Aviv Rom
Seattle
Summary
Results-driven Sales Operations leader with a 22-year track record at Microsoft and AWS, dedicated to operational excellence and growth. Spearheaded strategic initiatives that improve decision-making processes and minimize administrative burdens for global sales teams. Notable success in scaling GenAI solutions organization-wide. Strong ability to translate complex business requirements into effective, scalable solutions while fostering collaboration among sales, product, and finance teams.
Overview
26
26
years of professional experience
Work History
Principal, Sales Operations
Amazon Web Services
Seattle
01.2022 - Current
- Spearheaded business transformation initiative to enhance industry solution selling across Asia Pacific and Japan.
- Collaborated with senior stakeholders to define program goals and strategies.
- Designed and delivered territory and target account lists, prioritizing investments effectively.
- Established performance management systems and rhythms of business for senior leadership teams.
- Created global performance metrics utilized by over 300 AWS industry specialists and regional sales teams.
- Implemented automated dashboards for rhythm of business reviews, minimizing preparation time significantly.
- Drove alignment among commercial sales and industry organizations to achieve defined success criteria.
Regional Director of Sales and Operations
Microsoft Corporation
Singapore
01.2014 - 01.2022
- Chief Sales Officer and manager of daily operations for the enterprise sales teams across ten subsidiaries and four public sector industries in the Asia Pacific region.
- Sales and operations accountabilities include management of pipeline and forecast, strategic deal lifecycle, and orchestration of annual planning processes.
- Increased cloud mix from 50% in region through delivery of programs and management of deal pipeline.
- Delivered revenue growth of 20%+ 3-year CAGR, including transformation of revenue and customer acquisition in cloud portfolio.
- Managed Sales teams as acting lead in Vietnam, Malaysia, and Indonesia.
- Built standardized rhythm of business processes, sales ignite programs, and account planning / quota retirement planning programs across region.
- Delivered 3-year plan for industry pivot transformation of organization across blueprint, budget, and segmentation / territory construction.
- Spearheaded transformation of organization towards industry specialization resulting in 200%+ increase in industry pipeline and 55% in revenue.
- Chief Sales Officer and manager of daily operations for the enterprise sales teams across ten subsidiaries and four public sector industries in the Asia Pacific region.
Asia Multinational Accounts Sales Director
Microsoft Corporation
Redmond
01.2012 - 01.2014
- Managed a sales team across Asia (GCR, Japan, APAC, ANZ) focused on audit and license management in the region’s largest multinational enterprises.
- Balanced exceeding revenue goals, maintaining strong customer satisfaction, and building capability in local teams across a diverse geographical region.
- Delivered revenue target $108M (115%) in first year.
- Integrated relationships with global partners such as KPMG, E&Y, and Deloitte.
- Spearheaded engagements with three large Financial Services firms in Australia, leading to $45M in new revenue.
- Built innovative approach to revenue sharing in China that improved team collaboration and led to incremental $25M in new revenue.
- Managed a sales team across Asia focused on audit and license management in the region’s largest multinational enterprises.
Enterprise Sales Strategy Lead
Microsoft China
Beijing
01.2010 - 01.2012
- Directed the design, implementation, and execution of a large-scale business transformation project that contributed $35M in revenue in the first year and more than $400M in revenue in subsequent years.
- Authored and presented program for approval to the Microsoft global sales senior leadership team including the President of International Sales.
- Managed a team that designed, optimized, and implemented a new set of sales motions and licensing constructs to increase overall enterprise revenue across 1000+ named accounts.
- Integrated through influence a geographically diverse project team that included sales, marketing, licensing, legal, and finance team members.
- Constructed and implemented end-to-end sales enablement solutions (processes, tools, training) for the China Enterprise sales team utilizing a variety of delivery mechanisms, including account workshops, ensuring effective execution of growth planning, customer satisfaction, and taking market share.
- Directed the design, implementation, and execution of a large-scale business transformation project.
Specialist Sales Lead, WW Enterprise Group
Microsoft Corporation
Redmond
01.2005 - 01.2010
- Managed investment, strategy, enablement, compensation, and commitments for a community of 2500 pre-sales solution and technical specialists worldwide.
- Maximized execution across geographies including emerging and developed markets.
- Integrated leadership with programs to build connections between business groups and field-based sales teams.
- Delivered sales transformation project in Microsoft’s Application Platform business.
- Designed and secured sponsorship for annual sales ignite event for 1000+ sellers.
- Managed investment, strategy, enablement, compensation, and commitments for a community of 2500 pre-sales solution and technical specialists worldwide.
Pre-Sales Technical Solution Specialist
Microsoft Corporation
Mountain View
01.2000 - 01.2005
- Provided pre-sales technical solutions to the field, inside and indirect sales channel.
- Delivered RFP responses, architectural design sessions, and proof of solution demo and deployment.
- Engaged with major accounts such as Bank One, HP, Honeywell, Merrill Lynch, Washington Mutual, Wells Fargo, Intel, Cadence, Agilent, DHL, Autodesk.
- Provided pre-sales technical solutions to the field, inside and indirect sales channel.
Education
Bachelor of Science - Computer Engineering
University of California, San Diego
San Diego, CA01.1996
Skills
- Business transformation
- Performance management
- Forecasting and pipeline oversight
- Stakeholder Management
- Strategic planning
- Revenue growth strategies
- Data-driven decision making
- Leadership development
- Strategic leadership
- Cross-functional integration
Timeline
Principal, Sales Operations
Amazon Web Services
01.2022 - Current
Regional Director of Sales and Operations
Microsoft Corporation
01.2014 - 01.2022
Asia Multinational Accounts Sales Director
Microsoft Corporation
01.2012 - 01.2014
Enterprise Sales Strategy Lead
Microsoft China
01.2010 - 01.2012
Specialist Sales Lead, WW Enterprise Group
Microsoft Corporation
01.2005 - 01.2010
Pre-Sales Technical Solution Specialist
Microsoft Corporation
01.2000 - 01.2005
Bachelor of Science - Computer Engineering
University of California, San Diego