• Standardized forecasting across 5 segments (150 sellers) to establish a reliable and repeatable data-driven model, leading to substantially improved forecasting cadence and a 12% increase in forecast accuracy.• Created a cadence for increased pipeline hygiene and accountability, emphasizing data to more highly influence the forecast model.• Built a framework for Partner Sales to dovetail into existing processes, allowing for significant expansion of our partner ecosystem, providing a multiplier benefit to sales growth.• Focused the reporting and analytics team to consolidate multiple isolated reports and dashboards into a cohesive and streamlined “certified” set of executive dashboards.• Responsible for all GTM ad-hoc, quarterly business review, and board of director data needs.• Integrated acquired company’s legacy CRM through BI tools to provide a single source of truth. Increase of 20% accuracy for forecasting and provided Finance with visibility into upcoming billings.• Implemented a Customer and Prospect Database model (CAPDB or ICP - Ideal Customer Profile).

• Lead Revenue Operations (Lead to Cash, Growth, Renewals, Customer Success)• Very data-driven. Proactive reporting, metrics, and analytics to drive decisions & process• Led large scale company merger for Rev Ops. Due Diligence, integration planning, and execution• Merged two large-scale Salesforce instances, in-house ($450k savings), integrated two additional acquisitions• Continuous business process improvement for inefficiencies between Sales, Marketing, Finance, Implementation, Customer Success• Developed and led forecasting cadence and process for New & Growth business• Built Deal Desk process. Reduced avg sales cycle by 25 days• Salesforce CPQ Implementation – increased profit margins by 3% on New & Growth business. 2% on Renewals. Pricing transparency & accuracy• Quota & Territory Planning for New & Growth business across 5 verticals• Salesforce CPQ, Clari, & Xactly Implementations & Enablement

• Led Sales Operations for $1.6b valuation “unicorn” SaaS business during 100% YoY growth period• Aligned three CRMs (Salesforce & proprietary) across multiple business units & geos• Ran weekly pipeline/forecast cadence with segment VPs and Geo SVPs. Improved forecast accuracy by 34% - hitting +/- 5% monthly accuracy• Represented SMB, Mid-Market, & Corporate Enterprise Sales in weekly ELT meetings• Directed team of 10 Sales Ops, Marketing Ops, Deal Desk, Enablement• Created “Deal Desk” function: Process, guidelines, approval structure for all deals• Interim Vice President of Sales Development, managing 48 SDRs and managers

• Designed and led development of Customer Center Portal (license delivery, patches, upgrades, and support tickets) with Channel Partner enabled visibility• Manage the renewal sales operations functions, totaling $320m annually• Establish a central data governance team to ensure high quality data in product portfolio, ERP and CRM

• Business Process, Strategy, and Data Analysis for software renewal sales of $340m annually• Quota and territory planning for sales team of 50 account managers/directors• Develop annual quota / sales compensation plan for all renewal sales across 4 business units• Lead bi-weekly forecast summary / deal review calls for multiple business units/brands for $850m target

• Negotiate multi-million dollar contracts and manage multiple 3rd party service providers• Oversee and manage 56 properties and 31 budgets totaling $44 million• Manage team of 33 throughout US & Canada with dotted-line responsibility for teams in EMEA / APAC• Created global shared service center to centralize core functions

• Led implementation of the sales & delivery business process for the Microsoft – SUSE Linux $340 million multi-year collaboration project• Designed and implemented in-house Partner Portal and Partner Order Submission Tool (PRM software)• ERP Business Owner for $35m Contract-to-Cash Oracle implementation.• Program and Functional Management of six Oracle ERP functions/modules (quote-to-cash)• Revamped Demand Planning and Forecasting strategy for product manufacturing and distribution.• 20% improvement in productivity - Business Processes improvement and integrated activities

• Negotiate and manage Academic institution (University & K-12) contracts• Contract data management & trend analysis for inbound contracts governing $1 billion annual revenue• Designed workflow automation tools for negotiation and approval routing of Consulting Engagements and Strategic Enterprise Agreements, resulting in 35% increase in approval times• Manage team of 8 Contract Specialists – responsible for review & execution of licensing contracts & Statements of Work, data integrity, and channel relations

• Interfaced and negotiated with domestic division Product Managers leveraging U.S. volume discounts.• Responsible for Franklin Covey’s product line for the international channel consisting of wholly-owned subsidiaries in 4 countries and licensees in 42 countries.• Product development for products specific to the International channel.• Business Analyst for regional sales data and forecasting to drive increased sales.• Worked closely with Domestic product managers to leverage quantity discounts for international markets and ensure disposition of slow moving inventory.• Reduced costs of Binder segment by 12%, Paper segment by 18%.