Ailish Preston
Austin,Texas
Summary
I am an agile, hardworking, experienced business professional with a demonstrated ability to manage several programs and initiatives at once, executing against a broad roadmap. I enjoy creatively solving complex business issues by leveraging a vast internal network of seasoned leaders and individual contributors. I thrive in fast-paced environments, and ambiguity is a challenge I face with a smile.
Overview
12
12
years of professional experience
Work History
Senior Manager, Global Sales Leader Enablement
VMware
12.2021 - Current
- Collaborate on and develop strategy for leadership development initiatives with cross-functional teams primarily targeted at Regional Director, Vice President and Senior Vice President level
- Contribute to operational excellence by optimizing, identifying and recommending methods to streamline processes, tools, templates and scale communication channels
- Manage global sales leader onboarding program: Leading Sales Excellence. The cohort-based program supports new quota carrying, sales people managers spanning every sales route-to-market (i.e. Specialists sales, customer success, partners, technical sales etc.)
- Establish program identity from branding, audience criteria, executive messaging through to workshop staffing and workshop delivery
- Develop workshop agenda that is repeatable, relevant and scalable across broad and diverse audiences
- Key stakeholder for annual Worldwide Sales Kickoff Leader Meeting (~1500 attendees) where responsibilities included: assessing enablement needs of the business in alignment with company priorities, identify/coach/collaborate with SME's delivering content, build agenda for 2 day on-site event, manage vendor relationships, source keynote speakers and onboard with procurement, deliver updates to VP/SVP staff weekly, deliver updates and secure buy-in from GEO Strategy Leaders and GEO Sales Leader, draft Executive communications, build post-event Executive readout inclusive of success metrics
- Manage large-scale, transformational projects such as implementation of an in-house quote-to-cash process housed on our LMS aligned to both pre-and-post sales motions
- Measure, track and analyze the effectiveness of workshops, programs and assets using data to drive decisions
- Build trusted relationships with senior business leaders across multiple groups and geographies
- Partner with stakeholders, SMEs, senior leaders and external consultants
Offer Manager
VMware
07.2020 - 12.2021
- Primary advisor to Enterprise sales teams focusing on best practices for Enterprise License Agreements, business value analysis, deal structuring and contract negotiations
- Develop negotiation strategy with account team mapped to mutual deal execution timeline
- Development of up-sell and cross-sell opportunity best practice at proposal stages
- Provide comprehensive overview of customers contract history, entitlements and 10 year spend history to surface investment patterns, geographic mix, OpEx and CapEx spend
- Advise on opportunity pricing options and related tactical recommendations including existing entitlements
- Champion/coordinate offer specific T&C’s/pricing internally with approval matrix (i.e., revenue, legal, deal desk etc.)
- Proactively consider and recommend improvements to large deal eco-system
- World class proposal stewardship within matrixed organization (sales, BU leaders, specialists, strategists, onsite customer residents etc.) with a quarterly book of business ~$45 -$60M
Sales Enablement Lead: Enterprise and Global Accts
VMware
03.2016 - 07.2020
- Develop, coordinate and execute training and enablement programs for America’s Enterprise and Global account segments
- Collect needs analysis with sales leadership to help define enablement priorities targeted at specific business issues
- Partner with cross-functional groups within VMware to provide sales the information they need to perform their job more effectively (i.e. Sales operations, marketing, product specialists)
- Build custom, role-based learning plans each quarter in alignment with business priorities
- Conduct and build training sessions where appropriate
- Compile and review survey results (Key Performance Indicators) from events to understand how to continue to improve and fill gaps
- Improve on-boarding experience for new hires by providing at least one or two New Hire Workshops per quarter in each GEO
- Coordinate and execute on programs to improve product knowledge, presentation, and storytelling skills (i.e. CxO Conversations, Worldwide Sales Kickoff, Lunch and Learn Events)
- Support execution of global programs, gather feedback and make recommendations for future state
- Influence tools and content used by sales.
Sr. Analyst Americas FieldAdoption and Best Practi
VMware
07.2015 - 03.2016
- Provide dedicated support to America’s core sales operations organization to ensure optimal adoption of VMware processes, procedures, tools and best practices
- Significant focus on communication, relationship building, change management and internal event attendance
- Represent and present on behalf of the Americas organization at key events such as global sales boot camp and corporate new hire orientation
- Represent and present on behalf of the Americas Operations team at Sales management meetings and Quarterly business review events
- Manage and promote attendance of virtual office hour events, whilst coordinating to pull in appropriate supporting subject matter experts
- Interact with Corporate Business Transformation & Automation representatives as new/upgraded systems are rolled-out and play an active role in guiding related change management planning activities and communications
- Coordinate with Americas Business Process Optimization lead to ensure field sales feedback is embedded into future state architectural discussions and related project prioritization
- Coordinate with Enablement teams to ensure appropriate access to events and mass-communications media to maximize on content/knowledge sharing.
Sr. Deal Desk Licensing Specialist; Field Sales
VMware
06.2013 - 07.2015
- Managed comprehensive account specific licensing issues (approximately 100+/quarter ranging from $1M - $30M+)
- Reviewed with Field Management team current and future process changes surrounding customer licensing data and incorporation into Enterprise License Agreements (ELA)
- Provided in-field support to resolve escalations relating to install base/licensing challenges
- Monitored current quarter pipeline and proactively engaged field teams on key customer accounts and removed obstacles ensuring successful and timely purchase completion
- Project managed communications cross functionally amongst: customer, field sales, license compliance, legal, customer advocacy and global business practices team to ensure deadlines were met
- Proactively offered strategic licensing consulting to both internal and external stakeholders that drove more effective business and opportunity management
- Responsible for customer success in escalation scenarios for Enterprise-tier customers
- Hosted enablement/training sessions for global sales team and presented at new hire orientation.
Inside Sales
VMware
01.2012 - 06.2013
- Supported 12 Strategic Account Executives to develop daily action plans to drive business and achieve quota in select Enterprise accounts
- Established customer relationships with Fortune 100 companies to manage day to day operational support and assisted in identification of business needs with VMware solutions
- Built relationships and go-to-market strategies with key channel partners
- Led opportunity management in Salesforce.com to build a mature pipeline
- Team subject matter expert in Enterprise license agreements and internal processes workflow
- Operational excellence in: Salesforce.com reporting/management and ‘Model N’ ELA development
HR Coordinator
VMware
09.2011 - 01.2012
- Relations
- Managed scheduling a high volume of interviews for New College Graduate and Internship programs (including travel arrangements)
- Organized on-site ‘Tech Treks’ for MBA students across the country visiting the VMW campus
- In charge of getting C-level employees to attend and present at MBA recruiting events
- Worked at local, on-campus recruiting events to expand brand awareness
- Tracked metrics for offers accepted/offers declined and ‘top talent’ schools
- Conducted 1:1 exit interviews with Interns to gain exposure to program pros and cons
- Assisted with marketing/branding for corporate giveaways and apparel
Education
Bachelor of Science - Business Management
The Fashion Institute of Design And Merchandising
Los Angeles, California2011
Skills
- SalesForcecom/Einstein Analytics/Tableau
- CPQ
- Microsoft Office: Excel, PowerPoint and Word
- On-going VMware technical product training and operational training
- VMware Sales Professional Certification (VSP)
- ROI Certification via The ROI Institute
Accomplishments
Q4 FY23 Superstar Award
FY24 Q2 High Five Award
Americas Outstanding Team Achievement Award: FY 2021
Enablement Champion Q2FY19
Timeline
Senior Manager, Global Sales Leader Enablement
VMware
12.2021 - Current
Offer Manager
VMware
07.2020 - 12.2021
Sales Enablement Lead: Enterprise and Global Accts
VMware
03.2016 - 07.2020
Sr. Analyst Americas FieldAdoption and Best Practi
VMware
07.2015 - 03.2016
Sr. Deal Desk Licensing Specialist; Field Sales
VMware
06.2013 - 07.2015
Inside Sales
VMware
01.2012 - 06.2013
HR Coordinator
VMware
09.2011 - 01.2012
Bachelor of Science - Business Management
The Fashion Institute of Design And Merchandising