Kelly Cowan Email & Phone Number

Austin, Tx, Us

Chaumont-Gistoux, Walloon Brabant, Be

Leveraging my 2 decades of global business experience across Business Operations, 15 years of organizational / people management, and 6 certifications, I serve and advise leaders who are aiming to establish healthy business rhythms that boost profitability in the following disciplines:Operations Strategy & Organization- Marketing, Product, Revenue, Sales- Pipeline Management - Campaign Operations Management - Business Unit Alignment- Customer & Buyer Journey- Resource Utilization & Load Management- Annual Operating Planning (AOP)- ABM (Acquisition, Retention, Expansion)- Training & Enablement- Segmentation- Budgeting & Spend Management- Forecasting, Quota, & Compensation Management- Data Management- Reporting & Cadences- Strategic Deployment Modeling (OKR & Hoshin) Technology Stack & Infrastructure - MAP, CRM, PRM, Event, Web, ABM, Paid Ad, SEO, SEM, CDP, Enrichment, Productivity, Prospecting, Compliance, Social, Attribution, Analytics & Business Intelligence, Webinar, Sales Enablement (LMS), Collaboration, Project Management, Conversation Marketing, Lead Routing/Scoring, Survey/Feedback, Competitive IntelligenceProject / Program Management- Agile, Waterfall, Six Sigma, Enterprise Project Portfolio ManagementReporting & Analytics- Revenue and Functional KPI Scorecards, Analytics Command Centers, Prescriptive Outcome Design (For excel, Tableau and/or PowerBI, Data ManagementGo-To-Market Strategy- Strategy, Planning, Road-mapping, Execution, Enablement, Reporting

Austin, Tx, Us

Defined and executed the Marketing and Revenue Operations vision and strategy for a $500m global IoT industry leader. Led a global team of marketing / data operations managers and reporting analysts that supported overall marketing and revenue growth strategies.Responsibilities- Led a global team of marketing operations professionals responsible for marketing automation, technology integration management, data management, reporting, and campaign operations- Strategic and tactical architect of $1m+ ACV technology stack that drove Marketing and Sales operating rhythm- Builder and manager of KPI scorecard suite (Revenue, Marketing, & Sales)- Developed and implemented multi-faceted segmentation strategies that tailored approaches to different prospect / customer groups to maximize success and customer value- Supplied GTM functions with planning and execution through providing granular insights to drive GTM funnel- Built buyer / customer journey to track user interactions across marketing / sales touchpoints to increase engagement, value delivery, and alignment between Marketing and Sales- Led global campaign operations ecosystem across all marketing channels- Revenue Operations scrum master responsible for partnering with IT development teams to drive continuous optimization of SFDC and complemental technologies- Implemented and scaled ABM strategies, software, and reporting structure that aligned Marketing and Sales functions- Marketing/Sales Training & Enablement Manager responsible for ensuring Sales and Marketing teams were aligned with the knowledge, skills, and tools needed for success- Budget Management- Reporting & Analytics ManagementMartech Ownership: Salesforce, Marketo, G-Analytics, Coveo, Crazy Egg, Adobe Suite, Leadspace, 6Sense, Jifflenow, SEMRush, Rollworks, Brightedge, Vimeo, and ChatGBT

Solna, Stockholm, Se

Defined and executed the Marketing and Revenue Operations vision and strategy for a $100m+ ARR global enterprise asset management company based in Stockholm, Sweden. Led and developed a global team of Sr. Manager of Marketing Insights, Marketing Automation managers, and reporting analysts that supported overall marketing and revenue growth strategies.Responsibilities- Managed, negotiated, and optimized $2m+ ACV marketing / sales technology stack that enabled sales teams to achieve $30m in ARR through new logo, cross-sell/up-sell, and retention- Lead lifecycle strategy owner supporting a global sales organization of 150 through territory hierarchy management, global lead management, segmentation, and KPI reporting- Owner of Annual Operational Planning for global Marketing organization- Developed sales enablement strategy to educate, position, and empower sales teams to reduce churn rates and improve close rates for new logo and cross-sell / upsell motions - Planned, implemented, and measured regional/global marketing and nurture campaigns through diversified marketing channels- Developed full funnel KPI reporting packages for senior marketing and sales leadership including board-level reporting- Managed 3 external vendor relationships (operations, creative, and technology)- Responsible for marketing GTM motions to drive operating rhythm for sales teams- Managed marketing and marketing operations budget through campaign and technology ROI- Developed and implemented data management strategies to improve enrichment by and reporting quality by 65%- Defined and implemented Business Development Operations strategy to educate, position, and empower global BDR selling motions- Owner of global BDR target / quota / forecastingTechnology Stack Ownership: Salesforce, Marketo, Demand Tools, DiscoverOrg / ZoomInfo, SalesLoft, Bria, Drift, Zift (Relayware), Jive, Drupal, Hootsuite, OneTrust, On24, Camtasia, LinkedIn Sales Navigator, XING and Vimeo

Defined and led global sales operations technology strategy for Expedia's vacation rental portfolio business, a $2b+AB in Vrbo. Led a team of 10 senior business / sales operations analysts and product owners located in the USA, Spain, Australia, Singapore, and Brasil who advised and supported 300+ person global sales organization. Responsibilities- Implemented, integrated, maintained, and optimized $2m+ ACV sales technology stack- Responsible for architecting and driving Salesforce strategy to support and empower global sales teams- Defined, implemented, and scaled global lead management strategies to drive $2b book of business- Responsible for global lead velocity rate (LVR) to ensure sales velocity achieved goal and forecast- Sales Operations technology lead for larger GTM team responsible for new technology configurations that supported the global sales organization- Operational / Sales enablement owner for outsourced sales vendors- Responsible for deliver global sales enablement to sales teams- Responsible for sales quota and attainment specifically for Brazilian business- Global Operations Salesforce.com scrum master responsible for advising IT Operations and deploying over 1500+ enhancements for sales organization- Designed and deployed sales organization restructuring effort to maximize value for the Global Sales Acquisition business- Defined and executed GTM M&A strategy to integrate, centralize, and scale global sales operations processes for APAC business- Responsible for continuous technology process optimization efforts to maximize sales efforts and improve sales usability while reducing click-to-close ratesTechnology Stack Ownership: Salesforce, NCSquared, 8x8, Eloqua, Compass, OIC, Atlas

Austin, Tx, Us

Served as company leader, advisor, and enterprise project portfolio governance manager for all chief officers deploying company-wide project / portfolio management strategies for a financial services institute with $2b+ in assets.Responsibilities - Trained and led business unit senior leaders on project Team Roles & Responsibilities - Developed and deployed Project phase Gates and Tolerances to ensure project delivery accuracy- Executive briefing chair for project portfolio performance- Architected and deployed project management lifecycle and governance framework- Partnered with senior level business unit leadership to prioritize technology enhancements and managed a running technical project roadmap.- Presented (bi-weekly) project portfolio health and upcoming technology enhancement requests to C-suite.

San Diego, California, Us

Served as Sig Sigma leader supporting Business Unit executives drive operational efficiencies and capital projects to increase retail revenue for $2b+ retail business.Responsibilities- Created cost-efficient operational strategies to drive down opex and improve revenue growth aligning with overall corporate valuation strategy.- Supported multiple executives across the company as it pertained to operational enhancements, revenue growth, P&L management, project management, and program management- Responsible for delivery of CBA/ROI packages to senior leadership- Responsible for delivery Performance & Learning Infrastructure process improvements- Defined strategy and implementation of nation-wide Animal Shelter Services Program- Defined strategy and implementation for Enterprise mailroom/copy center geographic relocation that resulted in $1.5m savings

San Antonio, Texas, Us

Led a team of business analysts who supported a 65+ global channel sales organization for a $1b+ ARR Cloud Computing and Dedicated Hosting business. Responsibilities- People Manager / Talent Developer- Multi-level sales reporting management- GTM Strategy- Channel sales analytics- Territory planning and segmentation- Technology optimization to improve sales user experience by partnering with SFDC development teams- Design, development, implementation, and management of Partner Net Promoter Score- Implemented Salesforce data management strategies that improved data integrity by 65%- Provide operational leadership in restructuring Rackspace's partner programs- Partnered with Gartner analysts to construct and deliver Asia-Pacific Go-To-Market channel strategy- Responsible for leading all channel sales Infrastructure improvements - Developed and managed a Top 50 Global Partner network to maximize sales goals- Developed and implemented sales reporting dashboards- Change Management and capacity planning- Implemented Salesforce CRM and PRM SOP /Rules Of Governance- Improved Voice of Customer engagement between partners and channel sales teams by implementing Net Promoter Score framework- Operational lead for ensuring Global Partner Program restructuring and GTM launch were driven seamlessly

Round Rock, Texas, Us

Served in multiple operational leadership / IC roles supporting Global Marketing, Sales, and Customer Service organizations through business optimization initiatives, process improvement, program management, and people management for $53b+ (as of 2010) computer and technology business.Responsibilities- Global vendor manager for online store quality analysts (QT, QA)- Used DMAIC/LEAN methodologies to improve global online merchandising cycle globally- Improved configure-to-checkout rate by leading Kaizen events globally to restructure and improve online merchandising bundle operations- Developed and managed marketing operations KPI scorecard to ensure online store errors and customer service calls were held within control

Round Rock, Texas, Us

Responsibilities- Responsible for driving customer service and sales enablement strategies- Improved relationship between Sales and Customer Service by implementing a Sales / Customer Service model for North America- Responsible for delivering Sales / Customer Service analytics reporting to senior sales and customer service leadership- Partnered with HR and Sales to maximize workforce models which improved the following productivity metrics: customer conflict resolution times, customer satisfaction scores, and handle times- Developed and managed both customer service and sales SOPs and training to ensure integrity between both organizations

Round Rock, Texas, Us

Responsibilities- 3rd party product sourcing for enterprise sales teams- Provided operational support to maximize sales team productivity - Organizational Six Sigma chair responsible for organizational project portfolio- Served as Six Sigma department champion and mentor- Responsible for Six Sigma training to employees who wanted to attain Six Sigma certification- Process audit lead for Global Auditing team to ensure Global Fulfillment technologies were running as designed- SSGB: Reduced duplicate software & peripheral shipments resulting in $1.2m hard-savings- SSYB: Improved customer credit-return process from 11 to 6 days; Y/Y savings: $84k- Implemented supply chain and technology strategies to reduce S&P Partner backlog

Round Rock, Texas, Us

Responsibilities- Provided relationship-business customers with computer and networking solutions- Trained and mentored new incoming sales reps- Consistently ranked in top 10% of sales stack rankings- Successful training of sales reps that improved ramping time