Sales Operations Process Improvement in Atlanta GA Resume Neil Griffin

NEIL GRIFFIN Roswell, GA 30076 404-862-5727 ▪ [email protected] ▪ www.linkedin.com/in/neilgriffin SALES OPERATIONS EXECUTIVE Director – Vice President – General Manager – Senior Sales Manager Exceptional record of success in the management of sales operations at the national and global levels. Consistent history of delivering multi-million dollar sales growth and producing record sales numbers. Excel at increasing market penetration, driving the acquisition and growth of top-tier accounts, and enhancing pre-sales processes. Adept at building and leading top-performing teams, reorganizing operations, and significantly enhancing prospect engagement rates. Outstanding problem solving skills. Core Competencies: Sales & Presales Management – Strategic Planning –Training Program Design– Process Optimization Project & Program Management – Change Management – Proposals –Data Analytics & Reporting Reengineering – Product Launches – Business Transformation – Pipeline Development – P&L

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Recruited to build the Global Sales Operations unit at CSG International. Played a major role in guiding CSG International through a period of >30% growth. Enabled $50M+ in new business by creating the Sales Engagement Model for a new line of business. Member of Intec Billing (Americas) leadership team that delivered >35% growth during 7-year period. Grew gross margins more than 5% by developing better solution costing and pricing for all deals. Spearheaded sales growth from zero to $20M in 1 year (2003-2004) for a new South African office. Contributed to multi-million dollar sales increases by opening new markets in the US, South America, Caribbean, and Europe.

PROFESSIONAL EXPERIENCE CSG INTERNATIONAL, Atlanta, GA 2011 – Present Director, Sales Operations Oversee global sales for this $750M telecommunications company with a worldwide footprint. Manage all sales and presales activities, including forecasting, pipeline, CRM, processes, and sales lifecycles. Work closely with Executive, Executive Sales, Product Management, Professional Services, and Operations teams on corporate objectives. Coordinate multiple project teams.  Reworked procedures, managed a global Salesforce implementation, and aligned processes.  Directed the consolidation of 2 companies following acquisition into CSG International’s standard sales and commercial management processes.  Streamlined the Opportunity Close process by 3 months through changes to the Lead-to-Cash cycle.  Reduced risk and improved deal margin management by instituting the first enterprise standardized Commercial Approval process to close and delivery opportunities.

Neil Griffin ▪ Page 2 INTEC BILLING (Intec Telecom Systems PLC North America), Atlanta, GA 2000 – 2011 Director, Americas Solutions (2008-2011) North America Solutions Manager (2006-2008) North America Presales Manager (2004-2006) Promoted rapidly to hold multiple responsibilities for this $250M global telecom software company. Oversaw presales engagements, sales bid process, and proposal functions. Worked with regional leadership team to staff Sales and Delivery groups, perform forecasting, and set budgets. Supervised up to 20 presales personnel. Supported projects as large as $20M.  Improved prospect engagement rate more than 15% by reengineering the regional proposal and presales engagement processes. Implemented new procedures and document templates.  Drove sales growth by developing new collateral for Sales, and presales presentations.  Increased market competiveness by reducing the cost of delivering architected solutions.  Enabled higher contract win percentage by transitioning Presales from a feature/function model to a solution sales and value-based model.  Directed the incorporation of 2 companies following acquisition into Intec’s standard presales and commercial management processes  Reduced demonstration set up times 50% and enhanced software demonstration capabilities by implementing a new centralized, repeatable infrastructure for presentations. Presales Consultant (2003-2004) Selected to open the South African Sales Office and oversee all presales activities. Supported 2 fieldbased sales professionals. Worked closely with Marketing on collateral and strategies.  Dramatically increased the win ratio over the previous remote sales office (UK) model.  Formulated and implemented all presales strategies and documentation, customized to meet the business and cultural needs of the region.  Closed the largest single sales to date for the EMEA territory, and brought in 10 new logo accounts. EMEA Professional Services & Presales Consultant (2000-2003) UK-based position involving solution development, pre-sales presentations, and collateral development. Managed software delivery projects for large telecom companies throughout the EMEA region.

EDUCATION B.Sc. with Honors in Business Information Technology, Bournemouth University, UK

TECHNICAL SKILLS MS Excel, MS Word, MS PowerPoint, Salesforce, MS Project, SQL,

WORK STATUS British National with US Green Card