JANET BOSS

Led centralized operations for a $100M business representing sales of professional video solutions to businesses and organizations

Built team and established foundational capabilities to support sustainable growth.

• Led 20-person team across sales operations, sales enablement, go-to-market systems and deal desk
• Recruited new leadership and scaled team cost-effectively by establishing offshore center of excellence in Delhi, India
• Created systems roadmap and gained C-level alignment on a framework to collaboratively evaluate, prioritize and manage systems initiatives

Drove improvements to key performance indicators.

• Grew pipeline by 20% within 6 months by implementing a new funnel model and targets, and driving marketing and sales execution via weekly cadence
• Grew average order value by 10% within 6 months by redesigning discounting practices
• Reduced average length of sales cycle by 30% within 12 months by redesigning order management process

Led centralized operations for a $5B business representing sales of digital media solutions to businesses and organizations

Led multi-year strategic planning, annual planning, and quarterly implementation and execution activities.

• Led 100-person team across commercial sales operations, sales enablement, sales systems & tools, and partner programs & operations
• Partner programs & operations included the ongoing design, implementation and governance of a $500M annual investment
• Doubled revenue and reduced cost-of-sale by 7-percentage points by establishing a multi-year / multi-channel growth strategy, then developing and implementing annual and quarterly operating plans by route-to-market for commercial sales, partners and Adobe.com

Drove business transformation by spearheading strategic, multi-year initiatives

• Launched subscription business model and migrated 90% of customers within 2 years by developing and implementing a new partner financial model, incentive structure and enablement program (2013-2015)
• Designed subscription renewals and drove 2-percentage point improvement in renewal rates within first year (at no incremental cost) by introducing “incumbent” rebate (2014-2015)
• Built commercial sales team in every region and grew partner business Y/Y while simultaneously shifting percentage of revenue from partners to direct by enabling direct purchasing options (2015-2020)
• Introduced formal segmentation within commercial sales team and grew capacity by 10% within first year by eliminating redundancies (2016)
• Developed open-API platform and drove 2-percentage point improvement in renewal rate within first year by automating partner renewals (2021)
• Integrated M&A (Sign and Frame.io) and drove an incremental $40M within first year by optimizing the go-to-market model (2022)

Led regional operations for a $1.5B business representing sales of digital media solutions to businesses and organizations

• Led a 20-person team managing partner programs & operations, this included design, implementation, and governance of $200M in annual investments
• Established and managed analytics function to track program effectiveness and surface key business insights
• Drove content of quarterly business reviews (internal and partner-facing)
• Developed and launched Adobe Partner Connection, Adobe's partner program, and increased number of authorized partners by 40% within first year through improved engagement
• Designed and implemented Deal Registration incentive and improved forecast accuracy by 25% within first year through improved pipeline and deal transparency

Led quota-bearing sales teams selling $40M per year in Digital Media solutions to businesses and organizations

• Consistently exceeded sales quotas leading a 30-person team of sales and business development reps selling Digital Media solutions within SMB and Mid-Market Accounts
• Tripled average revenue per head within five years and consistently exceeded quotas by designing and executing outbound sales campaigns
• One of two sales leaders handpicked for Platinum Club Recognition Trip in both 2004 and 2005. Sole winner of 2005 Global Sales Manager of the Year Award

Managed sales engagement and closed deals with independent software vendors licensing PDF Writer for integration into their own applications

• Consistently exceeded sales quotas

Managed sales engagement and closed deals with F1000 customers in the Chicago area licensing Reflection terminal emulation software

• Consistently exceeded sales quotas

Developed new distribution partners in emerging markets across EMEA, APAC and Japan

• Consistently exceeded sales quotas