Summary
Overview
Work History
Education
Skills
Timeline
Hi, I’m

MICHELLE FAUST

Marketing, Alliances & Enablement Leader
Downers Grove,IL

Summary

Innovative, high energy, effective, and creative Revenue Enablement leader that leverages 25+ years of B2B Marketing, Channel Partner and Sales Operations experience to help organizations make the shift from traditional sales training programs to engaging, interactive and immersive learning experiences.

Motivated leader that partners with high-performing sales teams to support skill development, customer communication, Value Selling and Challenger sales methodologies, MEDDICC sales qualification, customer lifecycle and buying processes, product launches, messaging and positioning and sales tool adoption.

Proven ability to link business goals and unique needs of Sales with the benefits of enablement to improve win rates, deal size, forecast accuracy, optimize BDR, AE and SE productivity and decrease sales cycle time.

Self-starter that designs curriculum, develops courses, facilitates training and creates knowledge assessments to introduce new sales methodologies and techniques as well as address skill gaps.

Overview

21
years of professional experience
4
years of post-secondary education

Work History

Amperity
Seattle, WA

Lead, Sales Enablement
06.2021 - 01.2024

Job overview

  • Developed and implemented sales enablement strategy and training program for new hires and existing sellers to reduce ramp time from 14 months to 9 months for Account Executives and improve opportunity win rate by 30%.
  • Evaluated salesperson skills and knowledge regularly, developing product, platform demonstration, market trends, objection handling, messaging and sales process training initiatives to help sellers effectively communicate to customers.
  • Utilized CRM and other sales tools to track and analyze sales performance, identifying trends and areas for improvement.
  • Lead initiative to improve pipeline generation with use of Digital Sales Rooms to accelerate deals and improve customer experience resulting in 30% decrease in sales cycle time.
  • Partnered with Product Marketing to develop virtual and in-person GTM workshops with Sales, SDR, Partner and Client Services teams resulting in joint product and campaign launch programs, shortening time to revenue by 15%.
  • Generated program KPIs, tracked training effectiveness and made improvements to enablement approach based on those measurements
  • Manage sales enablement technology, including selection, implementation and training on tools that support sales process and improve productivity.

Cheetah Digital
Chicago, IL

Global Sales Enablement & Productivity Manager
01.2018 - 06.2021

Job overview

  • Established Cheetah's end to end training program including Virtual, Field, Onboarding and On-Demand programs addressing regional, role-based and individual enablement needs. Improved engagement by 30%, learning retention by 50% and raised certification scores by 25%.
  • Transformed curriculum and enablement from product focused to value-selling focused by sourcing external partner and managing launch of Value Selling Framework and Certification program improving 65 direct sellers' abilities to differentiate, increase deal sizes, and move from ‘product’ or ‘feature’ selling to proven, repeatable value-selling model
  • Collaborate with product and marketing teams on enablement strategy, programs and content for product launches, Go-To-Market strategy, brand messaging and communications
  • Developed and launched onboarding programs for direct sellers, partners and new employees from mergers/acquisitions with satisfaction scores 4.8 out of 5.
  • Improved first-year quota attainment of new hires and M&A team members 50% by implementing new, improved onboarding process. Within 5-months of program launch, new sales hire pipeline increased 2x; first closed deal completed in 4.5 months and ramp time decreased from 12 months to 5 months, on average.
  • Defined global certification strategy and programs to drive new Loyalty and Customer Data Platform (CDP) revenue through 200 direct sellers and customer success team members. Within 12 months $4.5M in Loyalty solutions closed/won and $20.5M software suite upgrade pipeline.

The HON Company
Muscatine, IA

Director, Channel Marketing
06.2015 - 01.2018

Job overview

  • Established HON's Channel Marketing strategy and team to drive national retail account, wholesaler, online retailer and transactional dealer revenue and outcomes. Managed budget, hired staff and vendors achieving annual revenue and team objectives.
  • Created channel campaign, marketing materials, 2-day training program and curriculum for Staples' first partner-led Sales Playbook adopted by over 90% of their Strategic Account Leads within 45-days of launch.
  • Sales training strategy and Playbook for 400 Staples and Office Depot partners selling office furniture solutions. Within 6-months of launch, furniture sales volume increased 29% compared to previous year.
  • Redesigned marketing strategy & customer acquisition programs for wholesale partners to grow sales volume with top 100 high-potential dealers by 6% within first year.
  • Launched incentive and loyalty program for high potential office supplies dealers to encourage sales representatives to lead with HON and increase office chair unit volume with participating dealerships by average of 10% in first year.
  • Expanded retail partner's ecommerce unit volumes by 25-30% YoY through promotions, retailer site optimization, retargeting advertising, and integration of online/offline channels.
  • Trained 100+ HON sales representatives on Point Of View message framework, and rolled out sales enablement materials to assist market launch meetings with over 300 dealerships in 90-days.
  • Created and implemented channel-specific programs, promotions, product offerings, sales tools, training events, and other related growth strategies for national accounts.

Avanade
Chicago, IL

Integrated Marketing Director
01.2003 - 01.2014

Job overview

  • Built and led global team of digital, recruitment, brand and customer marketing and enablement experts responsible for driving new revenue and customer retention through partners and direct sales. Led10-member team, managed budget, vendors and partner marketing relationships achieving annual revenue and team objectives.
  • Proposed, incubated, launched and managed 10-member onshore and offshore marketing shared services department, positively impacting Marketing bottom line savings by $100,000 within four months of launch.
  • Partnered with IT to deploy new global website in 11-languages, boosting lead generation by 30% within 12-months, and securing $4,000,000 in new business via country sites within first year of launch.
  • Partnered with IT and Sales to design and implement global customer evidence repository of over 1,000 customer projects, garnering nearly 75% adoption from global sales within 3-months of launch to facilitate reference-based selling.
  • Transformed Executive Briefing customer event series to position company's perspective on Microsoft technology roadmap with select customers and prospects. On average, event series influenced over $20M in annual sales from EBC event attendees and only Microsoft partner with access to Microsoft Executive Briefing Center for more than 10-years.
  • Directed global brand, digital and customer marketing strategy to drive awareness with candidates, employees, customers and partners for multi-billion dollar company selling Microsoft-based technology consulting services,
  • Partnered with Sales, Recruiting and agencies to develop and implement demand generation strategies, and directed all resources necessary to deliver plans and external activities for company’s thought leadership initiatives and priority go-to-market campaigns.
  • Managed and optimized delivery of various digital marketing initiatives including global Website, multi-language campaign sites, social media, as well as on-line advertising and search campaigns.

North America Marketing
Chicago, IL

Group Manager, Marketing
09.2005 - 09.2009

Job overview

  • Defined and launched global Go-To-Market campaigns and directed North American Field Marketing programs to drive direct sales and partner revenue. Mentored, managed and led regional marketing, event marketing, customer evidence and campaigns with budget of $2M
  • Created and deployed Green IT thought leadership initiative with Microsoft to position data center virtualization solution, leveraging broad range of marketing tactics, and achieving 10:1 ratio for software revenue to partner marketing investment for Microsoft within six months of program kick-off.
  • Achieved 50% increase in joint pursuits with Microsoft as result of roadshow series to educate Microsoft U.S. Account, Partner, and Marketing organizations on value that Avanade provides to U.S. customers.
  • Drove over $25M in professional services revenue in 2009 from joint demand generation campaigns for Desktop Transformation, CRM, and ERP, first-ever joint retail industry campaign.
  • Managed North Americas communications and developed content for go-to-market campaigns and thought leadership topics.
  • Developed strategic marketing programs and created clear messaging and positioning to support US and Canada field sales,
  • Led US Alliance marketing program with Accenture and Microsoft to enhance brand awareness and demand generation marketing programs.

Avanade Inc.
Chicago, IL

North America Marketing and Public Relations Manager
01.2003 - 09.2005

Job overview

  • Directed development and execution of U.S. and Canadian public relations strategy.
  • Initiated first spokesperson development program, training and corporate storytelling approach for 20 Technology and Solutions executives resulting in 50% increase of US media placements for year that were on message.
  • Provided direction to area executives to develop internal and external communications activities, supporting interactions with customers and other outside influencers.
  • Developed proactive media strategies for all Avanade solutions and Microsoft/Accenture alliance.

Education

University of Saint Francis
Fort Wayne, iN

Bachelor of Arts from Communications
08.1989 - 05.1993

Skills

Organizing and managing sales events, such as sales kick-off, conferences, workshops and QBRs to foster team building and share best practices

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Timeline

Lead, Sales Enablement

Amperity
06.2021 - 01.2024

Global Sales Enablement & Productivity Manager

Cheetah Digital
01.2018 - 06.2021

Director, Channel Marketing

The HON Company
06.2015 - 01.2018

Group Manager, Marketing

North America Marketing
09.2005 - 09.2009

Integrated Marketing Director

Avanade
01.2003 - 01.2014

North America Marketing and Public Relations Manager

Avanade Inc.
01.2003 - 09.2005

University of Saint Francis

Bachelor of Arts from Communications
08.1989 - 05.1993

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MICHELLE FAUSTMarketing, Alliances & Enablement Leader