Robert Crotty
Mendon
Summary
Senior Manager at Dell Technologies with extensive experience in sales operations and process optimization. Proven ability to engage stakeholders and assess risks, resulting in enhanced operational efficiency. Led cross-functional projects that significantly improved proposal processes and team performance. Skilled in budget management and motivating diverse teams to meet strategic objectives.
Overview
12
12
years of professional experience
Work History
Senior Manager, Business and Deal Operations
Dell Technologies
Hopkinton
10.2021 - Current
- Directly manage a team of Sales Operation analysts in the Central Region of NA.
- Manage team that handles high complexity sales opportunities across business segments or supports multiple segments in multiple areas of the business.
- Assist in setting the strategic direction for the group.
- Identifies opportunities for process improvements for both direct reports and entire group.
- Provide strategic knowledge and leadership at a regional and global level.
- Interface with the key stakeholders at general management and VP levels.
- Manage teams that support global proposal activities.
- Conducts solid stakeholder and risk analysis on key issues.
- Weigh alternatives and considers service and business implications of decisions.
- Monitor budgets and operational effectiveness; develops strategies for adjusted courses of action.
- Direct the efforts of others in the achievement of the strategic and operational objectives of the group.
- Manage the hiring, staffing and maintaining of a diverse and effective workforce.
- Responsible for career development/planning, performance and pay discussions of team members.
- Manage team financial responsibilities.
- Lead cross functional projects to continually enhance sales proposals process and operations of the group.
- Work cross-functionally to develop appropriate deliverables.
- Plan, direct, and implement policies and procedures related to the organization.
- Owns and deeply understands metrics and KPIs at the department level and the individual level.
- Participates in strategy development, oversees proposal preparation, ensures adherence to governance process.
- Inspires the team to create compelling, complaint, and thorough deliverable responses to meet or exceed customer requirements.
Manager, Partner Experience Center – Americas
Dell Technologies
Hopkinton
02.2018 - 10.2021
- Directly managed the North America Partner Experience Center team for Dell Technologies.
- Daily escalation management from Dell EMC Channel Partners.
- Directly responsible for 18 Sales Operation Analysts that work on Case Management in SFDC and other various internal tools.
- Ongoing communication with senior management on process improvements to grow the Channel Case Management business.
- Weekly interaction with peer managers on providing a consistent service globally.
- Working on Project teams around merging the Dell and EMC systems and Customer Success.
- Quarterly onsite business reviews Titanium/Titanium Black partners.
- Business planning and Transformational Project work.
Renewals Channel Manager
Dell Technologies
Franklin
05.2016 - 02.2018
- Directly managed the North America Partner Experience Center team for Dell Technologies.
- Daily escalation management from Dell EMC Channel Partners.
- Directly responsible for 18 Sales Operation Analysts that work on Case Management in SFDC and other varies internal tools.
- Ongoing communication with senior management on process improvements to grow the Channel Case Management business.
- Weekly interaction with peer managers on providing a consistent service globally.
- Working on Project teams around merging the Dell and EMC systems and Customer Success.
- Quarterly onsite business reviews Titanium/Titanium Black partners.
- Business planning and Transformational Project work.
Education Inside Sales Representative
DellEMC
Franklin
07.2013 - 05.2016
- Hired to grow the Education footprint within a defined territory.
- Work directly with Area Managers, District Managers and Core Sales reps and SE’s to drive Education Sales.
- Built and executed an account or territory plan to maximize revenue and customer satisfaction.
- Enabled account team members by providing incremental sales, strategic account information, direction, and measurements to build the business.
- Developed and maintained strong field and cross-functional relationships internally to maximize bookings, pipeline, and process efficiency.
- Maintained contact with assigned customers to ensure customer satisfaction, issue resolution and EMC's footprint expansion.
- Successfully utilized Salesforce to update forecast, activity and contact information on all open opportunities.
- Created and maintained reports in Salesforce for my entire team to use for their forecasting.
- Participate in regular one-on-one reviews with Midmarket and Enterprise Sales Reps and DM’s and customers to review forecasts, activity performance, training and development requirements.
- Leader among my peers for day-to-day questions around best practices.
Education
Master of Science - Organizational Leadership
Nichols College
Dudley, MA01.2021
Bachelor of Arts (BA) - Business
Massachusetts College of Liberal Arts
North Adams, MA01.1996
Skills
- Sales operations and process improvement
- Stakeholder engagement
- Risk assessment
- Budget oversight
- Team leadership
Community Service
- Mendon Youth Soccer/Softball Board Member
- Milford Chamber of Commerce
- Mendon Board of Registrars
- St Gabriel Youth Neighbors in Action Counselor
Previous Professional Designations
- FINRA series 7
- FINRA series 63
- Life and Health
Professional Development
- Dell Professional Development Program for Managers
- Integrity Selling by Ron Willingham
Timeline
Senior Manager, Business and Deal Operations
Dell Technologies
10.2021 - Current
Manager, Partner Experience Center – Americas
Dell Technologies
02.2018 - 10.2021
Renewals Channel Manager
Dell Technologies
05.2016 - 02.2018
Education Inside Sales Representative
DellEMC
07.2013 - 05.2016
Master of Science - Organizational Leadership
Nichols College
Bachelor of Arts (BA) - Business
Massachusetts College of Liberal Arts
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