The document outlines the career experience and qualifications of Patrick Stayer, including over 25 years of experience in senior sales leadership roles in the enterprise software industry. Stayer has a track record of driving revenue growth and optimizing sales processes at companies like Compuware, CA Technologies, and as an independent consultant. He brings expertise in strategic planning, sales operations, business development, and leading organizational change to maximize revenue generation.
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
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
Rationalization of marketing processes and the implementation of specialized marketing technology can lead to huge gains.
Unfortunately, the figures to support this statement are often too isolated or specific to a single case. They can seldom be applied to your situation, leaving you with poor evidence in front of the corporate judges when asking for your project approval.
The aim of this publication is to give you concepts and tool to create the final argument to enter the board room, and secure the budget for your operational marketing improvement project and deliver significant and sustainable value to department, company and shareholders.
For an updated version of this presentation: https://www.slideshare.net/clearaction/applying-marketing-operations-best-practice-framework-127189811
How to accelerate your roadmap to marketing operations excellence to optimize return on marketing investment.
See https://ClearAction.com
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
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
Rationalization of marketing processes and the implementation of specialized marketing technology can lead to huge gains.
Unfortunately, the figures to support this statement are often too isolated or specific to a single case. They can seldom be applied to your situation, leaving you with poor evidence in front of the corporate judges when asking for your project approval.
The aim of this publication is to give you concepts and tool to create the final argument to enter the board room, and secure the budget for your operational marketing improvement project and deliver significant and sustainable value to department, company and shareholders.
For an updated version of this presentation: https://www.slideshare.net/clearaction/applying-marketing-operations-best-practice-framework-127189811
How to accelerate your roadmap to marketing operations excellence to optimize return on marketing investment.
See https://ClearAction.com
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.
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 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.
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.
Senior Finance and Business ProfessionalMonica Treacy
• Dynamic, collaborative leader with passion for development and execution of programs to help businesses achieve full growth and profit potential.
• Track record in finance, administration, operations, process development, planning, reporting, and delivering data-driven insights to drive business performance.
• Accomplishments across all levels of organization including Corporate Finance, Sales, Manufacturing, Retail and Operations.
• Outstanding analytical, technical, presentation, communication and interpersonal skills to effectively lead and mobilize diverse groups and organizations.
• Finance, Planning, Reporting & Analysis
• Key Metrics & Dashboards
• Project Management
• Budgeting, Forecasting & Trend Analysis
• Pricing, Costing, ROI Optimization
• Strategic Planning
• Capital Budgeting & Tracking
• NPV / Cost Benefit Analysis
• Process Improvement
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)
1. Patrick Stayer
Dallas / Ft. Worth, TX • 972-896-3603 • patrickstayer@me.com
www.linkedin.com/in/pat-stayer-1706768
Profit and Growth-Focused Chief Revenue Officer
25+ years of experience in the Enterprise Software industry – specifically Tools for
Mainframe and Distributed Systems that improve Developer Productivity, Business Agility,
Customer Experience and Application Performance – serving as a catalyst in building
SUSTAINABLE REVENUE GENERATION and COMPETITIVE ADVANTAGE on a global scale.
Unique Value Proposition:
Strategic and customer-centric “architect” of the entire Revenue Generation Process who partners with the
C-Suite to craft and communicate a company’s vision and translate into long-term strategy. Finesse in
fostering effective teamwork, as well as integrating and aligning various organizational functions to develop
a world-class business development growth engine capable of out-performing the competition. Passionate
about optimizing sales and intelligence gathering and reporting processes – Sales Rep Productivity Targets,
Compensation Benchmarking, Customer Acquisition Cost, Average Selling Price, etc. – to generate predictable,
accelerated revenue streams, forecast future revenue and maximize market influence.
Pivotal Strengths:
Best Sales Operations Practices Strategic Advising | Envisioning P&L Performance | Budgeting
Revenue Acceleration Roadmap Business Development | Pipeline Data Analysis| Metrics | KPI’s
Scalable Sales Models M&A | Acquisition Integration Revenue Strategy | Systems
Business Transformation | Change Sales Team Coaching| Mentoring Opportunity Identification
Cross- Organization Collaboration Compensation Planning | Onboarding Cost Reduction | Optimization
Professional Experience and Key Accomplishments
GERSON LEHRMAN GROUP (GLG) and ALPHA SITES 2013-present
C-Level Revenue Generation Advisor
Draw upon extensive experience in setting companies on the path for growth in new and existing markets,
product lines, and opportunities – within the enterprise software space. Act as a strategic business leader
and trusted advisor to senior executive teams across multiple companies; primarily focused on laying the
groundwork for successful strategic acquisitions and revenue models. Note: interim consulting assignments
enable hands-on immersion in the field.
COMPUWARE 2007-2013
Chief Sales Officer / GM – $1B Mainframe Business Unit (2012-2013)
EVP Worldwide Solutions (2011-2012)
SVP of Worldwide Sales (2009-2010)
VP North American Sales (2007-2008)
Extensive experience in leading and optimizing performance of global teams to drive Compuware’s continued
growth in the enterprise market, including effective turnarounds of under-performing regions with stagnant
revenues and compressed margins. Worldwide revenue responsibility progressed from $700M+ to a $1B
Business Unit with 3,000 employees. Leveraged deep knowledge of industry metrics and best practices to
develop and integrate all revenue generating functions (Marketing, Sales, Customer Support, Pricing, Revenue
Management), as well as business acumen and savvy in implementation of new processes – from initial lead
through entire customer lifecycle – to ensure short and long-term success.
2. COMPUWARE (continued) – Recent Achievements and Areas of Influence Patrick Stayer, Page 2
2012-2013 – Chief Sales Officer / GM – $1B Mainframe Business Unit:
• Led and executed all sales and revenue initiatives for Compuware’s largest Business Unit generating $1B
in revenues, with 3,000+ employees and a base of Fortune 100 and key customers globally. Focused on
establishing strategic direction to meet revenue goals while identifying and pursuing new revenue streams
and partnership opportunities. Integral in driving customer success initiatives to deepen relationships
and build long-term usage, loyalty and account growth. Served on the Worldwide Operating Committee;
provided thought leadership on definition and execution of the company’s product and service strategy.
2011-2012 – EVP Worldwide Solutions:
• Oversaw all aspects of an $800M Software Portfolio comprised of 4 Business Units with over 3,000
worldwide employees, including Sales, Development, Marketing and Product Strategy. Key driver in
orchestrating decentralization of Business Units from a shared resources model into separate operating
entities – increased organizational efficiency, improved P&L / KPI ownership of Business Unit GM’s and
Management Teams, and facilitated revenue growth. Large-scale change initiative involved design and
implementation of processes, communication and operational framework, and selection of key leaders.
2009-2010 – SVP of Worldwide Sales:
• Assumed leadership of global direct and indirect sales teams across all Software Groups, with
responsibility for $700M in revenue. Drove fundamental change to stabilize a fragmented environment,
with emphasis on establishing standardized sales forecasting, metrics, opportunity assessment, and
re-invigorating the workplace culture. New organizational scalability and synchronization enabled
projection of future revenue growth, substantially grew corporate stock performance, and boosted
employee motivation and engagement.
2007-2008 – VP North American Sales:
• Recruited back to Compuware as a result of performance track in delivering consistent results (see Earlier
Career below) to manage sales teams across North America. Although the position was a temporary
stepping stone while awaiting placement for next available Senior-level role, dramatically increased
revenues by structuring strategic agreements with Outsourcers – achieved 100% Revenue Club.
CA TECHNOLOGIES 2002-2007
VP of The Americas, Wily Technology Division (2007)
VP Sales (2006-2007)
VP North America Sales Operations (2005-2006)
VP Sales South Central Region (2002-2005)
Rapid progression through increasingly responsible executive roles, with key focus on: (a.) Developing
disciplined processes, across North American Sales Operations in collaboration with a team of McKinsey
Consultants; (b.) Redesigning sales structure of a 600-person Tele-Sales organization; (c.) Leading Acquisition
Integration and Sales Management, The Americas for the $120M Wily Technology Division. Highlights:
• Drove reorganization of a dysfunctional and stagnant Tele-Sales organization supporting Storage, Security
and Data Modeling, including implementation of robust sales management processes and reduction in
workforce. Delivered $20M in operating cost savings within 1 year.
• Partnered with McKinsey consulting team in establishment and roll-out of breakthrough go-to-market
strategy and operational framework for the North American sales organization. Game-changing initiative
included sales force reorganization and introduction of best practices and performance metrics to
optimize scalability and synchronization of revenue functions to maximize ROI.
Earlier Career Numerous Sales and Sales Leadership roles at COMPUWARE during a time when the
company experienced dramatic growth – from $60M to $2B, including a historically
successful IPO – achieved 10 100% Clubs (1989-2001)
Education BA, Communications, Michigan State University