Michelle Kanan
San Francisco,CA
Summary
Strategic-thinking leader and problem-solver dedicated to streamlining operations to decrease costs and develop GTM value-based sales strategies to increase revenue. Uses independent decision-making skills and sound judgment to positively impact company success.
Overview
12
12
years of professional experience
Work History
Revenue Enablement Leader
Amazon
San Francisco, CA
07.2020 - Current
- Leader responsible for setting revenue enablement strategy for AWS' largest accounts with annual revenue rate of over $15B.
- Served as Chief of Staff to Strategic Accounts Directors.
- Designed and launched global sales workshops (account planning, written communication, negotiation, financial literacy, selling outside of IT, emotional intelligence, coaching) that addressed common challenges faced by sales team to support close-the-gap plans.
- Developed go-to-market plans for launch of Generative AI.
- Worked with engineering to develop Generative AI Enablement tool called Field Advisor to replace wikis.
- Streamlined global onboarding processes for new sales hires, reducing ramp-up time, and accelerating revenue generation.
- Conducted regular skill assessments to identify areas of improvement, leading to personalized coaching plans for individual sales representatives.
- Implemented best-practice sharing mechanism across Strategic Accounts, promoting continuous learning culture.
- Created 3 Amazonian Writing Workshops that have been adopted across Amazon with 7000 attendees for single live training.
Director of Revenue Enablement
Gong
San Francisco, CA
11.2018 - 03.2020
- Led and managed 6 direct reports to support SDR, SMB, Mid-Market, Enterprise, Strategic, and Post-sales
- Built and managed US onboarding program from 1st day to graduation in addition to specialized tracks for SDRs, AEs and CSM teams with series of certifications built into each.
- Successfully led and implemented ongoing training and education initiatives including launch of Sandler methodology, building of new sales process, and construction of sales playbooks and subsequent rollout plans for reinforcement.
- Implemented rigorous performance measurement systems enabling greater accountability among team members and promoting culture of continuous improvement.
- Designed system of identifying poor hires within first 3 months of employment with approx. 90% accuracy.
- Built gap-to-close plans to drive strategic account planning.
- Partnered cross-functionally with Engineering and Product Marketing to launch new products to drive incremental revenue growth for organization.
Director of Sales Enablement
Lever
San Francisco, CA
11.2017 - 11.2018
- Built and maintained interactive Sales Boot Camp program, fully immersing new hires in industry and company context with sales-specific lens.
- Created 30/60/90-day onboarding program in conjunction with sales leaders to leverage “everyday learning” with relevant call reviews, certifications, in-class sessions, and process practice by organizing team, pair, and individual activities.
Head of Sales Enablement & Strategy
Periscope Data
San Francisco, CA
10.2016 - 10.2017
- Developed content and launched LMS for technical sales team.
- Increased market share and ACV (+10%) by reworking sales rate card with VP of Finance to develop new go-to-market pricing strategy.
Head of Global Sales Strategy
Virool
San Francisco, CA
03.2014 - 08.2016
- Leader of leaders for managers of Enablement, Product Marketing, Sales Operations, and Sales Strategy.
- Created industry certification program that was adopted by 100% of employees and became requirement during onboarding.
Advertising Solutions Strategist
Discovery Digital Networks
San Francisco, CA
06.2012 - 08.2014
- Collaborated with advertisers to understand their goals/objectives, recommend best practices, craft solutions, and develop innovative campaigns.
Education
Bachelor of Science - Finance & Wine Business Strategy
Sonoma State University
Rohnert Park, CASkills
- Executive coaching
- Vision development
- Thought leadership
- Data-driven decision-making
- Process optimization
- Cross-functional stakeholder management
- Global program development
- Developing and leading people
- Managing ambiguity
- Sales methodology
- Emotional intelligence
- Account planning
Timeline
Revenue Enablement Leader
Amazon
07.2020 - Current
Director of Revenue Enablement
Gong
11.2018 - 03.2020
Director of Sales Enablement
Lever
11.2017 - 11.2018
Head of Sales Enablement & Strategy
Periscope Data
10.2016 - 10.2017
Head of Global Sales Strategy
Virool
03.2014 - 08.2016
Advertising Solutions Strategist
Discovery Digital Networks
06.2012 - 08.2014
Bachelor of Science - Finance & Wine Business Strategy
Sonoma State University