Posted on 2024-04-09

Overview of the Expertise Listing or Job Posting

Each business has varying organizational needs and I have deep expertise in effectively aligning a key set of stakeholders with the right deliverables to execute along the following critical commercial and operational activities:

• Departmental re-organization – supporting team revenue approach for collaboration across commercial, delivery, operations, finance, legal and regulatory teams.
• Corporate strategy – house of dreams methodology, with value story tying strategy to deliverables, ROI and using value prisms to prioritize key initiatives
• P&L to business deliverables – working with your CFO and finance teams to ensure all commercial outcomes, allocations and operating plans tie back into the financial plans.
• KPIs and balanced scorecards – leading, current and lagging indicators
• Product maturity and development – product lifecycle, development pathway planning
• Go-to-market strategies – ICP, market entry, nurturing, mature vs. strategic products
• Whitespace planning – client-based wallet share, size of opportunity analysis, TAM analysis
• Channel planning for pipeline – sales, client success, partner development and nurturing, marketing campaign strategies
• Partner development – building on relationship ecosystem for increasing product offering capabilities, co-marketing and co-selling
• Market strategy and scorecard – alignment of campaigns and activities to key indicators
• Sales enablement – process, people and tools for sales efficiency – Large pursuit process and governance, sales stages and workflows, CRM funnel reporting and performance analytics.
• Contract negotiation - partner supplier agreements and client MSA's.
• CRM development – leading to current indicators aligning sales activities to allocation
• Bookings and revenue allocation modelling – top down & bottom-up alignment
• Business analytics to develop metrics-based planning and execution aligning to corporate goals.

The fundamental element of business success is having the entire commercial ecosystem working together in a system of activities and workflows that execute seamlessly aligned to your organizational goals. Accomplishing these activities in an agile way in the right order shows immediate ROI, and builds your teams confidence in meeting their personal objectives and in turn corporate targets.

(a) How many years of business or and/or other organizations experience do you have? and (b) What seniority level(s) do you have significant experience at?

  • 20+ years of experience

What functional areas do you have experience in?

  • General Management
  • Operations
  • Business-to-Business Marketing
  • Communications
  • B2B sales / Business Development
  • IT
  • Project / Program Management
  • Technology / Technical
  • Product Development
  • Construction

What sectors / industries do you have significant experience in?

  • Finance and Insurance
  • Business Services (i.e. consulting, advertising, IT services)
  • Utilities
  • Construction
  • Information Technology and Electronics
  • Science, Engineering, Technology

What types of products and/or services do you have significant experience with?

  • Business-to-Business Services
  • Business-to-Business Technology
  • Business-to-Business Products

What key barriers to growth / issues that businesses might face are you most able to help them with?

  • Market Intelligence & Business Strategies - domestic
  • Revenue Growth - domestic markets
  • Business-to-Business Marketing, Business Development, Channel Development
Robert Robert

With 26 years leading teams in the Technology space, I bring extensive experience in Sales, Product, Marketing, Enablement and Deal pursuits. I am passionate about transforming commercial ecosystems to set up organizational success.

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  • CA$250.00  / hour