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Recently retired from Tableau Software (a Salesforce acquisition), where I was the SVP of WW Sales Operations and COO. I am now an independent consultant, helping companies transform their go-to-market strategies and build world-class revenue operations capabilities.
At Tableau, led the groups responsible for defining GTM strategy and for delivering sales support capabilities essential to enabling the next wave of growth at Tableau (e.g., sales readiness, sales planning, incentive comp). My particular focus was in helping Tableau scale its sales efforts as it continued to focus on subscription business models and great Enterprise customer experiences. I was also responsible for the GTM Integration activities with Salesforce (Tableau is an independent operating unit within Salesforce.)
Prior to Tableau, I was an Expert Partner at McKinsey & Company in its Marketing & Sales practice, where I led the Firm's Sales Operations service line. Working with clients across multiple industries, I helped commercial leaders transform their go-to-market models, build new sales operations capabilities, and enable breakthroughs in growth and sales productivity. In addition, I was responsible for driving McKinsey's Sales Operations knowledge agenda, presenting the Firm's latest thinking through written publications and external events, and developing a strong base of expert practitioners.
Before returning to McKinsey, I held a number of global executive positions in sales, marketing, and services at Microsoft for nearly 12 years. I was directly responsible for the design and implementation of the company’s Enterprise go-to-market model as well as transforming the sales operations function. As general manager of Microsoft’s field operations, I oversaw all incentive-compensation design and operations, CRM processes and systems, reporting and analytics, business planning and performance review, and global rewards and recognition programs for a global team of 160+ sales operations professionals. In my first tour at McKinsey, I spent five years as a leader in the North American High-Tech Sales & Marketing Practice.