Jeff Farley Email and Phone Number

*Spearheaded the development and successful execution of the transformational global Sales Management Cadence, across 1,100 sales professionals and significantly improving the depth of tiered KPI review and impact of how Pega runs its Sales teams, across forecast, pipeline & prospecting, hiring, coverage density & enablement.*Transformed the global Sales operations organization to 33 high-performing professionals across North America, Latam, EMEA, and APJ with the capacity and capability to enable Pega’s future GTM transformation at scale, while improving employee satisfaction YOY.

*Transformed the global business Sales finance function of 175 team members from “reporters of numbers” to key enablers of change, earning a seat at the table to driving real-time results, and building out the global shared services organization in India to drive significant scale and impact.*Ignited bookings performance through deep whitespace analysis and improved bookings and revenue forecast accuracy by 10% through deal predictive data science analytics (deal risk scores) to aid sales leaders in optimizing forecast (committed/best case).*Implemented Anaplan Territory and Quota Management (TQM) solution for NA Commercial (pilot) to drive greater scale and effectiveness on the TQM process which improved the landing of quotas by 4 weeks.*Spearheaded the complex sales incentive design analytics and quota execution across global sales teams, improving YOY costs as a % of total bookings by 100 basis points.

*Drove the GTM modeling and execution of the Customer Success organization transformation during a period of acquisition & integration, reducing costs by 60%, and improving scale and capacity of our Customer support of VMware’s cloud customers. Drove $78M of overall Cloud ACV bookings growth from $12M to over $90M.*Spearheaded acquisition integration of two cloud businesses from an operational perspective, resulting in key sales and customer success processes aligned and executed.*Revitalized the global sales and customer success operations team enhancing the decision support provided to our global and geography sales and cloud business leaders. Significantly improved the Operations team reputation across broader VMWare, and VMWare’s parent companies (EMC & DELL).

*Spearheaded the Global finance function for the $12B a year WW Public Sector sales business (Government, Healthcare, Education) for both Enterprise and Small/Medium-sized sectors.*Guided WW Public Sector Global business, across 13 areas and WW PS HQ - to deliver on all financial and Sales operations accountabilities across both bookings, revenue, and P&L, in a highly competitive and complex external market (IT consolidation, sequestration), and Microsoft’s shift to devices and services/cloud company.*Architected the global Public Sector partner price transparency transformation across Microsoft’s partner ecosystem, targeting geographies with a high corruption index, resulting in significantly improved customer price visibility and reduced FCPA risk to Microsoft.

*Architected all financial planning and analysis, incentive compensation, and strategic sales and business partnership related to the $10B US EPG Sales booking and overall P&L, across 3 regions/10 districts, public sector, and communication sector businesses.*Transformed quota setting process with improved transparency and accuracy, resulting in the team receiving a standing ovation from US Sales team at Sales kick-off.*Orchestrated the leadership of a large, remote team of 26 high performing managers and team members, improving employee survey results by 36% in 2 years.

*Pioneered the finance strategic partnership and controllership as a member of the $9B Canadian subsidiary executive leadership team, with accountability for full end to end Profit & Loss execution, and revitalizing the Canadian 40-person finance organization.*Achieved all financial and operational goals, resulting in a highly competitive “Subsidiary of the Year” two years in a row.