Simon Puleo Email & Phone Number

Milwaukee, Wi, Us

• Ledd team in developing and delivering sales, service, and customer training programs globally.• Consult with stakeholders on revisions of current programs to drive KPIs and learning outcomes.• Spearheaded technical installer training certification for meter and communication devices.• Implemented fee-based training platform resulting in 50% increase in net revenue.• Deliver monthly industry series to promote industry awareness.

Managing Director of Enablement & Training Development consulting.Providing consulting services on training and enablement to private clients. Develop strategies and reccomendations to help customers meet and exceed their revenue goals.

San Francisco, California, Us

Direct enablement programs at Series C SaaS provider in solar energy space. Hired and managed enablement team who effectively ran sales onboarding, continuous enablement, value selling and technology enablement for AE, BDR, SE and CSM audiences. Evaluated and delivered MEDDPICC and Selling Through Curiosity methodologies to compliment existing Complex Sale. Accomplishments:- Established benchmarks, metrics and KPIs for new hire sales and enablement effectiveness- Designed and delivered New Hire Sales Program- Hired and trained staff of program managers, sales and technical trainers- Designed and delivered virtual sales kickoff- Directed IRL Sales KickOff- Partnered with Saleshood to deliver Selling Through Curiosity and MEDDPICC training

Pleasanton, California, Us

• Build enablement strategy from groud-up in collaboration with executive leadership for high velocity startup moving to scaleup. Programs delivered to all roles (SDR, AE, Leadership, SE, channel) include sales playbook, continuous enablement certification, new hire, and business value management. OKRs accelerate ramp and speed to execution. o Deliver 90 day interactive new hire training using Lessonly focused on understanding and selling application security into DevOps and C Level (CISO, CTO). Reduce sales readiness from 6 months to 12 weeks as measured across SFDC.o Lead delivery of Value Management Program (BVA) with Decisionlink to realize value over developer efficiency, mitigated risk and financial impact. Including BVA Web Calculator, Sales/Customer BVA platform and Value Realization.--Win rate from up from 13 to 34% with BVA attach--42% increase in ASP measured over 6 month periodo Design and deliver Continuous Enablement and Quarterly Certification program utilizing Lessonly (LMS) engaging 98% of the field with key product, marketing and sales skills initiatives. Utilize video coaching to analyze pitches and conduct reviews with regional sales managers to identify gaps and reward top performers.o Lead design and delivery of both in-person and virtual Sales Kick-Off. Design of content, sessions, breakouts and activities using gamification and whiteboarding.Software Skills:SFDC, Salesloft, Navigator, Confluence, GSuite, Decisionlink ValueCloud, HighspotLessonly CertifiedSaleshood Certifed

Newbury, Berkshire, Gb

• Manage and inspire team of security specialist trainers in Security Operations, EDR, Application Security, data security, and identity access management. Collaborate with product marketing, product management, partner readiness, sales engineers and sales leaders. Promote creativity, drive continuous innovation and engagement in all delivery modes including face-to-face and webinars. Correlate sales data and management feedback to address program gaps and tune curriculum to advance sales.• Design, Manage and Deliver Programs:o Security Sales Onboarding – Quarterly program includes solution overview, simulated case studies and 30-60-90 day account planning activities.o Accelerated Security Selling – Advanced two day selling workshop covering SOC and Identity Governance. Delivered to employees and partners including Deloitte.o IAM Certification – Certification program for security sellers that covers Identity Governance and Privileged Access Management.• Thought Leadership - Deliver presentations in collaboration with field marketing, write articles and blogs focused on security trends and cybersecurity leadership.

Newbury, Berkshire, Gb

Train, enable and certify global sales reps and partners on MicroFocus IAM and DevOps solutions. Design and deliver quarterly interactive 3 day workshops to sales reps in all regional offices including Belfast, Bangalore and Troy. Manage SMEs and stakeholders in the development and delivery of workshops include elearning pre-work, case study role-play, assessments, individual coaching, solutions training and group learning activities. Provide 1:1 virtual coaching and support to global sales reps providing situational guidance and support through the sales process.o Deliver IGA (Identity Governance and Administration) Workshop Activities – sales training workshop delivered in North America and Europe.o Deliver Enablement on specific sales playbook and selling motions.o Evangelize security solutions speaking at conferences, developing whitepapers and blogs. In social media on Twitter, Facebook and LinkedIn.o Using Security and Identity Analytics to Increase Return on Governance – CISO Millennium Alliance o Micro Focus Blog | ITPS Magazine | USA Today Contributor Valid India Visa

Houston, Texas, Us

In conjunction with senior management and cloud architects deliver enablement and training to partners and direct sales force. Leverage internal tools and platforms to provide consistent programs. Develop JGTM (Joint Go to Market) enablement messaging and plans with strategic partners ISVs, VARs, and SPs to accelerate sales opportunities. Develop cloud ecosystem thought-leadership messaging and positioning working in conjunction Forrester research and 451. Major Accomplishments:Selling Cloud to SMB – Developed eLearning course for consumption and certification of direct and partner sales reps. Multi-modular course offered in just-in-time format.Sales Enablement Kits – Whiteboard, Pitch-book, Battle Cards, CFD, FAQsThought Leadership Program - Manage analysts (Forrester and 451) to develop program that raises awareness, generates leads and articulates unique POV of partner ecosystem.

Houston, Texas, Us

Enablement Manager – HP Enterprise Security Products 1/12 -presentWork directly with regional sales managers, senior management team, and product marketing to provide solutions and skills based Enablement Programs and Curricula for field sales and partners. Developed results oriented programs using e-learning, instructional technology and face-to-face workshops. Delivered programs at new-hire, regional reviews and Sales Kickoff as well as ongoing virtual events.Major Accomplishments:Cross-Selling Sales Case Study Workshop - Developed and facilitated case study activity to enable sales reps to sell cross ESP and HP portfolio. Case study exercise included prework and role-playing across the sales cycle including discovery with different customer roles and proposal of a cross-portfolio solution. Exercise emphasized consultative selling, team work and cross solution knowledge. Delivered simulation at regional QBRs in London, Bangkok, Hong Kong, Prague, Denver and Washington DC, enabling over 600 reps. Whiteboard Activity - Worked with sales leaders and product marketing to developed ESP sales whiteboard and supplemental materials including workbooks, videos, and tutorials. Delivered whiteboard activity at new hire training for sales reps and workshops. Reps have adopted the whiteboard as primary selling tool.Sales Playbook - In conjunction with leading sales reps, sales managers and product marketing developed mobile enabled sales playbook. Developed sales plays that included elevator pitch, specific talking points, objection handling, competitive landscape, and other key sales motions. Integration with salesforce.com sf.com and chatter. Delivered opportunity workshop on applying sales plays directly to customers.Sales Workshop Technology Integration - Integrated txt polling systems and mobile learning systems in the classroom taking advantage of participants iphone and android devices. Used NearPod, Brainshark and Poll Anywhere.

Houston, Texas, Us

Work directly with stakeholders in (AMS, APJ, EU) to provide enablement programs for sales, presales, and technical both internal and partners. Provide analysis, curriculum development, accreditation programs, elearning design/development, vendor management and infrastructure strategy to deliver programs that have maximum ROI as measured by pipeline growth and closed sales. Lead small team. Highlighted programs:• HP Software Solutions Enablement Curriculumo Gathered and prioritized global stakeholder requirements.o Designed learning paths mapped to HP Sales Methodologies ao Managed vendors and internal staff in the development of enablement materials and courseware o Implemented curriculum working cross-functionally with infrastructure team.• HP Cloud Bootcamp FY11o Designed and delivered global cloud curriculum that covered the HP cloud story and related solutions (security, storage, service automation). Delivered innovative multimodal program that used a variety of technology including Brainshark, coaching via skype, podcasts and webinars.o Developed and delivered HP Software Cloud Whiteboard at four presales live bootcamps reaching over 600+ reps over 4 months. Personally certified high performing reps on the whiteboard and message.

Zurich, Ch

Lead the strategy and development of core programs such as Financial Advisor, Branch Management, Operations, Compliance, and On-Boarding. Administer budgets ranging from $10 - $500K. Manage elearning team, vendors and consultants in the design and production of courseware to support operations, sales, and home office training initiatives. Project Management - Manage and lead team on multiple programs and projects using an ADDIE approach which takes into consideration successive approximation. Partner both internally with team members and externally with vendors to manage the full training project life-cycle. Use MS Sharepoint to track status of projects and programs.Learning Architect - Consult with program owners and clients to create blended strategies for training taking into consideration desired performance outcomes, technology, timelines and budgets. Partner with program owners to:Analyze training needs, conduct task analysis and surveys learners.Create design documents and prototypes of courseware. Implement a consistent approach through the use of templated instructional strategies for e-learning. Interview and survey SMEs (Subject Matter Experts) to create outlines and storyboards for course content.Produce e-learning components: software tutorials and simulations, knowledge bank, assessments, virtual classroom, audio casts and video.Technology Management - Oversight of e-learning technologies and methodologies:LMS: Develop and maintain content integration process for Saba LMS Rapid Development: Developed process and templates for Articulate Presenter Authoring Tools: Assima, Articulate, Flash, Lectora, Captivate, Adobe Studio CS3 and Nexlearn SimWriter.Collaborative Platforms: Microsoft Live Meeting, Microsoft Sharepoint

New York, Ny, Us

LMS (Learning Management System) in use by over 500 IT and Project Managers. Successful implementation with small budget using: Macromedia Course Builder, Access Database, ASP/CSS/HTML/JavaScript/XML, and Flash 5. Used SCORM standards for quizzes and feedback.Designed and developed AIG Project Management Basics Course delivered to IT managers. Course enforces PMBoK and PMI standard project management methods.

Used ISD methods to define training issues, assess learning characteristics, create instructional strategies, analyze end-user tasks, and serve as a resource to other project team members for the Defense Integrated Military Human Resource System (DIMHRS) project.

Worked with elementary school teachers and instructional designer to produce K-6 math and reading learning modules using Flash, HTML, audio and JavaScript.

Directed e-Learning product development initiatives including market analysis, managing instructional design and development teams, and managing instructional designers and programmers. Met with customers to demo product and develop PoC (Proof of Concepts). Developed customized LMS system based on customer specific requirements.

Managed teams and vendors in the delivery of PeopleSoft intranet based training for 3M headquarters. Worked directly with procurement to conduct needs and requirements analysis, develop prototypes and training evaluations. Managed training development, workflow, reported on project status and created tools. • Delivered Accounts Payable and Procurement modules consisting of 40 multimedia-training lessons within 8-month time frame.

Bachelor Of Science, Music And Engineering

Innovation And Entrepreneurship Program, Business Administration And Management, General