Summary
Accomplishments
Skills
Work History
Education
Timeline
Awards Recognition
Overview
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TOMAS KRAL

Pflugerville,USA

Summary

Strategic sales operations leader with a proven track record in designing and implementing scalable processes that drive revenue growth and enhance operational efficiency. Utilizing data analytics to inform decision-making, while fostering high-performing teams that consistently exceed targets. Highly regarded for identifying process bottlenecks and implementing innovative solutions to boost productivity and customer satisfaction. Skilled in cross-functional collaboration and relationship building to align sales operations with broader organizational objectives.


Experienced in strategic planning, team leadership, and operational management, utilizing comprehensive business acumen to drive efficiency and innovation. Demonstrated success in fostering collaborative environments and achieving high-impact results.

Accomplishments

Designed and launched automated quota setting process and UI.

Developed, tested and launched new SFDC environment

Developed, tested and launched Highspot globally

Three-time Dell LTI Award Recipient

Eleven Dell Inspire Awards

Four Dell Innovation Awards

Skills

  • Strategic Leadership
  • Process Optimization
  • Sales Enablement
  • Change Management
  • CRM Implementation
  • Analytics & Reporting
  • Revenue Operations
  • Cross-Functional Collaboration
  • Team Development
  • Technology Adoption
  • Project Management
  • Quota Management

Work History

Sr. Manager, Sales Operations & Enablement

EPICOR
07.2022 - Current
  • Orchestrated a comprehensive SFDC implementation, resulting in improved data quality and user adoption across the sales organization
  • Developed and executed enablement strategies that increased sales productivity and reduced onboarding time for new hires
  • Led the automation of key SFDC processes, reducing manual data entry and generating actionable insights that informed strategic decision-making
  • Implemented an integrated sales technology stack (SFDC, CPQ, Clari, Highspot), resulting in forecast accuracy and cleaner data for analytics resulting in better data-driven decision making
  • Created cross-functional alignment between Sales, Product, Marketing, and Customer Success teams, establishing a unified approach to sales engagement and retention
  • Consolidated disparate resources into a centralized knowledge management system, reducing time spent searching for information
  • Designed and implemented a specialized onboarding program for sales new hires, accelerating time-to-productivity and improving retention rates

Director, Sales Operations

CC INTEGRATION
01.2021 - 01.2022
  • Reimagined customer onboarding processes, reducing implementation time while improving customer satisfaction scores
  • Established weekly collaborative forums for best practice sharing, resulting in the identification and resolution of key operational inefficiencies
  • Developed customized Tableau dashboards that provided real-time visibility into account performance, contributing to an increase in upsell opportunities
  • Standardized process documentation in SharePoint, creating a single source of truth that reduced inconsistencies and training time
  • (Later transitioned to Acadia for compliance and tracking)

Global Sales Operations Manager

DELL INC.
01.2016 - 01.2021
  • Designed and implemented an innovative alignment tool that reduced post-implementation corrections, saving approximately 200 hours per quota cycle
  • Developed global Power BI sales dashboards that decreased administrative work and improved data-driven decision making across regions
  • Transformed the quota setting process from a two-week manual effort to an automated system completed in hours, improving accuracy by 40%
  • Created a globally consistent account creation process using Smartsheet and SharePoint automations, reducing processing time and error rates
  • Streamlined weekly pipeline review processes, enabling sales managers to identify at-risk opportunities and improve closing strategies

Sales Manager — OEM Solutions Group

DELL INC.
01.2012 - 01.2016
  • Led a team of 15 Inside Sales Representatives to exceeding revenue targets of more than $370M, achieving 28% year-over-year growth
  • Organized and executed an ABU-wide training initiative for 180 participants, resulting in improved product knowledge and sales techniques
  • Achieved outstanding leadership scores (93% inspiring leadership, 92% entrepreneurial spirit) in company-wide employee satisfaction survey
  • Implemented the OEM's 4DX methodology, improving forecast accuracy by 35% and establishing consistent pipeline management practices
  • Conducted comprehensive training for 180 sales professionals across North America, contributing to an increase in solution-based selling approach

Account Manager — OEM Solutions Group

DELL INC.
01.2005 - 01.2012
  • Pioneered the development of key sales metrics and weighting systems now used company-wide across regions and sales roles
  • Consistently exceeded quota with an average attainment of 123%, ranking in the top 10% of performers for six consecutive quarters
  • Recognized as Inside Sales Representative of the Half (H2FY13) for exceptional performance and customer relationship management
  • Received Team Player awards (H2FY12, H1FY13) for demonstrating exceptional collaboration and commitment to team success

Education

Civil Engineering -

University of Texas

Master Certificate in Applied Project Management -

Villanova University

Timeline

Sr. Manager, Sales Operations & Enablement

EPICOR
07.2022 - Current

Director, Sales Operations

CC INTEGRATION
01.2021 - 01.2022

Global Sales Operations Manager

DELL INC.
01.2016 - 01.2021

Sales Manager — OEM Solutions Group

DELL INC.
01.2012 - 01.2016

Account Manager — OEM Solutions Group

DELL INC.
01.2005 - 01.2012

Master Certificate in Applied Project Management -

Villanova University

Civil Engineering -

University of Texas

Awards Recognition

  • Three-time Dell LTI Award Recipient
  • Eleven Dell Inspire Awards
  • Four Dell Innovation Awards

Overview

20
20
years of professional experience

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TOMAS KRAL