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Looking back at my professional development, I have always been a student at heart. I have gone into each opportunity with a desire to learn everything I can and combine that knowledge with a genuine work ethic to accomplish my goals. I started an MBA program the day after my commencement ceremony – working full time and going to school full time while excelling at both. My career began in the banking industry and I was able to immediately apply the knowledge I'd learned in college to real world scenarios. While I loved what I did, I was ready for a new challenge once I earned my MBA.At that time, I knew very little about sales development, and very little about the customer experience industry. I did know that I loved what I knew about the company and that I could learn how to excel in this environment. They gave me a chance, and I hit the ground running. Within a short amount of time, I had taken on many different responsibilities and completed many projects while exceeding my core expectations. I realized that I loved the world of sales development, but I found my passion in supporting my teammates - helping them see their value to the business, building processes, and learning and teaching the tools to make our lives easier. Through a series of events, I was given that chance and it's been a whirlwind ever since. Now I spend my time ensuring SDRs have the best resources, knowledge, tools, and processes to ensure consistent success. I don't do this alone - I have an amazing team around me who share my same passion. I had a vision for sales development support many years ago and to see it shift from vision to reality (Just me to a team of 10!) has been an amazing achievement. The world of sales development is changing and it requires a level of operations support equal to sales, marketing, and customer success. If you're interested in learning more about what sales development operations can look like in your business, I'm happy to connect!
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Revenue Operations ManagerWhite CupIndianapolis, In, Us
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Senior Director, Gtm Technology StrategyFreshworks Oct 2023 - PresentSan Mateo, California, UsMy introduction to Freshworks and the various projects I completed uncovered an opportunity I recognized that would allow me to take on a more focused remit. While my role allowed me to see multiple sides of the business that was hugely helpful to my onboarding and success, I was ready to focus in a key area where I could lead a team and solve a major gap for Freshworks - the GTM technology stack. Three different teams across sales, marketing & operations, as well as partnership with IT, owned various technologies and technology processes. These teams came together under my leadership within the global revenue enablement team to consolidate efforts and create a more streamlined approach to GTM technology. -
Senior Director, Sales EffectivenessFreshworks May 2022 - Oct 2023San Mateo, California, UsWhile I thoroughly enjoyed my time at Genesys, I decided to take on a new opportunity at Freshworks for two reasons - first, I felt it was important for my career development to gain experience in other companies; second, I was ready to take my experience at Genesys and expand to more direct support of sales & customer success teams to widen my skills. To date, this is the hardest decision I've made in my career. In this role, I was responsible for optimizing workflows to increase sales velocity, designing prescriptive programs, and executing these strategies in the field to produce meaningful results. This role required cross-functional and global collaboration with sales, marketing, sales strategy, revenue operations, IT & product teams. Key deliverables:- Launched an outbound prospecting program for SMB & field sellers using Outreach, increasing engagement by 45%- Created an expansion strategy designed to align CSMs & AMs on key activities and drive the cross-sell motion between products- Acted as SME for our internal CRM migration, which included defining business requirements, developing processes, and prioritizing deliverables- Designed a robust, custom Outreach - CRM integration to make prospecting easier for sellers
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Senior Director, Sales Growth Marketing Enablement And Gtm StrategyGenesys Feb 2022 - May 2022Menlo Park, Ca, UsIn February 2022, I earned a promotion to Senior Director. I continued to grow my team to 13 to provide more support for a new, growing product while focusing the majority of the team on our core deliverables. During this time, I focused my efforts primarily on cross-functional GTM strategy as we were undergoing a change from the pod model to a new model that focused more on capacity ratios by segment.Some key achievements:- Created an SDR analytics program to drive decisions on capacity planning, skill development and revenue opportunity- Built out operational processes with our sales strategy team ot ensure accurate reporting & alignment of the new segmentation model- Developed the sales development arm of the GTM strategy including sales process, prospecting, opportunity handover, cross-functional reporting, commissions & results sharing -
Director, Sales Development Operations & EnablementGenesys Feb 2021 - Feb 2022Menlo Park, Ca, UsWhile developing the sales development operations team within marketing operations, other support teams were created directly within the global sales development organization for enablement, marketing campaign alignment, messaging & account research. A decision was made in 2021 to bring all sales development support teams (10 team members) under the global sales development leader and I was chosen to lead this combined team. While still collaborating closely with marketing operations, this transition allowed me to gain greater visibility and experience in more strategic projects across Genesys.Some key achievements in this role include:- Created a new segmentation model & developed territory alignment, targets & commissions to align to the new model- Deployed an outsourcing model to cover a newly introduced product that allowed us to ramp opportunity output by 50%- Developed a process to transition SMB leads directly to sales to align to a business goal of movig sales developments resources up market
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Director, Sales Development Operations & AnalyticsGenesys Nov 2019 - Feb 2021Menlo Park, Ca, UsIn 2019, I was promoted to Director and continued to grow my team by adding support in the Philippines. This promotion was a huge achievement for me as it was a goal I had set for myself when joining the marketing operations organization in 2017. This time was marked by a period of significant change within Genesys to become a more digital-first organization and create more alignment across customer facing teams, all while navigating the pandemic.Key achievements in this role include:- Nomination as pod champion for sales development, driving the implementation of a cross-functional pod model developed by Winning by Design and deploying DemandBase to support pod success- Nominated as SteerCo member with marketing and sales executives at Genesys and various sales & marketing SaaS companies to share best practices and drive integration efficiency across our tech stack- Partnered with sales, marketing, operations & product teams to build our first try before you buy offering without the traditional qualification and contract process
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Senior Manager, Sales Development Operations & AnalyticsGenesys Apr 2019 - Nov 2019Menlo Park, Ca, UsAfter a year and a half supporting our team of ~100 SDRs as an individual contributor, I added a team member from Germany to help support the team's projects. This allowed me to scale projects cross-functionally to support the wider sales and marketing teams. Some key achievements in this role:- Built a prioritization model to align prospecting strategies to the newly introduced ABM model- Partnered with revenue operations to deploy a re-engagement campaign to win closed lost business, resulting in a 30% increase in conversion- Developed a playbook for channel processes to help partners understand how marketing, sales development and channel can achieve mutual success
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Manager, Sales Development Operations & AnalyticsGenesys Sep 2017 - Apr 2019Menlo Park, Ca, UsBeginning this role was a culmination of 5 years of exploration, proficiency growth & timing. Taking on several projects outside of my core role as Sales Development Representative allowed me to expand my skills early in my career and explore my strengths. I found early on that I enjoyed the camaraderie of sales, but realized that I didn't want to continue my career in a traditional sales role. My strengths were found in identifying and learning ways to make sales development reps' lives easier and in collaborating with other teams to bring efficiencies to the team. I also found a strength in being able to teach complex processes to my peers in simple, easy to understand ways. The acquisition of Interactive Intelligence by Genesys provided the timing I needed to transition into this role - a role that I had been working to step into for 3 years. This was a pivotal moment in my career and has led me to where I am today.As Manager of Sales Development Operations & Analytics, I supported the global sales development team by ensuring key lead management processes and insights were in place and optimized to enable engagement with marketing sourced leads at the best time to maximize conversion rates. Some key achievements in this role: - Managed a quarterly audit of marketing sourced pipeline, uncovering $8M/year in missing revenue attribution- Reported commissions to finance for sales development team payments, improving accuracy and timeliness of payouts from ~85% to 100%- Built a lead prioritization framework & deployed Salesforce dashboards for reps to prioritize key prospects using intent, marketing data & sales priorities- Led the evaluation of a sales engagement platform & implemented Outreach, which drove a 32% increase in rep productivity
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Senior Sales Development RepresentativeGenesys Dec 2016 - Aug 2017Menlo Park, Ca, UsIn late 2016, Interactive Intelligence was acquired by Genesys and our two sales development teams joined together. While my core responsibilities stayed the same, I was focused on prospecting within mid-market and SMB segments across the US and Canada. I also acted as SME for all sales development technology, including Salesforce and Salesvue. As part of this SME-ship, I led a tiger team to evaluate and make recommendations for an aligned strategy to standardize sales development policies and processes following our acquisition.
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Senior Sales Development RepresentativeGenesys | Interactive Intelligence Oct 2015 - Dec 2016Indianapolis, Indiana, UsIn 2015, I was promoted to Senior Sales Development Representative. Responsibilities in this role expanded to include a higher quarterly target, assignment of strategic accounts, mentorship of new sales development representatives, and additional projects. These projects focused on operational improvements in partnership with marketing operations as well as new technology evaluations and team enablement. During this time, I also supported enablement of a new velocity sales team and cross-trained an outbound-focused sales development team when our teams reorganized into one team. Results:2015 Q4: Generated 45 leads for sales resulting in $1,320,382 in pipeline opportunity2016: Generated 189 leads for sales resulting in $7,266,076 in pipeline opportunity and $495,000 in company revenue from 14 new logos -
Sales Development RepresentativeGenesys | Interactive Intelligence Apr 2012 - Sep 2015Indianapolis, Indiana, UsAs Sales Development Representative, I actively supported marketing initiatives for Interactive Intelligence by engaging with current and prospective customers through a variety of cross channels. I connected individuals with valuable information on industry standards and trends, analyst reports, & contact center best practices. As a member of the Trade Show Ambassador team, I spoke to the market at live events to create brand awareness and cultivate qualified leads for our sales team, partners, and strategic alliance teams. In addition to my core responsibilities, I:- collaborated with the insurance solutions team to provide industry and product training to my team and ensure they were provided with the most recent marketing collateral- revamped our Partner Telemarketing Program in 2013, setting up campaigns and providing performance reports- created and analyzed Salesforce reports, dashboards, and views for cross-functional visibilityResults:2013: Generated 167 leads for sales resulting in $6,301,391 in company revenue from 6 new logos2014: Generated 275 leads for sales resulting in $11,163,700 in pipeline opportunity and $1,819,965 in company revenue from 4 new logos2015: Q1-Q3: Generated 185 leads for sales resulting in $7,515,447 in pipeline opportunity and $240,755 in company revenue from 2 new logos
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Marketing Projects CoordinatorFirst Farmers Bank & Trust May 2008 - Apr 2012Converse, In, UsI started as a bank teller to earn money before starting college. In this role, I managed large sums of money during customer transactions while always balancing correctly. I returned to First Farmers for a marketing internship from May - August 2008 and stayed part-time in the Marketing Projects Coordinator role while I finished my Bachelor's Degree. Upon completion of my degree in 2009, I began employment full-time in the same role while earning my MBA as a full-time student. During my time at FFBT, I provided support to the Director of Marketing and Public Relations by:- Coordinating local and regional community events- Working with vendors, outside agencies, and internal departments to create award-winning marketing programs- Managing promotions designed to retain customers & attract new customers- Managing the website, email newsletters, social media, traditional media outlets, and digital media outlets -
Production SupervisorChrysler May 2006 - Aug 2007London, England, GbAs a full time summer intern, I managed 10-15 workers in daily transmission case production, allocated resources to best accomplish the departmental goal, coordinated employee schedules, assessed product quality and took steps to correct issues, oversaw employee safety and enforced OSHA compliance.
Mary Sutton Skills
Mary Sutton Education Details
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Indiana University KokomoMaster Of Business Administration -
Indiana University KokomoMarketing And Management
Frequently Asked Questions about Mary Sutton
What company does Mary Sutton work for?
Mary Sutton works for White Cup
What is Mary Sutton's role at the current company?
Mary Sutton's current role is Revenue Operations Manager.
What is Mary Sutton's email address?
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What is Mary Sutton's direct phone number?
Mary Sutton's direct phone number is +131749*****
What schools did Mary Sutton attend?
Mary Sutton attended Indiana University Kokomo, Indiana University Kokomo.
What are some of Mary Sutton's interests?
Mary Sutton has interest in Poverty Alleviation.
What skills is Mary Sutton known for?
Mary Sutton has skills like Lead Generation, Salesforce.com, Leadership, Customer Service, Management, Marketing, Microsoft Office, Sales, Customer Relationship Management, Event Planning, Public Speaking, Team Building.
Who are Mary Sutton's colleagues?
Mary Sutton's colleagues are Srikannan Esakki, Narravula Dinesh, Manish Jha, Anmol Lalchand, Lolita Khasia, Ishwarya Baskar, Nandhini Hari Gopal.
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