Oscar Franco
Germantown,MD
Summary
Goal-oriented Inside Sales Manager dedicated to building successful teams focused on surpassing profit goals. Seasoned professional with expertise in revenue forecasting, pipeline generation and strategic planning. Sales leader with focus on propelling revenue growth through strategic and creative sales campaigns.
Overview
14
14
years of professional experience
1
1
Certification
Work History
Inside Sales Manager - Federal Civilian
Splunk
12.2021 - Current
- Managed a team of six high-performing inside sales representatives who were responsible for pipeline generation, revenue, and customer experience, consistently exceeding company targets and quotas.
- Hired, coached and developed over 6 ISRs promoted to various roles within Splunk.
- Aligned closely with Executive Sales Leadership, Marketing, Solutions Engineering, Industry Advisory, Channel and Business Value to develop targeted marketing campaigns that drove lead generation and conversion rates.
- Generated $2.9M in bookings from 2021 to Feb 2024
- Generated $39M in unattached pipeline from 2021 to Feb 2024
- Developed a Business Growth Plan plan to maximize adoption and customer experience across high ARR territories.
- Developed and aligned an onboarding training program with Global Field Enablement and Digital Sales Program Lead to increase ramp to productivity.
- FY25 Fed Civ Special Recognition Nominee
- FY24 Fed Civ Unsung Hero and Values Influencer Nominee
- Led 100% adoption of sales tools such as Outreach, Tableau, SFDC, GovWin and Zoominfo.
- Conducted comprehensive competitor analysis to adapt selling techniques accordingly and leveraged CI for take out campaigns resulting in new logos.
Inside Sales Manager
Fidelis Cybersecurity
11.2019 - 12.2021
- Global Inside Sales Manager responsible for US Commercial, Federal, EMEA, DACH and LATAM Inside Sales.
- Rebuilt the Inside Sales Program to include 6 ISRs, 3 BDRs and an outsourced Lead Function.
- Led Inside Sales GTM for newly acquired products Deception (TopSpin), Cloud Security (CloudPassage)
- Led 100% retention for both TopSpin and CloudPassage customers, carried over $1.8M renewal Quota.
- Trained employees on new technology and sales methods to build highly-knowledgeable and successful team.
- Evaluated and optimized sales scripts to maintain relevance in response to market changes, resulting in a higher conversion rate.
- Analyzed market trends to identify opportunities for product expansion and target audience growth specifically within EDR, XDR, Network Threat Detection, Deception, DLP and Security Analytics.
- Enhanced overall team productivity by conducting regular performance reviews and setting clear MBO expectations for each member.
- Increased net new logo wins by 50% YoY
- Optimized lead qualification processes by refining criteria used in identifying high-potential prospects, increasing efficiency in targeting efforts.
- Responsible for $1M in pipeline generation per month and 8 net new logos per quarter
- Aligned company goals with customer outcomes and increased satisfaction by automating contact management system using SalesLoft.
- Set and exceeded inside sales goals by establishing ambitious targets and motivating sales representatives.
- Implemented systems and procedures to increase sales.
Inside Sales Representative - Team Lead
Fidelis Cybersecurity
01.2019 - 11.2019
- Maintained up-to-date knowledge of available products to best serve customers, maximize sales potential and help train new RSMs and SE's.
- Achieved 150% attainment nominated as a finalist for Presidents Club.
- Determined needs, delivered solutions, and overcame objections through consultative selling skills.
- Used CRM software to maintain detailed contact logs and account records.
- Developed strategic relationships with existing customers by setting up recurring cadence calls and managing newsletters.
- Monitored competitor activities closely, adjusting approaches accordingly to maintain a competitive edge in the market.
- Exceeded quarterly pipeline and revenue quotas consistently by employing creative sales techniques and leveraging in-depth product knowledge.
- Negotiated prices and terms of sales with potential customers to reach mutually beneficial agreement.
- Attended monthly sales meetings and quarterly sales trainings.
- Served as a role model for the team by demonstrating commitment to excellence, professionalism, and adherence to company values at all times.
Inside Sales Representative
Fidelis Cybersecurity
12.2017 - 01.2019
- Delivered product presentations to potential clients both in-person and via online platforms, showcasing the value proposition effectively.
- Sourced multiple $1M bookings with new fortune 500 new logos
- Participated in industry trade shows and conferences to network with potential clients, increasing brand visibility.
- Generated new leads through cold calling and networking events, expanding the company''s client base.
- Conducted regular follow-ups with clients to ensure satisfaction and identify potential upsell opportunities, maintaining a high retention rate.
- Provided exceptional customer service by addressing client concerns promptly and professionally, contributing to a positive brand image.
- Worked with 6 sales RSMs to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Utilized CRM software to manage leads and track sales activities, ensuring all information was up-to-date and accessible for team members.
Business Development Representative
Fidelis Cybersecurity
05.2017 - 12.2017
- Member of the first BDR team after the spin-off from General Dynamics Mission Systems
- Top BDR achieving 200% of plan within the first 3 months
- Averaged 300+ sales activities per week which included 90+ calls per day
- Supported US and Canadian territories
- Developed business pipeline using cold and warm techniques.
- Refined sales pitch techniques based on ongoing evaluation of results, continuously adapting and improving for optimal outcomes.
- Collaborated closely with marketing teams to develop targeted campaigns for lead generation.
- Proactively engaged customer in various departments in order to provide in-depth product knowledge in non penetrated environments
VIP Manager
Panorama Productions
10.2014 - 12.2017
- Developed customized event proposals to attract new clients and expand existing partnerships.
- Delivered exceptional customer service, addressing any concerns or issues promptly and professionally throughout the entire event lifecycle.
- Designed visually engaging promotional materials like invitations, brochures, banners, and social media posts to generate interest in upcoming events among targeted audiences.
- Established strong relationships with vendors to negotiate favorable contracts for the benefit of clients and their events.
- Implemented innovative event themes and concepts, resulting in memorable experiences for attendees.
- Managed budgets effectively, ensuring cost-efficient allocation of resources while maintaining high-quality standards.
- Supervised cross-functional teams to successfully deliver VIP events that exceeded client expectations.
Late Night Manager
Richard Sandoval Restaurants
11.2012 - 10.2014
- Implemented staff scheduling processes to ensure adequate coverage during peak hours while controlling labor costs.
- Established performance metrics to measure success in various areas of operation and made adjustments as needed for continuous improvement.
- Maintained compliance with all local, state, and federal regulations related to alcohol sales and consumption onpremises.
- Streamlined operations for improved efficiency through staff training and process improvements.
- Enhanced customer satisfaction by implementing efficient lounge management strategies.
- Managed inventory levels effectively to reduce waste and maintain optimal stock levels for seamless service delivery.
General Manager
LA Fitness
12.2011 - 01.2013
- Managed budget implementations, employee reviews, training, schedules, and contract negotiations.
- Developed and implemented strategies to increase sales and profitability.
- Cultivated strong relationships with clients, vendors, and partners to ensure long-term success and loyalty.
- Monitored financial performance, set budgets and controlled expenses to provide financial stability and long-term organizational growth.
- Maximized efficiency by coaching and mentoring personnel on management principles, industry practices, company procedures, and technology systems.
- Formulated policies and procedures to streamline operations.
- Implemented operational strategies and effectively built customer and employee loyalty.
- Analyzed market trends/data to identify potential opportunities for business growth within existing or emerging markets successfully.
Sales / Marketing Manager
LA Fitness
01.2011 - 12.2011
- Spearheaded trade show participation, increasing brand exposure and generating valuable leads for the sales team.
- Expanded market share by identifying and targeting untapped consumer segments with tailored messaging.
- Coordinated public relations efforts including press releases which garnered significant media coverage.
- Implemented data-driven decision-making processes, analyzing metrics to refine marketing efforts and drive results.
- Performed competitive analyses and adjusted sales and marketing strategies accordingly.
- Produced strong revenue numbers and continued promotional success with continued coaching of sales and marketing teams.
Education
Business Administration and Management - General
Montgomery College
01.2012
Business Administration and Management - General
Brookdale Community College
01.2011
Skills
- Federal Programs
- Business Development Strategy
- Market Analysis
- Sales team leadership
- Account management
- Motivational skills
- Business forecasting
- Cross-selling strategies
- Database management
- Pipeline management
- Sales development
- Recruitment
- Sales quota management
- Digital sales
- Customer service
- Problem-solving
- Problem-solving abilities
- Attention to detail
Certification
- FY25 GSX Ready
- Seller Leaders
Currentposition
Inside Sales Manager - Federal Civilian @ Splunk
Languages
Spanish
Native or Bilingual
Timeline
Inside Sales Manager - Federal Civilian
Splunk
12.2021 - Current
Inside Sales Manager
Fidelis Cybersecurity
11.2019 - 12.2021
Inside Sales Representative - Team Lead
Fidelis Cybersecurity
01.2019 - 11.2019
Inside Sales Representative
Fidelis Cybersecurity
12.2017 - 01.2019
Business Development Representative
Fidelis Cybersecurity
05.2017 - 12.2017
VIP Manager
Panorama Productions
10.2014 - 12.2017
Late Night Manager
Richard Sandoval Restaurants
11.2012 - 10.2014
General Manager
LA Fitness
12.2011 - 01.2013
Sales / Marketing Manager
LA Fitness
01.2011 - 12.2011
Business Administration and Management - General
Brookdale Community College
Business Administration and Management - General
Montgomery College
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