Mark Crofton Email & Phone Number

Walldorf, Bw, De

Global Head of Enablement for revenue-focused teams. Lead 60-100 employee global and regional teams responsible for onboarding, training, upskilling and reskilling customer-facing executives. Member of SAP's global executive team. • Lead development of the vision and strategy for enabling the Field organization (including Sales, Presales, Value Engineers, Customer Success Managers) to meet revenue and renewal targets. • Responsible for the successful execution of the global enablement plan and ensure field team members are equipped with content, resources and training to effectively differentiate and sell SAP and partner solutions. • Oversee the development of learning and training content to develop field-ready curriculum, customized regionally for customer-facing audiences.• Develop data-driven personalized learning approach to reskilling and upskilling existing workforce and plan for future of work needs. • Grow executive relationships with leadership and gain alignment for enablement strategy, approach & execution.• Impact: +28% cloud opportunities created | +22% cloud customers won | 13% decrease in time to revenue

Walldorf, Bw, De

Head of SAP's Sales Enablement organization (100 employees) with responsibility for training and enabling all quota carriers, sales managers and presales executives. Drive upskilling and reskilling of SAP's customer facing colleagues. Drive learning and development programs globally including onboarding, virtual and in-person learning as well as on-the-job development.Impact: 40% increase in opportunities created and 31% increase in accounts won.

Walldorf, Bw, De

Head of global team responsible for coaching enterprise sales executives. Sales enablement leadership.Leverage Big Data and executive coaching to drive increased productivity of SAP sales executivesAssess sales executives and sales leaders to understand drivers of quota attainment and out performanceDevelop and deploy personalized learning recommendations based on individual quota carrier needs, experience and territoryLead Communications, Reporting, Data Analysis, Business Impact and Infrastructure functions for Sales Learning organization

Walldorf, Bw, De

Developed and lead a global sales academy program for recent college graduates. Classroom and on-the-job training. Reported to Head of Sales Learning. Direct line manager for 300 Academy Account Executives (trainees) in 60 countries. Coached, mentored and ensured the successful integration of program participants into SAP Sales organization.Impact: Academy graduates with 83% deal participation | 3pp higher quota attainment rate than experienced sales executives | 55% of graduates with 3x+ pipeline multiple

Walldorf, Bw, De

Launched and lead Mobility sales and business development organizations. Responsible for regional quota reporting to President, SAP Latin America. 2103• Grew business 30% (2nd highest globally). • Delivered highest per sales executive license revenue globally (2 years in a row). 2012• 114% quota achievement (€17M budget)• Highest revenue per sales executive globally for line of business (€2.4M/executive vs. €1.9M/executive global average)

Walldorf, Bw, De

Go to Market launch for acquired products, including Pricing, Marketing, developing Partner/Reseller channel, and acquiring early adopter customers and achieving revenue targets. Customer and partner facing.Responsible for launching all new mobile applications to the field and market, including GTM strategy, field enablement, demand generation, coverage model, and more. Defined organizational structure and coached executives through transition across: sales, services, ecosystem, and marketing.Impact: New Mobile business achieved €15M in the first 90 days post launch.

Walldorf, Bw, De

Screen prospects for attractive acquisition opportunities.Performed due diligence on potential acquisition targets as part of Mergers and Acquisitions team. Met with management teams and evaluated revenue potential of acquisitions to aid development of valuation model. Lead Go-to-Market integration of acquired firms’ sales, marketing, field services and partner teams into SAP in order to achieve revenue targets.

Walldorf, Bw, De

Maximize license revenue of newly acquired products by supporting sales teams on major deals, training sales force and providing thought leadership.

Walldorf, Bw, De

Developed, scoped and implemented strategy projects, including: developing project plans, managing kickoffs, achieving milestones.Planned executed and completed short term, tactical projects for senior management, field and marketing..

Arlington, Va, Us

The Board of Trustees advise the Florida chapter on strategic issues, assist in setting goals and subject the chapter's work to additional critical thinking.

New York City, New York, Us

Miami, Fl, Us

Adjunct professor of EntrepreneurshipDepartment of International Business

Us

Strategy consultant for insurance, pharmaceutical, finance and technology sectors

Washington, District Of Columbia, Us

• Sourced and evaluated investment opportunities in growth-stage companies for US$100m venture capital firm focused on enterprise application software industry.• Determined business and pricing models, revenue expectations and market positioning of target firms.

Ran my own consulting business working with various clients in the enterprise application space in New York and Buenos Aires.Demand Generation, Sales Management, Driving upselling.Adoption and Customization of solution. Implementation of software.

• Established firm presence in Argentina: formation of local company (SA), opening physical office, hiring staff • Lead local team that sourced and analyzed potential investments. Negotiated with seed and 1st round companies in order to close investment. • Established and maintained relationships with venture capital and private equity firms and presented portfolio companies for potential investment.

Toronto, On, Ca

Based in Buenos Aires, Argentina. Sold Portfolio Management and Trading Softwares to asset management firms in the pension fund, mutual fund and insurance markets with territory responsibilities including all of Latin America.Developed, negotiated and implemented strategic partnerships with consulting and other software vendors. Responsible for market development, new business and generation of add-on revenues.

Toronto, On, Ca

Led multiple on-site software pre-sales trials including for large US money managers, trial in Spanish for largest Argentine mutual fund, and trial data conversion and training in German for major bank in Frankfurt. Completed Request for Proposals, made sales calls and functioned as primary contact for prospects during initial stage of sales cycle.

Toronto, On, Ca

Resolved questions pertaining to client investments supported on the PORTIA system as well as technical issues regarding system maintenance.Trained clients in use of software and assisted with implementation.

Mba, Finance

Ba, International Relations & German

Junior Year Abroad