Responsible for the Digital Transformation of TIBCO's growing sales organization, partnering with and developing strategy in collaboration with Sales Leadership and thought leaders from our Value Engineering, Customer Success, Marketing, Pre-Sales, Renewals, and Partner divisions. Meeting with TIBCO's President, CXOs, and every other level of the organization to align sales workflows with OKRs.Measuring/Influencing: Time to productivity, deal size, win rate, sales efficiency, and more.Onboarding/Enablement: 300+ Sales, Business Development, and supporting team members globally.Presentations: On quarterly calls with GTM organization of 100+ attendees. Weekly office hours with groups of 50+ sellers. Regular Lunch & Learns with large or small teams, where knowledge gaps are filled. Vendor management: Focused on adoption, using metrics to prove more than an ROI on a $1M+ tools budget. Fully implementing and recognizing value with 2 new sales systems/solution vendors in the last year.Product Manager/Sponsor/Champion/Admin for Systems including:Salesforce | LinkedIn | ZoomInfo | People.ai | Gong.io | Groove | DemandBase | TechTarget | Clari | D&B+ moreProjects Include:- Past Customers and Champions at New Accounts (campaigns to re-engage the lowest-hanging fruit)- Data-Driven Prospecting (tools/data to identify and prioritize intent signals, prospects, and partners)- Mutual Success Plans (rollout of customer-centric timeline approach to creating compelling events)- Sales Strategy Hub (centralized resource for optimizing digital workspaces and increasing productivity)- Tools Value Review and Rationalization (mapped usage data to teams, identifying gaps for enablement)- Data and Analytics Steering Committee (as part of Information Builders and Citrix mergers)- GDPR process governance and compliance for sales teams (regulatory risk mitigation)- Data Steward for CAPDB project with Vista Equity Partners (supporting board-level strategic planning)

The 'Ask Jeeves' of how to sell more efficiently at TIBCO.Sales tools administration, integration, and enablement.Started weekly office hours for Sales and Business Development repsProjects Include:- 1:1 and Quarterly Review Dashboards (standardized metrics globally & saved hours of prep time per AE)- Territory Planning support (managing data integrations for Revenue, Employee Count, IT Budget, HQ)

CONNECT -> UNIFY -> PREDICTTIBCO fuels business modernization by enabling better decisions and faster actions in a digital landscape. We interconnect devices, systems, clouds, and people, capturing data in real-time wherever it is. We unify the data from its many forms with rules and governance to ensure accuracy and compliance. Together, we can augment your business intelligence with analytical insights driven by machine learning. Thousands of customers around the globe rely on us to build compelling experiences, energize operations, and propel innovation.

Business Solutions:Evaluate and translate business requirements into technology solutions that solve complex strategic problems within the healthcare industry. Develop business cases for and deliver presentations to C-Level audiences through both top-down and bottom-up engagements. Managing relationships with UnitedHealth Group, Blue Cross Blue Shield, Vision Service Plan, Noridian, Cambia, and more.• Provided investment options aligning to ROI to justify over $10M in spend.• Led discussions and developed partnerships with consultants to ensure solution success.• Resolved negotiations with business, procurement and legal departments to achieve win-wins.Technology Strategy:Map technology value across personas, focusing on functional challenges, their impacts, and desired outcomes. Develop multi-year, multi-platform technology roadmaps to fit the business and technology goals of the client, factoring data storage, processing, delivery and security. Engage the right people at the right time over 9-12-month sales cycles from prospecting to signature.• Leveraged a strong knowledge of cross-industry applications for machine learning principals to provide clients with solutions influenced by hindsight, insight and foresight.• Evaluated multiple technology approaches and architectures including SAS, AWS, Azure, Watson, Teradata, Tableau, Oracle, Netezza, and Hadoop.Project Involvement:• Enrolled members in higher quality, lower cost care alternatives with a machine learning driven real-time feedback loop for wellness program eligibility and optimized marketing outreach.• Reduced wait times for veterans’ coverage reviews and resulting care and disease management through summarization and analysis of medical records and other unstructured data.• Improved accuracy of government reimbursements by identifying risk adjusting conditions using medical chart and prescription data, then prioritized members for appointment scheduling.