Chris Hansen
Los Gatos,CA
Summary
Versatile Sales Operations leader committed to accomplishing performance objectives with special focus on business revenue, customer satisfaction and managing day-to-day operations. Offering over 20 years of comprehensive experience providing support in business operations and conducting business processes. Recognized for developing best practices to maximize sale initiatives and setting new standards for expectations.
TECHNOLOGY PROFICIENCIES
Google Suite/Connectors | Advanced Excel Guru/Wizard | PowerPoint | Salesforce.com (Admin Certified) | Clari | SQL | | Zoominfo | Outreach | Business Objects | Pardot | Marketo | Tableau | Xactly | Callidus | SAP | NetSuite |
Overview
23
23
years of professional experience
2
2
Certifications
Work History
Director of Sales Operations
Pure Storage
04.2019 - Current
- This comprehensive role encompasses a wide range of responsibilities aimed at maximizing revenue generation and driving operational efficiency in a global sales environment
- Through strategic planning, effective communication, optimized sales processes, and reliable support, this position plays a crucial role in achieving organizational goals and ensuring continuous growth and success
- Primarily responsible for all aspects of Revenue Operations including Lead to Revenue process definition, Weekly/Monthly/Quarterly full funnel reporting Tool Management as well WW annual GTM IC plan for a global team of 50+ sellers, which is inclusive of the four primary components that include:
- Annual/Quarterly GTM Strategic Planning & Design by modeling lead to booking to revenue coupled with compensation plan design to drive optimal revenue outcome and developing strategies to enhance overall business performance to balance new vs existing business
- Implementation of Sales Methodology to enable holistic communication across the organization, which led to increased close rates, improved forecast accuracy and the ability to have out quarter funnel predictability, resulting in enhanced sales efficiency and effectiveness
- Administration/Management/Ongoing Development of Sales Stack (SFDC, Outreach, Clari) to drive operational excellence for the sales organization (SDR, AE, SE, and Customer Success) balanced with ease of use for the teams to drive compliance/usage, thereby optimizing overall sales productivity and customer satisfaction
- Management of Deals Desk enabling optimal opportunity structure to capture the maximum revenue coupled with optimal terms/minimal risk
- Chief of Staff to the sales leader by being a trusted advisor to run forecast calls, deal reviews and other ad hoc reporting requests, providing valuable insights and support in decision-making processes to affect short term/long term top line
- Project Management of a lift and shift effort to transition the existing Portworx SFDC system into the Pure SFDC System taking into consideration all aspect of Lead to Cash
- Reduced operational costs by identifying inefficiencies and implementing cost-saving measures.
- Launched new product lines, successfully positioning them within the competitive marketplace.
- Managed and developed team of 14, including Sales Operations managers, Renewals and SDRs
- Mentored and developed high-performing sales teams, resulting in increased individual quotas attainment.
- Collaborated with finance department to develop pricing strategies that maximized profitability without sacrificing customer satisfaction.
VP of Sales Operations
SugarCRM, Inc
02.2018 - 02.2019
- Accountable for all areas field operations, which includes Strategic Planning/Reporting, Training/Enablement and Compensation Modeling/Administration for all customer facing organization including Field sales, Partner sales and Customer Success
- Modification of optimal coverage and team configuration to maximize deployment of Sugar sellers that drove a cost reduction of ~$1.2M coupled with baseline WW average ARR productivity
- Exposed issues with lead generation and drove a modification on lead strategy and account planning to increase lead conversion by 17% YoY
- Improved the predictability and accuracy of the WW Weekly sales forecasting process for direct sales and customer success to drive focus and commitment on a weekly basis vs quarterly basis
- Creation of WW KPI reporting leveraging Tableau/Informer to visualize the performance of field operations
- Coordinated and delivered weekly/monthly enablement to sales and customer success
- Led and developed a team of 5 including Operations Managers and Analysts
VP of WW Sales and Marketing Operations
Act-On Software, Inc
10.2017 - 02.2018
- Responsible for defining and executing strategic initiatives to improve sales organization efficiency and effectiveness
- Manage all sales analytics/dashboards, incentive compensation design, territory optimization and quota assignment as well as identifying/solving process and tool deficiencies throughout the funnel
- Lead territory optimization, compensation plan design and quota setting with a strategic focus on ideal customer profile using advanced analytical tools and methodologies to rank by likelihood of purchase
- Perform data and structural cleanup of SFDC and connected components to streamline usage and ability to support in-depth visual sales analytics and reporting
- Negotiated a realized reduction of ~21% due to optimization of the tool usage by reducing/removing overlapping tools as well as pricing negotiations that maintained or enhanced functionality
- Drive SFDC transformation to align with agile selling methodology that enables improved forecasting capability, identified sales leadership coaching opportunity and expected improvement sales cycle times
- Managed team of 12, including Sales/Marketing Operations and Interim Manager of the UK field team and SDRs
- Spearheaded cross-functional initiatives across departments to achieve business goals for bottom-line profits.
VP OF WW SALES OPERATIONS & FINANCE OPERATIONS
Logtrust Technology, Inc
06.2016 - 10.2017
- Defined and executed the WW Sales Operation strategy for an international organization which includes annual/quarterly quota distribution, compensation plan design, sales process improvement and automation, weekly/quarterly forecasting, sales performance management, dashboard and sales enablement
- Oversaw financial planning, budgeting, cash flow analysis and served as the financial liaison to the board for North America operations
- Defined WW sales coverage and quota via territory realignment to balance and optimize account distribution
- Analyzed existing business to determine pain points around collections and modified the compensation plan to reduce outstanding receivables by 67% while exceeding annual revenue target by 135% in ARR
- Implemented WW Sales technology stack, including Salesforce.com, Rainking, Proposifi, and Pardot
- Managed U.S
- Kick-start sales training that included quarterly technical training and product training
- Headed all reporting/dashboards for weekly, monthly, quarterly 360 sales reporting (QBRs) and BoD for sales as well as FP&A reporting for remaining departments in North America, including G&A, Marketing and CS
- Created all business operations in North America for Accounting, Finance, HR, Legal and IT regarding internal controls, accounting standards and financial systems such as QuickBooks, Trinet, Concur and Bill.com
- Supervised the Inside Sales Team, a Sales Operations Analyst and an outsourced accounting firm
- Cultivated strong relationships with key stakeholders, including customers, vendors, regulators, and community leaders to promote collaboration and long-term success.
- Led cross-functional teams for the successful completion of major projects, resulting in increased efficiency and client satisfaction.
Senior Manager of Sales Operations
Align Technology (Invisalign), Inc
06.2014 - 06.2016
- Oversaw the Sales Operations function for North America that included target setting, coverage model, sales enablement and sales incentive compensation plan development/administration for over 350 quota carrying HC
- Led target setting and quota distribution for $650M in revenue and managed $26M budget, including IC spend and IT resources for sales
- Drove sales technology stack of Salesforce.com, Tableau, JDE/SAP (Customer Master), BRM (Discount) and LMS
- Balanced territory design for an optimal distribution curve of
- Optimized automation, tools, and procedures to increase productivity by 8% by delivering real-time data-driven application fed by Salesforce.com that allows for access to territory management and account planning
- Engaged team aligned on driving sales and reduced overall IC expense by ~31% first YoY by redesigning Sales Incentive Compensation Plan to increase motivation and provide improved sales focus via new payout system
- Leveraged Salesforce.com to create “Sales Align Portal,” which was used for all standard reporting and documentation to create efficiencies for onboarding as well as existing employees
- Initiated 2014-, annual territory realignment, increasing account/bookings growth by ~22%
- Managed and developed a team of four, including a Sales Compensation Manager and Sales Ops Analysts
- Provided strong leadership to enhance team productivity and morale.
- Led cross-functional teams to achieve project milestones and deliver high-quality results.
Director of Sales Operations/Finance
Ericsson
08.2010 - 06.2014
Sales Finance Business Manager
Cisco/WebEx
08.2007 - 08.2010
Finance Manager
OPSWARE, Inc
01.2007 - 08.2007
Senior Financial Analyst
Apple Computer Inc
11.2004 - 12.2006
Financial Analyst
Nokia, Inc
03.2001 - 10.2004
Education
MBA - Business
Golden Gate University
San Francisco, CA05.2004
Bachelor of Science - Business Administration
San Jose State University
San Jose, CA05.1998
Skills
- Sales process optimization
- Sales Training
- Pipeline Management
- Revenue Growth
- Forecast Accuracy
- Sales KPI Definition/Reporting
- Relationship Building
- Strategic Planning
Certification
- Salesforce Certified Admin - 2018
- MEDDIC Training - 2020
Timeline
Director of Sales Operations
Pure Storage
04.2019 - Current
VP of Sales Operations
SugarCRM, Inc
02.2018 - 02.2019
VP of WW Sales and Marketing Operations
Act-On Software, Inc
10.2017 - 02.2018
VP OF WW SALES OPERATIONS & FINANCE OPERATIONS
Logtrust Technology, Inc
06.2016 - 10.2017
Senior Manager of Sales Operations
Align Technology (Invisalign), Inc
06.2014 - 06.2016
Director of Sales Operations/Finance
Ericsson
08.2010 - 06.2014
Sales Finance Business Manager
Cisco/WebEx
08.2007 - 08.2010
Finance Manager
OPSWARE, Inc
01.2007 - 08.2007
Senior Financial Analyst
Apple Computer Inc
11.2004 - 12.2006
Financial Analyst
Nokia, Inc
03.2001 - 10.2004
MBA - Business
Golden Gate University
Bachelor of Science - Business Administration
San Jose State University
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