San Jose State University

US Enterprise - Sales Operations Leader

Morgan Hill, California

- Key business partner to the US Enterprise sales leadership team• Partner with senior staff on strategic and operational initiatives to drive high growth and ensure operational efficiency• Work extensively with Sales Leadership and Cross-Functional partners • Manage territory alignment, account hierarchies, and quota setting process • Develop, measure, and maintain operational excellence for sales teams• Manage and develop a team of sales operations analysts

Apple

US Enterprise - Sales Operations Leader US Channel

- Own the end to end process for quota setting, forecast, and sales pipeline management for the Carrier B2B business  •       Focal point for managing key business initiatives such as annual and quarterly business planning, account planning, and sales coverage model changes for Carrier B2B business  •       Vertical leadership for Carrier B2B strategic objectives — define and communicate strategic objectives (behavioral based performance managed systems) for the entire US sales org. (excluding Eduction) •       Lead a group of cross-functional leaders in HR, Finance, and Operations to define and communicate strategic objectives•       Interface & advise directly with Sales Director/VP to define compensation strategy and key priorities for the business

US Enterprise - Carrier B2B Program Manager, Sales Operation

- Design, implement and administer sales compensation plans for a Global Online/Field Sales organization within the Online Assisted Sales Org.•	Partner with the Global Compensation, AOS Sales, Finance, and the broader HR team in the development, design, and implementation of sales compensation programs and policies to support our business strategy on a worldwide basis.•	Formulate recommendations regarding the development of the sales salary structure, variable pay programs, job revisions, and organizational structures.•	Ensure that Sales compensation costs align with overall corporate objectives.•	Make recommendations to improve sales compensation effectiveness based on the analytical assessment of plan performance.•	Research compensation issues and disputes and provide analysis to facilitate resolution.•	Develop effective processes to enable the Online Sales organization to scale efficiently.•	Drive consistency and structure amongst systems and reporting.•	Provide oversight & management of revenue attainment to ensure performance meets established metrics and expectations•	Partner with Finance to provide business input into quarterly and annual revenue planning.•	Assist in building Sales Quotas for Consumer and Education teams globally.•	Produce new analysis and reports on-demand as well as keep existing reports up to date.

Business Operations - Apple Online Assisted Sales

- Create and Analyze sales frameworks to standardize and consolidate WW reporting across functions and business units.•	Develop insightful analysis regarding product and geo expansion for our National Channel Partners.•	Work with Regional Sales group and other functional colleagues to address management information needs, develop reports, identify and interpret trends and provide analysis and interpretation to support decision-making.• Assist with conceiving and designing end-to-end advanced analytic solutions using SAS to support business units and initiatives.• Manage global mixed modeling projects through all phases, including data delivery, quality and integration, modeling, data visualization, and presentation of results and deliverables.• Work closely with global functional/business leads to understand sales strategies and initiatives to ensure success metrics are defined and tracked. Communicate key trends to senior staff.• Act as a liaison between the Sales Reporting and Analytics team and internal AMR business partners.• Lead the design and execution of ad hoc analysis from conception to presentation.• Work closely with the infrastructure group to define the scope and functionality of reports and analytical tools needed.• Work closely with WW Channels Sales Operations on driving, enhancing, and streamlining reporting and analytics.• Work with Marketing Data to evaluate customer, market, and product trends.• Develop interactive business analysis for Apple's major national and regional partners.• Analyze Consumer scorecard methodology and effectiveness.• Conduct regular and ad-hoc analyses on Customer and Transactional data to provide actionable insights at tactical and strategic levels• Work with business partners to design end-to-end analysis solutions using Business Objects and Tableau to support key sales initiatives.

Sales Operation & Advanced Analytics, WW

- Create and develop monthly/quarterly Needle Movers (KPI) metrics packages for the GTM VP's on the state of current Data Center WW Channels business•	Analyze and report on data across product lines, including bookings, and forecasts, to maximize opportunities.•	Sales Analytics: implemented a management dashboard that provides key performance metrics (KPM) in Sales and Channel areas. Key metrics include bookings by segment/region, average deal size, Top Partners metrics...•	Managed providing Business Metric support to the Worldwide Channels Data Center Team•	Gathering of Business Intelligence and Analysis, using Business Objects.•	Assist with WW Channel partner development for Advanced Data Center technologies and platforms across partner selling, design, and implementation practices•	Ad-Hoc reporting in support of critical sales efforts for Sr. Dir of WW Channels i.e. territory report, product family reports, product line reports, Install base reports, territory revenue, and net bookings reports.•	Primary business interface between the management team and the financial community, engage with and where necessary to establish virtual teams to ensure a two-way flow of information.•	Drive effective channel sales operations for GTM programs and strategies.•	Supported the program management and stakeholders on business case preparation by interpreting and leveraging data analysis and financial analysis.•	Responsible for Cross-functional teamwork with the ability to engage with and influence other organizations.•	Solely led all order management functions related to SFS through the Topspin entity.•	Led cross-functional teams on the execution of integration for Topspin to Cisco.•	Manage staff of 2 to support day-to-day departmental functions, expectations, and career development.•	Work with the Corporate Development team in continuing efforts to develop process improvements.

Cisco

Manager, Business Operations III - WW Channels Data Center GTM

- Oversee OM functions for WW organization.•	Lead initiative to update internal bookings and RMA policies with Revenue, Sales Operations, and Sales.•	Lead the Sarbanes-Oxley initiative for the Order Management team with regards to order processing, licensing, fulfillment, and access, including documentation of processes and testing of controls (including self-monitoring).•	Lead (project managed) implementation of SAP and Siebel, including testing, configuration, and enhancements as they relate to Order to Cash (O2C).•	Lead WW OM on SAP and Siebel upgrade and implementation projects.•	Maintain and review internal processes, make changes where necessary to create departmental efficiencies.•	Support corporate initiative to support annual sales target of $300 million.•	Manage staff of 4 to support day-to-day departmental functions, expectations, and career development.Supervisor, Order Management						           10/01 –10/03 		•	Ensuring purchase orders in both EMEA and US are processed quickly and correctly.•	Managed the end-to-end order entry process.•	Review orders against bookings policy and work with sales and revenue when discrepancies are present.•	Highlight areas of improvement with Sr. Management and help develop process changes.•	Provide support to external and internal customers on all order-related issues and ensure issues are handled appropriately and timely.•	Act as a mentor to other Order Administrators.

NetIQ

Manager, WW Order Management

- Ensuring purchase orders in both EMEA and US are processed quickly and correctly.•	Managed the end-to-end order entry process.•	Review orders against bookings policy and work with sales and revenue when discrepancies are present.•	Highlight areas of improvement with Sr. Management and help develop process changes.•	Provide support to external and internal customers on all order related issues and ensure issues are handled appropriately and timely.•	Act as mentor to other Order Administrators.

Supervisor, Order Management

- Develop and market to new business through cold and warm calls with high-level staff such as CIO, CEO, SVP’s and Sr, Director level personnel.•	Play a key role in increasing sales revenue to small and mid-size businesses on the East Coast by direct marketing (emails, flyers, phone calls). •	Responsible for assisting in achieving a quota of 200k in annual sales with other sales teams and field SE's.•	Liaison between customers, local VAR’s and company Sales Engineer to set up product demos, answer technical questions & help complete sales cycle.

One World Systems - Company was acquired

Inside Sales Rep

- Managed and led the effort in penetrating, developing, and implementing Fogdogs’ University Partner Program within division 1A schools and institutions.•	Achieved departments’ $1.5 million dollar quota in less than 10 months through event promotions and online advertising.•	Key contributor in streamlining front-end and back-end order processing of bulk gift certificates and bulk team orders.•	Form strategic alliances with marketing/channel partners to enhance the value of promotional offerings to clients.•	Manage the University Partner Program implementation, which involves on-site weekly meetings with Athletic Directors, coaches, equipment managers, and high-level decision-makers to assure ease of use and functionality.•	Research and develop strategic partnerships and alliances with key vendors and online partners to increase sales revenue and site traffic within select target markets.•	Develop and execute direct online advertising e-mail programs, marketing flyers, and promotional contests that successfully increase department revenue and site hits on a month-to-month basis.•	Primary contact between Group Sales and major sporting good brands to help develop and grow brand relationships and availability of merchandise. I.e. Nike, Goal, Foremost, Reta, and Collegiate Pacific.•	Hire, manage and mentor 2 sales reps to penetrate and win business in various team sales channels.•	Market <a href="http://Fogdog.com">Fogdog.com</a> to new clients through cold calls & maintaining relationships with past customers to win repeat business.•	Responsible for establishing a workflow for generating price quotes for custom quotes, upselling and cross-selling new products, and closing business via the phone and email.•	Work directly with Manufactures to assemble and check quality for all customer custom orders•	Manage a staff of 2

Fogdog.com

Sales Manager

- Ensure accurate and timely processing of all purchase orders for Central and Western regions.•	Manage the coordination and allocation of products to all OEM and retail customers in the Central and Western regions. •	Maintain Access Database on current and past customer purchases and account information.•	Partner with regional sales managers, VP of Sales, Accounting Manager, and Fulfillment Manager to help forecast monthly sales opportunities and goals.•	Liaison between the outside sales team, production line, and finance departments to streamline and organize daily/weekly/monthly-shipping priorities.•	Maintain accurate and detailed records of all sales and promotional activity for selected regions. (Advertisements, co-ops, Purchase Orders and Marketing Promotions)•	Work with Revenue Accounting to ensure processing and accounting of all revenue orders are shipped by quarter-end periods.

Jason Elderkin

Jason Elderkin