Located in the San Francisco Bay Area / Silicon Valley Area
650-525-0255 russ@russreed.net
OBJECTIVE
Senior management position in sales operations, designing and managing sales compensation plans, providing sales support, conducting sales and financial analyses, and improving the sales process through best practices.
SUMMARY OF EXPERIENCE
Eighteen years in telecommunications and three years in enterprise application software; director level positions in Fortune 100 company and three startups. Twelve years experience in designing and managing sales compensation plans. Expertise in integrating business plans, sales compensation design and performance metrics as one model, and in improving sales performance through support and replicating best practices. Senior level experience in Sales, Finance and Marketing solidifies broad company and customer focus. MBA in Finance.
WORK HISTORY
NetSuite, Inc. San Mateo CA 2003 - Present
Senior Manager, Sales Operations
Direct sales operations for worldwide software startup. Design and manage sales compensation plans and payouts; analyze and adjust lead generation programs; identify and replicate best practices in sales process and productivity; set standards and processes for in-house CRM; develop business plans. Scope: Grown from 40 reps and $18M in sales to 200 reps and $100 million in sales.
Docent, Inc., Mountain View CA 2001 – 2002
Director, Sales Operations
Designed and managed sales compensation plans for worldwide sales organization; developed business revenue model, dashboard and all analyses; managed CRM system; coordinated lead generation projects with Marketing; led customer touchpoint projects; developed strategic initiatives and business gap analyses. Supervised 3 analysts.
NorthPoint Communications, San Francisco 2000 - 2001
Director, Sales Finance and Administration
Responsible for sales compensation plans, financial analysis and production forecasting. Directed all aspects of sales compensation: plan design, quota setting and payroll, including a major overhaul of incentive plans. Dramatically improved sales order forecasting model, leading to improved planning between Sales and Production, thus improving partner relationships. Responsible for expense and force management. Supervised 4 analysts.
SBC Communications, Inc., San Antonio TX 1997 - 2000
Director, Sales Finance and Analysis 1999 - 2000
Responsible for all revenue analysis, quota setting and results reporting for newly formed Global Markets Group, consisting of SBC’s top 400 business customers. Supervised 4 senior analysts across 3 operating companies and directed an IT effort to combine disparate revenue data from 3 companies into one system. Consolidated revenue and expense reports and monthly forecast. Designed and launched new sales compensation plan within one month.
Associate Director, Marketing Financials 1997 - 1999
Evaluated sales channel performance, effectiveness and profitability, and made strategic recommendations to senior management. Determined cost-to-serve by segment. Developed standards for measuring sales channels and customer segment performance across multiple operating companies, for business and consumer markets. Scope: SBC retail market.
Pacific Bell, San Francisco CA 1983 - 1997
Senior Marketing Manager 1995 - 1997
Evaluated channel performance, effectiveness and profitability. Designed and managed sales compensation plans for business market. Led the consolidation of sales compensation plans and channel metrics from 7 business units into one. Personally crafted channel strategies and force by channel. Integrated Channel, Offer, Product and Segment analyses into one effort. Served on two SBC-Pacific Telesis merger transition teams in sales and marketing. Scope: $3 billion in revenue, 600 commissioned sales people, 20 sales channels.
Business Controls Manager 1992 - 1995
Responsible for financial and market analysis of regional business unit. Supervised 4 in analysis of revenue, expense, sales, productivity and product. Designed sales incentive plans, set quotas and supervised incentive program. Developed contribution analysis and productivity benchmarks for internal and external sales channels. Linked metrics as a feedback for sales comp design. Scope: Over $1 billion in revenue; $100 million in expense.
Service Quality Manager 1987 - 1991
Supervised 20 sales and support personnel, working with account executives and Operations to deliver customer satisfaction with complex telecommunication system design and installation in a $50 million business market. Attained highest customer rating of 7 teams.
Financial Manager 1986 - 1987
Responsible for financial analysis and bid price on RFP’s systems and networks. Supervised analysts on hundreds of contract proposals. Developed first set of financial standards for contract pricing. Reduced “what if” pricing alternatives from 2 hours to 2 minutes.