Sales and marketing subject matter expert with hands-on B2B sales leadership experience at small, medium and large organizations. Consistently successful and notably grows sales revenue, gross profit margins and market share to exceed objectives. Recognized as a champion at building, re-building and transforming best in class sales organization performance, operational process excellence and customer outcomes. Develops new business customers, grows existing customer revenues and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation and closing sales.
Carl Larson Resume v1 ENTERPRISE SOFTWARE AND SERVICES SALES LEADERCarl Larson
Sales, marketing, and customer success subject matter expert with hands-on B2B sales leadership experience at small, medium, and large organizations. Consistently successful and notably grows sales revenue, gross profit margins, and market share to exceed objectives. Recognized as a champion at building, re-building, and transforming best in class sales organization performance, operational process excellence, and customer outcomes. Develops new business customers, grows existing customer revenues, and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation, and closing sales.
ENTERPRISE SAAS AND PROFESSIONAL SERVICES TECHNOLOGY SALES LEADERCarl Larson
Sales and marketing subject matter expert with hands-on B2B sales leadership experience at small, medium and large organizations. Consistently successful and notably grows sales revenue, gross profit margins and market share to exceed objectives. Recognized as a champion at building, re-building and transforming best in class sales organization performance, operational process excellence and customer outcomes. Develops new business customers, grows existing customer revenues and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation and closing sales.
Carl Larson Resume v2 ENTERPRISE SOFTWARE AND SERVICES SALES LEADERCarl Larson
Sales, marketing, and customer success subject matter expert with hands-on B2B sales leadership experience at small, medium, and large organizations. Consistently successful and notably grows sales revenue, gross profit margins, and market share to exceed objectives. Recognized as a champion at building, re-building, and transforming best in class sales organization performance, operational process excellence, and customer outcomes. Develops new business customers, grows existing customer revenues, and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation, and closing sales.
Modern Marketing in Business Services - Driving Sales with Demand GenerationHelen Barlow
An in depth view on current and future Marketing in Business Services and how Modern Marketers can use new techniques to achieve higher revenues.
Exploring Content, Inbound and Marketing Technology with practical tips on how to improve success
For an updated version of this presentation: https://www.slideshare.net/clearaction/embracing-marketing-operations-what-is-it-and-why-bother-127189818
Originally presented by Gary Katz
BrightTALK Marketing Operations Channel
September 26, 2008
See https://ClearAction.com
What should your marketing team look like?Pete Jakob
These are my slides from my session at the B2B Summit 2016. The presentation outlines some recent research from B2B Marketing exploring the views of leaders on the challenges around building marketing organisations fit for the digital age and the implications for the skills and capabilities that we need to develop. On the back of this B2B Marketing has now launched a service offering (the B2B Marketing Blueprint) which helps leaders benchmark their capabilities around skills, processes and measurements and to help them put in place a prioritised plan of action.
Carl Larson Resume v1 ENTERPRISE SOFTWARE AND SERVICES SALES LEADERCarl Larson
Sales, marketing, and customer success subject matter expert with hands-on B2B sales leadership experience at small, medium, and large organizations. Consistently successful and notably grows sales revenue, gross profit margins, and market share to exceed objectives. Recognized as a champion at building, re-building, and transforming best in class sales organization performance, operational process excellence, and customer outcomes. Develops new business customers, grows existing customer revenues, and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation, and closing sales.
ENTERPRISE SAAS AND PROFESSIONAL SERVICES TECHNOLOGY SALES LEADERCarl Larson
Sales and marketing subject matter expert with hands-on B2B sales leadership experience at small, medium and large organizations. Consistently successful and notably grows sales revenue, gross profit margins and market share to exceed objectives. Recognized as a champion at building, re-building and transforming best in class sales organization performance, operational process excellence and customer outcomes. Develops new business customers, grows existing customer revenues and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation and closing sales.
Carl Larson Resume v2 ENTERPRISE SOFTWARE AND SERVICES SALES LEADERCarl Larson
Sales, marketing, and customer success subject matter expert with hands-on B2B sales leadership experience at small, medium, and large organizations. Consistently successful and notably grows sales revenue, gross profit margins, and market share to exceed objectives. Recognized as a champion at building, re-building, and transforming best in class sales organization performance, operational process excellence, and customer outcomes. Develops new business customers, grows existing customer revenues, and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation, and closing sales.
Modern Marketing in Business Services - Driving Sales with Demand GenerationHelen Barlow
An in depth view on current and future Marketing in Business Services and how Modern Marketers can use new techniques to achieve higher revenues.
Exploring Content, Inbound and Marketing Technology with practical tips on how to improve success
For an updated version of this presentation: https://www.slideshare.net/clearaction/embracing-marketing-operations-what-is-it-and-why-bother-127189818
Originally presented by Gary Katz
BrightTALK Marketing Operations Channel
September 26, 2008
See https://ClearAction.com
What should your marketing team look like?Pete Jakob
These are my slides from my session at the B2B Summit 2016. The presentation outlines some recent research from B2B Marketing exploring the views of leaders on the challenges around building marketing organisations fit for the digital age and the implications for the skills and capabilities that we need to develop. On the back of this B2B Marketing has now launched a service offering (the B2B Marketing Blueprint) which helps leaders benchmark their capabilities around skills, processes and measurements and to help them put in place a prioritised plan of action.
Tactical to Transformational: The Evolution of Marketing OperationsAllocadia Software
How the Marketing Operations function can lead transformational change across the organization.
While some Marketing Operations teams are operating at a tactical level, often disconnected from marketing leadership, best-in-class organizations are empowering their marketing operations teams to drive transformational change in the way marketing aligns with the product and sales.
With the increasingly essential role of planning, measuring and reporting marketing’s contribution to the corporate bottom line, marketing operations is uniquely positioned to enable better alignment, efficiency and transformation across marketing, sales and product organizations.
What you'll learn:
1. The evolving role of marketing operations in strategy, infrastructure, enablement and accountability
2. How to align marketing strategy and investments to business goals and revenue performance
3. An overview of key financial planning perspectives that provide the basis for aligned measurement and performance
Modern marketing organizational structure @kaykas - jascha kaykas-wolffJascha Kaykas-Wolff
Organizational design and restructuring is not new. But, with the requirement to create data-driven marketing organizations and support marketers who show bottom line results more emphasis is being placed on marketing leaders to structure their teams and business in a way that is agile and impactful.
Reflecting on this, and doing some additional research of my own, I was struck by the lack of published material describing how one might go about building a marketing organization that addresses business challenges happening right now and most importantly that can drive results right now.
Over the past several years as I’ve been fortunate to lead marketing organizations for enterprise and mid-market businesses. During this time I’ve developed an organizational playbook that can scale to virtually any size of business, is highly adaptable, and has a proven track record for success.
Enclosed is the core framework for what I believe is an ideal composition for the modern marketing organization. I’m looking forward to your feedback. - Jascha
EXECUTIVE LEADER: SALES AND BUSINESS DEVELOPMENT
Drives revenue and increases sales as enthusiastic company advocate.
Identifies and mentors talent, leading by example and inspiring sales teams.
Captures vertical and horizontal revenue opportunities based on market trends and competitive landscape.
Consults with customers to understand needs and create successful solutions that generate revenue.
Strategically identifies and champions customer-converting tools, contact strategies, and brand messaging.
Collaborates effectively across functions and advises executive leadership.
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkClearAction Continuum
For an updated version of this presentation: https://www.slideshare.net/clearaction/marketing-operations-roi-its-simpler-and-way-harder-than-you-think-127189832
How Marketing Operations can help you more effectively utilize metric data to measure ROI.
See https://ClearAction.com
10 Key Trends That Are Defining the Marketing Organization of The FutureGumGum
We partnered with Brand Innovators to understand what the marketing organization of the future looks like. We asked more than 200 marketers from Fortune 500 brands what they have to say about the focus of their marketing organizations and what they predict the marketing organization of the future will look like. These slides present the top 10 key trends learned from this study.
To learn more about our research, you can download the full report here: http://www.gumgum.com/learn/guides/building-the-marketing-organization-of-the-future/
Exploring the 5 Tenets of Modern Marketing TeamsDemandGen
Modern marketers have a long way to go to reach the self-defined status of the “ideal
modern marketer.” Marketers give themselves a score of just 65 out of 100 when
measuring themselves against five primary competencies of marketing. Marketers want
to do better in the following areas, and must if they are to become truly modern
marketers
11-minute preview of Marketing Operations 2.0: From 2010 Tactical Discipline to 20/20 Strategic Vision. Register for this self-paced course at https://www.knowledgeaccountability.com/mopartners/ -- an online course to accelerate your return on investment (ROI). MO 2.0 is an agile, customer-centric and scalable approach to Marketing Operations that enables Marketing to deliver high-value impact to corporate strategy and business results
5 Ts Of Marketing Ops: Learning Org to Increases Marketing EffectivenessClearAction Continuum
For an updated version of this presentation: https://www.slideshare.net/clearaction/5-ts-of-marketing-ops-learning-org-to-increases-marketing-effectiveness-127189816
May 13, 2008 presentation at Henry Stewart Marketing Operations and Digital Asset Management Conference, by Gary Katz.
See https://ClearAction.com
Rolling Horizons - Digital Marketing PartnershipsNikhil Thosar
Rolling Horizons is a boutique agency that offers consulting and services to help you gain visibility, expand your funnel and increase sales velocity.
If you are a company wanting to fuel growth or a marketing agency looking for skill-set or additional bandwidth; connnect with us.
Focused on the intersection of luxury consumer goods, transformation & digital technology. Proven track record of consistent profitable growth through innovation, unique value propositions and cost leveraging resulting in over $4.5 billion in revenue growth. Marriage of Art & Science of Retail, bringing together skills of a classically trained merchant, digital entrepreneur & full P&L general manager. Recognized as a builder of global brands, categories, teams, online communities, partnerships and corporate culture.
Roger is responsible for P&L, sales, leads, marketing, business development, pipeline, operations, commission design, planning, and budgets for client organizations. He establishes and maintains successful relationships with partners/customers building custom digital solutions including Social, AI & RPA solutions, B2X Digital Platforms, Cybersecurity, Machine Learning, and Blockchain applications, Renewable Solar Energy, Adtech, Health-tech, Supply Chain & Logistics, MSO's, Direct To Consumer App, Telco and Pay TV operators and OTT platforms in Media & Entertainment domains.
Roger advises on sales & marketing pipeline management activities to ensure profitable revenue targets are met and manages the level of risk vs. desired goals to accelerate revenue. He plans, designs, and executes sales and marketing, speeding up strategies, and adds positive revenue results from all targeted revenue streams.
►Proficiently produces new opportunities that deliver improved marketing and enlarge SaaS revenue across all client disciplines.
►Increases performance of all RevOps functions within the organization, including Sales, Marketing, and Customer Success.
►Serves as a Head of Sales & Marketing with ownership of the “marketing technology stack” including marketing automation, sales-force automation/ CRM, digital channels, the web and social, business intelligence, and data management.
►Accountable for all sales goals.
►Motivate and coach a team of 68 people consisting of sales leaders, AEs, AMs, ISRs, SDRs, operations, and marketing.
►Define and manage GTM strategy to acquire new customers while retaining and expanding across existing customers.
►Hire fantastic new talent around the world to meet the demands of customers.
Skills: Sales Strategy · Build Strong Relationships · Team Building · FinTech · Complex Sales · Go-to-Market Strategy · Sales & Marketing · Sales Planning · Sales Pipeline Management · Team Management · Strategy · Problem Solving · Executive Management · International Sales · Startups · Business Analysis · Mergers & Acquisitions (M&A) · Online Advertising · Salesforce.com · Digital Media · Sales Operations · SaaS · Start-ups · Sales Management · B2B Marketing · Business-to-Business (B2B) · Sales Process · Solution Selling · Artificial Intelligence (AI) · Software as a Service (SaaS) · Management
Skills: Go-to-Market Strategy · Startups · Analytical Skills · Mergers & Acquisitions (M&A) · Business Development
Skills: Enterprise Software · Software as a Service (SaaS)
Tactical to Transformational: The Evolution of Marketing OperationsAllocadia Software
How the Marketing Operations function can lead transformational change across the organization.
While some Marketing Operations teams are operating at a tactical level, often disconnected from marketing leadership, best-in-class organizations are empowering their marketing operations teams to drive transformational change in the way marketing aligns with the product and sales.
With the increasingly essential role of planning, measuring and reporting marketing’s contribution to the corporate bottom line, marketing operations is uniquely positioned to enable better alignment, efficiency and transformation across marketing, sales and product organizations.
What you'll learn:
1. The evolving role of marketing operations in strategy, infrastructure, enablement and accountability
2. How to align marketing strategy and investments to business goals and revenue performance
3. An overview of key financial planning perspectives that provide the basis for aligned measurement and performance
Modern marketing organizational structure @kaykas - jascha kaykas-wolffJascha Kaykas-Wolff
Organizational design and restructuring is not new. But, with the requirement to create data-driven marketing organizations and support marketers who show bottom line results more emphasis is being placed on marketing leaders to structure their teams and business in a way that is agile and impactful.
Reflecting on this, and doing some additional research of my own, I was struck by the lack of published material describing how one might go about building a marketing organization that addresses business challenges happening right now and most importantly that can drive results right now.
Over the past several years as I’ve been fortunate to lead marketing organizations for enterprise and mid-market businesses. During this time I’ve developed an organizational playbook that can scale to virtually any size of business, is highly adaptable, and has a proven track record for success.
Enclosed is the core framework for what I believe is an ideal composition for the modern marketing organization. I’m looking forward to your feedback. - Jascha
EXECUTIVE LEADER: SALES AND BUSINESS DEVELOPMENT
Drives revenue and increases sales as enthusiastic company advocate.
Identifies and mentors talent, leading by example and inspiring sales teams.
Captures vertical and horizontal revenue opportunities based on market trends and competitive landscape.
Consults with customers to understand needs and create successful solutions that generate revenue.
Strategically identifies and champions customer-converting tools, contact strategies, and brand messaging.
Collaborates effectively across functions and advises executive leadership.
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkClearAction Continuum
For an updated version of this presentation: https://www.slideshare.net/clearaction/marketing-operations-roi-its-simpler-and-way-harder-than-you-think-127189832
How Marketing Operations can help you more effectively utilize metric data to measure ROI.
See https://ClearAction.com
10 Key Trends That Are Defining the Marketing Organization of The FutureGumGum
We partnered with Brand Innovators to understand what the marketing organization of the future looks like. We asked more than 200 marketers from Fortune 500 brands what they have to say about the focus of their marketing organizations and what they predict the marketing organization of the future will look like. These slides present the top 10 key trends learned from this study.
To learn more about our research, you can download the full report here: http://www.gumgum.com/learn/guides/building-the-marketing-organization-of-the-future/
Exploring the 5 Tenets of Modern Marketing TeamsDemandGen
Modern marketers have a long way to go to reach the self-defined status of the “ideal
modern marketer.” Marketers give themselves a score of just 65 out of 100 when
measuring themselves against five primary competencies of marketing. Marketers want
to do better in the following areas, and must if they are to become truly modern
marketers
11-minute preview of Marketing Operations 2.0: From 2010 Tactical Discipline to 20/20 Strategic Vision. Register for this self-paced course at https://www.knowledgeaccountability.com/mopartners/ -- an online course to accelerate your return on investment (ROI). MO 2.0 is an agile, customer-centric and scalable approach to Marketing Operations that enables Marketing to deliver high-value impact to corporate strategy and business results
5 Ts Of Marketing Ops: Learning Org to Increases Marketing EffectivenessClearAction Continuum
For an updated version of this presentation: https://www.slideshare.net/clearaction/5-ts-of-marketing-ops-learning-org-to-increases-marketing-effectiveness-127189816
May 13, 2008 presentation at Henry Stewart Marketing Operations and Digital Asset Management Conference, by Gary Katz.
See https://ClearAction.com
Rolling Horizons - Digital Marketing PartnershipsNikhil Thosar
Rolling Horizons is a boutique agency that offers consulting and services to help you gain visibility, expand your funnel and increase sales velocity.
If you are a company wanting to fuel growth or a marketing agency looking for skill-set or additional bandwidth; connnect with us.
Focused on the intersection of luxury consumer goods, transformation & digital technology. Proven track record of consistent profitable growth through innovation, unique value propositions and cost leveraging resulting in over $4.5 billion in revenue growth. Marriage of Art & Science of Retail, bringing together skills of a classically trained merchant, digital entrepreneur & full P&L general manager. Recognized as a builder of global brands, categories, teams, online communities, partnerships and corporate culture.
Roger is responsible for P&L, sales, leads, marketing, business development, pipeline, operations, commission design, planning, and budgets for client organizations. He establishes and maintains successful relationships with partners/customers building custom digital solutions including Social, AI & RPA solutions, B2X Digital Platforms, Cybersecurity, Machine Learning, and Blockchain applications, Renewable Solar Energy, Adtech, Health-tech, Supply Chain & Logistics, MSO's, Direct To Consumer App, Telco and Pay TV operators and OTT platforms in Media & Entertainment domains.
Roger advises on sales & marketing pipeline management activities to ensure profitable revenue targets are met and manages the level of risk vs. desired goals to accelerate revenue. He plans, designs, and executes sales and marketing, speeding up strategies, and adds positive revenue results from all targeted revenue streams.
►Proficiently produces new opportunities that deliver improved marketing and enlarge SaaS revenue across all client disciplines.
►Increases performance of all RevOps functions within the organization, including Sales, Marketing, and Customer Success.
►Serves as a Head of Sales & Marketing with ownership of the “marketing technology stack” including marketing automation, sales-force automation/ CRM, digital channels, the web and social, business intelligence, and data management.
►Accountable for all sales goals.
►Motivate and coach a team of 68 people consisting of sales leaders, AEs, AMs, ISRs, SDRs, operations, and marketing.
►Define and manage GTM strategy to acquire new customers while retaining and expanding across existing customers.
►Hire fantastic new talent around the world to meet the demands of customers.
Skills: Sales Strategy · Build Strong Relationships · Team Building · FinTech · Complex Sales · Go-to-Market Strategy · Sales & Marketing · Sales Planning · Sales Pipeline Management · Team Management · Strategy · Problem Solving · Executive Management · International Sales · Startups · Business Analysis · Mergers & Acquisitions (M&A) · Online Advertising · Salesforce.com · Digital Media · Sales Operations · SaaS · Start-ups · Sales Management · B2B Marketing · Business-to-Business (B2B) · Sales Process · Solution Selling · Artificial Intelligence (AI) · Software as a Service (SaaS) · Management
Skills: Go-to-Market Strategy · Startups · Analytical Skills · Mergers & Acquisitions (M&A) · Business Development
Skills: Enterprise Software · Software as a Service (SaaS)
Strategic, no-BS, engaged, articulate, and dynamic Chief Revenue Officer that drives and leads sales and marketing, managing and building highly effective teams to acquire new business. Strong foundation and experience working in small dynamic companies and start-ups.
Experienced building pre-IPO, SaaS, and Cloud technology teams, confident serial business developer skilled in leadership and team dynamics -with over 15 years experience in growth, startup, and early-stage Software & SaaS, spread across multiple technology disciplines including mobile, wireless, cloud-based software tools, broadband, visual workflows, emerging technologies AI and ML, video, IT, analytics, and software serving multiple verticals in transportation, enterprise, logistics, renewable energy, financial services, media & entertainment and more.
With my years of experience aligning sales, marketing, product, and technology, I focus on revenue acquisition, integrating and optimizing product development, sales, marketing, and CRM teams to create the best possible experience leveraging my team-based work dynamic that utilizes a “been there done that DNA” systems-oriented approach to facilitate operational improvement with efficient and effective solutions driving revenue.
It is enjoyable working with CEOs, founders, and teams navigating the complex challenges of Go-To-Market strategies, account mapping including sales and marketing playbooks that drive new revenue, and bringing together solutions that effectively address all areas of the organization.
Qualifications
• Extensive experience in SaaS sales.
• Demonstrated success in building and leading metrics-driven sales organizations.
• Proficiency in managing remote teams and navigating remote work environments.
• Strong communication and time management skills.
• Proven track record in recruiting and developing sales talent.
• Comfortable in high-complexity and rapidly changing environments.
• Experience with both direct and channel sales organizations.
In summary, my tenure as a sales leader has been marked by a relentless pursuit of excellence, a commitment to team growth, and a strategic approach to driving revenue. With a comprehensive understanding of the intricacies of sales leadership and a proven ability to navigate complex landscapes, I am poised to deliver exceptional results and contribute to the success of any organization.
Customer-Centric, Strategic Sales Leader with 15 years of experience successfully navigating the complex sale and introducing SaaS and solutions that leverage cloud technology. Research, data, business intelligence and digital marketing. Fin-tech, legal, compliance, risk management, CRM and employee management software. Delivered revenue growth by as much as 300%, regularly beating goals through a focused consultative sales approach. Developed and enhanced up to 250+ client relationships annually, often at the C-level. I earn trust and build relationships with integrity. Responsive self-starter who closes business in the field with minimal oversight. Team player with a strong executive presence who is coachable, resourceful and results oriented.
Oprah Winfrey: A Leader in Media, Philanthropy, and Empowerment | CIO Women M...CIOWomenMagazine
This person is none other than Oprah Winfrey, a highly influential figure whose impact extends beyond television. This article will delve into the remarkable life and lasting legacy of Oprah. Her story serves as a reminder of the importance of perseverance, compassion, and firm determination.
The Team Member and Guest Experience - Lead and Take Care of your restaurant team. They are the people closest to and delivering Hospitality to your paying Guests!
Make the call, and we can assist you.
408-784-7371
Foodservice Consulting + Design
Artificial intelligence (AI) offers new opportunities to radically reinvent the way we do business. This study explores how CEOs and top decision makers around the world are responding to the transformative potential of AI.
Senior Project and Engineering Leader Jim Smith.pdfJim Smith
I am a Project and Engineering Leader with extensive experience as a Business Operations Leader, Technical Project Manager, Engineering Manager and Operations Experience for Domestic and International companies such as Electrolux, Carrier, and Deutz. I have developed new products using Stage Gate development/MS Project/JIRA, for the pro-duction of Medical Equipment, Large Commercial Refrigeration Systems, Appliances, HVAC, and Diesel engines.
My experience includes:
Managed customized engineered refrigeration system projects with high voltage power panels from quote to ship, coordinating actions between electrical engineering, mechanical design and application engineering, purchasing, production, test, quality assurance and field installation. Managed projects $25k to $1M per project; 4-8 per month. (Hussmann refrigeration)
Successfully developed the $15-20M yearly corporate capital strategy for manufacturing, with the Executive Team and key stakeholders. Created project scope and specifications, business case, ROI, managed project plans with key personnel for nine consumer product manufacturing and distribution sites; to support the company’s strategic sales plan.
Over 15 years of experience managing and developing cost improvement projects with key Stakeholders, site Manufacturing Engineers, Mechanical Engineers, Maintenance, and facility support personnel to optimize pro-duction operations, safety, EHS, and new product development. (BioLab, Deutz, Caire)
Experience working as a Technical Manager developing new products with chemical engineers and packaging engineers to enhance and reduce the cost of retail products. I have led the activities of multiple engineering groups with diverse backgrounds.
Great experience managing the product development of products which utilize complex electrical controls, high voltage power panels, product testing, and commissioning.
Created project scope, business case, ROI for multiple capital projects to support electrotechnical assembly and CPG goods. Identified project cost, risk, success criteria, and performed equipment qualifications. (Carrier, Electrolux, Biolab, Price, Hussmann)
Created detailed projects plans using MS Project, Gant charts in excel, and updated new product development in Jira for stakeholders and project team members including critical path.
Great knowledge of ISO9001, NFPA, OSHA regulations.
User level knowledge of MRP/SAP, MS Project, Powerpoint, Visio, Mastercontrol, JIRA, Power BI and Tableau.
I appreciate your consideration, and look forward to discussing this role with you, and how I can lead your company’s growth and profitability. I can be contacted via LinkedIn via phone or E Mail.
Jim Smith
678-993-7195
jimsmith30024@gmail.com
The case study discusses the potential of drone delivery and the challenges that need to be addressed before it becomes widespread.
Key takeaways:
Drone delivery is in its early stages: Amazon's trial in the UK demonstrates the potential for faster deliveries, but it's still limited by regulations and technology.
Regulations are a major hurdle: Safety concerns around drone collisions with airplanes and people have led to restrictions on flight height and location.
Other challenges exist: Who will use drone delivery the most? Is it cost-effective compared to traditional delivery trucks?
Discussion questions:
Managerial challenges: Integrating drones requires planning for new infrastructure, training staff, and navigating regulations. There are also marketing and recruitment considerations specific to this technology.
External forces vary by country: Regulations, consumer acceptance, and infrastructure all differ between countries.
Demographics matter: Younger generations might be more receptive to drone delivery, while older populations might have concerns.
Stakeholders for Amazon: Customers, regulators, aviation authorities, and competitors are all stakeholders. Regulators likely hold the greatest influence as they determine the feasibility of drone delivery.
Case Analysis - The Sky is the Limit | Principles of Management
ENTERPRISE SAAS AND PROFESSIONAL SERVICES TECHNOLOGY SALES LEADER
1. Carl Larson
2046 North Dayton Street
Chicago, Illinois 60614
(312) 925-4232
larson.carl23@gmail.com
https://www.linkedin.com/in/carlwlarson
https://twitter.com/carllarson23
Enterprise sales, marketing and customer success leadership subject matter expert with deep, hands-on go-to-market
management experience including startup business ventures,Oracle and IBM. Exceedsannual corporate revenue objectives
by growing year-over-year sales and profitability. Consistently successfuland significantly increases sales,revenue,profit,
market share and recognized as a champion at building, re-building and transforming best in class cross-functional team
performance, operational process excellence and customer outcomes. Develops new business customers, grows existing
customer revenues, ensures customer success and introduces new product offerings to penetrate new markets. Recognized
for excellence and attention to detail in effective sales prospecting, business requirements qualification or disqualification,
executive relationship building, proof of value use cases, win-win contract negotiation, closing sales and a proven
performance track record. Builds businesses that produce new business software license sales, SaaS annual recurring
revenues and professional services success. Grows sales organizations market share, generates significant gross profit
margins, consistently overachieves revenue objectives and produces substantial sales results.
People:
Creates a successfulsales culture and enthusiastic teams that top salespeople want to join.
Recruits, hires, develops, coaches and retains high-performance inside and outside sales organizations.
Defines and over sees sales staff performance,development, compensation and incentive plans that motivates the
sales team to achieve their sales targets.
Develops and delivers energetic sales training programs that enable the sales team to achieve their potential and
support company sales objectives.
Plan:
Develops sales, marketing and customer success business plans and go-to-market business strategies for
developing revenue and achieving the company’s sales objectives.
Builds and manages commercial operations for large sales geographies including multi-national accounts.
Defines and refines the optimal sales, marketing and customer success organization structures.
Process:
Manages the sales teams, operations, budgets and resources to deliver profitable growth.
Defines and implements systems and sales processes that drive desired revenue outcomes and identifies on-going
improvements when required.
Implements and utilizes a CRM system to manage team sales prospecting tenacity, opportunity qualification,
revenue pipelines, revenue forecasts,product mix, timeframes and follow up.
Manages customer expectations and contributes to a high level of customer satisfaction through account planning.
Programs:
Monitors customer, market and competitor activity and provides feedback to company leadership team and other
company business functions.
Compiles and reports information and data related to customer and prospect interactions and feedback.
Works collaboratively with the marketing, business development and customer success functions to design and
establish successfulsales support, demand generation and market penetration programs.
Partnering:
Builds and manages multi-channel, integrated sales organizations and relationships to extend market reach and
penetration including channel influence, resale and social media partnerships.
Performance:
Manages,prices, negotiates and closes competitive, multi-million-dollar enterprise technology agreements.
Sells and manages strategic digital transformation and business process improvement solutions to the customer’s
C-Level executives and departmental business leadership as the sales revenue officer leader.
Thorough understanding of Enterprise Resource Planning (ERP),Customer Relationship Management (CRM),
and Supply Chain Management (SCM) business applications, Robotic Process Automation (RPA), databases,Big
Data,analytics, development tools, application server,content management, security software,SaaS and Cloud-
based solutions, software application services and the effective value proposition positioning of these offerings.
Provides detailed, accurate and data-driven sales forecasting for analyzing performance.
Develops and manages key executive client account relationships to close strategic enterprise opportunities.
2. PROFESSIONAL EXPERIENCE
Redbrick Sales Advisory Associates, Chicago,IL 2017-Present
Sales|Sales Leadership|Sales Growth|Sales Process|Account Planning & Strategy|Talent Management|Market Analysis
Hands-on, driven sales professional with proven skills to drive sales, increase market share and safeguard customer
retention and satisfaction by recruiting, building and mentoring high-performance, motivated sales organizations.
Expands markets by creating and helping new business and repeat sales opportunities increase in fast paced, high-growth
environments. Evaluates and executes strategies to exceed sales objectives by prospecting for new opportunities and
retaining and growing repeat customer revenue streams. Assists organizations improve sales management practices,
strategic direction, go to market product roadmap and strategy, continuous improvement, product strategy and positioning,
customer value-creation and success,sales account planning and processes,recruiting, talent management, training,
compensation planning and ethical sales best practices.
Led and collaborated with the CEO of an entrepreneurial additive manufacturing firm to develop and document
the company’s sales business plan, objectives and strategies including recruitment, compensation and sales
process execution.
Developed a go to market sales and marketing business plan for an entrepreneurial professional services company
by working with the CEO to confidently assist the firm grow their Service Delivery Automation (SDA) and
Robotic Process Automation (RPA) sales revenue,brand awareness,market influence and client base.
Direct hands-on, customer-facing sales and account plan execution with the CEO of an enterprise software start-up.
Developed and deliver a proprietary workshop entitled Sales and Marketing ProcessExcellence to assist
entrepreneurs and CEO’s effectively plan and develop their solution’s business value to support their goals, customer
success,growth and results.
The Quinlan School ofBusiness, Loyola University, Chicago, IL 2016-Present
Business School Instructor, SaaS Business Applications, Database, Analytics & Cloud Technologies
As a seasoned,enterprise technology sales leader, teach and articulate "the business" of business information
systems and operations to passionately illustrate how businesses justify and utilize SaaS business applications,
data management, analytics and Cloud technology investments to create competitive advantage, improve
revenues,reduce costs and manage risk.
Create an interactive and engaging environment that confidently inspires students to collaboratively learn about
today's high technology solutions in a real-world classroom setting.
Provide knowledge and hands-on instruction for students to learn to develop business applications using MS Office.
Network Data Systems,Schaumburg, IL 2018
Sales Vice President
Led and managed corporate-wide revenue, direct and channel partner sales and sales process initiatives to grow
the NDS Cisco Systems Unified Communications as a Service (UCaaS) data and telecommunication solutions by
delivering outstanding customer value and service across all cloud, managed and professional service offerings.
Oracle Corporation, Chicago, IL 1996-2016
With $40BB in salesand 400,000 customersin 145 countries, Oracle offers on-premise and SaaS-basedsoftware andservice
solutions.
Group Vice President, North American Big Data Sales Specialist Team, 2015-2016
Built and inspired the new $30MM Big Data sales practice for the Eastern United States and Canada for architecture,
construction, CPG, distribution, energy, engineering, financial services, healthcare, higher education, manufacturing,
property management, public sector,real estate,retail, telecommunications and utilities industries.
Competed against and supported business intelligence clients who utilized Tableau, Qlik, IBM, SAP,SAS & MS.
Group Vice President, North American Sales, 2005-2015
Led Oracle’s $396M North American Central Group and directed over 200 field, technical, inside and channel sales
personnel across 18 states,six provinces, five areas and twelve regions for architecture, construction, CPG,distribution,
energy, engineering, financial services,manufacturing, real estate,retail, telecommunications and utilities industries.
Grew revenues from $294MM to $350MM, or 19% by consistently growing the business every quarter in 2014.
Achieved 123% of the quota objective and grew revenue from $231MM to $317MM, or 37% in 2011.
Achieved 125% of the quota objective and grew revenue from $187MM to $230MM, or 23% in 2007.
Grew Engineered Systems software and hardware sales 200% and was the first organization to sell 100 units
exceeding the combined sales of all NA organizations.
Increased revenue from $132MM to $152MM, or 15% by leading the NA Utilities Group as executive sponsor.
Selected to attend the inaugural Executive Leadership Development Experience associated with Carnegie Mellon.
3. Area Vice President, North American Sales, 2003-2005
Led Oracle’s $140MM North American Central Area and directed over 100 field, technical, inside and channel sales
personnel across seven states,six provinces and five regions for architecture,construction, CPG, distribution, energy,
engineering, financial services,manufacturing, real estate,retail, telecommunications and utilities industries.
Grew 2005 revenues from $122MM to $140MM, or 15% and transaction volumes 50% to achieve annual quota.
Named executive sponsor to serve on Oracle’s Technology Leadership Council based upon business acumen.
Regional Manager, North American Sales, 1998-2003
Led Oracle’s $22MM North American Central Region and directed over 15 field, technical, inside and channel sales
personnel for architecture, construction, CPG, distribution, energy, engineering, financial services,manufacturing, real
estate,retail, telecommunications and utilities industries.
Awarded Regional Manager of the Year in 2002 by growing the region from $22MM to $26MM, or 15%.
Grew revenue pipeline to 350% vs. $22MM quota by establishing and implementing key performance indicators.
Territory Manager, North American Data and Application Platform Sales, 1996-1998
Managed Oracle’s $6.2MM Illinois commercial account sales territory and significantly overachieved quota each year.
After 18 months of successfulperformance,was promoted to Oracle Regional Manager based upon 197% and
148% sales quota attainment in 1997 and 1998 respectively and was awarded Rookie of the Year honors.
Starting in 1997, consistently qualified for Oracle’s 100% Revenue Club Excellence.
Anixter International, Mt. Prospect, IL 1995-1996
A leading provider of IT, communications and electrical products that connect data, voice, video and security systems.
Regional Manager, Industrial Sector Sales
Expanded Anixter’s industrial solution offerings awareness through sales enablement, marketing plans and trade
shows to communicate how the company connects a manufacturer’s plant floor with corporate IT systems.
Developed $26.5MM in incremental revenue within the $139MM industrial and manufacturing sectors across
Anixter's 15 state Central Region that grew the region’s sales 20%.
Built dedicated channel partnerships, strategic sales programs, demand generation marketing campaigns and
presentations to support and motivate new business development efforts and value-based sales initiatives to
exceed revenue growth targets.
Aspen Consulting, Rolling Meadows, IL 1993-1995
An entrepreneurial start-up that provided IT architecture,integration, implementation and training professional services.
Director, NewBusinessDevelopment
Generated over $1,000,000 in 18 months by closing 30 new accounts and led company new business development.
IBM Corporation, Oak Brook, IL 1989-1993
An $80BB company providing integrated IT solutions to improve business processes and digitally transform enterprises.
Account Sales and Marketing Representative, 1991-1993
Sales and Marketing Representative, 1989-1991
Achieved $6.5MM and 40% growth on a $4.6MM objective by leading sales activities and developing marketing
programs to direct a field, technical and channel sales team that provided comprehensive IT and professional
service solutions to clients.
Qualified for IBM 100% Club for consistent sales achievement, results orientation, integrity and branch
management honors.
SALES EXPERIENCE, LEADERSHIP ABILITY AND RESULTS
Established a consistent, proven track record for exceeding sales and sales growth goals to profitably build businesses.
Managed client pricing and operational COGS to generate 65% annual gross profit margins and $3BB+ in sales.
Develops a culture that builds future leaders: hired 100+ sales execs and 25+ sales managers; 11 were promoted to VP.
Builds and scales high-performance sales teams to increase sales revenues and improve satisfaction by utilizing a
value-based sales methodology to address customer opportunities.
Improved revenue results by developing the Six P’s go to market vision and plan which grew annual revenue
responsibilities from $6M-$396M.
Developed KPIs and a performance dashboard to improve CRM-based sales forecasting that increased sales activities
33% and increased pipelines 50%.
Experienced sales change agent who develops sales playbooks and implements supporting sales processes to improve
closure rates 300% and reduce sales cycle times 40%.
Negotiated and closed many $1M+ agreements that aligned a customer’s requirements to ROI-based business cases.
4. INDUSTRYEXPERIENCE ENTERPRISE SALES LEADERSHIP FUNCTIONAL KNOWLEDGE
Architecture & Engineering Consultative Sales Focus and Results Sales Management Consulting
Banking Strategic Sales Management Acumen Marketing and Market Strategy
Construction Sales Forecasting & Reporting Economics & Finance
Consumer Packaged Goods Sales Process Workflows & Methodologies Organizational Change Management
Discrete Manufacturing Territory Management & Account Planning Business Planning & Strategy
Distribution Specialty|Geo|Named Account Segmentation Business Transformation
Financial Exchanges Sales Quota & KPI Management Finance, Legal & Sales Operations
Healthcare Sales Recruiting & Talent Management Software as a Service (SaaS)
Higher Education Complex Sales Negotiation Skills Cloud Computing
Insurance Field, Technical, Inside & Channel Sales Robotic Process Automation (RPA)
Market Research Sales Prospecting & Pipeline Development Enterprise Resource Planning (ERP)
Non-profit & Associations New Logo Sales Acquisition Customer Relationship Management (CRM)
Process Manufacturing Sales Coaching & Performance Management Supply Chain Management (SCM)
Retail Sales Account Management Big Data & Business Intelligence
Supply Chain & Logistics Enterprise, Large & SMB Account Sales Data Analytics|Tableau|Python|MySQL
Telecommunications Executive Stakeholder Relationship Lead Database & Data Security Management
Utilities & Energy Customer Success & Support Management Written & VerbalCommunication Skills
EDUCATION
Kellogg School ofManagement, Northwestern University, Evanston, IL
MBA, Marketing, Management Strategy and Policy, Organizational Behavior.
University ofIllinois, Urbana-Champaign, Urbana, IL
BA, Economics, Dean's List.
The Institute ofEuropean Studies, Vienna, AT
International Business and German Language Studies.
Carnegie Mellon University, Pittsburgh, PA
Executive Leadership Development.
The University ofChicago, Chicago, IL
Data Analytics and Machine Learning for Business Professionals Certification.
PROFESSIONAL AFFLIATIONS AND PHILANTHROPIC COMMUNITY SERVICE
OCA Ventures Edge Advisor for early stage venture capital-backed start-up companies.
St. James Lutheran Church and School Board of Elders and team member.
Executive Leadership Alliance International, https://www.executiveleadershipalliance.com/carl-larson
Advisory Board Member, Ampersand Markets
Board Member, Aculocity, LLC
The Ruth C. Schoenbeck Scholarship Foundation Executive Board Member.
Kellogg Graduate School of Management Leadership Immersion Facilitator and Coach.
Northwestern University Network Mentorship Program Coach.
China Shenzhen Nanshan Entrepreneurs Star Build312 Competition Judge.
One Million Degrees (previously known as The Illinois Education Foundation) Coach and Mentor.
Chicago Chamber of Commerce Board Member, 2005-2014.
The American Production and Inventory Control Society (APICS),CPIM Certification.
REFERENCE MATERIALS AND RESOURCES
LinkedIn: https://www.linkedin.com/in/carlwlarson
Twitter: https://twitter.com/carllarson23
Sales Management Best Practices: https://www.slideshare.net/CarlLarson4/trust-conquers-all-148598443
Sales Performance Best Practices: https://www.slideshare.net/CarlLarson4/there-is-no-i-in-team-nor-in-
delivering-sales-excellence-148491565
Sales Account Planning Best Practices: https://www.slideshare.net/CarlLarson4/knowledge-is-your-sales-
superpower-156507909
Sales Key Performance Indicators Best Practices: https://www.slideshare.net/CarlLarson4/if-you-cant-measure-
or-monitor-it-you-cant-manage-it-156678945