Tony G. Email & Phone Number

Palo Alto, California, Us

At Branch, I lead our dynamic Global Sales Development team, shaping how brands and users interact across digital platforms. With a passion for driving seamless, ROI-focused marketing experiences, We are dedicated to enhancing our mobile marketing and deep linking solutions. Our motto at Branch is: Build Together, Grow Together, Win Together, and I live by these values every day.As the Senior Director of Global Sales Development, I oversee a talented team of managers and Sales Development Representatives (SDRs) located in Austin, TX, and Bangalore, India. My primary goal is to define, build, and grow our global SDR team to support Branch’s go-to-market efforts. As a leader, I collaborate with various stakeholders and leaders across Sales, Enablement, Marketing, Operations and more to ensure our team exceeds its goals.Key Responsibilities:-Providing insight, leadership, development, and training for our global SDR team to surpass monthly goals and achieve defined objectives.-Defining success metrics for the global SDR team and iterating on best practices with functional partners.-Hiring, onboarding, coaching, and promoting top talent towards their career paths.-Owning inbound and outbound functions with SDRs, primarily focusing on outbound messages and outreach.-Work closely with sales leaders in each global region to ensure success of pipeline identification, qualification and generation.-Partnering with Sales, Marketing, and Sales Operations, Business Development teams to optimize the sales funnel and develop demand generation campaigns.-Evaluating the current sales tech stack to manage the sales process and set performance standards.-Accurately forecasting the Sales Development pipeline and proactively flagging risks.-Analyzing key metrics with Sales Operations and leadership to optimize team performance.

Hq London (Worldwide Locations), Gb

MICHELIN Connected Fleet provides companies a technology IoT SaaS platform to help manage their fleet.-Lead and build the strategy to grow sales in the Mid-Market and SMB segments and shape and scale the Sales Development functions-Recruit and develop top sales talent to become future leaders in the organization-Coordinate extensively with marketing to ensure quality lead volume for the Sales team-Establish executive credibility with key stakeholders including prospective clients, internal customers, and vendor partners.-Introduce and maintain strong Sales Operations processes, use of a CRM tool, forecasting, and pipeline management-Champion, role model, and embed Michelin's ICARE values -Develop and maintain a strong understanding of market trends and prospect opportunities-Manage and optimize the process of accepting new leads for business opportunities by managing the process, volume, and effectiveness of contacting and developing relationships with potential customers through the demo and negotiating process-Work with the executive leadership to provide regular reporting of pipeline and forecast and annually provide input for the building of the business plan for the fiscal year

Columbia, Maryland, Us

San Francisco, California, Us

At Cloudflare, we have our eyes set on an ambitious goal — to help build a better Internet.The Americas BDR program has two goals—generate qualified pipeline and develop business development representatives’ careers. We care deeply about both goals. We have worked purposefully over the last few years to increase the percentage of our new business revenue that comes from the outbound BDR team by partnering closely with our internal customers, Account Executives, to generate high quality meetings and pipeline. During that time we have also helped many BDRs grow into Account Executive and Customer Success roles. As we scale, BDRs are also starting to find homes in other roles across the Sales Engineering, Sales Operations, Marketing, and Partner teams. While accomplishing these two goals we strive to be a team that always “puts our Cloudflare hat on” and focuses on the best interests of the company. Over the next year our team will rapidly scale and that will bring with it new challenges including helping to develop a growing team of extraordinary managers. - Scale to 150+ BDRs (covering outbound business development, inbound sales development and expansion of current customer motions) at the same time preserve our collaborative culture. - Execute and scale the program in the US, Canada, and LATAM- Execute on vision to make the BDR team a company-wide incubator for talentrecruit, interview, and hire excellent BDRs at scale- Drive execution through rigorous metrics and forecast management- Maintain and improve relationships with sales and marketing leadership partners- Work closely with marketing, sales, and sales operations to ensure alignment on the team’s strategy and execution

Paramus, New Jersey, Us

Checkmarx was acquired by Hellman & Friedman for $1.15B

Paramus, New Jersey, Us

•Strong quantitative and qualitative problem solving, including ability to turn quantitative analysis into actionable recommendations•Demonstrated ability to function and drive change in a matrix organization of diverse stakeholders•Willingness to get in the trenches to coach and develop team members and to collaborate with other leaders/teams•Ability to develop, organize, and lead initiatives with strong organizational skills and project management•Provide & present dashboard and related reports and recommendations to management team•Strategically align and partner with internal departments to effect maximum efficiency and communication•Responsible for hiring, training, motivating and providing ongoing professional development opportunities for inside sales team•Establish and present weekly, monthly and/or quarterly sales goals for the inside sales team which includes: monitoring actual sales and sales leads, keeping track of sales and generating reports that cover forecasting, goals and results•Measure the performance of the inside sales staff and establish practices and processes to generate sales. Develop improvements to sales processes as needed, implement improvements and monitor the impact of these changes over a determined period of time•Recruit, lead, coach and mentor a rapidly growing sales team by delegating responsibility, empowering decision making, and fostering collaborative communications•Collaborate with marketing leadership on an organization-wide demand creation strategy.•Participate in sales operations and sales enablement functions as they work to drive incremental sales productivity•Participate in the creation of the organization’s sales compensation plan, policy and procedures, and then its administration•Work with finance and product management functions to develop pricing policies and procedures•Participate in senior management sessions and executive-level projects

Seattle, Wa, Us

•Responsible for overseeing the inside sales teams across the US and Canada•Responsible for the design and implementation of sales, technical enablement processes and tools based on business needs and competitive practices to enable the inside sales organization, partner communities and company-wide business strategies•Lead a portfolio of initiatives, build consensus and drive the adoption of company-wide methods, capabilities and tools that collectively will make Sales a differentiating core competency, support exceptional client relationships, drive revenue growth, and the acquisition, development and retention of outstanding sales talent•Contributes materially to achieving the organization’s strategic growth objectives, building organization capability for the future, and delivering long-term performance•Strong knowledge of current market trends in sales force effectiveness, as well as sales analytics and be asked to analyze key business issues and market trends to develop sales investment recommendations that are aligned with business objectives•Develop a cohesive and effective partnerships and a strategic engagement approach to collaborate closely with field Sales Teams, Marketing, Product Groups, Professional Services and Channel organizations in order to meet our business needs and ensure company-wide alignment•Define, build consensus, and implement a consistent inside sales strategy, build executable framework, process and tools that enable a consistent inside sales engagement model•Develop inside sales metrics to measure and assess progress towards agreed upon goals•Work with Sales Operations to define and deliver metrics, processes and systems for activity/pipeline metrics, sales team member and organization productivity measures and performance standards•Build, develop and lead a team of high-powered individuals that can execute across Sales Teams, Marketing, Product Groups, Services and Channel organizations

Palo Alto, Ca, Us

AirWatch was acquired by VMware on February 2014 ($1.54B)•Building a high-performing sales team by recruiting talented sales professionals and providing ongoing coaching and team development.•Leading sales team to meet and exceed revenue targets by promoting best practices, tools and techniques for exceptional sales performance.•Development of sales metrics and reporting capabilities that support productive, focused sales management discussions and activities.•Motivating and driving sales performance, ensuring compliance with sales methods and processes.•Acting as the escalation path for critical sales issues that impact the customer and/or the ability of the team to meet and exceed growth targets and objectives.•Provides information to senior management regarding the sales plan and strategy; market conditions and recommendations for today and tomorrow •Defines and makes recommendation for sales strategy, including personnel, territory alignment and essential tactics that will align with overall sales strategy.•Works closely with sales management to identify critical success factors and execute strategic and tactical plans, in order to respond to changes in market and competitive conditions.•Executes / Maintains / Implements against the sales strategy, including budget and personnel requirements. Review the sales projection/pipeline process ensuring that sales milestones, on a daily/weekly/quarterly basis, are met and forecasts remain accurate.•Continue to recruit, inspire and lead a world-class sales team.•Monitors sales and execution against the plan daily with weekly updates and quarterly planning sessions.•Analyzing sales statistics and trends to determine business growth potential and focus.•Working with the marketing and sales operations functions to develop ongoing business opportunities.•Interfacing with senior management to report on needs, trends, results and make recommendations for corrective actions.

Newbury, Berkshire, Gb

Manage and develop all phases of the sales life cycle--from prospecting to closure; Adopted the use ofthe CRM system to keep a complete and accurate log of prospects, opportunities, meetings, activitiesand contacts. · Report regularly with sales leadership on revenue forecast, prospecting activity, pipeline development,opportunity progress, closed business, and lost business · Acting as a strategic coach, develop and train Sales Representatives on all aspects of proactive selling.This includes all aspects of qualifying and quantifying leads and opportunities with new accounts aswell as existing accounts within geography. · Manage the performance of the Sales Reps to ensure strong business relationships are developed andmaintained with the customer and all business dealings are aligned with Micro Focus sales objectivesand strategies. · Work closely with Sales VP to fully understand growth opportunities with our strategic initiatives andexecutes these initiatives effectively to meet objectives. · Actively participate in sales opportunities with reps in an effort to grow pipeline and market share, secureand close deals, and educate the customer on Micro Focus's offerings and services · Monitor operational statistics and reporting trends, this includes reports, production statistics andvolume projections, and takes appropriate action to ensure customer needs are satisfied and growthtargets are met. · Create and maintain an environment that promotes positive communication within the department andfosters teamwork within the sales organization and all of the company while driving Micro Focus’s highperformance culture · Consistently strive to achieve organizational objectives and drives accountability and expectations withdirect reports to ensure specific performance standards and measurements are established and met · Establish and implement short- and long-range goals, objectives, policies, and operating procedures

Alpharetta, Ga, Us

 Managed a sales organization of account executives and account managers that positioned PGi’ssuite of collaboration technology that includes audio, video, event services, and web conferencingsolutions that include WebEx, Microsoft Office Live Meeting, Adobe Connect Pro, Brainshark, andON24 webcast. Helped form and implement a new business development strategy for two different solution sets thatwere previously not in place that penetrated the North American market and became a revenue enginefor the Company. Responsible for hunting new Enterprise and SMB accounts while growing and managing an accountbase. Provided leadership to the day-to-day operations of the sales department, while maintaining focus onthe company’s strategic goals. Analyzed sales statistics to determine business growth potential. Established performance goals for all sales team employees, and monitored performance on acontinual basis. Oversees all hiring, training and firing of personnel involved in Sales team. Developed, and participated with the Senior Staff, in the development of the Strategic Sales Plan forthe Company. Directed department(s) to achieve objectives established in the Company’s Strategic Plan. Coordinated sales operations with all other departments/divisions of the Company. Developed and/or maintained and improved business relations with all customers of the Company. Sought out and targeted new customers and new sales opportunities, initiated action plan to approachand secure new business for the Company

Us

 Started as an entry level sale representative, built the customer base to over 200 clients by developinga strong rapport with potential customers, finding their particular needs and matching their needs withspecific solutions. Through successfully marketing our web community and e-commerce software products over thephone and internet, sold on average $80,000 of products on monthly basis. Identified other companies that the other competitors were overlooking; providing an increase in salesby servicing a previously under served market niche. Successfully sold and negotiated sales with executive level and managing directors with Fortune 500and Fortune 100 companies, educational, government, and non-profit organizations. Achieved 200% of quota and grew sales close to $500K in the first 6 months. Generated the highest volume of new accounts company wide, and was recognized with a promotionto sales manager. Transformed an under productive sales team of eight, immediately resolving long standing problems,and instituting incentives that elevated performance while building morale and motivation. Rampedcompany sales 300%+ in fewer than 3 years. Developed written launch plans outlining the launch process for new products, present launch plans tosenior management for approval, and track actual unit sales and gross margin performance for newproduct launches. Conducted new product training for the sales force and client network including providing test units tokey accounts for use in demonstrations. Responsible for handling and overseeing all complex enterprise sales to large business accounts. Progressed within the company from an entry level sales position, to sales manager, then to managingdirector in less than 3 years. Instrumental in creating and developing a new sales division in the company where I grew and signedon over 30+ new clients and generated just under $1 million per year in new sales revenue.