Misty Randle
Johnson City,TN
Summary
Experienced strategic planner and operational leader with strong background improving the performance, productivity, efficiency and profitability of organizational operations. Focused on maximizing resource utilization to support scalable operations and increase bottom-line profitability. Organized and systematic with natural relationship-building and leadership talents.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Senior Sales Operations Manager - US Federal
Palo Alto Networks
Santa Clara, CA
05.2022 - Current
- Act as the primary business partner for Americas Federal AVP, Federal sales leadership team, and sales operations leader for Americas, resulting in 106% Year over Year growth across the Federal Region.
- Develop reporting tools to analyze KPI’s and leading indicators that evaluate and assess the health of the business, leading the Americas theater in Operational Excellency.
- Work closely with Theater and HQ Sales Operations on all Account and Territory management, Order Bookings and Commission, and Comp Plan.
- Manage the fiscal year transition process including resource allocation, territory setup, quota creation and allocation, compensation design and escalation resolution, and managerial reviews.
- Review and identify areas for improvement leading to operational efficiency, process optimization and field acceleration (sales enablement tools, process, and programs).
- Generate analytics (Gsheet, Einstein Analytics and Clari CRM dashboards) around segment initiatives and key sales objectives (KSO) and distribute to segment sales and leadership.
- Manage large datasets in Gsheet, Einstein Analytics and Clari CRM, performing regular audits for data integrity.
- Interface regularly with functional areas – Fields Sales Operations, Global Sales, Operations, IT, Marketing, Programs, and Finance.
Sr Program Manager - Worldwide Sales
Palo Alto Networks
Santa Clara, CA
05.2020 - 05.2022
- Collaboratively lead cross-functional strategic initiatives, facilitated special projects, and ensured action items were executed on behalf of the President.
- Operated at a tactical, strategic, and operational level, handling the oversight of projects that do not neatly fit within the organizational chart or that fell between departments or leadership areas of responsibility.
- Created and maintained cross-departmental relationships that enabled leadership success.
- Managed the Rhythm of the Business by:
- Assisting with creating and driving agendas for staff meetings, QBRs, etc.
- Compiling weekly GTM state of the business report with the President’s leadership team
- Keeping track of all decisions, action items, owners and timelines agreed to for follow up.
- Ensuring content is delivered on time for reviews and meets the goals of the President.
- Ensuring the business functions smoothly while the President is away.
Program Manager - Service Provider Sales
Palo Alto Networks
Santa Clara, CA
04.2019 - 05.2020
- Supported the largest US Service Providers, AT&T and Verizon, in their partnership with Palo Alto Networks, representing $50-100M in overall sales.
- Created project plans with established timelines for integral phases, assigned to appropriate teams, managed workflow and achieved RFP submissions and completion deadlines on or before schedule.
- Regularly communicated with customer leadership to convey deadlines, scope of work and potential challenges throughout project timeline.
- Supported all sales team members to drive growth and development.
Lead Global Customer Engagement Manager
CloudGenix (SDWAN Startup)
San Jose, CA
01.2017 - 03.2019
- Planned, led and managed the deployment of the CloudGenix SDWAN solution for large, global enterprise companies across multiple industry sectors. Clients include Aaron's Rental, Colgate-Palmolive, Andritz Group, Umpqua Bank and Columbia Sportswear.
- Created and maintained deployment project schedules for customers in multi-vendor environments, providing regular executive stakeholder updates.
- Consulted with all levels of delivery for both the customer and CloudGenix (engineers through C Suite) to develop a product that accurately met customer needs and expectations.
- Fostered strong customer relationships and served as primary point of contact throughout the deployment process.
- Dotted line management responsibility and influence for a team of 5-10 deployment engineers.
- Provided regular coaching to team members in services and sales.
- Developed and improved deployment processes to ensure an excellent customer experience.
Sales Business Development Manager - Verizon
Cisco Systems
Morrisville, NC
07.2013 - 09.2016
- Managed multiple critical cloud/virtualization sales projects and opportunities with the Verizon account.
- Coordinated and led project meetings with customer executives, account team members, business unit engineers and management, and Cisco leadership.
- Dotted line management responsibility and influence of a team of 10-15 engineers.
- Managed and led the following projects:
- Verizon Mobile Private Network - from conception through First Office Application (FOA), securing $8 million in revenue.
- Virtual Managed Services - projected $10+ million revenue potential.
- Customer Connected Audio - securing $15 million SP revenue, with a projected $50 million in partner revenue over the next 3 years.
- Ethernet Backhaul – securing $15 million revenue, with a projected $30 million total.
Project Manager
Cisco Systems
Morrisville, NC
02.2012 - 06.2013
- Managed Verizon Wireless Elastic Cloud Network (ECN) solution, comprised of 9 global vendors.
- Managed and reported on project team time utilization to ensure accuracy and efficiency.
- Led weekly customer review call with Director sponsorship.
- Led weekly inter-vendor call with all vendors, tracking action items and updates.
- Dotted line management responsibility and influence of a team of 5-10 engineers.
- Coordinated and attended successful demo meeting for Verizon Wireless CTO and executive team as well as Cisco executives up to Executive Vice President level.
- Worked closely with the account team and Cisco design architects.
High Touch Operations Manager - Time Warner Cable
Cisco Systems
Morrisville, NC
11.2005 - 03.2012
- Analyzed and validated data used to measure SLA performance supporting $58 million in services revenue.
- Led customer and support teams to adopt operational best practices.
- Presented executive-level quarterly reports to TWC in on-site business review meetings.
- Drove issue resolution in support of quarter over quarter improvements in network availability and reliability.
- Recognized for extraordinary customer support and dedication to win customer business.
Education
Bachelor of Science - Applied Mathematics
North Carolina State University
Master's Certificate - Project Management
George Washington University
Skills
- Team Management and Influence
- Hypergrowth Leadership
- Forecast Accuracy
- Pipeline Management
- Sales Planning and Quota Setting/Attainment
- Sales Efficiency and Staff Training
- Interdepartmental Collaboration
- Salesforce, Einstein Analytics, Tableau, Clari, Anaplan, GSuite, Excel
- Detail-Oriented
- Business Analytics
- Trustworthy and discreet with highly sensitive non-public information
Certification
PMP Certification
Women Unlimited LEAD Alumnus, for high-potential women in leadership
Timeline
Senior Sales Operations Manager - US Federal
Palo Alto Networks
05.2022 - Current
Sr Program Manager - Worldwide Sales
Palo Alto Networks
05.2020 - 05.2022
Program Manager - Service Provider Sales
Palo Alto Networks
04.2019 - 05.2020
Lead Global Customer Engagement Manager
CloudGenix (SDWAN Startup)
01.2017 - 03.2019
Sales Business Development Manager - Verizon
Cisco Systems
07.2013 - 09.2016
Project Manager
Cisco Systems
02.2012 - 06.2013
High Touch Operations Manager - Time Warner Cable
Cisco Systems
11.2005 - 03.2012
Bachelor of Science - Applied Mathematics
North Carolina State University
Master's Certificate - Project Management
George Washington University