► Led, developed, delivered and managed conversion of business case development tool from a nascent MS Excel Workbook to a CRM integrated Opportunity, Profitability and Cashflow Management (OPCM) application for the North America division, resulting in network integrated single access business tool replacing three previous tools.► Conceived, formulated and pitched roadmap to integrate legacy systems, applications and platforms. Roadmap adopted into long-term strategic plan.

Arlington, Virginia, Us

Information Operations Group Deputy Chief of Staff for Intelligence, Tacoma, WA 2005 - 2007Deputy Chief of Staff for Intelligence and Operations, Central IRAQ Nov 2003 – May 2005► Led, directed, supervised, and coordinated the planning, collection, evaluation, fusion, analysis, production, and dissemination of intelligence and counter-intelligence at all echelons. Primary intelligence advisor to the Commanding General. Managed multiple teams of 10 - 200 intelligence analysis and operations professionals. ► Bronze Star Award for Meritorious Service in a combat zone.

► Managed global business operations, proposal (RFPs), price management, contract negotiations, sales forecasting, and financial forecasting for Marconi’s Wireless Division preparing for IPO/Sale.► Prepared business cases and financial analysis for Marconi’s Wireless Division and investors in preparing for IPO/Sale during 2005 and 2006.► Launched Asian and Oceania markets for wireless business division during 2002 and 2003. Set up new business model, sales process and plan for wireless sales efforts into China, Hong Kong, Japan, the Philippines, Singapore, Australia and New Zealand. Traveled in region to establish and strengthen business relationships with channel partners.► For three acquisitions by other companies, drove integration and transition of the sales teams and their sales opportunity forecasts into new company’s sales process and sales funnels.► Called up from Reserves to Active Duty in Iraq Nov 2003 - Mar 2005 while employed by Marconi. See Military Service below.

London, Greater London, Gb

► Managed proposals (RFP's), pricing, contract negotiations and forecasting hi-tech mobile telecommunications for North America and Asia Sales Operations.

► Managed proposals (RFP's), pricing and contract negotiations in hi-tech mobile telecommunications for North America Sales Operations

► Managed marketing, database management and design agencies plus three largest customer accounts for billing and direct mail printing and fulfillment company representing 50% of Laser Directs annual revenue.

► Led, developed, delivered and managed implementation of RCAS for a 60,000 user UNIX and NT WAN. Coordinated and managed relationships with National Guard Bureau, Boeing Computer Services, GTE and U S West for delivery and installation.

Bsba, Business, Administration And Marketing

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