Patricia Yates
Greater Phoenix Area,AZ
Summary
Collaborative, outcomes driven leader dedicated to inspiring, coaching, mentoring diverse top sales talent on delivering a superior customer experience with fast problem solving and industry specific knowledge. Disciplined, data driven approach to creating and executing strategic business plans, leading geographically dispersed sales team to drive revenue growth and secure customers for life. Skilled at leveraging AI and analytic tools to gain insights into sales effectiveness, customer sentiment, and operation effectiveness needed to define strategy and executable plans. Known for effective communication, problem-solving acumen, and unwavering reliability in dynamic settings.
Overview
41
41
years of professional experience
Work History
US Enterprise Leader - Travel and Hospitality
Amazon Web Services (AWS)
01.2024 - 06.2024
- Created vision, mission statement, tenets, and strategy for US Travel and Hospitality Enterprise industry. Formed leadership team and communicated execution plan to extended team (Sales, Solution Architects, Customer Experience, Customer Support, Inside Sales, and Marketing) on strategy to drive revenue from $780M to $1B. Met with C-Level customer executives to align on their business strategy for innovation and growth. Reviewed and approved account plans for top 25 customers (>$10M in annual revenue). Mentored and coached top talent beyond direct team. Served on Global Sales Operations Council to drive sales effectiveness improvements and reduce overhead costs leveraging AI/ML capabilities .
GM - Enterprise Southwest
Amazon Web Services (AWS)
09.2021 - 01.2024
- Leader of seven sales Leaders driving business value for Enterprise Customers in Southern California, Arizona, Hawaii, New Mexico, and Nevada helping them innovate faster, more securely and for less cost leveraging the AWS Cloud. Annual revenue of $580M+ with 27% YoY growth. Led cross-functional teams to drive strategic initiatives and improve operational efficiencies focused on accelerating industry based cloud solutions for Media & Entertainment, AdTech, Financial Services, Healthcare, Life Sciences, Travel & Hospitality, Retail, CPG, and Industrial Manufacturing.
RVP North America Midmarket Territories (Head of NA Commercial Sales)
SAP
04.2019 - 10.2020
- Sales Leader to nine VPs who manage 65+ account executives chartered to help net new high growth companies achieve greater revenue growth, margin improvement and market share through successful adoption of SAP solutions: CX, ERP, HCM, Analytics, Cloud Platform. Acquired 27 new customers and achieved 22% YoY revenue growth. Collaborated with Partner Ecosystem and Lines of Business to drive customer adoption and success. Worked effectively in fast-paced environments. Sponsor of Ernst & Young Entrepreneur of the Year (EOY) program recognizing innovative entrepreneurs!
National VP, Financial Services and Regulated Industries, Midmarket
SAP
06.2018 - 04.2019
- First line sales leader of eight account executives covering Midmarket across US for Regulated Industries (Financial Services, Healthcare, Utilities, Public Sector, Education, Non-Profit).
- Cultivated relationships with key stakeholders to support business growth initiatives.
VP Sales S4 HANA Cloud
SAP
02.2017 - 06.2018
- Led a dedicated cloud sales team focused on selling a new service called S/4HANA Cloud to help clients accelerate their ability to achieve digital transformation in the cloud leveraging contextual analytics, digital assistance, machine learning, and a consumer-grade user experience. Led initiative to identify key functional gaps for product development team to focus on to improve go-to-market strategy.
Regional Sales Director
NetSuite/Oracle
05.2015 - 02.2017
- Led a team of eight account managers proving the value of NetSuite to C-Level executives in the Services Industry. Created a world class environment inspiring team to win net new client logos, and for each individual to exceed all of their goals including quota attainment, professional development, mastering product and industry knowledge, and engaging with C-Level executives. Managed business to over achieve key sales targets and provided accurate forecasting as well as timely pipeline and sales activity reporting.
Applications Sales Manager
Oracle
11.2008 - 01.2015
- Sold Oracle CRM, CX, HCM, ERP cloud solutions to enterprise and high growth mid-market customers in a highly competitive marketplace. Navigated complex sales cycles achieving >80% win rates. Developed territory plans, led team strategy and execution to win new customer logos and grow existing customer base. Guided inside sales team on demand generation strategies and campaigns. Accountable for forecast accuracy. Consistently top 20%. Quota attainment: 153%, 138%, 238%, 208%.
VP Sales, Applications Services
NaviSite, Inc.
09.2005 - 10.2008
- Led West Region Sales Team of 7-8 account executives for NaviSite's Oracle Practice. Built Oracle Partner Network nationally. Defined sales strategies for upsell/cross sell into existing client base and for acquisition of new customers. Strong focus on customer retention and high satisfaction. Created and led marketing campaigns and sales strategies for securing new clients. Coached and mentored team to drive optimal performance and results. Accountable for team forecasting accuracy. Evaluated sales processes and identified areas for improvement. Leveraged Salesforce to manage team's account plans, opportunities and forecasts. Team's quota attainment: 170%, 147%. 80% of team met or exceeded goals.
Sr. Director Client Services
Oracle
11.2000 - 08.2005
- Sales leader in solution selling to Oracle's Large Enterprise Accounts within Financial Services, Retail, CPG, E&C, and High Tech industries covering both existing clients and closing new prospects. Key member of the account team responsible for helping clients achieve success with Oracle solutions. Consistently top 10%. Quota attainment: 168%, 164%, 271%, 228%.
Principal
CSC
01.1998 - 01.2000
- New business development and customer care for major clients within health care and financial services industries. Developed strategies, plans, win themes and competitive analysis for complex sales cycles. New customer wins totaling $5M, upsell existing customers $3M.
Director, Operations
TRW
01.1992 - 01.1997
- Managed $50M business unit profit and loss center focused on project implementations and staff augmentation. Leader of 6-7 regional managers responsible for 70+ consultants. Coached and mentored regional managers on strategies for winning competitive sales cycles, hiring and retaining talent, evaluating processes for potential improvements and implementing them for efficiencies.
Business Manager
E-Systems
01.1987 - 01.1992
- Member of corporate CFO's finance team (Office of the CFO) for financial reporting and M&A activities.
Business Analyst
Lockheed Missiles and Space
01.1983 - 01.1987
- Performance analysis and reporting for a major defense contractor program (awarded value $1B).
Education
Certificate - Executive Women in Leadership
Cornell University
Master of Business Administration (MBA) - undefined
The University of Dallas
BA - Communications
San Jose State University
Skills
- Strategic planning
- Revenue growth
- Sales leadership
- Customer relationship management
- Cross-functional collaboration
- Team mentoring
- Data-driven decision making
- AI/ML integration in sales
Timeline
US Enterprise Leader - Travel and Hospitality
Amazon Web Services (AWS)
01.2024 - 06.2024
GM - Enterprise Southwest
Amazon Web Services (AWS)
09.2021 - 01.2024
RVP North America Midmarket Territories (Head of NA Commercial Sales)
SAP
04.2019 - 10.2020
National VP, Financial Services and Regulated Industries, Midmarket
SAP
06.2018 - 04.2019
VP Sales S4 HANA Cloud
SAP
02.2017 - 06.2018
Regional Sales Director
NetSuite/Oracle
05.2015 - 02.2017
Applications Sales Manager
Oracle
11.2008 - 01.2015
VP Sales, Applications Services
NaviSite, Inc.
09.2005 - 10.2008
Sr. Director Client Services
Oracle
11.2000 - 08.2005
Principal
CSC
01.1998 - 01.2000
Director, Operations
TRW
01.1992 - 01.1997
Business Manager
E-Systems
01.1987 - 01.1992
Business Analyst
Lockheed Missiles and Space
01.1983 - 01.1987
Master of Business Administration (MBA) - undefined
The University of Dallas
Certificate - Executive Women in Leadership
Cornell University
BA - Communications
San Jose State University
Specialties
Sales Strategy and Execution, Senior Sales Leadership, Business Development and Strategy, Partner Collaboration, Alliances, Business Operations, Customer Experience, Business Analysis/AI, Digital Transformation, Enterprise Software Sales, Process Improvement, Project Management, Planning and Budgeting.