Expert Details
Data Analytics, Sourcing & Procurement, Source-to-Pay, Process Excellence, Sales Strategy, Sales Planning & Operations, Quote-to-Cash,
ID: 734198
California, USA
He is currently a Guest Lecturer to Undergrad and Graduate Supply Chain classes, focusing on technology enabled sourcing and procurement. He is also the Managing Director, Product Management & Operations at a Procurement Services and Technology provider focused exclusively on indirect, or not-for-resale, expenditures. Here, he leads Product Management & Operations driving the newly released 'services enabled technology' solution designed to empower Sourcing and Procurement professionals to elevate their role through a unique combination of Purpose-built Technology, Flexible Services and Market Intelligence. The platform includes products enabling Spend Analytics, Sourcing Performance Management, Sourcing Event Execution, Contract Management and Procure-to-Pay, all designed and developed with a maniacal focus on CX and a 'by practitioner for practitioners' mindset & philosophy. Additionally, he is the Founder & Principal of a boutique Business Performance consultancy that provides consulting services that enable a business to identify ways to improve it's performance - grow revenue, reduce operating costs & improve customer retention - data enabled analysis that drives a focus on the efficiency and effectiveness of it's core business process operations.
Previously, Expert worked for Symantec, now known as Gen Digital, a Fortune 500 software company that provides cybersecurity software and services. He held several roles at this company, most recently as the VP of Quote to Cash, where he was s tasked by Global Sales & Finance leadership to take over leadership of, and lead a transformation initiative for the Quote-to-Cash process with the objective of improving customer, partner and employee experience while reducing operational costs and enabling revenue growth.
SKILLS: Training & Development, Coaching, Enterprise Software, Go-to-market Strategy, SaaS, Sales Enablement, Cloud Computing, Solution Selling Strategic Partnerships, Partner Management
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 1999 | Degree: Executive Institute Summer Hi-Tech Management Program | Subject: Technology Business Management | Institution: Stanford University, USA |
| Year: 1987 | Degree: Bachelor of Informatics | Subject: Computer Science, Project Management | Institution: Griffith University, Australia |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2022 to Present | Employer: Undisclosed | Title: Guest Lecturer | Department: |
Responsibilities:Undergrad and Graduate Supply Chain classes, focus on technology enabled sourcing and procurement. |
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| Years | Employer | Title | Department |
| Years: 2018 to Present | Employer: Undisclosed | Title: Managing Director, Sourcing & Procurement | Department: Customer Relationship Management |
Responsibilities:Managing Strategic Sourcing, Contact Negotiation and Procurement Operations services for large Retail clients.Specialize in IT and Call Center/Customer Service related categories. Subject matter expert in the areas of Tail Spend Management and Spend Analysis. |
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| Years | Employer | Title | Department |
| Years: 2013 to 2017 | Employer: Symantec Corp | Title: VP Quote to Cash | Department: Finance |
Responsibilities:Led operations & drove transformation for the Quote-to-Cash process, supporting a $4.5B annual revenue software & services business. Played leading roles in several M&A Integrations, a Divestiture and several large IT System implementations. |
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| Years | Employer | Title | Department |
| Years: 2015 to 2016 | Employer: Symantec Corp | Title: VP Shared Services & Source-to-Pay | Department: Finance |
Responsibilities:Managed operations & drove transformation in the Source-to-Pay process (Sourcing, Procurement, AP), overseeing >$1B annual indirect spend.Lead a CFO initiative to design and deliver a Global Finance Services Delivery Model. Reported to CAO. Delivered 21 migration projects across 10 finance process areas, including process improvements. Delivered $2.5M in run-rate operational cost savings in 18 months Designed & implemented a Global Shared Services Strategy to enable delivery of all finance services from the optimal location, balancing costs and service quality Recruited, trained and operationalized a team of 180 employees in India in just 18 months |
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| Years | Employer | Title | Department |
| Years: 2004 to 2012 | Employer: Symantec Asia Pacific | Title: VP Sales Planning & Operations | Department: Sales |
Responsibilities:Had responsibility for the entire end-to-end Sales Operations process for the Asia Pacific & Japan business. Started the role as Sr Director, then promoted in 2007 to VP. Reported to Sr VP of Sales.• Direct responsibility for Sales Incentives & Compensation, Business Planning, Sales Strategy, Pricing Operations, Channel Operations, Large Deal Structuring, Reporting & Metrics, Sales Process, Management Cadence, Forecasting, Pipeline Management, M&A Integration, Sales Tools and Sales Training & Enablement. • Designed, recruited and developed the team from 10 to 60 people across 8 countries, $8M budget • Enabled an Enterprise sales force of 1200 across 14 countries doing $700M of annual revenue • Designed and deployed locally developed tools to automate manual processes, improving sales efficiency • Thought Leader role in annual Sales Compensation & Incentives planning • Redeveloped Sales Leadership & Sales Training programs & events annually to support current sales themes • Worked through multiple M&A Integrations mostly of cloud companies • Championed several global initiatives to drive operational alignment and efficiencies • Actively played Chief of Staff role for the Sr VP of Sales, coordinating staff meetings, QBR’s, Annual Planning & Strategy programs as well as other Exec management projects across his direct reports. • Acted as interim leader for APJ Channel Sales and Operations as needed • Sponsorship & Thought Leadership roles in global initiatives (1) ERP Transformation project, (2) Master Data Management for Entitlement & Customer data, (3) Steering Committee for End-to-End Renewals Transformation project, and (4) Steering Committee for Global Sales Productivity initiative |
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| Years | Employer | Title | Department |
| Years: 2007 to 2012 | Employer: Symantec Asia Pacific | Title: VP Renewal Sales | Department: Sales |
Responsibilities:Led the APJ Renewal Sales team:• Redesigned the organization, coverage, process and policy that drove this >$250M sales business • Redesigned & implemented a new metrics system driving a more realistic measurement of the business • Invested in a centralized renewal operations team to increase sales rep productivity • Continuously delivered higher annual performance as measured by bookings growth and renewal rates • Leveraged outsourcers for key enabling technology and services |
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| Years | Employer | Title | Department |
| Years: 2000 to 2005 | Employer: Symantec Australia | Title: Sr Director of IT | Department: IT |
Responsibilities:Designed &built out the APJ IT organization from scratch over 4 years• Direct responsibility for end-user support & helpdesk, server and network operations, application and data support, BA & Project Management |
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| Years | Employer | Title | Department |
| Years: 1998 to 1999 | Employer: Symantec Japan | Title: Director Services & Support, IT and E-Business | Department: Sales |
Responsibilities:Support: Revamped the Support Strategy to leverage multiple outsourcers for Non-technical & Technical Support for the B2C and B2B products. Aggressively drove the use of technology to maximize efficiency.IT: Separated IT tasks out of other functions, driving IT projects that directly enabled the growing business. E-Business: Implemented a local online store for Japanese business that grew to drive a $120M/year B2C business |
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| Years | Employer | Title | Department |
| Years: 1997 to 1998 | Employer: Sequel Technology | Title: Director of International Sales & Marketing | Department: Sales & Marketing |
Responsibilities:Responsible for Business Development in Asia Pacific/Japan including setting up a channel, marketing activities, press communication and scouting for potential investors. |
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| Years | Employer | Title | Department |
| Years: 1995 to 1997 | Employer: Symantc Japan | Title: Product Marketing Manager & OEM Sales | Department: Sales & Marketing |
Responsibilities:Managed OEM and Channel Sales, and Product Management for the Delrina products before expanding to include all 21 Symantec Japanese products. |
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International Experience
| Years | Country / Region | Summary |
|---|---|---|
| Years: 2004 to 2012 | Country / Region: Singapore | Summary: Worked for Symantec in several Sales & Sales Operations roles supporting the Asia Pacific & Japan business. |
| Years: 2000 to 2004 | Country / Region: Australia | Summary: Worked for Symantec in an IT leadership role, supporting growth in Asia Pacific & Japan region. |
| Years: 1990 to 2000 | Country / Region: Japan | Summary: Worked for Fujitsu, Delrina, Sequel and Symantec in various Sales, Marketing and Business Development roles focused on Japan and Asia. |
| Years: 1988 to 1990 | Country / Region: Australia | Summary: Worked for Fujitsu supporting the Australian business. |
Career Accomplishments
| Associations / Societies |
|---|
| SIG - Sourcing Industry Group Professional Pricing Society (PPS) The Customer Success Association World at Work - Total Rewards Association (Sales Compensation) APQC – American Productivity & Quality Center PEX Network – Process Excellence Network (IQPC) CX Network – Customer Experience Network (IQPC) SSON – Shared Services & Outsourcing Network (IQPC) BPM Institute – Business Process Management Institute BA Institute – Business Architecture Institute Institute for Operational Excellence GoLeanSixSigma |
| Licenses / Certifications |
|---|
| Lean SixSigma Yellow Belt certification (2017) Lean SixSigma Green Belt Sales Channel Management - LinkedIn ExecRank Certificate of Continued Board Education CompTIA Project+ certification (2003) Japanese Language Proficiency - Level 2 - Association of International Education, Japan Data Analysis Circuit - General Assembly Certified Sourcing Professional (CSP) - SIG University (2018) SIG University - Faculty Member - SIG | ORG (Sourcing Industry Group) |
Language Skills
| Language | Proficiency |
|---|---|
| Japanese | Fluent |
| English | Fluent |